Research On The Price-making Mechanism Of Telecom Operators Based On Character Of Customer Groups

Our country made a great integration of telecom operators in 2008.After that, there are three companies left. They are China Mobile, China Unicom and China Telecom. What's more, they all have licenses to run all kinds of businesses, if they can. With rapid development of our country's economy and improvement of citizens'income, the consumer habits of public customers have changed a lot. With time going by, the habits of organization customers have changed as well. At the same time, the present negotiation styles are not suitable for changing situations. So, it is very essential to make sensible price-making mechanism to reflect different customer groups based on the character of them and to satisfy needs of customers and competitions.In this thesis,we make study from two perspectives: public customers and organization customers. As for the characters of public customers, we use data digging tool to analyze them. The result turns out that: at the same time points, the same customers have the grouping tendency. But, at the different time points, customers'habits will change radically. Different situations have different mechanisms. If customers have complete information, it is reasonable to make the price in one step. If not, the patience of both sides will play the decisive role. As for the organization customers, we find that the habits did not change for a long time. But, the present negotiation style is not suitable for modern organizations, so this paper puts forward a new mechanism based on the third party. It also expands from two angles: one attribute and multi- attributes. This model solves the traps of traditional negotiations, such as wasting time, spying price etc. What's more, this style improves the efficiencies of both sides. The research results suggest that this mechanism will bring positive benefits for both sides. With this mechanism, it can turn Pareto Best.This thesis puts forward a systematical price-making theory and a systematical price-making mechanism, so, it is meaningful in the application perspective.