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Price Discrimination by Search Type
Many travel websites let you order your search results by price, by travel time, by quality and other variables. Ross Parker has discovered that on at least one website prices differ depending on how you ask your search to be ordered. In particular, if you ask for prices to be listed from lowest to highest you get lower prices, on exactly the same hotels, than when you ask for highest to lowest prices. Of course, this is consistent with a very clever price discrimination scheme.
Comments are open. I am interested to know whether anyone can verify the same phenomena on other websites. Here is Ross's data.
The site is Metro Getaways, a newspaper-linked travel site operated in the UK by Driveline. The prices are for a two-night break in Madrid on 4th August 2006, with flights from London.
Hotel Rating Price (Lowest First) Price (Highest First) Francisco 1 Hotel 2* £146.80 £169.50 Asturias Hotel 2* £147.65 £170.35 Tryp Washington 3* £174.00 £196.70 Tryp Rex 3* £174.00 £196.70 Tryp Menfis 4* £184.20 £206.90 Tryp Ambassador 4* £189.30 £212.00 Vincci Soho 4* £192.70 £215.40 Gran Melia Fenix 5* £257.30 £280.00
Posted by Alex Tabarrok on June 30, 2006 at 07:14 AM in Economics | Permalink
Comments
Many hotels have different prices for different room types (as anyone who has ever used a hotel room search engine knows).
Is it possible that this search engine parses "highest" as "highest within the available range" as well as in the larger sense?
Posted by: David Hecht at Jun 30, 2006 8:51:27 AM
Dell does something similar with their online server configuration tool. When you choose their baseline (ie: cheap) configuration, then build it up, it comes out as a lower price than choosing their high end configuration and removing components.
Posted by: Kurt at Jun 30, 2006 9:14:21 AM
Very clever indeed ! However this relies heavily on incomplete information of the customer..
If this type of discrimination was to become popular, people will be aware of it and it won't work anymore (it will only make travel websites much more complicated to use, as rational agents will have to look for the smallest possible price for a given ticket..)
Posted by: Tim at Jun 30, 2006 9:15:25 AM
Price descrimination by search type has been around for a while, although not nearly as clever as the instance you point out.
Purchasing some software on Buy.com about a year ago, I found that the listed prices for the same software were different on the front page of the website ($49), on the search-all-products results page ($39), and on the search-all-computer-games page ($29). Since these were in order of progressively narrower searches, I guess their estimate was that the more a user refines a search before buying, the less that user is willing to pay. But the proportionally quite large differences in price were really quite striking -- enough so that I have been quite cautious in doing business with them ever since.
Posted by: Grant Gould at Jun 30, 2006 9:23:18 AM
Similar experience to Gould -- which I take as quite common these days -- at the site mercantila.com, I found the same exercise bench listed in the "yoga" section of the website for $349 (a fairly common price for this product), and the exact same bench in the "exercise equipment" section of the site for $269 (an extrememly good price for this product). I purchased the lower-priced one, although I honestly considered calling them up to 'innocently' inquire as to the differences between the two products, just to give some poor salesperson a hard time.
Posted by: Urple at Jun 30, 2006 9:44:18 AM
Great example of what to watch for -- and I had no idea. Thanks for this helpful post.
Posted by: Ellen Weber at Jun 30, 2006 10:52:25 AM
I wonder when someone will write and sell third-party software to automate searches on these sorts of websites in 99 different ways and find the real lowest price. There's an opportunity for someone who can code...
Posted by: Paul Gowder at Jun 30, 2006 1:44:30 PM
Carvin, a guitar manufacturer, does something similar. They have a basic model called a DC127 as well as fancier models like the DC200 and DC400. The difference between the 400 and 127 is that the 400 has fancier woods, an active pre-amp in the guitar, abalone inlays, and other nice features standard. However, you can order a 127 and add a bunch of options until it becomes equivalent to the 400. Because adding options costs less than when the options are standard, you save money this way. But you end up with exactly the same guitar.
Posted by: J. at Jun 30, 2006 2:01:37 PM
Midwest Airlines discriminates based on whether or not you indicate that you will have a child sitting in your lap. A flight sans child that costs $150 will be $175 if the lap-child box is checked
Posted by: Bill at Jun 30, 2006 2:17:16 PM
I do work for the hospitality business and it doesn't surprise me that the travel sites have come up with this kind of pricing experimentation. A traveller can flit from site to site with the click of their mouse, so the travel portals need to find sophisticated ways to stay competitive - pricing schemes are a big part of their business models.
On a side note, a savvy traveller can often find the best deal on a hotel from a travel site and then call the hotel direct. The hotel will often match or even beat the price because they'll actually see 15-25% more revenue that way. There is a love/hate relationship between hotels & travel sites. On the one hand the travel sites give hotels a lot of exposure but the hotels pay a price to play with them, so the progressive hotels are ramping up their own marketing to try to increase their direct bookings. Needless to say this doesn't sit well with the travel sites and I've wondered if they've attempted a retaliatory response.
Posted by: Dave at Jun 30, 2006 3:20:43 PM
Interesting- A year or so I went on Travelocity or Orbitz to buy a ticket (can't remember which). I did a first search with a restriction on airlines, but wasn't really happy with flight times. My second search turned up poor options, AND the exact same flights as my first search were suddenly much more expensive. I then replicated my first search - much higher prices again. Luckily, I was able to hit the "back" button to the results of my first search and purchase the lower priced tickets. I've flown twice since then, but purchased tickets directly through airline websites (and from first search results). I wonder if anyone else has had a similar problem with airfare aggregators - and whether anyone else thinks this could be considered fraud.
Posted by: Tucker at Jun 30, 2006 3:42:54 PM
Prof. AT,
I don’t think this example testifies to conscious price discrimination. Rather, it is a result of programming instructions that sort repeatedly in two stages of price ranges:
Range 1: Is the holiday offers; priced low to high or vice versa depending on the choice you make.
Range 2: This is the range that takes options into account. (note that when you click on select for a particular offer, you are given options – Heathrow vs. Gatwick & Iberia vs. BA etc…). The programming also changes the sorting on this set of numbers based on your original choice.
I am certain that there is more advanced programming to prevent this by sorting in only the initial stage. This technology makes the company look inconsistent at best and discriminatory at worst.
Most U.S. travel sites are far more advanced and usually no longer offer a high to low (irrational?) option. Instead it is a choice between “lowest price” and “best picks” – their version of what is the ideal package at the lowest available price.
Posted by: Chairman Mao at Jul 1, 2006 2:34:42 AM
Not sure if its advanced programming that would make the difference or just a slightly more sophisticated SQL query. In any case, like David Hecht mentioned, hotels have more than one room type and some sites present all of them, not just the lowest price. Or some sites are sorting for the highest prices first when users want to see the highest price.
In any case, I expect the price-insensitive folks are not sorting on price anyway.
Posted by: Alan Brown at Jul 1, 2006 3:39:39 AM
I have seen this at nwa.com. I use the schedule search first and do a price search.
Jeff
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Posted by: addf at Nov 16, 2006 7:06:40 PM
