# Chapter 11 Pricing With Market Power

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1 Chapter 11 Pricing With Market Power Review Questions 1. Suppose a firm can practice perfect first-degree price discrimination. What is the lowest price it will charge, and what will its total output be? When a firm practices perfect first-degree price discrimination, each unit is sold at the reservation price of each consumer (assuming each consumer purchases one unit). Because each unit is sold at the consumer s reservation price, marginal revenue is simply the price at which each unit is sold, and thus the demand curve is the firm s marginal revenue curve. The profit-maximizing output is therefore where MR MC, which is the point where the marginal cost curve intersects the demand curve. Thus the price of the last unit sold equals the marginal cost of producing that unit, and the firm produces the perfectly competitive level of output. 2. How does a car salesperson practice price discrimination? How does the ability to discriminate correctly affect his or her earnings? By sizing up the customer, the salesperson determines the customer s reservation price. Through a process of bargaining, a sales price is determined. If the salesperson has misjudged the reservation price of the customer, either the sale is lost because the customer s reservation price is lower than the price offered by the salesperson or profit is lost because the customer s reservation price is higher than the salesperson s offer. Thus, the salesperson s commission is positively correlated to his or her ability to determine the reservation price of each customer. 3. Electric utilities often practice second-degree price discrimination. Why might this improve consumer welfare? Consumer surplus may be higher under block pricing than under monopoly pricing because more output is produced. For example, assume there are two prices, P 1 and P 2, with P 1 P 2 as shown in the diagram below. Customers with reservation prices above P 1 pay P 1, capturing surplus equal to the area bounded by the demand curve and P 1. For simplicity, suppose P 1 is the monopoly price; then the area between demand and P 1 is also the consumer surplus under monopoly. Under block pricing, however, customers with reservation prices between P 1 and P 2 capture additional surplus equal to the area bounded by the demand curve, the difference between P 1 and P 2, and the difference between Q 1 and Q 2. Hence block pricing under these assumptions improves consumer welfare.

2 188 Pindyck/Rubinfeld, Microeconomics, Eighth Edition 4. Give some examples of third-degree price discrimination. Can third-degree price discrimination be effective if the different groups of consumers have different levels of demand but the same price elasticities? To engage in third-degree price discrimination, the producer must separate customers into distinct market segments and prevent reselling of the product from customers in one market to customers in another market (arbitrage). While examples in this chapter stress the techniques for separating customers, there are also techniques for preventing resale. For example, airlines restrict the use of their tickets by printing the name of the passenger on the ticket. Other examples include dividing markets by age and gender, e.g., charging different prices for movie tickets to different age groups. If customers in the separate markets have the same price elasticities, then from Equation 11.2 we know that the prices are the same in all markets. While the producer can effectively separate the markets, there is no profit incentive to do so. 5. Show why optimal third-degree price discrimination requires that marginal revenue for each group of consumers equals marginal cost. Use this condition to explain how a firm should change its prices and total output if the demand curve for one group of consumers shifts outward, causing marginal revenue for that group to increase. We know that firms maximize profits by choosing output so marginal revenue is equal to marginal cost. If MR for one market is greater than MC, then the firm should increase sales in that market, thus lowering price and possibly raising MC. Similarly, if MR for one market is less than MC, the firm should decrease sales by raising the price in that market. By equating MR and MC in each market, marginal revenue is equal in all markets. Determining how prices and outputs should change when demand in one market increases is actually quite complicated and depends on the shapes of the demand and marginal cost curves. If all demand curves are linear and marginal cost is upward sloping, here s what happens when demand increases in market 1. Since MR 1 MC before the demand shift, MR 1 will be greater than MC after the shift. To bring MR 1 and MC back to equality, the firm should increase both price and sales in market 1. It can raise price and still sell more because demand has increased. In addition, the firm must increase the MRs in its other markets so that they equal the new larger value of MR 1. This is done by decreasing output and raising prices in the other markets. The firm increases total output and shifts sales to the market experiencing increased demand and away from other markets.

