Pricing Tactics, Strategies, and Outcomes

Edited by Michael Waldman, Charles H. Dyson Professor in Management and Professor of Economics, Johnson Graduate School of Management, Cornell University, US and Justin P. Johnson, Associate Professor of Economics, Cornell University, US

'I've been searching for a book like this for the last decade! I've been on the lookout for a compilation of the "greatest hits" of economics articles that serve as the foundation of pricing strategy. This is exactly what Pricing Tactics, Strategies and Outcomes is: a two volume 1200+ page compilation of the seminal academic pricing articles.'

• ContentsAcknowledgementsIntroductionMichael Waldman and Justin P. JohnsonPART ICLASSICS 1. Peter O. Steiner (1957), ‘Peak Loads and Efficient Pricing’2. George J. Stigler (1964), ‘A Theory of Oligopoly’3. Oliver E. Williamson (1966), ‘Peak-Load Pricing and Optimal Capacity under Indivisibility Constraints’4. George J. Stigler (1968), ‘United States v. Loew’s Inc.: A Note on Block-Booking’5. Walter Y. Oi (1971), ‘A Disneyland Dilemma: Two-Part Tariffs for a Mickey Mouse Monopoly’6. R.H. Coase (1972), ‘Durability and Monopoly’7. Reinhard Selten (1978), ‘The Chain Store Paradox’PART IIPRICING A PRODUCT LINE AND RELATED ISSUES 8. Michael Mussa and Sherwin Rosen (1978), ‘Monopoly and Product Quality’9. Nancy L. Stokey (1979), ‘Intertemporal Price Discrimination’10. Eric Maskin and John Riley (1984), ‘Monopoly with Incomplete Information’11. Stephen W. Salant (1989), ‘When is Inducing Self-Selection Suboptimal for a Monopolist?’12. Raymond J. Deneckere and R. Preston McAfee (1996), ‘Damaged Goods’13. Drew Fudenberg and Jean Tirole (1998), ‘Upgrades, Tradeins, and Buybacks’14. Justin P. Johnson and David P. Myatt (2003), ‘Multiproduct Quality Competition: Fighting Brands and Product Line Pruning’PART IIIPRICING AND CONSUMER LEARNING 15. Benjamin Klein and Keith B. Leffler (1981), ‘The Role of Market Forces in Assuring Contractual Performance’16. Carl Shapiro (1982), ‘Consumer Information, Product Quality, and Seller Reputation’17. Russell Cooper and Thomas W. Ross (1984), ‘Prices, Product Qualities and Asymmetric Information: The Competitive Case’18. Kyle Bagwell and Michael H. Riordan (1991), ‘High and Declining Prices Signal Product Quality’19. Tracy R. Lewis and David E.M. Sappington (1994), ‘Supplying Information to Facilitate Price Discrimination’20. Patrick DeGraba (1995), ‘Buying Frenzies and Seller-induced Excess Demand’21. James D. Dana, Jr. (1998), ‘Advance-Purchase Discounts and Price Discrimination in Competitive Markets’PART IVCOLLUSIVE BEHAVIOR 22. Edward J. Green and Robert H. Porter (1984), ‘Noncooperative Collusion under Imperfect Price Information’23. B. Douglas Bernheim and Michael D. Whinston (1990), ‘Multimarket Contact and Collusive Behavior’24. David Genesove and Wallace P. Mullin (2001), ‘Rules, Communication, and Collusion: Narrative Evidence from the Sugar Institute Case’25. Joseph E. Harrington, Jr. (2004), ‘Cartel Pricing Dynamics in the Presence of an Antitrust Authority’26. Susan Athey, Kyle Bagwell and Chris Sanchirico (2004), ‘Collusion and Price Rigidity’PART VENTRY DETERRENCE AND PREDATION 27. David M. Kreps and Robert