Impact of customer knowledge heterogeneity on bundling strategy

Research output: Contribution to journalArticle

17 Citations (Scopus)

Abstract

We consider a marketer of components who can select one of three alternative pricing strategies: (1) a pure component strategy (i.e., the customer can only buy the components individually), (2) a pure bundling strategy (i.e., the components must be purchased together), or (3) a mixed bundling strategy (i.e., the customer may buy a component individually, or buy the bundle). We consider a market where customer knowledge of components varies and propose that a high-knowledge customer can determine with greater certainty whether a given component is useful to her. Consequently, more knowledgeable customers have higher variability in their reservation price of a component. Using an analytical model, we identify the conditions under which each of the three pricing strategies maximizes profit and show that three factors determine the optimal strategy: marginal costs of components, distribution of knowledge over the customer population, and relative sizes of customer segments where each segment is interested in the same subset of components. Managerial implications and directions for future research are discussed.

Original languageEnglish (US)
Pages (from-to)792-801
Number of pages10
JournalMarketing Science
Volume28
Issue number4
DOIs
StatePublished - Jul 2009

Fingerprint

Customer knowledge
Bundling
Pricing strategy
Mixed bundling
Profit
Reservation price
Marketers
Factors
Analytical model
Optimal strategy
Marginal cost

Keywords

  • Bundling
  • Components
  • Pricing

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

Cite this

Impact of customer knowledge heterogeneity on bundling strategy. / Basu, Amiya; Vitharana, Padmal.

In: Marketing Science, Vol. 28, No. 4, 07.2009, p. 792-801.

Research output: Contribution to journalArticle

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