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An empirical analysis of multiple services and choices of consumer in the Swedish telecommunications market

Author

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  • Srinuan, Pratompong
  • Srinuan, Chalita
  • Bohlin, Erik

Abstract

Received analyses state that firms can use a multiple services offering strategy to retain customers and capture new customers. Factors that determine the multiple services strategy include product discount, service provider and customer characteristics. Consequently, this study addresses the fundamental question: what are the key determining factors that explain the probability that a consumer buys multiple services? A generalized Poisson regression model is employed to examine whether the product discount, service provider, socio-economic variables and geographical location impact consumer decisions. Data from a national survey in 2009 commissioned by Post-och Telestyrelsen, the Swedish telecommunications regulator, are analyzed. The results clearly show that the discount, service provider and income of the consumer affect the consumer׳s buying decision. A consumer who receives a discount or has a high income is more likely to buy multiple services or select more services from the current service provider into his basket than a consumer who does not receive discount or has lower income. Service providers, cable TV operators and telecommunications carriers can also lock-in their consumer and expand their market position from one particular service to another using bundling service. Thus, this may be the time for the telecommunications regulator to consider the market definition.

Suggested Citation

  • Srinuan, Pratompong & Srinuan, Chalita & Bohlin, Erik, 2014. "An empirical analysis of multiple services and choices of consumer in the Swedish telecommunications market," Telecommunications Policy, Elsevier, vol. 38(5), pages 449-459.
  • Handle: RePEc:eee:telpol:v:38:y:2014:i:5:p:449-459
    DOI: 10.1016/j.telpol.2014.03.002
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    References listed on IDEAS

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    Cited by:

    1. Sobolewski, Maciej & Kopczewski, Tomasz, 2015. "Measuring reservation prices for bundles of fixed telecommunications services," 26th European Regional ITS Conference, Madrid 2015 127182, International Telecommunications Society (ITS).
    2. Kim, Moon-Koo & Park, Myeong-Cheol & Lee, Duk Hee & Park, Jong-Hyun, 2017. "Determinants of the subscription to bundled services and their effect on customer retention in the Korean communications sector," 14th ITS Asia-Pacific Regional Conference, Kyoto 2017: Mapping ICT into Transformation for the Next Information Society 168501, International Telecommunications Society (ITS).
    3. Urueña López, Alberto & Gijón, Covadonga & Castro García-Muñoz, Raquel & Ureña Fernández, Olga & Feijóo, Claudio, 2015. "The drivers of the substitution of individual services for bundled services: The case of Spain," 26th European Regional ITS Conference, Madrid 2015 127187, International Telecommunications Society (ITS).

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