Intertemporal pricing in new product introduction
關於新產品的動態定價問題研究
Student thesis: Doctoral Thesis
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Award date | 3 Oct 2014 |
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Permanent Link | https://scholars.cityu.edu.hk/en/theses/theses(ed7668eb-9343-473c-8ea1-3473228ec685).html |
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Other link(s) | Links |
Abstract
When a new durable product is launched into the market, the seller may encounter
various problems. This dissertation consists of two essays, studying two different
issues in new product introduction and examining how a durable-goods monopolist
can strategically price the product intertemporally to tackle these issues. The first
essay studies the problem of a potential imitative entry facing a monopolistic firm
who firstly introduces a durable and innovative product into the market. Imitative
products are evident and pervasive around the global market. To investigate the
impacts of imitative entry, we propose a game-theoretical model which captures the
dynamic interaction between an innovator and an imitator in a two-period framework.
Our result shows that when consumers' acceptance level of imitative product
is high, the innovator may be better off tolerating the imitative entry, rather
than deterring it as suggested by most previous literatures. And surprisingly,
when the imitative entry is tolerated, the innovator may gain more profits than the
maximum it can earn in the absence of imitation. The reason is that when the
innovator acts as a monopolist and intends to target on the more profitable highend
consumers only, it suffers from the time-inconsistency problem that the highend
consumers can hardly be convinced to purchase earlier unless the innovator
strategically distort the quality upward to increase in the marginal cost of production
and deny the future revenue from the low valuation consumers. With the threat of imitative entry, the low-end market is less profitable for the innovator
and, as a result, the cost inefficiency incurs in quality distortion is reduced and the
innovator gains more. The first essay focuses on exploring the influences of threat
from imitative entry in the presence of strategic consumers, who are assumed to
have perfect information about their valuation of both the innovative and imitative
products. Nevertheless, in reality, when a product is new to the market, it is typical
that consumers do not have prior knowledge of their idiosyncratic gains from
adopting the product, whereas the firm owns perfect information about the market.
In the second essay, we study a monopolistic firm's pricing strategy when consumers
are uncertain about the value of product and vary in their risk attitudes. Normally,
prior to the product introduction, the firm is able to obtain more accurate market
information by evaluating consumers' valuations and predicting the response of
market through costly market research. However, the firm always lacks the ability
to credibly convey this information to the market since it is always in the firm's
best interest to announce good information to increase consumers' willingness to
pay. As a result, the adverse selection problem arises such that the firm is unable
to charge a price higher than the consumers' ex ante willingness to pay even if the
firm knows that most consumers would have a high product valuation after purchase.
This situation may change if the consumers have different attitudes toward
the consumption risks. With heterogeneous risk attitudes, consumers react to the price of a product in different ways. If some consumers discover their true valuations
in the first period after purchase, they will reveal their information to the
market and thereby, the consumers who remain in the market may learn from the
early adopters. By examining the firm's intertemporal pricing strategy with regard
to whether to induce or prevent information dissemination among consumers, the
second essay investigates the influence of consumers' heterogeneous risk attitudes
on the firm's profitability. The results show that under certain conditions the firm
may be beneficial from the presence of risk-averse consumers since the information
communicated between consumers is more convincing than the information conveyed
by the firm, which partially remedies the adverse selection problem.
- Pricing, New products, Marketing