6 192 Pindyck/Rubinfeld, Microeconomics, Eighth Edition tissue probably are so small that they do not compensate for the cost of storage, transportation, and resale. e. Charging high-income patients more than low-income patients for plastic surgery. The plastic surgeon might not be able to separate high-income patients from low-income patients, but he or she can guess. One strategy is to quote a high price initially, observe the patient s reaction, and then negotiate the final price. Many medical insurance policies do not cover elective plastic surgery. Since plastic surgery cannot be transferred from low-income patients to high-income patients, arbitrage does not present a problem. 2. If the demand for drive-in movies is more elastic for couples than for single individuals, it will be optimal for theaters to charge one admission fee for the driver of the car and an extra fee for passengers. True or false? Explain. True. This is a two-part tariff problem where the entry fee is a charge for the car plus driver and the usage fee is a charge for each additional passenger other than the driver. Assume that the marginal cost of showing the movie is zero, i.e., all costs are fixed and do not vary with the number of cars. The theater should set its entry fee to capture the consumer surplus of the driver, a single viewer, and should charge a positive price for each passenger. 3. In Example 11.1 (page 408), we saw how producers of processed foods and related consumer goods use coupons as a means of price discrimination. Although coupons are widely used in the United States, that is not the case in other countries. In Germany, coupons are illegal. a. Does prohibiting the use of coupons in Germany make German consumers better off or worse off? In general, we cannot tell whether consumers will be better off or worse off. Total consumer surplus can increase or decrease with price discrimination, depending on the number of prices charged and the distribution of consumer demand. Here is an example where coupons increase consumer surplus. Suppose a company sells boxes of cereal for \$4, and 1,000,000 boxes are sold per week before issuing coupons. Then it offers a coupon good for \$1 off the price of a box of cereal. As a result, 1,500,000 boxes are sold per week and 750,000 coupons are redeemed. Half a million new buyers buy the product for a net price of \$3 per box, and 250,000 consumers who used to pay \$4 redeem coupons and save \$1 per box. Both these groups gain consumer surplus while the 750,000 who continue paying \$4 per box do not gain or lose. In a case like this, German consumers would be worse off if coupons were prohibited. Things get messy if the producer raises the price of its product when it offers the coupons. For example, if the company raised its price to \$4.50 per box, some of the original buyers might no longer purchase the cereal because the cost of redeeming the coupon is too high for them, and the higher price for the cereal leads them to a competitor s product. Others continue to purchase the cereal at the higher price. Both of these groups lose consumer surplus. However, some who were buying at \$4 redeem the coupon and pay a net price of \$3.50, and others who did not buy originally now buy the product at the net price of \$3.50. Both of these groups gain consumer surplus. So consumers as a whole may or may not be better off with the coupons. In this case we cannot say for sure whether German consumers would be better or worse off with a ban on coupons. b. Does prohibiting the use of coupons make German producers better off or worse off? Prohibiting the use of coupons will make German producers worse off, or at least not better off. Producers use coupons only if it increases profits, so prohibiting coupons hurts those producers who would have found their use profitable and has no effect on producers who would not have used them anyway.

7 Chapter 11 Pricing With Market Power Suppose that BMW can produce any quantity of cars at a constant marginal cost equal to \$20,000 and a fixed cost of \$10 billion. You are asked to advise the CEO as to what prices and quantities BMW should set for sales in Europe and in the United States. The demand for BMWs in each market is given by: Q E = 4,000, P E and Q U 1,000,000 20P U where the subscript E denotes Europe and the subscript U denotes the United States. Assume that BMW can restrict U.S. sales to authorized BMW dealers only. a. What quantity of BMWs should the firm sell in each market, and what should the price be in each market? What should the total profit be? BMW should choose the levels of Q E and Q U so that MR MR MC. To find the marginal revenue expressions, solve for the inverse demand functions: P 40, Q and P 50, Q. E E U Since demand is linear in both cases, the marginal revenue function for each market has the same intercept as the inverse demand curve and twice the slope: MR 40, Q and MR 50, Q. E E Marginal cost is constant and equal to \$20,000. Setting each marginal revenue equal to 20,000 and solving for quantity yields: 40, Q 20,000, or Q 1,000,000 cars in Europe, and E E 50, Q 20,000, or Q 300,000 cars in the United States U U Substituting Q E and Q U into their respective inverse demand equations, we may determine the price of cars in each market: P 40, (1,000,000) \$30,000 in Europe, and E P 50, (300,000) \$35,000 in the United States U Profit is therefore: TR TC (30,000)(1,000,000) (35,000)(300,000) [10,000,000,000 20,000(1,300,000)] \$4.5 billion. b. If BMW were forced to charge the same price in each market, what would be the quantity sold in each market, the equilibrium price, and the company s profit? If BMW must charge the same price in both markets, they must find total demand, Q Q E Q U, where each price is replaced by the common price P: 5,000,000 Q Q 5,000, P, or in inverse form, P Marginal revenue has the same intercept as the inverse demand curve and twice the slope: 5,000,000 Q MR To find the profit-maximizing quantity, set marginal revenue equal to marginal cost: U E U U U

