Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/79254
PIRA download icon_1.1View/Download Full Text
Title: Service pricing with loss-averse customers
Authors: Yang, L
Guo, P 
Wang, Y 
Issue Date: May-2018
Source: Operations research, May-June 2018, v. 66, no. 3, p. 761-777
Abstract: We consider a service system in which customers are loss averse toward both price and delay attributes. That is, customers compare these two attributes with their rational expectations of outcomes, with losses being more painful than equal-sized gains are pleasant. We first study customers' equilibrium queueing strategies. We find that, unlike the traditional case in which loss aversion is not considered, there may exist three equilibrium strategies, one of which is preferred m the sense that customers' utility is highest at this equilibrium. We then investigate the optimal pricing problem for a monopoly server and find that loss aversion polarizes queues, making long queues even longer and short queues even shorter. Furthermore, loss aversion toward the delay attribute drives the optimal price down, whereas loss aversion toward the price attribute drives it up. We also find that profit- and welfare-maximizing prices are not the same in a monopoly market. Finally, we consider pricing competition in a symmetric duopoly market and find that the conclusions depend on the size of the service capacity relative to the market size. For fast servers, there exists a unique symmetric price equilibrium. Under certain conditions, the effect of loss aversion on waiting time drives the price down, whereas that on the monetary term drives it up. For moderate-speed servers, there also exists a unique symmetric equilibrium. However, the effect of loss aversion on the two attributes works in reverse compared with that in the fast server case. For slow servers, we show that a symmetric equilibrium may not exist, and we numerically fmd that there may exist two asymmetric equilibria. Interestingly, with loss-averse customers, a firm can obtain a higher profit in a duopoly market than in a monopoly market.
Keywords: Service pricing
Loss-averse customers
Strategic queueing behavior
Service competition
Publisher: Institute for Operations Research and the Management Sciences
Journal: Operations research 
ISSN: 0030-364x
EISSN: 1526-5463
DOI: 10.1287/opre.2017.1702
Rights: © 2018 INFORMS
This is the accepted manuscript of the following article: Yang, L., Guo, P., & Wang, Y. (2018). Service pricing with loss-averse customers. Operations research, 66(3), 761-777, which has been published in final form at https://doi.org/10.1287/opre.2017.1702
Appears in Collections:Journal/Magazine Article

Files in This Item:
File Description SizeFormat 
Guo_Service_Pricing_Loss-Averse.pdfPre-Published version588.18 kBAdobe PDFView/Open
Open Access Information
Status open access
File Version Final Accepted Manuscript
Access
View full-text via PolyU eLinks SFX Query
Show full item record

Page views

75
Last Week
0
Last month
Citations as of Jan 29, 2023

Downloads

11
Citations as of Jan 29, 2023

SCOPUSTM   
Citations

20
Citations as of Jan 27, 2023

WEB OF SCIENCETM
Citations

21
Last Week
0
Last month
Citations as of Jan 26, 2023

Google ScholarTM

Check

Altmetric


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.