1. Chapter 6: Price Discrimination: Nonlinear Pricing 1 Price Discrimination and Monopoly: Nonlinear Pricing

2. Chapter 6: Price Discrimination: Nonlinear Pricing 2 Introduction Annual subscriptions generally cost less in total than one- off purchases Buying in bulk usually offers a price discount –these are price discrimination reflecting quantity discounts –prices are nonlinear, with the unit price dependent upon the quantity bought –allows pricing nearer to willingness to pay –so should be more profitable than third-degree price discrimination How to design such pricing schemes? –depends upon the information available to the seller about buyers –distinguish first-degree (personalized) and second-degree (menu) pricing

3. Chapter 6: Price Discrimination: Nonlinear Pricing 3 First-degree price discrimination 1 Monopolist can charge maximum price that each consumer is willing to pay Extracts all consumer surplus Since profit is now total surplus, find that first-degree price discrimination is efficient

4. Chapter 6: Price Discrimination: Nonlinear Pricing 4 First-degree price discrimination 2 Suppose that you own five antique cars Market research indicates that there are collectors of different types –keenest is willing to pay $10,000 for a car, second keenest $8,000, third keenest $6,000, fourth keenest $4,000, fifth keenest $2,000 –sell the first car at $10,000 –sell the second car at $8,000 –sell the third car to at $6,000 and so on –total revenue $30,000 Contrast with linear pricing: all cars sold at the same price –set a price of $6,000 –sell three cars –total revenue $18,000

5. Chapter 6: Price Discrimination: Nonlinear Pricing 5 First-degree price discrimination 3 First-degree price discrimination is highly profitable but requires –detailed information –ability to avoid arbitrage Leads to the efficient choice of output: since price equals marginal revenue and MR = MC –no value-creating exchanges are missed

6. Chapter 6: Price Discrimination: Nonlinear Pricing 6 First-degree price discrimination 4 The information requirements appear to be insurmountable –but not in particular cases tax accountants, doctors, students applying to private universities No arbitrage is less restrictive but potentially a problem But there are pricing schemes that will achieve the same outcome –non-linear prices –two-part pricing as a particular example of non-linear prices charge a quantity-independent fee (membership?) plus a per unit usage charge –block pricing is another bundle total charge and quantity in a package

7. Chapter 6: Price Discrimination: Nonlinear Pricing 7 Two-part pricing 1 Jazz club serves two types of customer –Old: demand for entry plus Q o drinks is P = V o – Q o –Young: demand for entry plus Q y drinks is P = V y – Q y –Equal numbers of each type –Assume that V o > V y : Old are willing to pay more than Young –Cost of operating the jazz club C(Q) = F + cQ Demand and costs are all in daily units

8. Chapter 6: Price Discrimination: Nonlinear Pricing 8 Two-part pricing 2 Suppose that the jazz club owner applies “traditional” linear pricing: free entry and a set price for drinks –aggregate demand is Q = Q o + Q y = (V o + V y ) – 2P –invert to give: P = (V o + V y )/2 – Q/2 –MR is then MR = (V o + V y )/2 – Q –equate MR and MC, where MC = c and solve for Q to give –Q U = (V o + V y )/2 – c –substitute into aggregate demand to give the equilibrium price –P U = (V o + V y )/4 + c/2 –each Old consumer buys Q o = (3V o – V y )/4 – c/2 drinks –each Young consumer buys Q y = (3V y – V o )/4 – c/2 drinks –profit from each pair of Old and Young is  U = (V o + V y – 2c) 2

9. Chapter 6: Price Discrimination: Nonlinear Pricing 9 Two part pricing 3 This example can be illustrated as follows: Price Quantity V o V o Price Quantity V y V y Price Quantity V o V o +V y MC MR (a) Old Customers(b) Young Customers(c) Old/Young Pair of Customers V o +V y 2 - c c V o +V y 4 + c 2 h i j k a b d e f g Linear pricing leaves each type of consumer with consumer surplus