8 194 Pindyck/Rubinfeld, Microeconomics, Eighth Edition 5,000,000 Q 20,000, or Q* 1,300,000 cars Substituting Q* into the inverse demand equation to determine price: 5,000,000 1,300,000 P \$30, Substitute into the demand equations for the European and American markets to find the quantity sold in each market: Q E 4,000,000 (100)(30,833.3), or Q E 916,667 cars in Europe, and Q U 1,000,000 (20)(30,833.3), or Q U 383,333 cars in the United States Profit is \$30,833.33(1,300,000) [10,000,000,000 20,000(1,300,000)], or = \$4.083 billion. U.S. consumers would gain and European consumers would lose if BMW were forced to sell at the same price in both markets, because Americans would pay \$ less and Europeans would pay \$ more for each BMW. Also, BMW s profits would drop by more than \$400 million. 5. A monopolist is deciding how to allocate output between two geographically separated markets (East Coast and Midwest). Demand and marginal revenue for the two markets are: P 1 15 Q 1 MR Q 1 P Q 2 MR Q 2 The monopolist s total cost is C 5 3(Q 1 Q 2 ). What are price, output, profits, marginal revenues, and deadweight loss (i) if the monopolist can price discriminate? (ii) if the law prohibits charging different prices in the two regions? (i) Choose quantity in each market such that marginal revenue is equal to marginal cost. The marginal cost is equal to 3 (the slope of the total cost curve). The profit-maximizing quantities in the two markets are: 15 2Q 1 3, or Q 1 6 on the East Coast, and 25 4Q 2 3, or Q in the Midwest. Substituting into the respective demand equations, prices for the two markets are: P \$9, and P (5.5) \$14. Noting that the total quantity produced is 11.5, profit is 9(6) 14(5.5) [5 3(11.5)] \$ When MC is constant and demand is linear, the monopoly deadweight loss is DWL (0.5)(Q C Q M )(P M P C ), where the subscripts C and M stand for the competitive and monopoly levels, respectively. Here, P C MC 3 and Q C in each market is the amount that is demanded when P \$3. The deadweight losses in the two markets are DWL 1 (0.5)(12 6)(9 3) \$18, and DWL 2 (0.5)(11 5.5)(14 3) \$ Therefore, the total deadweight loss is \$48.25.

