UNIT 14 PRICING STRATEGIES

Objectives
After going through this unit, you should be able to:

understand different pricing strategies adopted by firms;

identify the relevance of these pricing strategies under different conditions;

apply pricing decisions to real world situations.

Structure
14.1

Introduction

14.2

Price Discrimination

14.3

An Algebraic Example of Third Degree Price Discrimination

14.4

Peak Load Pricing

14.5

Bundling

14.6

Two-Part Tariffs

14.7

Pricing of Joint Products

14.8

Summary

14.9

Key Words

14.10

Self-Assessment Questions

14.11

Further Readings

14.1

INTRODUCTION

Not every customer is willing to pay the same price for the same product. So how
is a seller to set prices to maximise business? The answer is the world of price
discrimination. When Apple Computer priced its new Power Macintosh line of
computers in 1994, it grossly under estimated the level of demand and was
consequently unable to supply enough computers and parts. Modi Telstra (now
Hutchinson Max) in Kolkata offered a promotion in 1998 allowing free incoming
calls when these were not free in India. The promotion backfired when the
response was so large that many customers were unable to gain access to the
network. The question How should a product be priced? is of enormous
importance to businesses, and most companies allocate substantial budgets to
market research, both before launching a new product and, once launched, through
the different stages of the products life cycle.
Economists argue that the level of demand for a product at any price is the sum of
what all individual consumers in the market would be willing to purchase. This
demand or willingness to pay, for any product is affected by three key factors:

Individual consumers preferences for the different characteristics of the

product.

The price of close substitutes to the product and the price of goods that must be
used in conjunction with it.

The level of each individual consumers income.

This will apply to any product, be it cans of cola, automobiles or computers. This
unit will examine the common pricing strategies adopted by firms including price
discrimination.
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Pricing Decisions

14.2

PRICE DISCRIMINATION

In economic jargon, price discrimination is usually termed monopoly price

discrimination. This label is appropriate because price discrimination cannot happen
in a perfectly competitive industry in equilibrium. Monopoly power must be present
in a market for price discrimination to exist. This seems a trivial point, when you
understand,the definition of price discrimination; the practice of charging different
prices to various consumers for a given product. In a competitive market,
consumers would simply buy from the cheapest seller, and producers would sell to
the highest bidders, and that would be that.
With monopoly power, however, the opportunity may exist for the firm to offer
different terms (of which price is only one component) to different purchasers, thus
dividing the marketa practice known as market segmentation. Price discrimination
refers to the situation where a monopoly firm charges different prices for exactly
the same product. The monopoly firm (a single seller in the market) can
discriminate between different buyers by charging them different prices because it
has the power to control price by changing its output. The buyers of its product
have no choice but to buy from it as the product has no close substitutes.
There are three types of price discrimination First Degree price discrimination,
Second Degree price discrimination, and Third Degree price discrimination. First
degree price discrimination refers to a situation where the monopolist charges a
different price for different units of output according to the willingness to pay of the
consumer. For example, a doctor who is the only super specialist in the town may
charge different fee for conducting surgery from different patients based on their
ability to pay. Second degree price discrimination refers to a situation where
the monopolist charges different prices for different set of units of the same
product. For example, the electricity charges per unit of the first 100 Kwh of power
consumption may be different from the rate charged for the additional 100 Kwhs.
Another example is railway passenger fares; the per kilometre fare is higher for the
first few kilometers, which declines as the distance increases. Thus the
discrimination is based on volume of purchases. When the monopolist firm divides
the market (for its product) into two or more markets (groups of buyers or
segments) and charges different price in each market, it is known as third degree
price discrimination. Airline tickets are a common example of this form of price
discrimination. For example, lower rates are applicable to senior citizens than
business travellers, electricity rates applicable to residential users are lower than
those applied to commercial establishments and so on.
a) First Degree Price Discrimination
Monopolists engage in price discrimination when they can increase their profits by
doing so. Even if sellers know the maximum amount that different customers are
willing to pay, developing a pricing scheme that makes each customer pay that
amount, a practice known as first degree price discrimination, can be difficult.
Under first degree price discrimination, the full benefit from the trade between
buyer and seller accrues to the seller. One strategy to achieve first degree price
discrimination is to sell to the highest bidders through sealed bid auctions. The
auction approach is best suited for situations where the volume of sales are low
(usually due to scarcity of the product), where there are many potential buyers who
are unable to co-operate among themselves and where buyers all have access to
the same information about the products characteristics. The auction approach
would enable to seller to identify those buyers with the highest willingness to pay
and would yield the highest possible revenues for the same production costs. This
is a common strategy for the sale of very special types of products such as art
objects, antique furniture or the rights to the mining and exploration of plots of land.
It is not suitable for most bulk-produced products such as cans of cola or
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computers. Perfect, or first-degree price discrimination can occur when a firm

