商品敘述：

Dan Schulman, the CEO of Virgin Mobile USA, must develop a pricing strategy for a new wireless phone service targeted toward consumers in their teens and twenties, many of whom are believed to have poor credit quality and uneven usage patterns. Contrary to conventional industry wisdom, Schulman is convinced that he can build a profitable business based on this underrepresented target segment. The key is pricing. Schulman is currently debating three pricing options: 1) adopting a pricing structure that is roughly equivalent to the major carriers, 2) adopting a similar pricing structure, but with actual prices below the major carriers, or 3) coming up with a radically different pricing structure. With respect to the third option, Schulman is considering various alternatives, including a reliance on prepaid (as opposed to post-paid) plans and the total elimination of contracts. Includes color exhibits.

涵蓋領域：

Market segmentation;Pricing;Pricing strategy;Target markets;Business models;Competitive strategy;Demographics

相關資料：

Case Teaching Note, (5-504-108), 20p, by Gail McGovern;
Spreadsheet Supplement, (XLS210), 0p, by Gail McGovern

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