Analyse économique des pratiques de fidélisation

Sand-Zantman, Wilfried (2014) Analyse économique des pratiques de fidélisation. Revue Française d'Économie, XXVIII (3). pp. 37-70.

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Official URL: http://tse-fr.eu/pub/27559

Abstract

The rise of new information technologies and the opening to competition of previously
monopolized sectors have induced more dynamic pricing practices, in particular the development
of loyalty rewards. We aim at looking at the economic motivations and impacts of this new trend,
in particular with regards to effective competition and consumer welfare. First, we explain that, in
a monopolistic setting, loyalty rewards can induce more consumption and benefit both firms and
consumers. Then, in a duopolistic setting, we show that behavior-based price discrimination
increases effective competition and benefits consumers. At last, we discuss the pro- or anti-
competitive impacts of related practices, such as long-term contracting and retention offers.

Item Type: Article
Language: French
Date: 2014
Refereed: Yes
Uncontrolled Keywords: fidélisation, concurrence imparfaite, discrimination en prix
JEL codes: D43 - Oligopoly and Other Forms of Market Imperfection
D82 - Asymmetric and Private Information
L1 - Market Structure, Firm Strategy, and Market Performance
L40 - General
Subjects: B- ECONOMIE ET FINANCE
Divisions: TSE-R (Toulouse)
Site: UT1
Date Deposited: 09 Jul 2014 17:38
Last Modified: 07 Mar 2018 13:22
OAI ID: oai:tse-fr.eu:27559
URI: http://publications.ut-capitole.fr/id/eprint/15710

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