Post-sale service and the limits of reputation
研究了在需要昂贵售后服务的耐用品市场中，即使未来有持续的新销售利润，声誉均衡也可能不存在，并计算了使售后服务自我执行所需的价格溢价，用美国制鞋机械、IBM和施乐的历史数据进行了评估。
In the standard durable goods-quality model, the prospect of repeat sales often supports the provision of high-quality durable goods. When durable goods require costly post-sale service, however, a reputational equilibrium may not exist at any price, even with a flow of profitable new sales indefinitely into the future. This article characterizes the size of the premium needed to make provision of post-sale service self enforcing and then uses historical records to assess the self-enforcing post-sale service premia for United Shoe Machinery, IBM, and Xerox. Copyright 2013 The Author 2013. Published by Oxford University Press on behalf of Associazione ICC. All rights reserved., Oxford University Press.