付费会员制视频平台的供应链模式选择与定价策略
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1 东北大学工商管理学院;2 东北大学行为与服务运作管理研究所;3 上海财经大学商学院

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Mode selection and pricing strategy of paid membership video platforms
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1 School of Business Administration Northeastern University;2 Institute of Behavioral and Service Operations Management, Northeastern University;3.1 School of Business Administration, Northeastern University;4.3 College of Business, Shanghai University of Finance and Economics

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    摘要:

    在线视频行业的发展催生了新的盈利模式(付费会员制)和供应链模式(分账模式),以传统供应链模式(买断模式)为基础的现有在线视频定价理论与方法难以适应实践发展的需要。为此,文章通过研究两种不同供应链模式下付费会员制视频平台的定价策略,探讨供应链模式和视频质量等因素对付费会员制视频平台定价、利润、需求和收入结构的影响。研究发现:随着视频质量增加,视频平台在买断模式下将依次采用“会员免费”、“会员优惠”和“对称定价”定价策略,而分账模式下仅会采用“会员优惠”和“对称定价”定价策略;供应链模式的选择策略主要由视频质量决定;买断模式下版权费率过高对在线视频行业的高质量发展具有负面影响,而分账模式在特定条件下能够弥补买断模式的上述不足。同时,研究表明付费会员制视频平台并不从普通用户处直接获取点播收入,其收入结构由现有会员占比决定。此外,通过将模型拓展至会员专享视频的情形,结果证明了本文主要结论的稳健性。研究结论可为付费会员制视频平台的经营决策与在线视频行业发展提供有益管理启示。

    Abstract:

    With the development of online video industry, a new profit model (paid membership), and a new supply chain mode (account sharing mode) were emerged. However, the existing online video pricing theories and methods based on the traditional supply chain mode (buyout mode) are difficult to meet the needs of practical development. Therefore, we study the pricing strategies of paid membership video platforms under two different supply chain modes, and then analyze the impact of supply chain modes and video quality on the pricing, profit and demand of the paid membership video platform. The result shows that: the video platform will adopt “free to members”, “discount to members” and “symmetrical pricing” successively with the increase of video quality in the buyout mode, while only “discount to members” and “symmetrical pricing” will be adopted successively with the increase of video quality in the account sharing mode. Meanwhile, the selection strategy of the optimal supply chain mode is mainly determined by video quality. Further analysis indicates that the high copyright rate under the buyout mode has a negative impact on the development of the online video industry, and the account sharing mode can make up for the deficiency of the buyout mode. At the same time, the research shows that the paid membership video platform does not directly obtain VOD revenue from ordinary users, and its revenue structure is determined by the proportion of existing members. In addition, the results of extending the model to member-only videos prove the robustness of the main conclusions of the paper. The conclusion of the study can provide useful management implications for paid membership video platforms and online video industry.

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历史
  • 收稿日期:2021-07-22
  • 最后修改日期:2022-05-13
  • 录用日期:2022-05-24
  • 在线发布日期: 2023-03-15
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