Quantity Competition When Most Favored Customers are Strategic

Yossi Aviv, Andrei Bazhanov, Yuri Levin, Mikhail Nediak

Research output: Contribution to journalArticlepeer-review


Legal studies usually treat a policy of a manufacturer or retailer as socially harmful if it reduces product output and increases the price. We consider a two-period model where the first-period price is fixed and resellers endogenously decide to use meet-the-competition clause with a most-favored-customer clause (MFC) to counteract strategic customer behavior. As a result of MFC, the second-period (reduced) price increases and resellers’ inventories decrease. However, customer surplus may increase and aggregate welfare increases in the majority of market situations. MFC can mitigate the losses in welfare and resellers’ profits due to strategic customers. Moreover, under reseller competition, MFC may even lead to higher levels of these values than with myopic customers, that is, to gain from increased strategic behavior. With growing competition, benefits or losses from MFC can be higher than losses from strategic customer behavior.

Original languageEnglish
Pages (from-to)2107-2121
Number of pages15
JournalProduction and Operations Management
Issue number11
StatePublished - Nov 2017


  • limited-lifetime product
  • most favored customer
  • quantity competition
  • strategic customer behavior


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