A Comparison of Bundling and Sequential Pricing in Competitive Markets: Experimental Evidence

John Aloysius, Cary Deck () and Amy Farmer

International Journal of the Economics of Business, 2012, vol. 19, issue 1, 25-51

Abstract: Technological advances enable sellers to identify relationships among offered goods. Sellers can leverage this information through pricing strategies such as bundling and sequential pricing. While these strategies have primarily been studied under monopoly assumptions, the strategies are available to competitive firms as well. This paper reports on a series of laboratory experiments comparing bundling and sequential pricing while varying the underlying relationship between the goods in markets where a fraction of buyers comparison shop. The results indicate that sequential pricing is generally as profitable to the seller; however, there is evidence that sequential pricing may be more harmful to consumers than bundling when the goods have complementary values or the buyer’s values are positively correlated.

Date: 2012
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DOI: 10.1080/13571516.2012.642637

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