Designing Pricing Contracts for Boundedly Rational Customers: Does the Framing of the Fixed Fee Matter?

By Teck-Hua Ho, Juanjuan Zhang. Management Sciences, 2008

349 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Management Science and Operations Research, Marketing

View Paper: https://www.semanticscholar.org/paper/676dd743daaf19e87081a5ffaddb644e201a52d6

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Citations in the corpus

Wholesale Pricing under Mild and Privately Known Concerns for Fairness (2014, background): “Ho and Zhang (2008) test the two-part tariff mechanism, as well as a mathematically equivalent quantity”
Trust in Forecast Information Sharing (2011, background): “The third group studies behavioral issues in a strategic context where multiple decision makers interact with each other (e.g., Chen et al. 2008, Cui et al. 2007, Lim and Ho 2007, Ho and Zhang 2008).”
Distributional and Peer‐Induced Fairness in Supply Chain Contract Design (2013, background): “Decision biases, such as reference dependence and loss aversion (Kahneman and Tversky 1979), have been extensively studied in the context of supply chain contracting (e.g., Ho and Zhang 2008, Ho et al. 2010, Kalkanci et al. 2011, Katok and Wu 2009, Lim and Ho 2007, Su 2008).”
Effects of Consumer‐to‐Consumer Product Sharing on Distribution Channel (2018, neutral): “However, experimental research (e.g., Ho and Zhang 2008) shows that the introduction of the ﬁxed fee does not really increase channel efﬁciency.”
Newsvendor model for a dyadic supply chain with Nash bargaining fairness concerns (2014, background): “Ho and Zhang (2008) confirm the existence of fairness preference in the setting of supply chain.”
Management Theory Applications of Prospect Theory: Accomplishments, Challenges, and Opportunities (2011, neutral): “For example, in a product pricing experiment, Ho and Zhang (2008) found that the risk-seeking behaviors of loss-frame individuals reduced their performance in a hypothetical task.”
The Impact of Information Sharing on Supply Chain Performance under Asymmetric Information (2013, background): “Moreover, Ho and Zhang (2008) show in a similar setting under full information that the framing of the ﬁxed fee in non-linear pricing schemes (i.e., either as a two-part scheme or as a quantity discount scheme) induces different ordering behavior of the buyer, although both schemes are…”
Signaling through Price and Quality to Consumers with Fairness Concerns (2016, positive): “Ho and Zhang (2008) conduct experiments and use reference-dependent utility functions to examine the effects of the presentation of pricing contracts on the channel outcome.”