The price/acceptance function: perspectives of a pricing policy in European telecommunication markets

Tobias Kollmann (Tobias Kollmann is Senior Consultant, TellSell Consulting, Frankfurt/M, Germany.)

European Journal of Innovation Management

ISSN: 1460-1060

Publication date: 1 March 2000

Abstract

Success in innovation management of telecommunication products depends not only on sales, but also, and primarily so, on actual call times by subscribers (e.g. on their mobile phones). It is not only the purchase price that plays a major role for this type of service, but also call and rental charges. This study investigates two potential subscribers’ decisions, using the graphic device of a price/acceptance function and a charge/acceptance function. The first decision is to buy telecommunications products (accepting the purchase price), and the second decision is to use these products (accepting the charges for using the product). In particular, an attempt is made to describe the general profile of the price/acceptance function through considerations of plausibility. Based on an empirical experiment, conclusions are drawn for the pricing policy of telecommunication products, which point to abandoning fixed basic charges and to giving away end‐user sets (e.g. mobile phones) free of charge.

Keywords

Citation

Kollmann, T. (2000), "The price/acceptance function: perspectives of a pricing policy in European telecommunication markets", European Journal of Innovation Management, Vol. 3 No. 1, pp. 7-15. https://doi.org/10.1108/14601060010305210

Publisher

:

MCB UP Ltd

Copyright © 2000, MCB UP Limited

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