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Strategic Invasion in Markets with Switching Costs

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  • Ruqu Wang
  • Quan Wen

Abstract

We investigate the role of consumer switching costs in a three‐stage model in which the entrant and the incumbent firm set prices sequentially and then the consumers decide from which firm to buy. We characterize the unique subgame perfect equilibrium and find that even an entrant with a higher marginal cost may profitably invade part of the market due to the existence of switching costs. Switching costs benefit both firms but harm consumers. This model is used to understand pricing behavior in the US telecommunications industry.

Suggested Citation

  • Ruqu Wang & Quan Wen, 1998. "Strategic Invasion in Markets with Switching Costs," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 7(4), pages 521-549, December.
    • Handle: RePEc:bla:jemstr:v:7:y:1998:i:4:p:521-549
    DOI: 10.1111/j.1430-9134.1998.00521.x
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    References listed on IDEAS

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    Cited by:

    1. Lommerud, Kjell Erik & Sorgard, Lars, 2003. "Entry in telecommunication: customer loyalty, price sensitivity and access prices," Information Economics and Policy, Elsevier, vol. 15(1), pages 55-72, March.
    2. Gabrielsen, Tommy Staahl & Vagstad, Steinar, 2003. "Consumer heterogeneity, incomplete information and pricing in a duopoly with switching costs," Information Economics and Policy, Elsevier, vol. 15(3), pages 384-401, September.
    3. Elhauge, Einer & Wickelgren, Abraham L., 2015. "Robust exclusion and market division through loyalty discounts," International Journal of Industrial Organization, Elsevier, vol. 43(C), pages 111-121.
    4. Lipman, Barton L. & Wang, Ruqu, 2000. "Switching Costs in Frequently Repeated Games," Journal of Economic Theory, Elsevier, vol. 93(2), pages 149-190, August.
    5. Luis Cabral, 2016. "Dynamic Pricing in Customer Markets with Switching Costs," Review of Economic Dynamics, Elsevier for the Society for Economic Dynamics, vol. 20, pages 43-62, April.
    6. Nagesh N. Murthy & Milind Shrikhande & Ajay Subramanian, 2007. "Switching costs, dynamic uncertainty, and buyer–seller relationships," Naval Research Logistics (NRL), John Wiley & Sons, vol. 54(8), pages 859-873, December.
    7. Jensen, Sissel, 2008. "Two-part tariffs with quality degradation," International Journal of Industrial Organization, Elsevier, vol. 26(2), pages 473-489, March.
    8. Jens Metge, 2007. "Protecting the Domestic Market: Industrial Policy and Strategic Firm Behaviour," Levine's Bibliography 122247000000001644, UCLA Department of Economics.
    9. Osiris Jorge Parcero & Emiliano Villanueva, 2024. "World Wine Exports: What Determines the Success of New World Wine Producers?," Papers 2401.04696, arXiv.org.
    10. Jens Metge, 2007. "Protecting the Domestic Market: Industrial Policy and Strategic Firm Behaviour," Discussion Paper Series dp467, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.

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