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2011
소비자들의 반복적 전환가입을 고려한 가격차별 경쟁의 균형분석
Equilibrium of Price Discrimination for Churn-in: Considering Consumer Re-switching
한국경영학회
송재도
논문정보
- Publisher
- 경영학연구
- Issue Date
- 2011-04-29
- Keywords
- -
- Citation
- -
- Source
- -
- Journal Title
- -
- Volume
- 40
- Number
- 2
- Start Page
- 469
- End Page
- 483
- DOI
- ISSN
- 12261874
Abstract
This paper analyzes price discrimination where a firm price-discriminates between its own and rival’s
customers. In such situations, consumers can seek more benefits through repetitive re-switching between
the firm and its rival. However, only a few previous studies have addressed such re-switching of consumers
and unrealistic restrictive assumptions have been made. The model in this paper deals with repetitive
re-switching with the assumption of arbitrary number of stages and multi-period benefit maximization of
consumers. Our model derives the range of initial market share which provides tenable equilibrium price.
Such consideration of multi-stage equilibrium helps managers to make more meaningful market expectations.
Our analysis also reveals that the condition of initial market share for tenable equilibrium includes plausible
results before the introduction of price discrimination. The consumers’ re-switching frustrates the firms’
efforts to attract its rival’s customers in the next period. Moreover, considering re-switching, the discount
offered by a firm for switchers not only attracts its rival’s customers but also sacrifices its own customers.
Therefore, re-switching by consumers alleviates price competition between the two firms.
- 전남대학교
- KCI
- 경영학연구
저자 정보
| 이름 | 소속 |
|---|---|
| 송재도 | 경영학부 |