search query: @author Rust, R. / total: 10
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| Author: | Griffith, D. Rust, R. |
| Title: | The price of competitiveness in competitive pricing |
| Journal: | Journal of the Academy of Marketing Science
1997 : SPRING, VOL. 25:2, p. 109-116 |
| Index terms: | MARKETING PRICING COMPETITIVENESS |
| Language: | eng |
| Abstract: | This study examines how pricing decisions might be improved. The authors test the hypothesis that managers have a tendency to overcompete by comparing the performance of managers with the performance of computerized strategies in Prisoner's Dilemma pricing experiment. The authors find that the subjects in their study obtain lower profits than matched computer strategies. The subjects appear to value relative performance against competitors , even when they are explicitly instructed to maximize profits and are compensated based on profits. |
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