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Learning about the arrival of sales

Author

Listed:
  • Mason, Robin
  • Välimäki, Juuso
Abstract
We analyse optimal stopping when the economic environment changes because of learning. A primary application is optimal selling of an asset when demand is uncertain. The seller learns about the arrival rate of buyers. As time passes without a sale, the seller becomes more pessimistic about the arrival rate. When the arrival of buyers is not observed, the rate at which the seller revises her beliefs is affected by the price she sets. Learning leads to a higher posted price by the seller. When the seller does observe the arrival of buyers, she sets an even higher price.

Suggested Citation

  • Mason, Robin & Välimäki, Juuso, 2011. "Learning about the arrival of sales," Journal of Economic Theory, Elsevier, vol. 146(4), pages 1699-1711, July.
    • Handle: RePEc:eee:jetheo:v:146:y:2011:i:4:p:1699-1711
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    References listed on IDEAS

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    Cited by:

    1. Guofang Huang & Hong Luo & Jing Xia, 2019. "Invest in Information or Wing It? A Model of Dynamic Pricing with Seller Learning," Management Science, INFORMS, vol. 65(12), pages 5556-5583, December.
    2. Chong Huang & Fei Li, 2011. "Bargaining While Learning About New Arrivals, Second Version," PIER Working Paper Archive 13-033, Penn Institute for Economic Research, Department of Economics, University of Pennsylvania, revised 21 May 2013.
    3. Bing Wang & Wenjie Bi & Haiying Liu, 2023. "Dynamic Pricing with Parametric Demand Learning and Reference-Price Effects," Mathematics, MDPI, vol. 11(10), pages 1-14, May.
    4. Guofang Huang & Haiyan Liu, 2021. "Estimating expectations-based reference-price effects in the used-car retail market," Quantitative Marketing and Economics (QME), Springer, vol. 19(3), pages 457-503, December.
    5. Eerola, Essi & Lyytikäinen, Teemu, 2015. "On the role of public price information in housing markets," Regional Science and Urban Economics, Elsevier, vol. 53(C), pages 74-84.
    6. Jing-Yuan, Chiou, 2012. "In the shadow of giants," MPRA Paper 37033, University Library of Munich, Germany.
    7. Alex Gershkov & Benny Moldovanu & Philipp Strack, 2018. "Revenue-Maximizing Mechanisms with Strategic Customers and Unknown, Markovian Demand," Management Science, INFORMS, vol. 64(5), pages 2031-2046, May.

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