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Pricing Patterns as Outcomes of Product Positions

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  • Tyagi, Rajeev K

Abstract

Prior empirical work shows that different markets are characterized by different pricing patterns, such as Bertrand-Nash pricing or Stackelberg leader-follower pricing. The author considers a duopolistic market where ex ante identical firms sequentially position their products prior to competing on prices (in a single- or multiperiod setting) and show that the unique equilibrium outcome involves (1) firms choosing Stackelberg pricing over Bertrand-Nash pricing; and (2) the positioning first mover acting as the price leader. An attractive property of this model is that the ex post larger firm acts as the price leader, which is consistent with prior empirical evidence. Copyright 1999 by University of Chicago Press.

Suggested Citation

  • Tyagi, Rajeev K, 1999. "Pricing Patterns as Outcomes of Product Positions," The Journal of Business, University of Chicago Press, vol. 72(1), pages 135-157, January.
    • Handle: RePEc:ucp:jnlbus:v:72:y:1999:i:1:p:135-57
    DOI: 10.1086/209605
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    Cited by:

    1. Vermeulen, Ben & La Poutré, Han & de Kok, Ton, 2012. "Dynamics and equilibria under incremental horizontal differentiation on the Salop circle," MPRA Paper 51449, University Library of Munich, Germany.
    2. Youping Li & Jie Shuai, 2018. "A Welfare Analysis of Location Space Constraints with Vertically Separated Sellers," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 52(1), pages 161-177, February.
    3. Abhik Roy, 2022. "A dynamic model of price competition and promotion in prescription drug markets," Marketing Letters, Springer, vol. 33(4), pages 577-591, December.
    4. Schindehutte, Minet & Morris, Michael H., 2001. "Pricing as entrepreneurial behavior," Business Horizons, Elsevier, vol. 44(4), pages 41-48.
    5. Cvsa, Viswanath & Gilbert, Stephen M., 2002. "Strategic commitment versus postponement in a two-tier supply chain," European Journal of Operational Research, Elsevier, vol. 141(3), pages 526-543, September.
    6. Abhik Roy & Jagmohan Raju, 2011. "The influence of demand factors on dynamic competitive pricing strategy: An empirical study," Marketing Letters, Springer, vol. 22(3), pages 259-281, September.
    7. Kress, Dominik & Pesch, Erwin, 2012. "Sequential competitive location on networks," European Journal of Operational Research, Elsevier, vol. 217(3), pages 483-499.
    8. Rajeev K. Tyagi, 2000. "Sequential Product Positioning Under Differential Costs," Management Science, INFORMS, vol. 46(7), pages 928-940, July.
    9. Scott M. Gilpatric & Youping Li, 2021. "Endogenous Price Leadership and Product Positioning," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 58(2), pages 287-302, March.

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