面对策略型消费者的产品创新换代策略
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巩天啸( 1987─) ,男,山东高青人,博士生. Email: gongtx@gmail.com

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国家自然科学基金资助项目(71471003; 71072050)


Optimal product rollover strategy in presence of strategies consumers
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    摘要:

    持续创新是企业发展的核心动力,产品的创新换代策略已成为影响企业成败的重要决策. 随着产品更新换代成为行业常规,消费者也开始寻求如何在多代产品间作出理性的购买选择. 考虑了持续创新企业和策略型消费者的两期博弈问题,得到了理性预期均衡下的企业最优换代和定价策略. 若两期内市场规模不变,当高端消费者较多、社会技术进步速度较慢时,企业采用渗透定价策略和共生换代策略,否则应采用撇脂定价策略和单品换代策略. 当企业采用渗透定价策略时,第2 期市场规模的增加可以: 1) 提高消费者的支付意愿,从而提高了产品在第1 期的定价; 2) 使企业在第2 期更有可能采用单品换代策略,从而提高了第1期的销量.

    Abstract:

    The continuous innovation serves as the engine of an enterprise and the product rollover strategy is critical when a firm sequentially launches new products. As frequent product introductions are common in many industries,consumers become more and more sophisticated when choosing the purchase time based on their anticipation of future options. In a two-period-game model,we characterize the rational expectations equilibrium,where we show the market segmentations,the firm’s optimal pricing,and rollover strategy. When the market size is stable over two periods,pricing penetration with dual rollover strategy is more appealing than pricing skimming with single rollover under slower technical obsolescence and larger proportion of high-end consumers. A potential growth of the market size in the second period would make the firm more profitable in the first period with pricing penetration because i) a higher price can be set in the first period and ii) the consumers’strategic waiting can be mitigated due to the possibility of a single rollover strategy.

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巩天啸,王玮,陈丽华,蓝颖杰.面对策略型消费者的产品创新换代策略[J].管理科学学报,2015,18(9):1~11

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  • 在线发布日期: 2018-04-17
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