Less is More Expensive: Income Differences in Bulk Buying

65 Pages Posted: 29 Oct 2019 Last revised: 26 May 2020

See all articles by Mallick Hossain

Mallick Hossain

University of Pennsylvania, School of Arts & Sciences, Department of Economics, Students

Date Written: April 16, 2020

Abstract

Quantity discounts are an effective way for households to save money. I explore how large these quantity discounts are, how bulk buying differs by income, and how other factors affect the bulk buying decision. Using Nielsen’s granular store- and household-level data, I establish two empirical facts. First, quantity discounts are large for a wide range of products. Second, low-income households are less likely to buy in bulk than high-income households. I estimate that low-income households could reduce their grocery expenditures by 5%, saving an aggregate of $5.4 billion annually, if they bought in bulk to the same extent as high-income households. I augment Nielsen data with new data that I collected on state-level unit-price regulations and on warehouse club entry. I find that a combination of cognitive costs, store preferences, budget constraints,and storage costs discourage low-income households from realizing these savings. I then estimate a discrete choice model of household purchasing behavior to quantify how bulk buying changes when cognitive costs and storage costs are reduced. Counterfactual simulations show that mandating the display of unit prices, which has only been adopted by nine states, would reduce the difference in how often the highest- and lowest-income households buy in bulk by 26%.

Keywords: bulk discount, quantity discount, retail, cognitive constraints, storage costs

JEL Classification: D10, I30

Suggested Citation

Hossain, Mallick, Less is More Expensive: Income Differences in Bulk Buying (April 16, 2020). Available at SSRN: https://ssrn.com/abstract=3472425 or http://dx.doi.org/10.2139/ssrn.3472425

Mallick Hossain (Contact Author)

University of Pennsylvania, School of Arts & Sciences, Department of Economics, Students ( email )

160 McNeil Building
3718 Locust Walk
Philadelphia, PA 19104
United States

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