Optimal pricing scheme for addictive goods
分析了消费者的习惯形成和成瘾如何影响企业的定价策略，发现对理性消费者最优的是两部收费，而对非理性消费者最优的是“先低价后高价”的合同。
Abstract This article analyses how consumers' habit formation and addiction affect firms' pricing policies. I consider both sophisticated consumers, who realize that their current consumption will affect future tastes, and “naive” consumers, who do not. The optimal contract for sophisticated consumers is a two‐part tariff. The main result is that the optimal pricing pattern when the consumer is naive is a “bargain then rip‐off” contract, namely a fixed fee, with the first units priced below cost, and then priced above marginal cost. This holds both under symmetric and asymmetric information about the consumers' degree of sophistication.