knows the maximum price the individual is willing to pay for each successive unit.
The firm could then charge that highest price for each successive unit and capture
the entire consumer surplus. Remember that all forms of price discrimination
involve some monopoly power, but perfect price discrimination involves a degree of
monopoly power rarely found in the real world.

Pricing Strategies

b) Second Degree Price Discrimination

Where the auction approach is not feasible, the company must do its best to
approximate the first degree outcome using its pricing structure. This is based on
the notion that an individual consumer derives diminishing satisfaction from each
successive unit of any product consumed.
This form of price discrimination, which is based on the volume of consumer
purchases, is very common and is known as second degree price discrimination.
Other forms of second degree price discrimination include two-tier tariffs, i.e.
prices where the consumer must pay a flat fee for access and then a separate fee
(which may be zero) for usage. This is typical of many clubs, amusement parks
and transport facilities offering monthly or annual passes.
The idea in the case of travel pass, for example, is that the traveller who travels
infrequently pays on average, a higher price per trip because the fixed access cost
is spread over fewer trips. On the other hand, the high volume user spreads this
fixed cost over so many trips that he or she may actually sit next to the infrequent
traveller, consume the exact same services (meals, fuel and so on), but end up
paying a lower average price for any given trip.
Second-degree price discrimination is also referred to as multipart pricing. It is a
block, or step, type of pricing, in which the first set of units is sold at one price, a
second set at a lower price, a third set at a still lower price, and so on. Note that
this is different from a quantity discount in which the lower (discounted) price
applies to all units purchased. In second-degree price discrimination, the lower price
applies only to units purchased in that block. The buyer must have already paid the
higher price for the earlier units. Some familiar examples should make this clear:
1. Electricity: In many parts of the developed world residential electricity users
are billed at different rates for different blocks of consumption. For example,
the first 100 kilowatt-hours may be priced at $0.62 per kilowatt-hour, the next
100 kilowatt-hours may be priced at $.059 per kilowatt-hour, and everything
over 200 kilowatt-hours may be priced at $.057 per kilowatt-hour. This is an
example of three-block second degree price discrimination. You cannot buy the
second 100 kilowatt-hours at the lower price until you have already purchased
the first 100 at the higher price.
2. Long-distance phone calls: When you make a long-distance phone call, you
are usually charged a higher rate for the first three minutes than for subsequent
time. It is impossible to buy just the second three minutes of a phone call. You
must first have used the initial three minutes. This is also an example of seconddegree price discrimination.
Now, lets look at second-degree price discrimination in a more formal graphic
model. In figure 14.1, the seller faces the demand curve (D) of one typical
consumer. Although the cost function is not shown in the figure, assume that
marginal revenue and marginal cost intersect and lead to an optimal price of P*.
The consumer would choose to buy the quantity Q* at this price. The shaded area
of the figure represents the consumers surplus. It may be, however, that the firm
uses multipart pricing to capture a portion of this surplus. Suppose that the firm sets
a price of P1 for the first Q1 units purchased and that additional units sell for P2 (a
two-stage pricing scheme). The consumer buys Q1 units at price P1 and Q2 units at

Pricing Decisions

price P2. That portion of the consumer surplus labeled P1BCP2 is now captured by
the firm rather than by the consumer. This still leaves a rather large portion of the
consumer surplus still in the consumers hands. The firms management would
prefer to capture it all, and could do so by using more parts in a multipart pricing
strategy. However, to do so, management needs to know a great deal about the
consumers demand.

