pricing frills and customer ratings this paper explores whether and how a firm should adapt its strategy in view of consumer use of prior customer ratings specifically we consider optimal pricing and whether the firm should offer an unexpected frill to early customers to enhance their product experiences we show that if price history is unobserved by consumers a forward looking firm should always modify its strategy from single period optimal one but it may be optimal to do so by lowering price by lowering price and offering frills or by raising price and offering frills depending on the market growth rate specifically the last strategy becomes optimal when market growth rate is high enough the results are similar when the price history is observed by consumers except that no deviation from single period profit maximization choices is optimal when market growth is low enough we also analyze whether the firm should prefer that the price information be stated in or left out of consumer reviews in addition in considering the effects of consumer heterogeneity we conclude that the optimal firm s effort to affect ratings is higher when the idiosyncratic part of consumer uncertainty is larger

signaling quality with a money back guarantee the role of transaction costs direct marketing is witnessing explosive growth as consumers increasingly purchase products from their homes their ability to judge the quality of products they buy is significantly reduced in this paper we study how money back guarantees can signal product quality in such environments we interpret product quality broadly to mean both the level of attributes promised as well as the firm s consistency in delivering on those promises key aspects of our formulation are the explicit consideration of transaction costs and alternative signals of product quality transaction costs are the costs the seller or buyer faces when redeeming a money back guarantee we show that money back guarantees signal quality by exploiting the higher probability of returns for a lower quality product and the attendant higher transaction costs however if the seller s transaction costs are very large then there are less costly ways to signal namely charging a high price we compare the signaling performance of 1 price 2 price with uninformative advertising and 3 price with a money back guarantee whereas uninformative advertising does not work at all in our model under certain conditions a money back guarantee is necessary to signal and under other conditions a money back guarantee is a useful supplement to price

flexible demand systems with serially correlated errors fat and oil consumption in the united states a flexible demand system proposed by lewbel is used to estimate u s fat and oil demand from 1950 to 1986 results suggest that the lewbel model outperforms the translog and aids and that correction for serial correlation is important findings also suggest that price and income effects together with increasing public health concerns primarily determine u s fat and oil demand

on the function of sales assistance the paper provides a formal rationale for the common practice of using sales assistance the argument is made in a model where a consumer s situation determines his needs the products are differentiated and the map identifying the best match between a consumer s situation and a product is known only to the sales assistant i look at procedure which involves the consumer revealing his needs and the sales assistant identifying the best matching product this is compared to several other procedures and found to be best when the number of possible consumer situations is large it is shown that reputational considerations may keep the sales assistant honest i look at the impact of guarantees and other modifications to the model and discuss normative implications

facilitating fit revelation in the competitive market this study examines firms strategic decisions in the competitive market regarding whether to engage in marketing activities to assist consumers in finding the fit between their personal tastes and products horizontal attributes we find that competitive firms strategies to facilitate fit revelation critically depend on the product qualities they offer in particular a firm offering a high quality product is more likely to facilitate fit revelation in the competitive market than it would as a market monopolist whereas a firm offering a low quality product is less likely to do so in addition the firm offering the high quality product implements fit revealing activities in a greater intensity than its rival that offers the low quality product if the quality difference between the two products is small and both products qualities are sufficiently high

reply to taheripour delgado and tyner 2020 abstract the present letter is aimed at providing a step by step comment on the criticisms raised by taheripour delgado and tyner authors of the response to santeramo and searle 2019 the paper by santeramo and searle 2019 analyses the responsiveness of the us soy and palm oil markets to price changes the authors find positive cross price elasticities of palm oil import with respect to soy oil price and vice versa hereafter we will refer to the paper by taheripour delgado and tyner as tdt 2020 and to the paper by santeramo and searle as ss 2019

impacts of us biodiesel mandates on world vegetable oil markets abstract in this paper we seek to understand the impact of expanded use of soybean oil biodiesel to address biofuel mandates on global vegetable oil markets and in particular on the demand for palm oil an open economy equilibrium model is derived to investigate the market effects of biodiesel expansion on related energy and vegetable oil markets the model is calibrated to represent the recent benchmark data in calendar year 2014 the simulation estimates suggest that the expanded use of soy oil for biodiesel in the us will have considerable impacts on world vegetable oil markets the majority of the vegetable oil replacement is likely to occur through substitution of palm oil under a wide range of plausible elasticity values on the demand for vegetable oil and the demand substitution between soy oils and palm oils

