Mass versus Direct Advertising and Product Quality

Esteban, L. (Universidad de Zaragoza) ; Hernández, J.M. (Universidad de Zaragoza)
Mass versus Direct Advertising and Product Quality
Resumen: This paper analyzes how the use of mass vs. direct advertising can affect the pattern of price and quality competition in a market where two firms compete with vertically differentiated products. We show that, compared to the case where sellers employ only mass advertising, the use of database advertising based on historical sales records improves the competitive position of the low-quality firm, which achieves a larger market share and can obtain higher profits. As a result, the high-quality firm lowers the supply of quality, which decreases the degree of product differentiation in the market and triggers strong price competition, thus decreasing its profits and increasing consumer surplus. Finally, we show that, although database advertising is more cost-efficient than mass advertising, the market distortion in the provision of quality implies that the use of direct advertising can yield a welfare loss.
Idioma: Inglés
Año: 2018
Publicado en: Journal of economic theory and econometrics 29, 3 (2018), 1-22
ISSN: 1229-2893

Factor impacto SCIMAGO: 0.109 - Economics and Econometrics (Q4)

Tipo y forma: Article (Published version)
Área (Departamento): Área Fund. Análisis Económico (Dpto. Análisis Económico)

Creative Commons You must give appropriate credit, provide a link to the license, and indicate if changes were made. You may do so in any reasonable manner, but not in any way that suggests the licensor endorses you or your use.


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