Figure 14.1: Second-Degree Price Discrimination

Price

P1
P2 = P*

C
Demand

A
Q1

Q2

Q*

In this example of second-degree price discrimination, or multipart pricing, the first

block of units (Q1 units) is sold at the price P1, and the second block (Q2 units) is
sold at the price P2. This allows the seller to capture that part of the consumers
surplus represented by the area P1BCP2.
c) Third Degree Price Discrimination
Pricing based on what type of consumer is doing the purchasing rather than the
volume of purchase is an approach known as third degree price discrimination. This
is very common in the sales of air and rail travel, movie tickets and other products
where consumers can be segmented into different groups, who are likely to differ
greatly in their willingness to pay based on certain easily identifiable attributes.
Thus, third-degree price discrimination, or market segmentation, requires that the
seller be able to (1) segment, or separate, the market so that goods sold in one
market cannot be resold by the buyers in another; and (2) identify distinct demand
curves with different price elasticities for each market segment.
Students are one of the main beneficiaries of third degree price discriminations
schemes, since their demand is more sensitive than the population at large. Other
often identified groups include senior citizens and the young, both of whom also
tend to be more price sensitive, and business purchasers, who are often less price
sensitive and may be willing to pay a lot for small quality improvements. Suppose,
for example, there are only two types of travellers; students and businessmen.
Students pay for their travel out of their own pockets, while businessmen charge
their travel to their employers who in turn deduct these expenses from their taxable
income. Since a typical student is likely to be willing to pay less for a travel ticket,
all else being equal, than a typical businessmen, it makes sense for the company
selling travel services to price higher to the businessman and lower to the tourist to
get the largest possible volume of business out of each customer group.
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14.3

AN ALGEBRAIC EXAMPLE OF THIRD DEGREE

PRICE DISCRIMINATION

Pricing Strategies

Third degree price discrimination is the most common in actual practice in the real
world, so it makes some sense to examine a detailed (and realistic) example of how
it works. Consider a mathematical formulation of third degree price discrimination
because it is the most common type. We shall limit our discussion to the case of
two submarkets, but the technique is entirely general and can be applied to any
number of submarkets.
Consider a monopolist facing the following demand and cost curves.
P = 100 4Q, C = 50 + 20Q
Suppose the firm is able to separate its customers in two distinct markets with the
following demand functions.
P1 = 80 5Q1, P2 = 180 20Q2
It can be easily verified that the aggregate demand curve remains unchanged at
P = 100 4 Q
The two demand equations can be written in terms of quantities.
Q1
Q2 =

180 P2
20

80 P1
5 The total demand at any price P will be the summation of the two quantities.
80 P 180 P
Q = Q 1 + Q2 =
+
5
20
= 16 0.2P + 9 0.05P
= 25 0.25P
Solving the equation for P, we get: P = 100 4Q
P = 100 4Q
For each market, the marginal revenue will be obtained as under:
P1 * Q1 = R1 = 80Q1 5Q12
MR1 = 80 10Q1
Similarly

MR2 = 180 40 Q2

In each market, respective marginal revenues must be equal to the MC for

maximum profits. Thus,

MC =

dC( Q ) d(50 + 20Q )

=
= 20
dQ
dQ

80 10Q1 = 20 and 180 40Q2 = 20

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Pricing Decisions

Besides, the combined marginal revenue (CMR) must also equal MC. The price
and quantities in the respective markets can be seen as:
Market = 1 : P1 = 50, Q1 = 6
Market = 2 : P2 = 100, Q2 = 4
The typical discriminating monopolist is depicted in Figure 14.2. The total market
MR curve is plotted by adding the respective MR curves horizontally.
Figure14.2: Price Discrimination Under Monopoly
Price

Price

Price

MC
P1

P2

MR1
Q1

D1

MR2

Qty.

