电信收益管理研究与定价分析
摘要
收益管理(Revenue Management)是指把产品按不同价格适时地卖给不同类型的顾客，从而获得最大收益。为了使总收益最优化，必须做出这样决策：产品以合适的价格、在合适的时候出售给合适的顾客。因此，收益管理本质上是一种实施价格歧视的管理方法。
收益管理在航空业的应用取得巨大成功后，人们把目光投向电信行业。由于具备跟航空业一些共同特征，例如，易腐性产品(Perishable Good)、极低的变动成本等，许多学者相信，航空收益管理的思想同样能应用于电信行业，以提高电信网络资源的总收益。
由于国际上的研究工作非常少，目前，可以遵循的电信行业收益管理的应用模式极少，本文的工作将试图揭示收益管理在电信行业的一些可行的应用领域，并在这些领域上提出一些模型、思想和方法，为后人进一步开展研究打下基础。
根据收益管理的理论方法和电信产品特性，本文将收益管理在电信领域的应用范围分成三个层次：业务策略层、网络链路层和网络流量层。本文在兼顾网络流量层的收益管理应用的同时，把重点放在业务策略层和网络链路层的研究上。
本文关于电信收益管理将主要从三个角度展开：电信业务的竞争定价、网际差别定价、网络链路定价与网络容量的利用。其中定价方法作为收益管理的核心环节，在本文中得到详细的分析与研究。
最后，本文在研究中，紧密扣紧中国电信市场的现状及其未来发展趋势，在此基础上，对收益管理应用的必要性和条件进行了分析。
Revenue management is the science of maximizing profits through pricing accordingto market demand forecasting and the mathematical optimization of pricing and inventory,The key elements of revenue management is how to sell, when to sell and to whom youwant to sell.
The success of airline revenue management has motivated some researcher to payattention to telecommunication industry. Many researchers believed that airline revenuemanagement strategies can be used to generate additional revenue from spare capacity intelecom networks, based on several analogies between the industries such as, for instance,perishable inventory and negligible marginal cost of usage.
However, no one has yet described a widely recognized model about how to apply itin telecommunication industry. We have tried to identify some possible applications intelecommunication industry and proposed some methods, models in order to pave the wayfor further research.
We have classified the research of revenue management of telecom industry intothree layers in order to simplify it. The first is the application of revenue management inthe business layer, the second is the application of revenue management based on thecommodity-link, the third is revenue management in the network stream layer, whichconcerns about the network package flows. Mostly, we focus our researches on itsapplications in business layer and commodity-link layer.
The research of revenue management was focused on three aspects: competitivepricing of telecom products, price discrimination between the network, pricing of the linkand allocation of spare capacities of networks. Pricing is the key element of revenuemanagement and will gain substantial attention.
Finally, we concluded with a detailed analysis of China's telecommunication industry,and discussed the prospect of the application of revenue management intelecommunication industry.
收益管理在航空业的应用取得巨大成功后，人们把目光投向电信行业。由于具备跟航空业一些共同特征，例如，易腐性产品(Perishable Good)、极低的变动成本等，许多学者相信，航空收益管理的思想同样能应用于电信行业，以提高电信网络资源的总收益。
由于国际上的研究工作非常少，目前，可以遵循的电信行业收益管理的应用模式极少，本文的工作将试图揭示收益管理在电信行业的一些可行的应用领域，并在这些领域上提出一些模型、思想和方法，为后人进一步开展研究打下基础。
根据收益管理的理论方法和电信产品特性，本文将收益管理在电信领域的应用范围分成三个层次：业务策略层、网络链路层和网络流量层。本文在兼顾网络流量层的收益管理应用的同时，把重点放在业务策略层和网络链路层的研究上。
本文关于电信收益管理将主要从三个角度展开：电信业务的竞争定价、网际差别定价、网络链路定价与网络容量的利用。其中定价方法作为收益管理的核心环节，在本文中得到详细的分析与研究。
最后，本文在研究中，紧密扣紧中国电信市场的现状及其未来发展趋势，在此基础上，对收益管理应用的必要性和条件进行了分析。
Revenue management is the science of maximizing profits through pricing accordingto market demand forecasting and the mathematical optimization of pricing and inventory,The key elements of revenue management is how to sell, when to sell and to whom youwant to sell.
The success of airline revenue management has motivated some researcher to payattention to telecommunication industry. Many researchers believed that airline revenuemanagement strategies can be used to generate additional revenue from spare capacity intelecom networks, based on several analogies between the industries such as, for instance,perishable inventory and negligible marginal cost of usage.
However, no one has yet described a widely recognized model about how to apply itin telecommunication industry. We have tried to identify some possible applications intelecommunication industry and proposed some methods, models in order to pave the wayfor further research.
We have classified the research of revenue management of telecom industry intothree layers in order to simplify it. The first is the application of revenue management inthe business layer, the second is the application of revenue management based on thecommodity-link, the third is revenue management in the network stream layer, whichconcerns about the network package flows. Mostly, we focus our researches on itsapplications in business layer and commodity-link layer.
The research of revenue management was focused on three aspects: competitivepricing of telecom products, price discrimination between the network, pricing of the linkand allocation of spare capacities of networks. Pricing is the key element of revenuemanagement and will gain substantial attention.
