西部固定通信市场大客户竞争分析

Competition Analyses of Major Accounts in Fixed-line Market Western China

中国西部固定通信市场竞争日趋激烈,尤其是在利润丰厚、战略意义重大的大客户市场上.主要参与竞争的运营商有电信公司、通信公司和联通公司.现对这三家运营商进行了SWOT分析,论证了各自理应进入的大客户细分市场的原则;并以新的角度思考电信运营商细分市场.应用博弈论的知识,对西部固定通信市场的前景进行分析.

Competition in fixed-line market is becoming gradually fiercer in western China, especially for lucrative major accounts which are of strategic significance. The major players are China Telecom, China Netcom and China Unicom. Based on SWOT model, this paper examined principles adopted by the three telecom carriers to enter the segment of major accounts. This paper also explored a new perspective to address market segmentation for telecom carriers and analyses the outlook of fixed-line market in western China based on Game Theory.