基于二阶段模型的SaaS定价策略研究.docx

摘要：SaaS是一种基于互联网为所有用户专线访问的软件服务交互模式。在这种模式中，订购用户无需在信息化初始阶段一次性支付一大笔巨额费用购买相关软件，无需进购昂贵的硬件设备，招聘较多技术员工，即可享受到较为全面的信息服务。

本文探讨供应商的定价策略。首先，概述国内外发展的现状，阐述SaaS概念以及特点。其次，将SaaS的发展过程分为三个阶段，并针对其中第二阶段，即稳定阶段进行研究。从客户期望效用角度，本文分析整个市场中持续付费用户份额。最后基于二阶段，以供应商利润最大化为目标建立模型，考虑了用户效用以及成本两类因素，对利润与质量、开放性、价格、维护成本之间的关系进行分析，从而借助模型得出最优定价策略。

关键词：SaaS  定价策略  二阶段  利润最大化

Abstract：SaaS is a software service interaction model based on Internet access for all subscriber lines., in which users do not have to pay a large amount of money at the initial stage of the information to buy the relevant software, and do not need to buy expensive hardware equipment, recruitment more technology Employees, you can enjoy a more comprehensive information services.

    This article focuses on supplier pricing strategies. First of all, this paper summarizes the development of SaaS at home and abroad, and then briefly describes the concept and characteristics of information services. This paper divides the development process of SaaS into three stages, and discusses the second stage, the stable stage. From the user utility, this paper analyzes the proportion of users who continue to pay in the market as a whole. And then based on the two-stage to maximize the profit of the supplier as the goal to establish a two-stage model. The paper takes the two factors of user utility and cost into account, and then sums it into the relationship between profit and quality, openness, price and maintenance cost, and obtains the optimal pricing strategy by means of model. 

窗体顶端

Key words：SaaS pricing  strategy two - stage theory  profit maximization