Optimization and analysis of the profitability of tariff structures with two-part tariffs

Service providers often offer tariff structures with several two-part tariffs that consist of a fixed fee and a usage price, such that consumers may pick the tariff they prefer. Prices of tariffs have significant impacts on service providers’ profit, because they simultaneously influence consumers’...

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Veröffentlicht in:	European journal of operational research Jg. 206; H. 3; S. 691 - 701
Hauptverfasser:	Schlereth, Christian, Stepanchuk, Tanja, Skiera, Bernd
Format:	Journal Article
Sprache:	Englisch
Veröffentlicht:	Amsterdam Elsevier B.V 01.11.2010 Elsevier Elsevier Sequoia S.A
Schriftenreihe:	European Journal of Operational Research
Schlagworte:	Applied sciences Exact sciences and technology Firm modelling Heuristic Marketing Marketing Pricing Two-part tariffs Mixed integer nonlinear programming Mathematical programming Mixed integer nonlinear programming Nonlinear programming Operational research and scientific management Operational research. Management science Optimization Pricing Pricing policies Profit maximization Profitability Profits Stochastic models Studies Tariffs Two-part tariffs Two-part tariffs Mixed integer nonlinear programming Pricing Marketing Profitability Mixed integer programming Non linear programming Fees Stochastic method Optimization Search algorithm Stochastic programming Heuristic method Simulated annealing Profit Tariffication Service Proposal Gradient method
ISSN:	0377-2217, 1872-6860
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Abstract	Service providers often offer tariff structures with several two-part tariffs that consist of a fixed fee and a usage price, such that consumers may pick the tariff they prefer. Prices of tariffs have significant impacts on service providers’ profit, because they simultaneously influence consumers’ tariff choices and their usage. The number of tariffs also plays an important role, because more tariffs segment the market better but also increase the administrative burden and require more marketing effort. This article presents a mixed-integer nonlinear programming optimization problem to determine profit-maximizing tariffs; compares several heuristic search methods, in particular, the gradient method, stochastic search, and simulated annealing, to solve this problem; analyses the profitability of different tariff structures; and outlines the factors that drive differences in profitability across various tariff structures. The results show that especially for large samples of more than 100 consumers, simulated annealing performs best and deviates only 0.2% from the optimum. Structures with fewer two-part tariffs are generally sufficient, because additional two-part tariffs only negligibly increase service providers’ profit.
AbstractList	Service providers often offer tariff structures with several two-part tariffs that consist of a fixed fee and a usage price, such that consumers may pick the tariff they prefer. Prices of tariffs have significant impacts on service providers’ profit, because they simultaneously influence consumers’ tariff choices and their usage. The number of tariffs also plays an important role, because more tariffs segment the market better but also increase the administrative burden and require more marketing effort. This article presents a mixed-integer nonlinear programming optimization problem to determine profit-maximizing tariffs; compares several heuristic search methods, in particular, the gradient method, stochastic search, and simulated annealing, to solve this problem; analyses the profitability of different tariff structures; and outlines the factors that drive differences in profitability across various tariff structures. The results show that especially for large samples of more than 100 consumers, simulated annealing performs best and deviates only 0.2% from the optimum. Structures with fewer two-part tariffs are generally sufficient, because additional two-part tariffs only negligibly increase service providers’ profit. Service providers often offer tariff structures with several two-part tariffs that consist of a fixed fee and a usage price, such that consumers may pick the tariff they prefer. Prices of tariffs have significant impacts on service providers' profit, because they simultaneously influence consumers' tariff choices and their usage. The number of tariffs also plays an important role, because more tariffs segment the market better but also increase the administrative burden and require more marketing effort. This article presents a mixed-integer nonlinear programming optimization problem to determine profit-maximizing tariffs; compares several heuristic search methods, in particular, the gradient method, stochastic search, and simulated annealing, to solve this problem; analyses the profitability of different tariff structures; and outlines the factors that drive differences in profitability across various tariff structures. The results show that especially for large samples of more than 100 consumers, simulated annealing performs best and deviates only 0.2% from the optimum. Structures with fewer two-part tariffs are generally sufficient, because additional two-part tariffs only negligibly increase service providers' profit. [PUBLICATION ABSTRACT]
Author	Stepanchuk, Tanja Schlereth, Christian Skiera, Bernd
Author_xml	– sequence: 1 givenname: Christian surname: Schlereth fullname: Schlereth, Christian email: schlereth@wiwi.uni-frankfurt.de – sequence: 2 givenname: Tanja surname: Stepanchuk fullname: Stepanchuk, Tanja email: stepanchuk@wiwi.uni-frankfurt.de – sequence: 3 givenname: Bernd surname: Skiera fullname: Skiera, Bernd email: skiera@skiera.de
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Keywords	Two-part tariffs Mixed integer nonlinear programming Pricing Marketing Profitability Mixed integer programming Non linear programming Fees Stochastic method Optimization Search algorithm Stochastic programming Heuristic method Simulated annealing Profit Tariffication Service Proposal Gradient method
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publication-title: Management Science doi: 10.1287/mnsc.1070.0773
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Snippet	Service providers often offer tariff structures with several two-part tariffs that consist of a fixed fee and a usage price, such that consumers may pick the...
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SubjectTerms	Applied sciences Exact sciences and technology Firm modelling Heuristic Marketing Marketing Pricing Two-part tariffs Mixed integer nonlinear programming Mathematical programming Mixed integer nonlinear programming Nonlinear programming Operational research and scientific management Operational research. Management science Optimization Pricing Pricing policies Profit maximization Profitability Profits Stochastic models Studies Tariffs Two-part tariffs
Title	Optimization and analysis of the profitability of tariff structures with two-part tariffs
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