Strategic Pricing Incorporating an Anticipation of Competitors' Reactions: a Study in the Auto Insurance Industry

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dc.contributor.authorSERGIO GIOVANETTI LAZZARINI
dc.contributor.authorMoura, Marcelo L.
dc.contributor.authorCaetano, Marco Antônio Leonel
dc.contributor.authorRINALDO ARTES
dc.contributor.authorGoldberg, Marcelo B.
dc.contributor.authorSilva, César E.
dc.coverage.cidadeRio de Janeiropt_BR
dc.coverage.paisBrasilpt_BR
dc.creatorMoura, Marcelo L.
dc.creatorCaetano, Marco Antônio Leonel
dc.creatorGoldberg, Marcelo B.
dc.creatorSilva, César E.
dc.date.accessioned2022-12-20T14:50:28Z
dc.date.available2022-12-20T14:50:28Z
dc.date.issued2007
dc.description.notesTexto completopt_BR
dc.description.otherAnalyzing and anticipating competitor moves has been central to modern competitive strategy. In contexts involving intense interfirm interaction, the value of a particular strategy depends in large part on how competitors will react to it. Despite many developments, anecdotal evidence indicates that the effective use of techniques to gauge decisions based on competitive considerations has been scant in practice. Our paper intends to fill this void. Using data from the auto insurance industry in Brazil, we compare strategies that do and do not anticipate competitor reactions. Basically we show that it does pay to anticipate those reactions. An optimal strategy will explore both demand elasticities and competitors’ patterns of reaction. We show that such “strategic” policy is expected to outperform a “myopic” approach which ignores competitor reactions. We also develop an methodology to compute demand elasticities, reaction functions and numerically compute optimal reaction strategies.pt_BR
dc.format.extentp. 1-15pt_BR
dc.format.mediumDigitalpt_BR
dc.identifier.issn2177-2576pt_BR
dc.identifier.issn2177-2568pt_BR
dc.identifier.urihttps://repositorio.insper.edu.br/handle/11224/5102
dc.language.isoPortuguêspt_BR
dc.publisherANPADpt_BR
dc.relation.ispartofEnANPAD - Encontro da ANPADpt_BR
dc.rights.licenseO INSPER E ESTE REPOSITÓRIO NÃO DETÊM OS DIREITOS DE USO E REPRODUÇÃO DOS CONTEÚDOS AQUI REGISTRADOS. É RESPONSABILIDADE DOS USUÁRIOS INDIVIDUAIS VERIFICAR OS USOS PERMITIDOS NA FONTE ORIGINAL, RESPEITANDO-SE OS DIREITOS DE AUTOR OU EDITORpt_BR
dc.titleStrategic Pricing Incorporating an Anticipation of Competitors' Reactions: a Study in the Auto Insurance Industrypt_BR
dc.typeconference paper
dspace.entity.typePublication
local.description.eventXXXI Encontro da ANPAD - 2007pt_BR
local.subject.cnpqCiências Sociais Aplicadaspt_BR
local.typeTrabalho de Eventopt_BR
relation.isAuthorOfPublication4ee022f9-7466-405d-ae1a-6b1e33f611e8
relation.isAuthorOfPublication8b791c94-f3e5-4e04-af26-594195a8f576
relation.isAuthorOfPublication.latestForDiscovery4ee022f9-7466-405d-ae1a-6b1e33f611e8
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