9 Chapter 11 Pricing With Market Power 195 (ii) Without price discrimination the monopolist must charge a single price for the entire market. To maximize profit, find the quantity such that marginal revenue is equal to marginal cost. Adding demand equations, we find that the total demand curve has a kink at Q 5: This implies marginal revenue equations of 25 2 Q, if Q 5 P Q, if Q Q, if Q 5 MR Q, if Q 5. With marginal cost equal to 3, MR Q is relevant here because the marginal revenue curve kinks when P \$15. To determine the profit-maximizing quantity, equate marginal revenue and marginal cost: Q 3, or Q Substituting the profit-maximizing quantity into the demand equation to determine price: P (0.67)(11.5) \$ With this price, Q and Q (Note that at these quantities MR and MR ). Profit is Deadweight loss in the first market is Deadweight loss in the second market is 10.67(11.5) [5 3(11.5)] \$ DWL 1 (0.5)( )( ) \$ DWL 2 (0.5)( )( ) \$ Total deadweight loss is \$ Without price discrimination, profit is lower, deadweight loss is lower, and total output is unchanged. The big winners are consumers in market 2 who now pay \$10.67 instead of \$14. DWL in market 2 drops from \$30.25 to \$ Consumers in market 1 and the monopolist are worse off when price discrimination is not allowed. 6. Elizabeth Airlines (EA) flies only one route: Chicago-Honolulu. The demand for each flight is Q 500 P. EA s cost of running each flight is \$30,000 plus \$100 per passenger. a. What is the profit-maximizing price that EA will charge? How many people will be on each flight? What is EA s profit for each flight? First, find the demand curve in inverse form: P 500 Q. Marginal revenue for a linear demand curve has twice the slope, so MR 500 2Q. Setting marginal revenue equal to marginal cost (where MC \$100) yields 500 2Q 100, or Q 200 people per flight. Substitute Q 200 into the demand equation to find the profit-maximizing price: P , or P \$300 per ticket. Profit equals total revenue minus total costs:

10 196 Pindyck/Rubinfeld, Microeconomics, Eighth Edition (300)(200) [30,000 (100)(200)] \$10,000 per flight. b. EA learns that the fixed costs per flight are in fact \$41,000 instead of \$30,000. Will the airline stay in business for long? Illustrate your answer using a graph of the demand curve that EA faces, EA s average cost curve when fixed costs are \$30,000, and EA s average cost curve when fixed costs are \$41,000. An increase in fixed costs will not change the profit-maximizing price and quantity. If the fixed cost per flight is \$41,000, EA will lose \$1000 on each flight. However, EA will not shut down immediately because doing so would leave it with a loss of \$41,000 (the fixed costs). If conditions do not improve, EA should shut down as soon as it can shed its fixed costs by selling off its planes and other fixed assets. AC 1 in the diagram below is EA s average cost curve when fixed costs are \$30,000, and AC 2 is when fixed costs are \$41,000. c. Wait! EA finds out that two different types of people fly to Honolulu. Type A consists of business people with a demand of Q A P. Type B consists of students whose total demand is Q B P. Because the students are easy to spot, EA decides to charge them different prices. Graph each of these demand curves and their horizontal sum. What price does EA charge the students? What price does it charge other customers? How many of each type are on each flight? Writing the demand curves in inverse form for the two markets: P A Q A and P B Q B. Marginal revenue curves have twice the slope of linear demand curves, so we have: MR A 650 5Q A, and MR B Q B. To determine the profit-maximizing quantities, set marginal revenue equal to marginal cost in each market:

11 Chapter 11 Pricing With Market Power Q A 100, or Q A 110, and Q B 100, or Q B 90. Substitute the profit-maximizing quantities into the respective demand curves: P A (110) \$375, and P B (90) \$250. When EA is able to distinguish the two groups, the airline finds it profit-maximizing to charge a higher price to the Type A travelers, i.e., those who have a less elastic demand at any price. d. What would EA s profit be for each flight? Would the airline stay in business? Calculate the consumer surplus of each consumer group. What is the total consumer surplus? With price discrimination, profit per flight is positive, so EA will stay in business: = 250(90) 375(110) [41, (90 110)] \$2750. Consumer surplus for Type A and Type B travelers are CS A (0.5)(110)( ) \$15,125, and CS B (0.5)(90)( ) \$6750. Total consumer surplus is therefore \$21,875. e. Before EA started price discriminating, how much consumer surplus was the Type A demand getting from air travel to Honolulu? Type B? Why did total consumer surplus decline with price discrimination, even though total quantity sold remained unchanged? When price was \$300, Type A travelers demanded 140 seats, and consumer surplus was (0.5)(140)( ) \$24,500. Type B travelers demanded 60 seats at P \$300; their consumer surplus was

