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Bounded Rationality in Markets (1). Bounded Rationality in Markets (2). Example: Design of Distribution Contract. Manufacturer. C = 2. W (Integrated)?. Retailer. Price(Integrated)?. Demand = 10 - price. Integrated versus Independent Channels. Integrated Independent. Manufacturer.

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Presentation Transcript
slide1

Bounded Rationality in Markets (1)

AMA Doctoral Consortium

slide2

Bounded Rationality in Markets (2)

AMA Doctoral Consortium

integrated versus independent channels

Manufacturer

C = 2

W (Integrated)?

Retailer

Price(Integrated)?

Demand = 10 - price

Integrated versus Independent Channels

Integrated Independent

Manufacturer

C = 2

W (Independent) ?

Retailer

Price(Independent) ?

Demand = 10 - price

AMA Doctoral Consortium

double marginalization problem
Double Marginalization Problem
  • Price (Integrated) = 6 < Price (Independent) = 8
  • Total Profit (Integrated) = 16 > Total Profit (Independent) = 12

Manufacturer

C = 2

Manufacturer

C = 2

W (Integrated) = 2

W (Independent) = 6

Retailer

Retailer

Price(Independent) = 8

Price(Integrated) = 6

Demand = 10 - Price

Demand = 10 - Price

AMA Doctoral Consortium

solution to double marginalization problem two part tariff tpt
Solution to Double Marginalization Problem: Two-Part Tariff (TPT)
  • Price (TPT) = Price (Integrated) = 6 < Price (Independent) = 8
  • Total Profit (Integrated) = Total Profit (TPT) = 16 > Total Profit (Independent) = 12

Manufacturer

C= 2

Manufacturer

C = 2

F, W (TPT) = 2

W (Independent) = 6

Retailer

Retailer

Price (TPT) = 6

Price(Independent) = 8

Demand = 10 - Price

Demand = 10 - Price

AMA Doctoral Consortium

slide7

Standard Theory and Experimental Results

Significant Differences

No Difference

AMA Doctoral Consortium

slide8

Loss Aversion and Mental Accounting

  • Up-front payment (F) and variable payment (w x Demand) are kept in two separate mental accounts.
  • F is a loss that is incurred before any sales is realized and at the point where the reference profit is zero.
  • Variable payment is incurred only after each unit of sales is realized.
  • $1 of up-front payment is equivalent to $X of variable payment
  • The value of $X that maximizes the likelihood of observing the data turns out to be $X =1.5

AMA Doctoral Consortium

slide9

Theory with Loss Aversion and Experimental Results

No Difference

No Difference

AMA Doctoral Consortium

slide10

Necessary Conditions for Generalization to Games and Markets

  • Simple and precise alternative
  • Can be used as a productive tool to generate testable hypotheses in different settings
  • Explains behaviors better in existing settings
  • Generate interesting predictions in new market settings

AMA Doctoral Consortium

slide11

Key Takeaways

  • This emerging perspective spans traditional boundaries between consumer behavior (CB) and modeling (i.e., psychology and economics)
  • The goal is help you to answer the question "are you a CB person or a modeler?” with "both!"

AMA Doctoral Consortium

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