10. Chapter 6: Price Discrimination: Nonlinear Pricing 10 Two part pricing 4 Jazz club owner can do better than this Consumer surplus at the uniform linear price is: –Old: CS o = (V o – P U ).Q o /2 = (Q o ) 2 /2 –Young: CS y = (V y – P U ).Q y /2 = (Q y ) 2 /2 So charge an entry fee (just less than): –E o = CS o to each Old customer and E y = CS y to each Young customer check IDs to implement this policy –each type will still be willing to frequent the club and buy the equilibrium number of drinks So this increases profit by E o for each Old and E y for each Young customer

11. Chapter 6: Price Discrimination: Nonlinear Pricing 11 Two part pricing 5 The jazz club can do even better –reduce the price per drink –this increases consumer surplus –but the additional consumer surplus can be extracted through a higher entry fee Consider the best that the jazz club owner can do with respect to each type of consumer

12. Chapter 6: Price Discrimination: Nonlinear Pricing 12 Two-Part Pricing $ Quantity ViVi ViVi MR MC c Set the unit price equal to marginal cost Set the unit price equal to marginal cost This gives consumer surplus of (V i - c) 2 /2 This gives consumer surplus of (V i - c) 2 /2 The entry charge converts consumer surplus into profit V i - c Set the entry charge to (V i - c) 2 /2 Set the entry charge to (V i - c) 2 /2 Profit from each pair of Old and Young is now  d = [(V o – c) 2 + (V y – c) 2 ]/2 Using two-part pricing increases the monopolist’s profit Using two-part pricing increases the monopolist’s profit

13. Chapter 6: Price Discrimination: Nonlinear Pricing 13 Block pricing There is another pricing method that the club owner can apply –offer a package of “Entry plus X drinks for $Y” To maximize profit apply two rules –set the quantity offered to each consumer type equal to the amount that type would buy at price equal to marginal cost –set the total charge for each consumer type to the total willingness to pay for the relevant quantity Return to the example:

14. Chapter 6: Price Discrimination: Nonlinear Pricing 14 Block pricing 2 Old $ Quantity VoVo VoVo Young $ Quantity VyVy VyVy MC cc Quantity supplied to each Old customer Quantity supplied to each Young customer QoQo QyQy Willingness to pay of each Old customer Willingness to pay of each Young customer WTP o = (V o – c) 2 /2 + (V o – c)c = (V o 2 – c 2 )/2 WTP y = (V y – c) 2 /2 + (V y – c)c = (V y 2 – c 2 )/2

15. Chapter 6: Price Discrimination: Nonlinear Pricing 15 Block pricing 3 How to implement this policy? –card at the door –give customers the requisite number of tokens that are exchanged for drinks

16. Chapter 6: Price Discrimination: Nonlinear Pricing 16 A final comment One final point –average price that is paid by an Old customer = (V o 2 – c 2 )/2(V o – c) = (V o + c)/2 –average price paid by a Young customer = (V y 2 – c 2 )/2(V o – c) = (V y + c)/2 –identical to the third-degree price discrimination (linear) prices –but the profit outcome is much better with first-degree price discrimination. Why? consumer equates MC of last unit bought with marginal benefit with linear pricing MC = AC (= average price) with first-degree price discrimination MC of last unit bought is less than AC (= average price) so more is bought

17. Chapter 6: Price Discrimination: Nonlinear Pricing 17 Second-degree price discrimination What if the seller cannot distinguish between buyers? –perhaps they differ in income (unobservable) Then the type of price discrimination just discussed is impossible High-income buyer will pretend to be a low-income buyer –to avoid the high entry price –to pay the smaller total charge Take a specific example –P h = 16 – Q h –P l = 12 – Q l –MC = 4

