Persuading Customers to Buy Early: The Value of Personalized Information Provisioning
56 Pages Posted: 27 Jun 2018 Last revised: 30 Oct 2018
Date Written: October 22, 2018
We study a pricing and information provisioning game between a better informed seller (such as a retailer) and its customers. The seller is (ex-post) better informed about product availability and can choose how to communicate this information to the customers. Using a Bayesian persuasion framework, we find that public information provisioning in which the firm sends the same information to all customers has limited value. However, personalized information provisioning, in which the firm can share different information with different customers, has significant value and has attributes very similar to personalized pricing.
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