• AEA
  • About the AEA
  • Committees
  • Honors & Awards
  • For Graduate Students
  • For Undergrad Students
  • News & Notes
  • Officers
  • General Information
  • Minutes
  • UA Questionnaire
  • Continuing Education
  • Directory of Members
  • Call for Papers
  • Media
• Journals
  • AEJ: Applied Economics
  • AEJ: Economic Policy
  • AEJ: Macroeconomics
  • AEJ: Microeconomics
  • American Economic Review
  • Journal of Economic Literature
  • Journal of Economic Perspectives
  • eTOCs
  • Virtual Field Journals
  • Institutional Subscriptions
  • AEA Journals on JSTOR
  • Ads in Journals
  • Back Issues Order Forms
  • Copyright & Permissions
• Annual Meeting
  • Submissions
  • Registration/Housing
  • Preliminary Program
  • ASSA 2013 App
  • Annual Meeting Papers
  • Annual Meeting Webcasts
  • Disclosure Code Information
  • Exhibitors
  • Exhibitors & Advertisers Forms
  • Special Event Form
  • Continuing Education
  • Econ-Harmony
  • Archive of Past Programs
• EconLit
  • EconLit Access
  • EconLit Deskop Link
  • EconLit for Members
  • JEL Codes Guide
  • JEL Classifications
  • Journal List
  • Contacts/Corrections
  • Upcoming Exhibits
  • Document Types
  • Search Hints
• Jobs
  • JOE Listings
  • Submit a JOE Listing
  • Job Market Signaling
  • Job Market Scramble
  • Available Retired Faculty
• Resources
  • Resources For Economists
  • RFE Abridged Contents
  • RFE Search
  • RFE Conferences
  • Econ Search Engine
• Members
  • Member Login
  • Become a Member
  • Directory of Members
  • EconLit for Members
  • AEA Journals on JSTOR
  • Econ-Harmony
  • Annual Meeting Webcasts
  • Browse JEL Indexes
  • Virtual Field Journals
  • Institutional Subscriptions

View Settings

This setting lets you change the way you view articles. You can choose to have articles open in a dialog window, a new tab, or directly in the same window.

Open in Dialog
Open in New Tab
Open in same window

American Economic Review: Vol. 100 No. 5 (December 2010)

AER Volume. 100, Issue 5 | Previous ArticleNext Article

Expand

Quick Tools:

Print Article Summary Email Link to this Article

To Email:

From Email:

Message:

Email Link to Article Change Captcha Export Citation

BibTeX EndNote Refer/BibIX RIS Tab-Delimited Export Sign up for Email Alerts Follow us on Twitter

Explore:

AER - All Issues

AER Forthcoming Articles

Can Higher Prices Stimulate Product Use? Evidence from a Field Experiment in Zambia

Article Citation

Ashraf, Nava, James Berry, and Jesse M. Shapiro. 2010. "Can Higher Prices Stimulate Product Use? Evidence from a Field Experiment in Zambia." American Economic Review, 100(5): 2383-2413.

DOI: 10.1257/aer.100.5.2383

Abstract

The controversy over how much to charge for health products in the developing world rests, in part, on whether higher prices can increase use, either by targeting distribution to high-use households (a screening effect), or by stimulating use psychologically through a sunk-cost effect. We develop a methodology for separating these two effects. We implement the methodology in a field experiment in Zambia using door-to-door marketing of a home water purification solution. We find evidence of economically important screening effects. By contrast, we find no consistent evidence of sunk-cost effects. (JEL C93, D12, I11, M31, O12)

Article Full-Text Access

Full-text Article

Additional Materials

Download Data Set (375.06 KB) | Online Appendix (164.54 KB)

Authors

Ashraf, Nava (Harvard U)
Berry, James (Cornell U)
Shapiro, Jesse M. (U Chicago)

JEL Classifications

C93: Field Experiments
D12: Consumer Economics: Empirical Analysis
I11: Analysis of Health Care Markets
M31: Marketing
O12: Microeconomic Analyses of Economic Development