Market 1

Q2
Market 2

Qty.

D1

MR
Q1+Q2

Qty.

Combined

The maximum profit is calculated as

p = TR TC = 300 + 400 (50+20%10)

= 700 250
= 450
Now, let us see what would happen if the firm were to face just one market. The
MR equation in this case, is given by 100 8Q, the MC = 20 and hence profit
maximising combination is P = 60, Q = 10. Profit is only 350.
Why has this happened? Let us compute the elasticities of demand at the
equilibrium outputs in the two markets to understand the improvement in profit in
the first case. The market which faces a demand curve P1 = 80 5Q exhibits an
elasticity of demand which is 1.67 at Q1 = 6 and the other market has only 1.25 at
Q2 = 4. This means the price is lower and the quantity higher in the market with
greater demand elasticity. We can prove this by applying the principle that only if
the two marginal revenues are equal in the two markets.. Recall that marginal
revenue equals P(1+1/e), where P is price and e is the price elasticity of demand.
Therefore, if marginal revenue is the same in the two classes, P1(1+1/e1) = P2(1+1/
e2). Hence P1/P2 = (1+1/e2)/(1+1/e1). As the following table also shows that price
is higher in the market where elasticity of demand is lower. If the marginal
revenues in the two markets are equal, the ratio of the price in the first class to the
price in the second class will equal

Where e1 is the price elasticity of demand in the first class, and e2 is the price
elasticity of demand in the second class. Thus, it will not pay to discriminate if the
two price elasticities are equal. Moreover, if discrimination does pay, the price will
be higher in the class in which demand is less elastic.
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Pricing Strategies

Market 1

Market 2

P1 = 80 5Q1

P2 = 180 20Q2

Q1 = 6, P = 50

Q2 = 4, P2 = 100

Q1 P1
*
P1 Q1

50
= 1.67
56

=
=

Q
P

P2

* Q

1 100

= 1.25
20 4

Pricing schemes can be quite complex and may combine elements of second and
third degree price discrimination: for example, discounted travel passes for students
and pensioners. In any case, the main danger to the seller is that customers have
an incentive to get together and trade among themselves to benefit from existing
price differentials.
Thus, a student may try to purchase a ticket s/he does not plan to use for the
express purpose of selling it to a business traveller and sharing the difference
between the prices. Or, a holder of a travel pass may offer the pass to a friend to
use, enabling the friend to benefit from the high volume of the holders travel. If
this were allowed to happen, the seller would lose the business of the high-price
paying customer and would be better off offering a single profit-maximising price.
The seller engaging in price discrimination must therefore take measures such as
passport checks at the departure gate and photos on rail passes to make sure
consumers are not able to engage in arbitrage, i.e. profit from their access to a
lower price by selling to someone to whom such access is precluded.
The other danger the price discriminating seller faces is that a rival firm may enter
with a single price that undercuts the incumbents higher price. Then the rival will
draw away the most profitable market segments and the original company will only
be left with the low-margin discount buyers.
That is why price discrimination is only possible in imperfectly competitive markets,
where direct competition by rivals is made difficult by entry barriers such as
established brand names (computers), differentiated products (magazines), scale
economies in production (air and rail travel), technology patents (pharmaceuticals)
for where access to a key input is limited (fine art).
Activity 1
1) Necessary conditions for price discrimination include all, but the following.
a. The firm must have some control over price.
b. The firms markets must be separable.
c. The firm must have declining long run average costs.
d. The elasticity of demand must vary among markets.
2) The round-trip train fare charged by Calcutta Metro from New Alipore to Dum
Dum is Rs. 15.50 during the morning rush hour from 9:00 am to 11:00 am, but
drops to Rs. 11.50 after 11:00 am. This is because the demand for train rides
from New Alipore to Dum Dum is:
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Pricing Decisions

a. Elastic in the rush hour, but inelastic later in the day.