Finally, we concluded with a detailed analysis of China's telecommunication industry,and discussed the prospect of the application of revenue management intelecommunication industry.
引文
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131．戴和义，基于TOM体系的电信客户服务系统，《江苏通信技术》2003／6
132．衡红军，王红，王治宝，航空公司收益管理决策支持系统，《计算机工程与应用》2002／9
133．刘军，邱莞华，航空客运收益管理的结构模型，《北京航空航天大学学报》2000／4
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67．吴永涛，电信业竞争性定价模型与策略的研究，北京航空航天大学博士论文2002
68．王学庆，我国电信资费的政府管制及电信价格走势分析，《经济研究参考》2003／79
69．房超峰，我国互联互通的政策与实践，《通信世界》2002／5
70．王学庆，垄断时期的电信资费政策—最近二十年西方国家电信资费政策启示之一，《港澳价格》2002／1
71．傅晓明，张尧学，张文钺，Internet网络服务定价研究现状与展望，《计算机与现代化》，1999／2
72．李虹，我国电信网络接入费Ramsey-Boiteux定价模型的探讨，《工业技术经济》2002／3
73．何宝宏，IP网络的服务质量讲座-第1讲IP网络的服务质量问题，《中国数据通信》，2003／3
74．何宝宏，IP网络的服务质量讲座第2讲IP网络性能参数与指标，《中国数据通信》，2003／3
75．石晶林，郭志刚，曾志民，丁炜，因特网络流量工程概述，《中国数据通信》2001／2
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87．贾丹华，电信企业服务营销，人民邮电出版社
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91．王洪国，马绍汉，关于有向网络容量扩充问题 高校应用数学学报 A辑 2001／16
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95．武康平，《高级微观经济学》，清华大学出版社
96．陈鑫林，《现代通信中的排队论》，电子工业出版社
97．E．罗伊．温特劳布，王宇等译，《经济数学》，经济科学出版社
98．陈胜德，舒华英，电信运营公司成本分摊研究，《中外管理导报》2002／8
99．石永华，电信业务流失建模的研究，《广东通信技术》2003／6
100．范涛，浅谈移动通信行业的价格策略，《湖北邮电技术》2002／3
101．张珂，吕延杰，价格战的博弈分析，《世界电信》2002／12
102．骆品亮，林丽闽，网络接入定价与规制改革：以电信业为例，《上海管理科学》2002／2
103．王德财，张维华，骆品亮，对等收费下网络之间的价格竞争，《复旦学报》(自然科学版)2001／12
104．中国邮电电信总局，《电信市场与营销》人民邮电出版社
105．唐小我，二度价格歧视的进一步研究，《管理科学学报》2001／2
106．何育芬，固定电话网运行质量衡量标准的探讨及建议，《北京电信科技》1999／3
107．任敏，王万良，基于优化控制理论的网络拥塞控制方法，《机电工程》2003／5，20
108．铁通广东公司网络部，新兴电信运营商的网问结算成本与接通率浅析 《通信技术》2003／11
109．孙庚，国内航空公司实施收益管理的若干问题，《民航经济与技术》2001／1
110．刘军，收益管理的理论研究概况，《民航经济与技术》1999／2
111．刘军，邱莞华，收益管理发展的背景和条件，《中国民用航空》2001／2
112．戴和义，基于TOM体系的电信客户服务系统，《江苏通信技术》2003／6
113．李虹，我国电信网络接入费Ramsey-Boiteux定价模型的探讨，《工业技术经济》2002／3
114．汪贵涌，赵会真，我国电信产品综合平均资费的计量方法研究，《西安邮电学院学报》2003／7
115．高玉兰，电信大客户市场细分的统计分析，《郑州航空工业管理学院学报》2003／6
116．陈胜德，舒华英，电信运营公司成本分摊研究，《中外管理导报》2002／8
117．石永华，电信业务流失建模的研究，《广东通信技术》2003／6
118．傅晓明，张尧学，张文钺，Internet网络服务定价研究现状与展望，《计算机与现代化》，1999／2
119．邵玲，资费设计与用户的选择性-荷兰移动市场的分析与启动，《信息网络》2003／8
120．吴永涛，张群，”，选择资费”的多重价格歧视特性，《数学的实践与认识》2002／7
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126．鞠彦兵，冯允成，王爱华，航空客运超售风险研究，《北京航空航天大学学报》2002／5
127．魏轶华，胡奇英 顾客有最大、最小保留价的连续时间收益管理，《管理科学学报》2002／12
128．官建成，航空运输中的收益管理与座位存贮控制，《国际航空》1993／12
129．官建成，具优先权下航线收益管理问题的边际分析方法，《北京航空航天大学学报》1992／4
130．杨思粱，刘军，关于航空客运收益管理的一些基本概念，《民航经济与技术》1998／4
131．戴和义，基于TOM体系的电信客户服务系统，《江苏通信技术》2003／6
132．衡红军，王红，王治宝，航空公司收益管理决策支持系统，《计算机工程与应用》2002／9
133．刘军，邱莞华，航空客运收益管理的结构模型，《北京航空航天大学学报》2000／4