Internet offers real openness on pricing policy increasing the buyer's market power. Higher competition should result from an easier comparison of the offers with, as a consequence, price decrease and lower margins. This article explores the validity of such an assumption and studies major determinants as market characteristics. Depending on two factors, differentiation and segmentation degrees, other pricing policies as auctions sales, yield management or pricing on demand, can be used and they can reverse the initial proposition and lead to a higher market power for the seller on the buyer.
DESMET, P. (2000). Politiques de prix sur Internet. Revue Française du Marketing, pp. 49-68.