Selling to Consumers with Endogenous Types

Boone, Jan and Shapiro, Joel (2006) Selling to Consumers with Endogenous Types. TILEC Discussion Paper, Tilburg Law and Economics Center.


For many goods (such as experience goods or addictive goods), consumers' preferences may change over time. In this paper, we examine a monopolist's optimal pricing schedule when current consumption can affect a consumer's valuation in the future and valuations are unobservable. We assume that consumers are anonymous, i.e. the monopolist can't observe a consumer's past consumption history. For myopic consumers, the optimal consumption schedule is distorted upwards, involving substantial discounts for low valuation types. This pushes low types into higher valuations, from which rents can be extracted. For forward looking consumers, there may be a further upward distortion of consumption due to a reversal of the adverse selection effect; low valuation consumers now have a strong interest in consumption in order to increase their valuations. Firms will find it profitable to educate consumers and encourage forward looking behavior.

Item Type: Other Working Paper
Keywords: endogenous types, addictive goods, price discrimination, finance
Subject(s): Finance
Related URLs:
Date Deposited: 25 Sep 2015 15:11
Last Modified: 20 Sep 2018 11:03
Funders: not applicable

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