b. Unit elastic at all times of the day.
c. Inelastic in the rush hour, but elastic later in the day.
d. Unit elastic in the rush hour, but inelastic later in the day.
3) If arbitrage is possible between markets, it will decrease the effectiveness of
price discrimination. Discuss.
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14.4

PEAK LOAD PRICING

Peak load pricing is a type of third-degree price discrimination in which the

discrimination base is temporal. We single out this particular form of price
discrimination in part because of its widespread use. But remember that all forms
of third-degree price discrimination, including peak load pricing, involve a seller
attempting to capitalize on the fact that buyers demand elasticities vary. In the
case of peak load pricing, customer demand elasticities vary with time.
Very few, if any, business economic activities are characterized by an absolutely
constant demand during all seasons of the year and at all times of day. For many,
the variations, or fluctuations, are not large enough to be of concern; but for some
activities, fluctuations in demand are significant. These variations are sometimes
relatively stable and predictable. Telephone calls provide one good example.
Telephone companies and their competitors use a pricing scheme for long-distance
calls that encourages people to make such calls at slack times when equipment and
personnel are less busy. Prices are the highest between 8:00 a.m. and 5:00 p.m.,
reduced between 5:00 p.m. and 11:00 p.m., and reduced still further from 11:00
p.m. to 8:00 a.m. The highest prices are charged during peak demand periods, and
lower prices are charged at other times. This is an example of peak-load pricing.
Consumers are encouraged to shift demand from peak to slack periods through the
price mechanism, and those who use the phone system for long-distance calls
during peak periods pay a relatively greater share of the cost of providing and
maintaining the phone system. Whenever price discrimination is based on time
differentials, the object of the selling firm is to charge a higher price for the product
during the more inelastic period and a lower price during the more elastic interval.
Activity 2
1. Calculus can be used to accomplish price discrimination provided that the firm
knows its TC functions and the demand functions for the markets it is selling to.
Consider two markets X and Y. The total revenue functions are TRx and TRy
= PxQx and PyQy respectively. The demand curves for the two markets are
Px

2 Qx

Py = 3 2Qy
while the producers marginal cost is given by
TC = 100 +1.5Q
where Q = Qx + Qy
Calculate the profit maximising ouput and price with and without price
discriminatiom.
8

Show that profit is larger when the firm practices price discrimination.

Pricing Strategies

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2. Peak load pricing is a type of third-degree price discrimination. Recall that all
forms of third-degree price discrimination, including peak load pricing, involve a
seller attempting to capitalize on the fact that buyers demand elasticities vary.
In the case of peak load pricing, customer demand elasticities vary
a) Across categories of consumers
b) With time.
c) Across different regions or countries

14.5

BUNDLING

You must have come across campaigns of the following kind. Buy one, get the
second at half-price. A camera is sold in a box with a free film; a hotel room
often comes with accompanying breakfast. These are examples of Bundling.
Bundling is the practice of selling two or more separate products together for a
single price i.e. bundling takes place when goods or services which could be sold
separately are sold as a package. A codification of bundling practices and
definitions of selling strategies is:

Pure bundling: products are sold only as bundles;

Mixed-bundling: products are sold both separately and as a bundle; and

Tying: The purchase of the main product (tying product) requires the purchase
of another product (tied product) which is generally an additional complementary
product.

This is not an exhaustive list but covers the most frequently encountered cases.
Pure bundling involves selling two products only as a package and not separately.
PURE BUNDLING
Bundled
Price

Product
Product
Product

For example, Reliance WLL -cellphone instrument (handset) and connection are
only available together and not available separately. Microsofts bundle of Windows
and Internet Explorer could be considered a pure bundle. Also Cable TV Channels
are an example of pure bundling. In North America it is not possible to get only
Disney Channel has it is always bundled with other premium channels. In India, the
prospective CAS(Conditional Access System) also has similar channel packages
where some of the channels cant be purchased separately like Zee TV, would only
be available with other, Zee Channels.
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Pricing Decisions

Mixed Bundling involves selling products separately as well as a bundle.

