Customer Poaching and Brand Switching

By Drew Fudenberg, Jean Tirole. 2000

677 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/6072a493b96e3276e7ffe6002c0325e8c63c6f33

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Economics and Econometrics

1. Lars A. Stole
2. Mark Armstrong
3. Drew Fudenberg
4. Z. John Zhang
5. John Vickers
6. Steven R. G. Ongena
7. Curtis R. Taylor
8. Shota Ichihashi

In Marketing

1. Lars A. Stole
2. Drew Fudenberg
3. Alessandro Acquisti
4. Mark Armstrong
5. Z. John Zhang
6. J. Miguel Villas-Boas
7. John Vickers
8. Curtis R. Taylor

In Strategy and Management

1. Lars A. Stole
2. Drew Fudenberg
3. Alessandro Acquisti
4. Mark Armstrong
5. Z. John Zhang
6. J. Miguel Villas-Boas
7. Curtis R. Taylor
8. Shota Ichihashi

Citations in the corpus

• Dynamic pricing in the presence of inventory considerations: research overview, current practices, and future directions (2003, background): “(iii) 1 st − 3 rd degree price discrimination, e.g., customized pricing or quantity discounts [11] [27] [33] [43] [76] [79].”
• Coordination and Lock-In: Competition with Switching Costs and Network Effects (2006, neutral): “On the other hand, compatibility results if it is easier to imitate than to exclude, as Gabel (1991) argues it was for auto parts.”
• Behavior-Based Price Discrimination and Customer Recognition (2007, background): “The first part of this section considers Fudenberg and Tirole (2000)'s analysis of a twoperiod model of competition in short-term contracts, and some variations on the distributions of consumer types studied by Chen and Zhang (2004) and Esteves (2004).”
• Online Privacy and Information Disclosure by Consumers (2020, background): “…recent strands of literature have devoted considerable attention to the relationship between personal data and intertemporal price discrimination (Acquisti and Varian, 2005; Conitzer et al., 2012; Fudenberg and Tirole, 2000; Fudenberg and Villas-Boas, 2006; Taylor, 2004; Villas-Boas, 1999, 2004).”
• Disruption‐management strategies for short life‐cycle products (2009, background): “[5] and [11] discuss and investigate thirddegree price discrimination in the context of customers switching between suppliers in a two-period model.”
• Pay to Switch or Pay to Stay: Preference-Based Price Discrimination in Markets with Switching Costs (2000, background): “ Fudenberg and Tirole (1997) , this is inefecient, since some consumers end up buying from a erm whose product they like less.”
• Price Discrimination and Competition (2007, methodology): “Public, long-term contracts between, say, firm a and a consumer, however, can raise the joint surplus of the pair by making firm b price lower in the second period to induce switching, as in the models of Caminal and Matutes (1990) and Fudenberg and Tirole (2000).”
• Quality of Information and Oligopolistic Price Discrimination (2004, background): “One can note easily that brand switching creates a deadweight loss to the society as, for example, in Chen (1997), Fudenberg and Tirole (2000), and Shaffer and Zhang (1995).”
• Competitive One-to-One Promotions (2002, background): “The view that one-to-one promotions (and other forms of customized pricing) ultimately benefit firms by allowing them to generate incremental sales without sacrificing on the profit margins they receive from their loyal customers has been challenged in several recent game-theoretic articles (Shaffer”
• Competitive Non-linear Pricing and Bundling (2009, background): “29 See Chen (1997) and Fudenberg and Tirole (2000) .”