Dynamic production and pricing decisions in the presence of the snob effect

Keita Sogo, Nobuo Matsubayashi

Research output: Contribution to journalArticlepeer-review

1 Citation (Scopus)


This study analyzes the production and pricing strategy of a monopoly firm in the presence of the snob effect, whereby consumers value a product more when its availability is lower. Real-world firms often intentionally cause the snob effect by strategically reducing supply quantities or even causing shortages. This observation suggests the existence of a trade-off between utilizing the snob effect and avoiding opportunity costs. We consider a general multiperiod model in which a monopoly firm determines the dynamic paths of price and sales quantity; although consumers are not forward looking, they evaluate past stockouts with a discount factor. We find that the optimal dynamic paths of the price and output level vary depending on the degree of consumer sensitivity to stockouts, the consumer's discount factor on past shortage, and the firm's discount factor on future profit. Nevertheless, the total profit monotonically increases with the degree of consumer sensitivity to stockouts.

Original languageEnglish
Pages (from-to)3330-3363
Number of pages34
JournalInternational Transactions in Operational Research
Issue number6
Publication statusPublished - 2021 Nov


  • consumption externalities
  • hunger marketing
  • nondurable goods
  • pricing
  • production

ASJC Scopus subject areas

  • Business and International Management
  • Computer Science Applications
  • Strategy and Management
  • Management Science and Operations Research
  • Management of Technology and Innovation


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