12 198 Pindyck/Rubinfeld, Microeconomics, Eighth Edition (0.5)(60)( ) \$3000. Consumer surplus was therefore \$27,500, which is greater than the consumer surplus of \$21,875 with price discrimination. Although the total quantity is unchanged by price discrimination, price discrimination has allowed EA to extract consumer surplus from business passengers (Type B) who value travel most and have less elastic demand than students. 7. Many retail video stores offer two alternative plans for renting films: A two-part tariff: Pay an annual membership fee (e.g., \$40) and then pay a small fee for the daily rental of each film (e.g., \$2 per film per day). A straight rental fee: Pay no membership fee, but pay a higher daily rental fee (e.g., \$4 per film per day). What is the logic behind the two-part tariff in this case? Why offer the customer a choice of two plans rather than simply a two-part tariff? By employing this strategy, the firm allows consumers to sort themselves into two groups, or markets (assuming that subscribers do not rent to nonsubscribers): high-volume consumers who rent many movies per year (here, more than 20) and low-volume consumers who rent only a few movies per year (less than 20). If only a two-part tariff is offered, the firm has the problem of determining the profitmaximizing entry and rental fees with many different consumers. A high entry fee with a low rental fee discourages low-volume consumers from subscribing. A low entry fee with a high rental fee encourages low-volume consumer membership, but discourages high-volume customers from renting. Instead of forcing customers to pay both an entry and rental fee, the firm effectively charges two different prices to two types of customers. 8. Sal s satellite company broadcasts TV to subscribers in Los Angeles and New York. The demand functions for each of these two groups are Q NY P NY Q LA P LA where Q is in thousands of subscriptions per year and P is the subscription price per year. The cost of providing Q units of service is given by where Q Q NY Q LA. C Q a. What are the profit-maximizing prices and quantities for the New York and Los Angeles markets? Sal should pick quantities in each market so that the marginal revenues are equal to one another and equal to marginal cost. To determine marginal revenues in each market, first solve for price as a function of quantity: P NY 240 4Q NY, and P LA 200 2Q LA. Since marginal revenue curves have twice the slope of their demand curves, the marginal revenue curves for the respective markets are:

13 Chapter 11 Pricing With Market Power 199 MR NY 240 8Q NY, and MR LA 200 4Q LA. Set each marginal revenue equal to marginal cost, which is \$40, and determine the profitmaximizing quantity in each submarket: Q NY, or Q NY 25 thousand, and Q LA, or Q LA 40 thousand. Determine the price in each submarket by substituting the profit-maximizing quantity into the respective demand equation: P NY 240 4(25) \$140, and P LA 200 2(40) \$120. b. As a consequence of a new satellite that the Pentagon recently deployed, people in Los Angeles receive Sal s New York broadcasts, and people in New York receive Sal s Los Angeles broadcasts. As a result, anyone in New York or Los Angeles can receive Sal s broadcasts by subscribing in either city. Thus Sal can charge only a single price. What price should he charge, and what quantities will he sell in New York and Los Angeles? Sal s combined demand function is the horizontal summation of the LA and NY demand functions. Above a price of \$200 (the vertical intercept of the LA demand function), the total demand is just the New York demand function, whereas below a price of \$200, we add the two demands: Q T P P, or Q T P. Solving for price gives the inverse demand function: and therefore, MR Q. P Q, Setting marginal revenue equal to marginal cost: Q 40, or Q 65 thousand. Substitute Q 65 into the inverse demand equation to determine price: P (65), or P \$ Although a price of \$ is charged in both markets, different quantities are purchased in each market. Q (126.67) 28.3 thousand and NY Q (126.67) 36.7 thousand. LA Together, 65 thousand subscriptions are purchased at a price of \$ each. c. In which of the above situations, a or b, is Sal better off? In terms of consumer surplus, which situation do people in New York prefer and which do people in Los Angeles prefer? Why? Sal is better off in the situation with the highest profit, which occurs in part a with price discrimination. Under price discrimination, profit is equal to:

