Pricing · Field experiment randomizing/observing negotiation opportunities and prices in retail electricity.
Price Discrimination by Negotiation: a Field Experiment in Retail Electricity
The Quarterly Journal of Economics · 2023
Summary
Negotiation generated price discrimination; the experiment identifies negotiated prices and their determinants.
For your marketing
Possible founder application
Use the study to frame a pricing or packaging hypothesis and identify outcomes to measure; estimate effects with your own customer mix and willingness-to-pay evidence.
Reported result
What the study found
Negotiation generated price discrimination; the experiment identifies negotiated prices and their determinants.
Research question
What the authors investigated
How does negotiation create price discrimination when firms also post prices?
Design
Field experiment randomizing/observing negotiation opportunities and prices in retail electricity.
Sample and setting
Retail electricity customers in a posted-price-plus-negotiation market.
Scope and transfer
Limitations to keep in view
Retail electricity and institutional negotiation setting may not transfer to self-serve SaaS; bargaining outcomes depend on customer and seller participation.
Research sources
Oxford publisher page states the field-experiment design and that it reveals negotiated prices and determinants. Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.