Pay to Switch or Pay to Stay: Preference-Based Price Discrimination in Markets with Switching Costs

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How Should Consumers’ Willingness to Pay be Measured? An Empirical Comparison of State-of-the-Art Approaches (2011, background): “It is also important for implementing various pricing tactics, such as nonlinear pricing (Jedidi and Zhang 2002), one-to-one pricing (Shaffer and Zhang 2000), and targeted promotions (Shaffer and Zhang 1995).”
The Role of the Management Sciences in Research on Personalization (2003, unknown): “Personalization of product attributes can enable firms to better differentiate their products and earn higher profits in equilibrium (Shaffer and Zhang 2000).”
Quality of Information and Oligopolistic Price Discrimination (2004, background): “Our equilibrium (in this subgame) becomes equivalent to that in Shaffer and Zhang (2000) if we set k = 1 (i.e., two identifiable consumer segments) in our model and”
Do we care what others Get? A Behaviorist Approach to Targeted Promotions (2002, unknown): “Shaffer and Zhang (2000) further suggest that the targeting of switchers by all competing firms need not be optimal, but under no circumstance can the targeting of loyal customers emerge as an optimal strategy for all competing firms.”