15 Chapter 11 Pricing With Market Power 201 Solving for price as a function of quantity: Q (10)(10 P) (10)(8 P) P. Q Q P 9, which implies MR To maximize profits, set marginal revenue equal to marginal cost, Q 9 2, or Q 70 million seconds. 10 At this quantity, the profit-maximizing price, or usage fee, is 5.5 cents per second. (5.5 2)(70) 245 million cents per month, or \$2.45 million per month. c. Suppose you set up one two-part tariff that is, you set one rental and one usage fee that both business and academic customers pay. What usage and rental fees would you set? What would be your profits? Explain why price would not be equal to marginal cost. With a two-part tariff and no price discrimination, set the rental fee (RENT) to be equal to the consumer surplus of the academic institution (if the rental fee were set equal to that of business, academic institutions would not purchase any computer time): RENT CS A (0.5)(8 P*)(8 P*) (0.5)(8 P*) 2, where P* is the optimal usage fee. Let Q A and Q B be the total amount of computer time used by the 10 academic and the 10 business customers, respectively. Then total revenue and total costs are: TR (20)(RENT) (Q A Q B )(P*) TC 2(Q A Q B ). Substituting for quantities in the profit equation with total quantity in the demand equation: (20)(RENT) (Q A Q B )(P*) (2)(Q A Q B ), or (10)(8 P*) 2 (P* 2)(180 20P*). Differentiating with respect to price and setting it equal to zero: d 20 P* dp* Solving for price, P* 3 cents per second. At this price, the rental fee is At this price (0.5)(8 3) million cents or \$125,000 per month. Q A (10)(8 3) 50 million seconds, and Q B (10)(10 3) 70 million seconds. The total quantity is 120 million seconds. Profits are rental fees plus usage fees minus total cost: (20)(12.5) (3)(120) (2)(120) 370 million cents, or \$3.7 million per month, which is greater than the profit in part b where a rental fee of zero is charged. Price does not equal marginal cost, because SC can make greater profits by charging a rental fee and a higher-thanmarginal-cost usage fee.

16 202 Pindyck/Rubinfeld, Microeconomics, Eighth Edition 10. As the owner of the only tennis club in an isolated wealthy community, you must decide on membership dues and fees for court time. There are two types of tennis players. Serious players have demand Q 1 10 P where Q 1 is court hours per week and P is the fee per hour for each individual player. There are also occasional players with demand Q P. Assume that there are 1000 players of each type. Because you have plenty of courts, the marginal cost of court time is zero. You have fixed costs of \$10,000 per week. Serious and occasional players look alike, so you must charge them the same prices. a. Suppose that to maintain a professional atmosphere, you want to limit membership to serious players. How should you set the annual membership dues and court fees (assume 52 weeks per year) to maximize profits, keeping in mind the constraint that only serious players choose to join? What would profits be (per week)? In order to limit membership to serious players, the club owner should charge an entry fee, T, equal to the total consumer surplus of serious players and a usage fee P equal to marginal cost of zero. With individual demands of Q 1 10 P, individual consumer surplus is equal to: (0.5)(10 0)(10 0) \$50, or (50)(52) \$2600 per year. An entry fee of \$2600 maximizes profits by capturing all consumer surplus. The profit-maximizing court fee is set to zero, because marginal cost is equal to zero. The entry fee of \$2600 is higher than the occasional players are willing to pay (higher than their consumer surplus at a court fee of zero); therefore, this strategy will limit membership to the serious players. Weekly profits would be (50)(1000) 10,000 \$40,000. b. A friend tells you that you could make greater profits by encouraging both types of players to join. Is your friend right? What annual dues and court fees would maximize weekly profits? What would these profits be? When there are two classes of customers, serious and occasional players, the club owner maximizes profits by charging court fees above marginal cost and by setting the entry fee (annual dues) equal to the remaining consumer surplus of the consumer with the lesser demand, in this case, the occasional player. The entry fee, T, equals the consumer surplus remaining after the court fee P is assessed: Therefore, T 0.5 Q (16 P ), where Q P. 2 2 T 0.5( P)(16 P) 32 4P P. Total entry fees paid by all players would be T 2000(32 4P P ) 64, P 250 P. Revenues from court fees equal

