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What can I do for you? Optimal market segmentation in service markets
Author(s) -
Jost PeterJ.,
Ressi Anna
Publication year - 2022
Publication title -
production and operations management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.279
H-Index - 110
eISSN - 1937-5956
pISSN - 1059-1478
DOI - 10.1111/poms.13720
Subject(s) - duopoly , monopoly , profitability index , business , industrial organization , market segmentation , microeconomics , competition (biology) , homogeneous , price discrimination , service (business) , novelty , willingness to pay , marketing , economics , cournot competition , finance , ecology , philosophy , physics , theology , biology , thermodynamics
This paper considers price competition in a market where two firms sell a homogeneous service to a continuum of customers differing with respect to some exogenous characteristic. Our paper's novelty consists of explicitly acknowledging a distinctive property of many services in that firms incur customer‐specific service costs after the contract is signed. Hence, not only the customers' willingness‐to‐pay and as such demand but also the firms' supply are related to customer characteristics. In this paper, we shed light on the implications thereof for optimal pricing and market segmentation strategies in a monopoly as well as a duopoly market. Importantly, we stress the profitability of services by demonstrating that firms in highly competitive industries still earn positive expected profits in equilibrium.