Contingent Preannounced Pricing Policies with Strategic Consumers

Companies in diverse industries must decide the pricing policy of their inventories over time. This decision becomes particularly complex when customers are forward looking and may defer a purchase in the hope of future discounts and promotions. With such uncertainty, many customers may end up not buying or buying at a significantly lower price, reducing the firm’s profitability. Recent studies show that a way to mitigate this negative effect caused by strategic consumers is to use a posted or preannounced pricing policy. With that policy, firms commit to a price path that consumers use to evaluate their purchase timing decision. In this paper, we propose a class of preannounced pricing policies in which the price path corresponds to a price menu contingent on the available inventory. We present a two-period model, with a monopolist selling a fixed inventory of a good. Given a menu of prices specified by the firm and beliefs regarding the number of units to be sold, customers decide whether to buy upon ar...