Jh. Xie et M. Sirbu, PRICE-COMPETITION AND COMPATIBILITY IN THE PRESENCE OF POSITIVE DEMAND EXTERNALITIES, Management science, 41(5), 1995, pp. 909-926
Citations number
42
Categorie Soggetti
Management,"Operatione Research & Management Science
In many cases, the benefit to a consumer of a product increases with t
he number of other users of the same product. These demand interdepend
encies are referred to in the literature as positive demand externalit
ies or network externalities. This paper examines the dynamic pricing
behaviors of an incumbent and a later entrant, with special attention
to the impacts of demand externalities, compatibility, and competition
on prices and profits. Defining market power as the ability to price
above a competitor without losing market share, we show how demand ext
ernalities and installed base combine to confer market power. We model
optimal pricing as a differential game with the optimal price traject
ory established as Nash open-loop controls. For a duopoly durable good
s market with strong demand externalities, the results show an increas
ing price trajectory can be optimal. As expected, a new entrant is bet
ter off if its products are compatible with those of the incumbent, es
pecially when demand externalities are strong and the installed base o
f the incumbent is large. Less intuitively, the incumbent as well may
be better off agreeing on common standards. The comparison of monopoly
and duopoly shows that under strong demand externalities and a small
installed base, the incumbent profits from compatible entry.