Bar-Isaac, Heski, Caruana, Guillermo and Cuñat, Vicente 
ORCID: 0000-0001-7504-2801
(2010)
Information gathering and marketing.
Journal of Economics and Management Strategy, 19 (2).
pp. 375-401.
ISSN 1058-6407
Abstract
Consumers have only partial knowledge before making a purchase decision, but can acquire more-detailed information. Marketing makes it easier or harder for these consumers to do so. When consumers are ex ante heterogeneous, the firm might choose an intermediate marketing strategy for two quite different reasons. First, as a nonprice means of discrimination—it can make information only partially available, in a way that induces some, but not all, consumers to acquire the information. Second, when the firm cannot commit to a given investment in ensuring quality, the marketing and pricing strategy can act as a commitment device.
| Item Type: | Article |
|---|---|
| Official URL: | http://onlinelibrary.wiley.com/journal/10.1111/(IS... |
| Additional Information: | © 2010 Wiley-Blackwell |
| Divisions: | Finance Financial Markets Group |
| Subjects: | H Social Sciences > HF Commerce |
| Date Deposited: | 11 Apr 2011 09:38 |
| Last Modified: | 13 Sep 2024 22:55 |
| URI: | http://eprints.lse.ac.uk/id/eprint/35322 |
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