17 Chapter 11 Pricing With Market Power P(1000Q 1000 Q ) P[1000(10 P) 1000( P)] 14,000P 1250 P. 1 2 Therefore, total revenue from entry fees and court fees is TR 64, P 1000 P 2. Marginal cost is zero, so we want to maximize total revenue. To do this, differentiate total revenue with respect to price and set the derivative to zero: dtr P 0. dp Solving for the optimal court fee, P \$3.00 per hour. Serious players will play hours per week, and occasional players will demand (3) 3.25 hours of court time per week. Total revenue is then 64, (3) 1000(3) 2 \$73,000 per week. So profit is \$73,000 10,000 \$63,000 per week, which is greater than the \$40,000 profit when only serious players become members. Therefore, your friend is right; it is more profitable to encourage both types of players to join. c. Suppose that over the years young, upwardly mobile professionals move to your community, all of whom are serious players. You believe there are now 3000 serious players and 1000 occasional players. Would it still be profitable to cater to the occasional player? What would be the profit-maximizing annual dues and court fees? What would profits be per week? An entry fee of \$50 per week would attract only serious players. With 3000 serious players, total revenues would be \$150,000 and profits would be \$140,000 per week. With both serious and occasional players, we may follow the same procedure as in part b. Entry fees would be equal to 4000 times the consumer surplus of the occasional player: Court fees are T 4000(32 4P P ) 128,000 16,000P 500P P(3000Q 1000 Q ) P[3000(10 P) 1000( P)] 34,000P 3250P, and 1 2 TR P P dtr 18, P 0, so P \$3.27 per hour. dp 2 128,000 18, With a court fee of \$3.27 per hour, total revenue is 128,000 18,000(3.27) 2750(3.27) 2 \$157,455 per week. Profit is \$157,455 10,000 \$147,455 per week, which is more than the \$140,000 with serious players only. So you should set the entry fee and court fee to attract both types of players. The annual dues (i.e., the entry fee) should equal 52 times the weekly consumer surplus of the occasional player, which is 52[32 4(3.27) 0.125(3.27) 2 ] \$1053. The club s annual profit will be 52(147,455) \$7.67 million per year. 11. Look again at Figure (p. 420), which shows the reservation prices of three consumers for two goods. Assuming that marginal production cost is zero for both goods, can the producer make the most money by selling the goods separately, by using pure bundling, or by using mixed bundling? What prices should be charged? The following tables summarize the reservation prices of the three consumers as shown in Figure in the text and the profits from the three pricing strategies:

18 204 Pindyck/Rubinfeld, Microeconomics, Eighth Edition Reservation Price For 1 For 2 Total Consumer A \$ 3.25 \$ 6.00 \$ 9.25 Consumer B \$ 8.25 \$ 3.25 \$11.50 Consumer C \$10.00 \$10.00 \$20.00 Price 1 Price 2 Bundled Profit Sell Separately \$ 8.25 \$6.00 \$28.50 Pure Bundling \$ 9.25 \$27.75 Mixed Bundling \$10.00 \$6.00 \$11.50 \$29.00 The profit-maximizing strategy is to use mixed bundling. When each item is sold separately, two of Product 1 are sold (to Consumers B and C) at \$8.25, and two of Product 2 are sold (to Consumers A and C) at \$6.00. In the pure bundling case, three bundles are purchased at a price of \$9.25. This is more profitable than selling two bundles (to Consumers B and C) at \$ With mixed bundling, one Product 2 is sold to A at \$6.00 and two bundles are sold (to B and C) at \$ Other possible mixed bundling prices yield lower profits. Mixed bundling is often the ideal strategy when demands are only somewhat negatively correlated and/or when marginal production costs are significant. 12. Look again at Figure (p. 424). Suppose that the marginal costs c 1 and c 2 were zero. Show that in this case, pure bundling, not mixed bundling, is the most profitable pricing strategy. What price should be charged for the bundle? What will the firm s profit be? Figure in the text is reproduced below. With marginal costs both equal to zero, the firm wants to maximize revenue. The firm should set the bundle price at \$100, since this is the sum of the reservation prices for all consumers. At this price all customers purchase the bundle, and the firm s revenues are \$400. This revenue is greater than setting P 1 P 2 \$89.95 and setting P B \$100 with the mixed bundling strategy. With mixed bundling, the firm sells one unit of Product 1, one unit of Product 2, and two bundles. Total revenue is \$379.90, which is less than \$400. Since marginal cost is zero and demands are negatively correlated, pure bundling is the best strategy.