response to santeramo and searle 2019 abstract in a recent article santeramo and searle 2019 henceforth san sea argued that the linkages between the soy oil and palm oil markets and their land use consequences could negatively affect the climate performance of the us renewable fuel standard rfs and california s low fuel standard to support their arguments san sea estimated the own and cross price elasticities for supplies of soy and palm oils in the us these authors refer to a valid point that induced land use changes may negatively impact emissions savings due to biofuels however their estimated elasticities provide no new insight on this issue in addition their approach findings analysis and conclusion are subject to several deficiencies and limitations these authors provide no new evidence for the link between biofuel production and land use change due to substitution among vegetable oils in what follows we reflect on some important facts and concerns

linking soy oil demand from the us renewable fuel standard to palm oil expansion through an analysis on vegetable oil price elasticities abstract the united states us renewable fuel standard and california s low carbon fuel standard support the use of soy biodiesel and renewable diesel in the transport fuel supply for climate mitigation however linkages between the markets for soy oil and palm oil which is associated with very high land use change emissions could negatively affect the climate performance of soy based biofuels this study estimates the own and cross price elasticities for the supply of soy and palm oils in the us using country level data from 1992 to 2016 under rational expectations through a seemingly unrelated regressions system of equations we find a positive cross price elasticity of palm oil import with respect to soy oil price and a positive reaction of supply of soy oil to increase in prices of palm oil these results suggest that us biofuel policies may underestimate substitution between soy and palm oils and thus overestimate the climate benefits from soy based biofuel

a meta analysis on the price elasticity of energy demand abstract price elasticities of energy demand have become increasingly relevant in estimating the socio economic and environmental effects of energy policies or other events that influence the price of energy goods since the 1970s a large number of academic papers have provided both short and long term price elasticity estimates for different countries using several models data and estimation techniques yet the literature offers a rather wide range of estimates for the price elasticities of demand for energy this paper quantitatively summarizes the recent but sizeable empirical evidence to facilitate a sounder economic assessment of in some cases policy related energy price changes it uses meta analysis to identify the main factors affecting short and long term elasticity results for energy in general as well as for specific products i e electricity natural gas gasoline diesel and heating oil

note competitive price and positioning strategies brand positioning and brand pricing are important strategic decisions for marketing managers such decisions are interrelated and depend upon competitive brand positions and prices however any unilateral decisions may encourage repositioning and price adjustment by competitors thus leading to either new market equilibria or a price positioning war this paper examines such price and positioning decisions in a competitive environment by extending the defender consumer model to more complex equilibria we assume that the brands are already in the market and that positions are sticky in the sense that brands cannot leapfrog one another among the insights for such incumbent brands are if prices are symmetric and held constant firms seek to reposition toward the center of the market but price advantages by central firms can mediate that central tendency such that an equilibrium exists with positive profits if brand positions are held constant the nash equilibria for prices exist and are unique and category profits the sum of brand profits are maximized for maximum brand differentiation for two and three brand markets the subgame perfect nash equilibrium where positioning decisions are made with foresight on the price equilibria causes firms to unilaterally seek maximum brand differentiation but for four or more brands greater foresight and or cooperation appears necessary to reach the point of maximum brand differentiation these results apply where the defender consumer model is an exact description of consumer response and where the competitive reaction assumptions hold in any empirical situation such forces might be softened resulting in differentiated but not maximally differentiated brands

voluntary quality disclosure and market interaction marketers disclose quality information directly to potential consumers using a variety of communication channels this study investigates how competition may influence duopoly firms incentive to voluntarily reveal quality information we show that firms in competitive markets reveal less information than a monopoly firm in addition sequential disclosure leads to asymmetric equilibrium disclosure behavior the disclosure leader reveals unambiguously less information than in the simultaneous disclosure case whereas the follower ex ante reveals less more private information than that released by the leader or by the firms in the simultaneous case when the disclosure cost is sufficiently low high we also examine the equilibrium firm profits and social welfare we demonstrate that there may be a u shaped relationship between equilibrium monopoly profits or social welfare under both monopoly and duopoly and the disclosure cost moreover in comparison to the simultaneous disclosure case sequential disclosure can lead to increasingly softened competition improving both firm profitability and social welfare