McDonalds Value Meals and Microsoft Office are examples of Mixed Bundling.
In a recently introduced offer, The Times of India and The Economic Times can be
purchased together for weekdays for a price much less than if purchased
separately. This is also an example of mixed bundling. In most cases mixed
bundling provides price savings for consumers.
MIXED BUNDLING
Bundled

Price

Separate

Product

Price

Product

Price

Product

Price

Product

Price

Tying involves purchase of the main product (tying product) along with purchase of
another product (tied product) which is generally an additional complementary
product.
TYING
Lead Product

Tie-in Product

A well known example is that used by IBM in 1930s wherein if you purchased
IBM tabulating machines agreed to purchase IBM punchcards. As a result, IBM
was trying to extend its monopoly from one market to another. But it had to
abandon this practice of it in 1936 due to antitrust cases. In 1950s customers who
leased a Xerox Copying Machine had to buy Xerox Paper. Another case of tying
was that by Kodak in which Kodak held a monopoly in the market for Kodak
Copier Parts. Kodak engaged in tying when it refused to sell its parts to
consumers or independent service providers except in connection with a Kodak
Service Contract. Today when you buy a Mach3 razor, you must buy the tied
product i.e. the cartridge that fits into the Mach3 razor.
Financial bundling has become widespread. It has been suggested that
manufacturers such as GE, General Motors and Lucent grow ever more involved in
providing finance, so manufacturing is becoming the loss-leader of the profit chain
for many companies. In other words, give away the product; make money on the
lending that is bundled with it. In India too, a number of automobile companies are
providing finance and bundling the automobile with financing.
Bundling can be good for consumers. It can reduce search costs (the bundled
goods are in the same place), as well as the producers distribution costs. There are
lower transaction costs (because a single purchase is cheaper to carry out than
multiple ones). And the producer may be a more efficient bundler than the
customer: few of us choose, after all, to buy the individual parts of a computer to
assemble them ourselves.

10

In perfectly competitive markets, bundling should happen only if it is more efficient

than selling the products separately. Where there is less than perfect competition that is, most markets - economic models suggest that bundling sometimes benefits

consumers and sometimes producers. When firms have a measure of market

power, they can engage in price discrimination, charging different prices to different
customers. Bundling can play a part in price discrimination, as different bundles of
goods and prices may appeal to different customers.

Pricing Strategies

In a celebrated case that caught much media attention, Microsoft was accused of
anti-competitive conduct in bundling Internet Explorer and Windows as a pure
bundle. Microsoft claimed they are not a bundle at all, rather a single product
incapable of being broken into parts. It is of course difficult to settle such
arguments and these go beyond the economic domain to the judicial domain, and
are settled in courts. But the interesting aspect is that the company does not
consider its product (Windows and Internet Explorer) as being capable of being
broken into parts.
Activity 3
1) What is bundling? Give examples. Do you think this is anti-consumer?
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2) Give examples of tying from the Indian market.
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14.6

TWO-PART TARIFFS

One of their techniques requires buyers to pay a fee for the right to purchase their
product and then to pay a regular price per unit of the product. For example, your
cable TV company charges you a base fee for hooking into its system and then
charges you extra for pay-by-view transmissions. Similarly, many local telephone
companies charge a monthly base fee and then charge additional fees based on
message units.
The fee for privilege of service plus prices for services consumed is called a twopart tariff. Theme parks such as Disney World usually employ such a pricing
scheme to increase their profits. To see how the scheme works, suppose you
operate a theme park and have a local monopoly. Figure 14.3 shows the demand
for rides at your theme park by any given tourist, along with the marginal revenue
and marginal cost of the rides. If you charge a single monopoly price, your rides
will be priced at $6 each and each tourist will consume four rides per visit, spending $24.
Now lets see if a bit more can be extracted from each tourist. Given the demand
curve drawn, each tourist would be willing to pay more than $24 to enter your
theme park and take four rides. If you know the demand curve for rides, you know
that the typical tourist is enjoying a consumer surplus of $8, corresponding to the
area of triangle ABC in the graph (area ABC=1/2*4*4). Therefore, if you charge
an entry fee of $8 in addition to $6 per ride, you can add $8 per tourist to your profit.
Given the demand curve of a typical tourist, you can add still more to your revenue
from each tourist if you simply eliminate the price per ride and just charge an