19 Chapter 11 Pricing With Market Power Some years ago, an article appeared in the New York Times about IBM s pricing policy. The previous day, IBM had announced major price cuts on most of its small and medium-sized computers. The article said: IBM probably has no choice but to cut prices periodically to get its customers to purchase more and lease less. If they succeed, this could make life more difficult for IBM s major competitors. Outright purchases of computers are needed for ever larger IBM revenues and profits, says Morgan Stanley s Ulric Weil in his new book, Information Systems in the 80 s. Mr. Weil declares that IBM cannot revert to an emphasis on leasing. a. Provide a brief but clear argument in support of the claim that IBM should try to get its customers to purchase more and lease less. If we assume there is no resale market, there are at least three arguments that could be made in support of the claim that IBM should try to get its customers to purchase more and lease less. First, when customers purchase computers, they are locked into the product. They do not have the option of not renewing the lease when it expires. Second, by getting customers to purchase a computer instead of leasing it, IBM leads customers to make a stronger economic decision for IBM and against its competitors. Thus it would be easier for IBM to eliminate its competitors if all its customers purchased, rather than leased, computers. Third, computers have a high obsolescence rate. If IBM believes that this rate is higher than what their customers perceive it is, the lease charges would be higher than what the customers would be willing to pay, and it would be more profitable to sell the computers rather than lease them. b. Provide a brief but clear argument against this claim. The primary argument for leasing computers instead of selling them is due to IBM s monopoly power, which would enable IBM to charge a two-part tariff that would extract some consumer surplus and increase its profits. For example, IBM could charge a fixed leasing fee plus a charge per unit of computing time used. Such a scheme would not be possible if the computers were sold outright. c. What factors determine whether leasing or selling is preferable for a company like IBM? Explain briefly. There are at least three factors that determine whether leasing or selling is preferable for IBM. The first is the amount of consumer surplus that IBM can extract if the computers are leased and a two-part tariff scheme is applied. The second factor is the relative discount rate on cash flows:

20 206 Pindyck/Rubinfeld, Microeconomics, Eighth Edition if IBM has a higher discount rate than its customers, it might prefer to sell; if IBM has a lower discount rate, it might prefer to lease. A third factor is the vulnerability of IBM s competitors. Selling computers forces customers to make more of a financial commitment to one company over the rest, while with a leasing arrangement customers have more flexibility. Thus, if IBM feels it has the requisite market power, it might prefer to sell computers instead of lease them. 14. You are selling two goods, 1 and 2, to a market consisting of three consumers with reservation prices as follows: Reservation Price (\$) Consumer For 1 For 2 A B C The unit cost of each product is \$30. a. Compute the optimal prices and profits for (i) selling the goods separately, (ii) pure bundling, and (iii) mixed bundling. The optimal prices and resulting profits for each strategy are: Price 1 Price 2 Bundled Price Profit Sell Separately \$ \$ \$ Pure Bundling \$ \$ Mixed Bundling \$ \$ \$ \$ You can try other prices to confirm that these are the best. For example, if you sell separately and charge \$60 for good 1 and \$60 for good 2, then B and C will buy good 1, and A and B will buy good 2. Since marginal cost for each unit is \$30, profit for each unit is \$60 30 \$30 for a total profit of \$120. b. Which strategy would be most profitable? Why? Mixed bundling is best because, for each good, marginal production cost (\$30) exceeds the reservation price for one consumer. For example, Consumer A has a reservation price of \$100 for good 2 and only \$20 for good 1. The firm responds by offering good 2 at a price just below Consumer A s reservation price, so A would earn a small positive surplus by purchasing good 2 alone, and by charging a price for the bundle so that Consumer A would earn zero surplus by choosing the bundle. The result is that Consumer A chooses to purchase good 2 and not the bundle. Consumer C s choice is symmetric to Consumer A s choice. Consumer B chooses the bundle because the bundle s price is equal to the reservation price and the separate prices for the goods are both above the reservation price for either. 15. Your firm produces two products, the demands for which are independent. Both products are produced at zero marginal cost. You face four consumers (or groups of consumers) with the following reservation prices:

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