supplying information to facilitate price discrimination the authors examine the incentive of a seller to allow potential buyers to acquire private information about their tastes for the seller s product improved private information for buyers enables the seller to segment the market and charge higher prices to high value buyers however improved information can also provide rents to buyers in a variety of settings this tradeoff is optimally resolved at one of two extremes either buyers are supplied with the best available knowledge of their tastes or no information is supplied by the seller copyright 1994 by economics department of the university of pennsylvania and the osaka university institute of social and economic research association

the incentives for cost reduction in a differentiated industry abstract this paper investigates how the incentives for cost reduction in a differentiated industry depend upon the degree of product substitutability when goods are imperfect substitutes both cournot and bertrand competition result in underinvestment in the sense that a social planner would be willing to pay more for a given cost reduction than a profit maximizing firm overinvestment may occur when the goods are sufficiently close substitutes similarly cournot competition provides a stronger incentive to innovate than bertrand competition if the degree of substitutability is low and a weaker incentive if this degree is high

when does a firm disclose product information a firm chooses a price and the product information it discloses to a consumer whose tastes are privately known we provide a necessary and sufficient condition on the match function for full disclosure to be the unique equilibrium outcome whatever the costs and prior beliefs about product and consumer types it allows for products with different qualities as well as some horizontal match heterogeneity with independently distributed product and consumer types full disclosure is always an equilibrium and a necessary and sufficient equilibrium condition is that all firm types earn at least the full disclosure profit

informative price advertising in a sequential search model the purpose of this paper is to study the role and implications of price advertising when shopping trips are costly to consumers to do so we introduce advertising into an optimal sequential search model information about prices is both gathered by consumers and disseminated by firms consumers search sequentially and stores advertise with various intensity when it is in their interest to do so our model has a unique equilibrium exhibiting priee dispersion the model generates predictions about the shape of the price distribution and firms advertising behavior we explore the effects of entry and find that when initial advertising costs at zero level of effort are precisely zero entry drives the equilibrium to the perfectly competitive outcome however when initial marginal advertising costs are positive entry drives prices higher and while the informed consumers almost surely locate competitive prices welfare does not necessarily increase finally we compare the effectiveness of the two informational channels when advertising costs shrink prices become competitive however when search costs shrink prices remain bounded above marginal production costs

electronic tickets smart cards and online prepayments when and how to advance sell advance selling occurs when sellers allow buyers to purchase at a time preceding consumption shugan and xie 2000 electronic tickets smart cards online prepayments and other technological advances make advance selling possible for many if not all service providers these technologies lower the cost of making complex transactions at a greater distance from the seller s site they also give sellers more control over advance selling by decreasing arbitrage as technology enhances the capability to advance sell more academic attention is vital this paper strives to exploit these technologies by developing advance selling strategies until recently advance selling research focused on the airline industry and specific characteristics of that industry these characteristics included the price insensitivity of late arrivals e g business travelers compared with early arrivals e g leisure travelers demand uncertainty across flights on the same day and capacity constraints recent findings by shugan and xie 2000 show that advance selling is a far more general marketing tool than previously thought it does not require these industry specific characteristics it only requires the existence of buyer uncertainty about future valuations moreover sellers without the ability to price discriminate can use advance selling to improve profits to the level of first degree price discrimination this finding is important because buyers are nearly always uncertain about their future valuations for most services e g the utility of next year s vacation or a future college education in this paper we take the next step from shugan and xie 2000 we show that advance selling profits do not come from buyer surplus but from more buyers being able to purchase we determine when and how to advance sell in a variety of situations including situations with limited capacity second period arrivals refunds buyer risk aversion exogenous credibility continuous preference distributions and premium pricing we determine when advance selling improves profits and when it does how to set advance prices we ask and answer seven questions first when should sellers advance sell second how much can advance selling improve profits compared with only spot selling third what factors impact the profitability of advance selling and how fourth should advance prices be higher or lower or the same as spot prices fifth how do capacity constraints impact advance selling strategies sixth should sellers limit the number of advance sales finally what is the possible impact of buyer risk aversion first we provide precise conditions when sellers should advance sell for example without capacity constraints we show that sellers should advance sell when marginal costs are sufficiently low to make it profitable to sell to buyers with low valuations and sufficiently high to convince buyers that the spot price will be higher than the advance price second we find that advance selling can almost double the profits from optimal spot selling to early arrivals we also show that advance selling has no impact on consumer surplus in markets with homogenous consumers and no capacity constraints therefore advance selling can increase social welfare because seller profits increase third we find that two very important factors impacting the profitability of advance selling are seller credibility and marginal costs buyers only advance buy when they expect an advantage from advance buying over spot buying without capacity constraints sellers must credibly convince buyers that the advance price is at a discount to the spot price we show that this condition is met under different circumstances for example large marginal costs can create credibility because buyers believe that these costs will lead to high spot prices fourth we find although optimal advance prices can be at a discount to the spot price that sometimes a premium is optimal premiums are optimal when capacity is large but limited and marginal costs are not too large buyers advance purchase at a premium to spot prices when capacity is limited and spot prices are low note that this is not a risk premium and risk aversion is not required no prior research has suggested this strategy because that research relies on the assumption that early arrivals are more price sensitive than later ones without that assumption premium advance pricing is sometimes optimal fifth we find that binding capacity constraints can impact the profitability of advance selling in opposite ways on one hand capacity constraints create seller credibility buyers believe that spot prices will be high when they know spot capacity is limited and perhaps more limited by advance sales on the other hand when capacity is limited the need to increase sales from discounted advance prices diminishes sixth consistent with desiraju and shugan 1999 we find that limiting advance sales can be profitable but only under restrictive conditions these conditions are 1 selling to all early arrivals would leave insufficient capacity in the spot period to sell to all second period arrivals with high valuations 2 the optimal spot price is high and 3 marginal costs are sufficiently small to make advance selling profitable finally we find that buyer risk aversion can sometimes increase the profitability of advance selling our findings provide precise guidelines for a large number of service providers that will have the technical capability to advance sell for those service providers advance selling provides a creative pricing strategy that can potentially provide substantial improvements in profits