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Pricing Decisions

Figure 14.3: Demand for rides

10

MC
Price
($ per ride)

$8
B

$24

MR

Demand

10
Rides per visit

admission fee equal to consumer surplus at zero price per ride. For example, if the
price per ride were zero, a tourist would go on 10 rides per visit and you would get
revenue of $50 per tourist 0.5 ($10)(10)instead of the $32 you would get from
the two-part pricing scheme. But be careful. With more rides your marginal costs
will increase, and thus your profit might not increase. Also, if you extract the entire
consumer surplus with a single entry fee, you increase the tourists cost per visit, so
the total number of admissions will fall.
A two-part tariff is often a good way to increase profit by extracting some, but not
all, of the consumer surplus from a monopolists clients. A two-part tariff is often a
good way to increase profit by extracting some, but not all, of the consumer surplus
from a monopolists clients. Monopolists usually experiment with various two-part
tariff pricing schemes before hitting on the one that gives them maximum profit.
When Esselworld opened in December 1989, it was the first amusement park of its
kind in Mumbai and so had no precedent to go by. As the objective was to sell the
concept to as many people as possible, it avoided charging a composite fee, for a
stiff entrance fee would keep families away. Instead, it selected what seemed the
most sensible approach: pay-as-you-go. It charged and entrance fee of Rs. 5 for
children and Rs. 10 for adults. And the individual rides were priced between Rs. 2
and Rs. 15.In February 1990, however, Esselworld jettisoned the split pricing
strategy and switched over to composite pricing. Under the new tariff structure
children were charged a fee of Rs. 80, while adults had to pay Rs 100. There
were no charges levied on the rides. What prompted the switch? According to
their vice-president they found difficult to implement the pay-as-you-go strategy
because of logistical problems.

14.7
12

PRICING OF JOINT PRODUCTS

Products can be related in production as well as demand. One type of production

interdependency exists when goods are jointly produced in fixed proportions. The

process of producing beef and hides in a slaughterhouse is a good example of fixed

proportions in production. Each carcass provides a certain amount of meat and one
hide. There is little that the slaughterhouse can do to alter the proportions of the two
products.

Pricing Strategies

When goods are produced in fixed proportions, they should be thought of as a

product package. Because there is no way to produce one part of this package
without also producing the other part, there is no conceptual basis for allocating
total production costs between the two goods. These costs have meaning only in
terms of the product package.
Calculating the Profit-Maximizing Prices for Joint Products
Assume a rancher sells hides and beef. The two goods are assumed to be jointly
produced in fixed proportions. The marginal cost equation for the beef-hide product
package is given by
MC = 30 +5Q
The demand and marginal revenue equations for the two products are
Beef

Hides

P = 60 1Q

P = 80 2Q

MR = 60 2Q

MR = 80 4Q

What prices should be charged for beef and hides? How many units for the product
package should produced? Summing the two marginal revenue (MRT) equations
gives
MRT = 140 6Q
The optimal quantity is determined by equating MRT and MC and solving for Q.
Thus
140-6Q = 30 +5Q
and, hence, Q = 10
Substituting Q =10 into the demand curves yields a price of $50 for beef and $60
for hides. However, before concluding that these prices maximize profits, the
marginal revenue at this output rate should be computed for each product to assure
that neither is negative. Substituting Q=10 into the two marginal revenue equations
gives 40 for each good. Because both marginal revenues are positive, the prices
just given maximize profits. If marginal revenue for either product is negative, the
quantity sold of that product should be reduced to the point where marginal revenue
equals zero.

