M-Pesa and Mobile Money in Kenya: Pricing for Success

Kellogg School of Management Cases

ISSN: 2474-6568

Publication date: 20 January 2017


  • Understand the complexity of pricing in two-sided markets

  • Evaluate the profitability of different pricing strategies in two-sided markets

  • Understand the effect of an innovation on the creation and capture of value

  • Identify possible threats to competitive advantage in two-sided markets as well as in developing countries

  • Understand the value of co-opetition and how cooperation with competitors and complementors can increase a company’s profitability



Markovich, S. and Snyder, C. (2017), "M-Pesa and Mobile Money in Kenya: Pricing for Success", Kellogg School of Management Cases. https://doi.org/10.1108/case.kellogg.2016.000221

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