The DOI matches its Crossref record; 1 of the 1 references it cites were found in a registry or an index.
Customer Poaching and Brand Switching
Abstract
Firms sometimes try to poach the customers of their competitors by offering them inducements to switch. We analyze duopoly poaching under both short-term and long-term contracts assuming either that each consumer's brand preferences are fixed over time or that preferences are independent over time. With fixed preferences, short-term contracts lead to poaching and socially inefficient switching. The equilibrium with long-term contracts has less switching than when only short-term contracts are feasible, and it involves the sale of both short-term and long-term contracts. With independent preferences, short-term contracts are efficient, but long-term contracts lead to inefficiently little switching.
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Citations
Cites
The Value of Purchase History Data in Target Marketing
Rossi, P. E., McCulloch, R. E., & Allenby, G. M. (1996) · Marketing Science · doi:10.1287/mksc.15.4.321 · Cited by 754
Cited by
Goldfarb, A., & Tucker, C. (2019) · Journal of Economic Literature · doi:10.1257/jel.20171452 · Cited by 2,744
Acquisti, A., Taylor, C., & Wagman, L. (2016) · Journal of Economic Literature · doi:10.1257/jel.54.2.442 · Cited by 1,283
Conditioning prices on purchase history
Acquisti, A., & Varian, H. R. (2005) · Marketing Science · doi:10.1287/mksc.1040.0103 · Cited by 689
The Value of Personal Information in Online Markets with Endogenous Privacy
Montes, R., Sand-Zantman, W., & Valletti, T. (2019) · Management Science · doi:10.1287/mnsc.2017.2989 · Cited by 280
Dynamic targeted pricing with strategic consumers
Chen, Y., & Zhang, Z. J. (2009) · International Journal of Industrial Organization · doi:10.1016/j.ijindorg.2008.03.002 · Cited by 144
Metadata
- Authors
- Fudenberg, D., & Tirole, J.
- Venue
- The RAND Journal of Economics
- Publisher
- Wiley
- Published
- 2000
- Volume
- 31
- Issue
- 4
- Pages
- 634
- ISSN
- 0741-6261 (ISSN-L)
- OpenAlex
- W2068817726
- Cited by
- 629
- References
- 1
- FWCI
- 16.98
- Type
- journal article
- Language
- en
- Open access
- closed
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Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