18. Chapter 6: Price Discrimination: Nonlinear Pricing 18 Second-degree price discrimination 2 First-degree price discrimination requires : –High Income: entry fee $72 and $4 per drink or entry plus 12 drinks for a total charge of $120 –Low Income: entry fee $32 and $4 per drink or entry plus 8 drinks for total charge of $64 This will not work –high income types get no consumer surplus from the package designed for them but get consumer surplus from the other package –so they will pretend to be low income even if this limits the number of drinks they can buy Need to design a “menu” of offerings targeted at the two types

19. Chapter 6: Price Discrimination: Nonlinear Pricing 19 Second-degree price discrimination 3 The seller has to compromise Design a pricing scheme that makes buyers –reveal their true types –self-select the quantity/price package designed for them Essence of second-degree price discrimination It is “like” first-degree price discrimination –the seller knows that there are buyers of different types –but the seller is not able to identify the different types A two-part tariff is ineffective –allows deception by buyers Use quantity discounting

20. Chapter 6: Price Discrimination: Nonlinear Pricing 20 Second degree price discrimination 4 High-incomeLow-Income $ Quantity 16 12 4MC4 128 8 $32 8 $16 $32 $ Offer the low-income consumers a package of entry plus 8 drinks for $64 Offer the low-income consumers a package of entry plus 8 drinks for $64 $32 The low-demand consumers will be willing to buy this ($64, 8) package The low-demand consumers will be willing to buy this ($64, 8) package So will the high- income consumers: because the ($64, 8) package gives them $32 consumer surplus So will the high- income consumers: because the ($64, 8) package gives them $32 consumer surplus $64 $32 $8 So any other package offered to high-income consumers must offer at least $32 consumer surplus So any other package offered to high-income consumers must offer at least $32 consumer surplus This is the incentive compatibility constraint High income consumers are willing to pay up to $120 for entry plus 12 drinks if no other package is available High income consumers are willing to pay up to $120 for entry plus 12 drinks if no other package is available So they can be offered a package of ($88, 12) (since $120 - 32 = 88) and they will buy this So they can be offered a package of ($88, 12) (since $120 - 32 = 88) and they will buy this $24 Low income consumers will not buy the ($88, 12) package since they are willing to pay only $72 for 12 drinks Low income consumers will not buy the ($88, 12) package since they are willing to pay only $72 for 12 drinks $8 Profit from each high- income consumer is $40 ($88 - 12 x $4) Profit from each high- income consumer is $40 ($88 - 12 x $4) $40 And profit from each low-income consumer is $32 ($64 - 8x$4) And profit from each low-income consumer is $32 ($64 - 8x$4) $32 These packages exhibit quantity discounting: high- income pay $7.33 per unit and low-income pay $8

21. Chapter 6: Price Discrimination: Nonlinear Pricing 21 Second degree price discrimination 5 High-IncomeLow-Income $ Quantity 16 12 4MC4 12 $ Can the club- owner do even better than this? Can the club- owner do even better than this? 8 Yes! Reduce the number of units offered to each low-income consumer Yes! Reduce the number of units offered to each low-income consumer Suppose each low-income consumer is offered 7 drinks 7 Each consumer will pay up to $59.50 for entry and 7 drinks $59.50 Profit from each ($59.50, 7) package is $31.50: a reduction of $0.50 per consumer $31.50 A high-income consumer will pay up to $87.50 for entry and 7 drinks 7 $87.50 $28 So buying the ($59.50, 7) package gives him $28 consumer surplus So entry plus 12 drinks can be sold for $92 ($120 - 28 = $92) $92 $28 Profit from each ($92, 12) package is $44: an increase of $4 per consumer $44 $48 The monopolist does better by reducing the number of units offered to low-income consumers since this allows him to increase the charge to high-income consumers

22. Chapter 6: Price Discrimination: Nonlinear Pricing 22 Second-degree price discrimination 6 Will the monopolist always want to supply both types of consumer? There are cases where it is better to supply only high- demand types –high-class restaurants –golf and country clubs Take our example again –suppose that there are N l low-income consumers –and N h high-income consumers

