摘要：

SaaS服务供应商通常可以选择按使用量计费和按阶段计费两种定价方式向用户提供软件服务。本文通过构建两周期模型，研究按使用量计费和按阶段计费两种计费方式对SaaS服务供应商定价策略的影响，进一步分析SaaS服务供应商在不同情况下应选择何种计费方式及定价策略才能实现利润最大化。研究结果表明：不论采用何种价格歧视策略，当使用量较高且交易成本较高时，SaaS服务供应商采取按阶段计费的方式获利更高，当使用量和交易成本处于一种均衡状态（如使用量较高、交易成本较低）时，SaaS服务供应商通过两种定价方式获利相仿；当使用量较低且交易成本也较低时，SaaS服务供应商采取按使用量计费的方式获利更高。当供应商采取按阶段计费的方式时，采取何种价格歧视策略取决于第二期的折现率，折现率较高时，基于行为的价格歧视策略最优；折现率较低时，跨期价格歧视策略最优；当供应商采取按使用量计费的方式时，跨期价格歧视策略最优。

按阶段计费

Abstract:

The pricing methods of charging by usage and charging by stage is examined for SaaS service providers. Three pricing discrimination strategies are considered to analyze their impact on the pricing methods of these providers. The objective is to determine which pricing methods and strategies SaaS service providers should adopt in different scenarios to maximize profits. The optimal profit of the two billing methods is investigated under three different price discrimination strategies. Additionally， it analyzes the influence of five factors on the profits of SaaS service providers. Furthermore， the research identifies the recommended price discrimination strategies for SaaS service providers using both charging by stage and charging by usage.The findings indicate that when the usage is high and transaction costs are high， SaaS service providers can generate greater profits by employing the stage-based charging method. In cases where the usage rate and transaction costs reach an equilibrium state， both pricing methods yield similar profits. However， when usage is low and transaction costs are low， SaaS service providers can maximize their earnings by implementing per-usage billing. For SaaS providers using the stage charging method， the choice of price discrimination strategy depends on the discount rate of the second phase. A behavior-based price discrimination strategy is most effective when the discount rate is high， while an inter-period price discrimination strategy works best when the discount rate is low. Conversely， when the charge-by-usage method is utilized， the intertemporal price discrimination strategy proves to be the most beneficial. These research findings have important management implications. Enterprises should carefully consider the usage and transaction costs associated with SaaS services when determining their pricing strategies. These insights help explain the varying pricing strategies employed by different types of SaaS service providers. For instance， Wistia， a video hosting platform， adopts an intertemporal price discrimination strategy based on usage pricing due to limited video uploads by users. On the other hand， Salesforce， a CRM service provider， utilizes an inter-period price discrimination strategy under the stage charging method， given its high user usage and transaction costs.

Key words: SaaS service, pricing strategy, pricing method, charge according to usage, phased charge

符号说明"

符号	具体描述
λ	SaaS服务的更新水平
δ	折现率
θ	SaaS服务的不适宜成本
T	SaaS服务的交易成本
d	SaaS服务的使用量
v 1	SaaS服务的第1阶段质量
v 2	SaaS服务的第2阶段质量
P n 0	老用户第2阶段购买SaaS服务的价格， n = s , u （分别代表SaaS服务按阶段收费和按使用量收费）
P n 1	第1阶段购买SaaS服务的价格， n = s , u （分别代表SaaS服务按阶段收费和按使用量收费）
P n 2	新用户第2阶段购买SaaS服务的价格， n = s , u （分别代表SaaS服务按阶段收费和按使用量收费）
Π	SaaS服务供应商的最优利润

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