14.8

SUMMARY

For a firm to be able and willing to engage in price discrimination, the buyers of the
firms product must fall into classes with considerable differences among classes in
the price elasticity of demand for the product, and it must be possible to identify and
segregate these classes at moderate cost. Also, buyers must be unable to transfer
the product easily from one class to another, since otherwise persons could make
money by buying the product from the low-price classes and selling it to the highprice classes, thus making it difficult to maintain the price differentials among
classes. The differences among classes of buyers in the price elasticity of demand

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Pricing Decisions

may be due to differences among classes in income, level, tastes, or the availability
of substitutes.

14.9

KEY WORDS

First degree price discrimination refers to a situation where the monopolist

charges a different price for different units of output according to the willingness to
pay of the consumer.
Second degree price discrimination refers to a situation where the monopolist
charges different prices for different set of units of the same product.
Third degree price discrimination is when the monopolist firm divides the
market (for its product) into two or more markets (groups of buyers or segments)
and charges different price in each market.
Peak load pricing is a type of third-degree price discrimination in which the
discrimination base is temporal.
Bundling is the practice of selling two or more separate products together for a
single price i.e. bundling takes place when goods or services which could be sold
separately are sold as a package.

14.10

SELF-ASSESSMENT QUESTIONS

1. Assume a company produces a product that currently sells for Rs. 160. The unit
costs for producing the product are
Materials
Direct labour
Overhead
Sales expense

Rs. 51
Rs. 32
Rs. 40
Rs. 21
Rs.144

These unit costs are based on sales of 100,000 units per year. Capacity is generally
accepted to be 150,000 units per year. A foreign retail chain has contacted the
company with an offer to purchase 60,000 units on a short-term basis during the
next year at a price of 130 each. Sales of these units in the foreign market would
not have any effect on the companys domestic market. Should the offer be
accepted? Explain why or why not. Identify any assumptions you make in
answering the question.
2. Which are the various methods of price discrimination identified in this unit?
Explain with examples.
3. Why are auctions not used to extract consumers surplus for most products
sold? Under what conditions and for which goods are auctions useful to price
the product being sold? Substantiate with a real world example.
4. Choose any product or service for which price discrimination exists in India.
Identify the different categories of consumers and tabulate the corresponding
prices for the chosen product or service. Comment on this pricing policy.
5. How many options does an amusement park have when it comes to the pricing
decision?
6. Basically, there are four options open to the manager:
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i) Keep the entrance free, but charge the visitor for every ride separately.

ii) Charge a lump sum entrance fee and allow the visitor unlimited fee rides.

Pricing Strategies

iii) Same as the second option but limit the visitor to just one ride.
iv) Charge an entrance fee and also get the consumer to pay a cumulative fee
for the rides, the number of rides to be availed of being decided by the
visitor.
The second, third and fourth options are based on the principle of a two-part tariffthe consumer is charged for entry and then for the rides (note that tariff for rides
may be zero) . Traditional economic theory is able to conclusively prove that a
two-part tariff is the best way to maximise revenue and hence the profits of the
park owner, if two conditions simultaneously hold. First, if the seller is a
monopolist. Second, the benefit of enjoying the good cannot be transferred. In
case of an amusement park both these conditions hold. The rationale for a two-part
tariff stems from the concept of consumer surplus. Consider a person who places
the value for visiting the park and enjoying the rides at Rs. 100. Now if the rides
are priced such that it costs him Rs. 90, then his (consumer) surplus is Rs. 10. He
will opt for the product if the price is less than or equal to his perceived value.
a) For the park owner, the trick is to extract a portion of this surplus. How?
b) What are the variables you consider as important in the pricing decision?

14.11 FURTHER READINGS

Maurice, Charles, S., Thomas, Christopher, R and Smithson, Charles, W. 1992.
Managerial Economics- Applied microeconomice for decision making. Irwin.
Mote, V.L., Paul, Samuel and Gupta, G.S. 1987. Managerial Economics-concepts
and cases. Tata Mcgraw Hill.
Peterson, Craig,H. and Lewis, Cris, W.2002. Managerial Economics. Pearson
Education Asia.

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