renewable energy policies and competition for biomass implications for land use food prices and processing industry abstract we use a mathematical programming model to examine the impacts of simultaneous implementation of two us biofuel and bioenergy policies on commodity markets and spatial distribution of future cellulosic biorefineries the key findings based on our numerical simulation are 1 the number and average annual production capacity of cellulosic biofuel refineries depend on the total renewable fuels mandate 2 the mix of cellulosic biomass feedstock depends on the assumptions about the production costs of energy crops and the amount of cropland that can be used for energy crops but regardless of the assumptions crop residues are the primary biomass source to meet the demand for biomass for biofuel production and electricity generation and 3 the biomass production areas would surround either future cellulosic biorefineries or the existing coal based power plants to reduce the costs of biomass transportation these findings have important implications for biorefinery investors and provide valuable policy insights for the selection of biomass crop assistance program project areas

the long run impact of energy prices on world agricultural markets the role of macro economic linkages the world prices of some food and energy products have followed similar large swings in recent years we investigate the long run relationship between these prices using a world computable general equilibrium model with detailed representations of food and energy markets particular attention is paid to specifying macro economic linkages which have often been overlooked in recent analysis and debate we find that the omission of these macro economic linkages has a substantial bearing on this relationship a positive relationship due to the cost push effect has been identified in most analysis but we find that the introduction of the real income effect may indeed imply a negative relationship between world food and energy prices

identifying supply and demand elasticities of agricultural commodities implications for the us ethanol mandate we present a new framework to identify supply elasticities of storable commodities where past shocks are used as exogenous price shifters in the agricultural context past yield shocks change inventory levels and futures prices of agricultural commodities we use our estimated elasticities to evaluate the impact of the 2009 renewable fuel standard on commodity prices quantities and food consumers surplus for the four basic staples corn rice soybeans and wheat prices increase 20 per cent if one third of commodities used to produce ethanol are recycled as feedstock with a positively skewed 95 percent confidence interval that ranges from 14 to 35 per cent jel q11 q16 q42 q48

managing new product definition in highly dynamic environments in highly dynamic environments characterized by changing customer preferences and uncertainty about competitive products managing the development of a new product is a complex managerial task the traditional practice recommended in the literature of reaching a sharp definition early in the new product development npd process may not be optimal desirable or even feasible in such dynamic situations under high uncertainty forcing early finalization of specifications may result in a firm getting locked into an incorrect definition based on our study of npd in the high technology industry we present a model of an approach called real time definition in which a firm adapts its product definition process to the market and competitive environment uncertainty in the product definition is resolved through frequent repeated interactions with customers and using a flexible development process we find that early definition is optimal only in a limited set of situations to maximize its anticipated profits a firm should tune its definition process to the prevailing level of market uncertainty the marginal value of information obtained from the customer during the npd process and its own risk profile and internal development capabilities effects of competition on a firm s definition approach are also examined and implications for managers of a npd process are presented using a conceptual framework