23. Chapter 6: Price Discrimination: Nonlinear Pricing 23 Second-degree price discrimination 7 Suppose both types of consumer are served –two packages are offered ($57.50, 7) aimed at low-income and ($92, 12) aimed at high-income –profit is $31.50xN l + $44xN h Now suppose only high-income consumers are served –then a ($120, 12) package can be offered –profit is $72xN h Is it profitable to serve both types? –Only if $31.50xN l + $44xN h > $72xN h  31.50N l > 28N h This requires that N h N l < 31.50 28 = 1.125 There should not be “too high” a proportion of high-demand consumers

24. Chapter 6: Price Discrimination: Nonlinear Pricing 24 Second-degree price discrimination 8 Characteristics of second-degree price discrimination –extract all consumer surplus from the lowest-demand group –leave some consumer surplus for other groups the incentive compatibility constraint –offer less than the socially efficient quantity to all groups other than the highest-demand group –offer quantity-discounting Second-degree price discrimination converts consumer surplus into profit less effectively than first-degree Some consumer surplus is left “on the table” in order to induce high-demand groups to buy large quantities

25. Chapter 6: Price Discrimination: Nonlinear Pricing 25 Non-linear pricing and welfare Non-linear price discrimination raises profit Does it increase social welfare? –suppose that inverse demand of consumer group i is P = P i (Q) –marginal cost is constant at MC – c –suppose quantity offered to consumer group i is Q i –total surplus – consumer surplus plus profit –is the area between the inverse demand and marginal cost up to quantity Q i Price Quantity Demand cMC QiQi Qi(c)Qi(c) Total Surplus

26. Chapter 6: Price Discrimination: Nonlinear Pricing 26 Non-linear pricing and welfare 2 Pricing policy affects –distribution of surplus –output of the firm First is welfare neutral Second affects welfare Does it increase social welfare? Price discrimination increases social welfare of group i if it increases quantity supplied to group i Price Quantity Demand cMC QiQi Qi(c)Qi(c) Total Surplus Q’ i

27. Chapter 6: Price Discrimination: Nonlinear Pricing 27 Non-linear pricing and welfare 2 First-degree price discrimination always increases social welfare –extracts all consumer surplus –but generates socially optimal output –output to group i is Q i (c) –this exceeds output with uniform (non-discriminatory) pricing Price Quantity Demand cMC QiQi Qi(c)Qi(c) Total Surplus

28. Chapter 6: Price Discrimination: Nonlinear Pricing 28 Non-linear pricing and welfare 3 Menu pricing is less straightforward –suppose that there are two markets low demand high demand Price Quantity Price Quantity MC Uniform price is P U Menu pricing gives quantities Q 1 s, Q 2 s PUPU PUPU QlUQlU QhUQhU Welfare loss is greater than L Welfare gain is less than G QlsQls QhsQhs L G High demand offered the socially optimal quantity Low demand offered less than the socially optimal quantity

29. Chapter 6: Price Discrimination: Nonlinear Pricing 29 Non-linear pricing and welfare 4 Price Quantity Price Quantity MC PUPU PUPU QlUQlU QhUQhU QlsQls QhsQhs L G = (P U – MC)ΔQ 1 + (P U – MC)ΔQ 2 = (P U – MC)(ΔQ 1 + ΔQ 2 ) ΔW < G – L A necessary condition for second- degree price discrimination to increase social welfare is that it increases total output It follows that “Like” third-degree price discrimination But second-degree price discrimination is more likely to increase output

30. Chapter 6: Price Discrimination: Nonlinear Pricing 30

31. Chapter 6: Price Discrimination: Nonlinear Pricing 31 The incentive compatibility constraint Any offer made to high demand consumers must offer them as much consumer surplus as they would get from an offer designed for low-demand consumers. This is a common phenomenon –performance bonuses must encourage effort –insurance policies need large deductibles to deter cheating –piece rates in factories have to be accompanied by strict quality inspection –encouragement to buy in bulk must offer a price discount