Wilson (1982), ‘Reputation and Imperfect Information’28. Paul Milgrom and John Roberts (1982), ‘Limit Pricing and Entry under Incomplete Information: An Equilibrium Analysis’29. Drew Fudenberg and Jean Tirole (1986), ‘A “Signal-jamming” Theory of Predation’30. Garth Saloner (1987), ‘Predation, Mergers, and Incomplete Information’31. Kyle Bagwell and Garey Ramey (1991), ‘Oligopoly Limit Pricing’32. Yun Joo Jung, John H. Kagel and Dan Levin (1994), ‘On the Existence of Predatory Pricing: An Experimental Study of Reputation and Entry Deterrence in the Chain-store Game’Name IndexVolume IIAcknowledgementsAn introduction by the editors to both volumes appears in Volume IPART IEMPIRICAL STUDIES OF PRICING STRATEGIES 1. Dennis W. Carlton (1986), ‘The Rigidity of Prices’2. Margaret E. Slade (1992), ‘Vancouver’s Gasoline-Price Wars: An Empirical Exercise in Uncovering Supergame Strategies’3. Severin Borenstein and Andrea Shepard (1996), ‘Dynamic Pricing in Retail Gasoline Markets’4. Sam Peltzman (2000), ‘Prices Rise Faster than They Fall’5. Martin Pesendorfer (2002), ‘Retail Sales: A Study of Pricing Behavior in Supermarkets’6. Aviv Nevo and Catherine Wolfram (2002), ‘Why Do Manufacturers Issue Coupons? An Empirical Analysis of Breakfast Cereals’PART IILEASING 7. Jeremy I. Bulow (1982), ‘Durable-Goods Monopolists’8. Scott E. Masten and Edward A. Snyder (1993), ‘United States versus United Shoe Machinery Corporation: On the Merits’9. Michael Waldman (1997), ‘Eliminating the Market for Secondhand Goods: An Alternative Explanation for Leasing’10. Igal Hendel and Alessandro Lizzeri (1999), ‘Interfering with Secondary Markets’11. Igal Hendel and Alessandro Lizzeri (2002), ‘The Role of Leasing under Adverse Selection’12. Justin P. Johnson and Michael Waldman (2003), ‘Leasing, Lemons, and Buybacks’PART IIITYING 13. William James Adams and Janet L. Yellen (1976), ‘Commodity Bundling and the Burden of Monopoly’14. R. Preston McAfee, John McMillan and Michael D. Whinston (1989), ‘Multiproduct Monopoly, Commodity Bundling, and Correlation of Values’15. Michael D. Whinston (1990), ‘Tying, Foreclosure, and Exclusion’16. José Carbajo, David de Meza and Daniel J. Seidmann (1990), ‘A Strategic Motivation for Commodity Bundling’17. Yannis Bakos and Erik Brynjolfsson (1999), ‘Bundling Information Goods: Pricing, Profits, and Efficiency’18. Jay Pil Choi and Christodoulos Stefanadis (2001), ‘Tying, Investment, and the Dynamic Leverage Theory’19. Dennis W. Carlton and Michael Waldman (2002), ‘The Strategic Use of Tying to Preserve and Create Market Power in Evolving Industries’PART IVSALES AND COUPONING STRATEGIES 20. Hal R. Varian (1980), ‘A Model of Sales’, American Economic Review, 70 (4), September, 651-9; Hal R. Varian (1981), ‘Errata: A Model of Sales’21. Chakravarthi Narasimhan (1984), ‘A Price Discrimination Theory of Coupons’22. Joel Sobel (1984), ‘The Timing of Sales’23. Chakravarthi Narasimhan (1988), ‘Competitive Promotional Strategies’24. Greg Shaffer and Z. John Zhang (1995), ‘Competitive Coupon Targeting’25. Drew Fudenberg and Jean Tirole (2000), ‘Customer Poaching and Brand Switching’26. J. Miguel Villas-Boas (2004), ‘Price Cycles in Markets with Customer Recognition’Name Index