Bargaining at Retail Stores: Evidence from Vienna

In the West, where posted prices are the norm, it is uncommon to observe consumers receive discounts below the posted price. Nevertheless, we find that when stores are asked, a discount is granted approximately 40% of the time, with a median discount percentage of 10%. Discounts are more likely to be offered by small-scale firms, for higher-priced products, and for nonsale items. More generally, differences in price delegation behavior across firm types serve as an indicator that monitoring costs and employee skills are important drivers of bargaining behavior. This paper was accepted by Duncan Simester, marketing

Improved Revenue Bounds for Posted-Price and Second-Price Mechanisms

How to optimize posted price mechanisms? The sequential posted-price (SPP) mechanism is one of the widely used selling mechanisms in practice. In this mechanism, the seller presents each buyer with a price sequentially and the buyer can either accept or reject the mechanism's offer. Despite the widespread use of the SPP mechanism, the problem of optimizing prices in this mechanism has not been fully addressed. In a paper entitled, “Improved Revenue Bounds for Posted-Price and Second-Price Mechanisms,” H. Beyhaghi, N. Golrezaei, R. Paes Leme, M. Pal, and B. Sivan construct SPP mechanisms by considering the best of two simple pricing rules: one that imitates the optimal mechanism and the other that posts a uniform price (same price for every buyer). Their simple pricing rules can be easily generalized to the setting with multiple units and yield the first improvement over long-established approximation factors.

EXPRESS: Perceived vs. Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations

Retailers routinely present a posted price together with a higher advertised reference price, in an effort to evoke a perception of the discount the consumer is receiving. If prices can be negotiated though, what impact does this initial perceived discount (IPD) have on the ultimate discount, demand, and revenue? With data from consumers of a large durable goods retailer, in a natural decision-making environment, this study provides evidence that a greater IPD is associated with smaller negotiated discounts. Then, a lab experiment involving negotiation and purchase decisions for multiple products, with randomly assigned values of the IPD, establishes that a $1 increase in IPD lowers the negotiated discount by 4.7 cents. Furthermore, 75% of this decrease can be attributed to reduction in the participants' likelihood to initiate a negotiation. Under bargaining, almost half of the increase in revenue from a higher IPD stems from an increase in the negotiated price, which is unlike fixed pricing, in which setting an increase in IPD affects revenue only through changes in demand. Sellers also have a greater incentive to set exaggerated advertised reference prices in bargaining contexts, compared with fixed pricing. These findings in turn have implications for researchers, retailers, and consumers.

Bidding behavior in auctions versus posted prices: comparisons of mean and marginal effects

Economic experiments have been widely used to elicit individuals' evaluation for various commodities. Common elicitation methods include auction and posted price mechanisms. A field experiment is designed to compare willingness-to-pay (WTP) estimates between these two mechanisms. Despite both of these formats being theoretically incentive compatible and demand revealing, results from 115 adult consumers indicate that WTP estimates obtained from an auction are 32–39 percent smaller than those from a posted price mechanism. A comparison in statistical significance shows that auctions require a smaller sample size than posted price mechanisms in order to detect the same preference change. Nevertheless, the signs of marginal effects for different product characteristics are consistent in both mechanisms.

Posted Price Mechanisms and Optimal Threshold Strategies for Random Arrivals

The classic prophet inequality states that, when faced with a finite sequence of nonnegative independent random variables, a gambler who knows the distribution and is allowed to stop the sequence at any time, can obtain, in expectation, at least half as much reward as a prophet who knows the values of each random variable and can choose the largest one. In this work, we consider the situation in which the sequence comes in random order. We look at both a nonadaptive and an adaptive version of the problem. In the former case, the gambler sets a threshold for every random variable a priori, whereas, in the latter case, the thresholds are set when a random variable arrives. For the nonadaptive case, we obtain an algorithm achieving an expected reward within at least a 0.632 fraction of the expected maximum and prove that this constant is optimal. For the adaptive case with independent and identically distributed random variables, we obtain a tight 0.745-approximation, solving a problem posed by Hill and Kertz in 1982. We also apply these prophet inequalities to posted price mechanisms, and we prove the same tight bounds for both a nonadaptive and an adaptive posted price mechanism when buyers arrive in random order.