Discussion paper

DP16508 Under-promise and Over-Deliver? - Online Product Reviews and Firm Pricing

We consider a signaling model capturing the introductory and the mature phase of a product. Information concerning product quality is transmitted between consumers through reviews, which partially depend on the expectations consumers had prior to their purchase. When future sales are sufficiently important, a novel tension arises: High-quality types may want to underpromise and overdeliver by imitating low types in order to get a better review. We show the existence of a Pareto-improving separating equilibrium. Both more informative reviews and price transparency can lead to higher prices. Our analysis reveals a new rationale for loss-leadership.

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Citation

Shelegia, S and S Martin (2021), ‘DP16508 Under-promise and Over-Deliver? - Online Product Reviews and Firm Pricing‘, CEPR Discussion Paper No. 16508. CEPR Press, Paris & London. https://cepr.org/publications/dp16508