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Network Competition and Consumer Churn by
Network Competition and Consumer Churn*
by
Joshua S. Gans
University of Melbourne
First Draft: 20th August, 1999
This Version: 24 December 1999
This paper examines the nature of connection and churn charges that
would arise in a context of network competition. Connection charges are
incurred when customers initially connect to a network while churn charges
are imposed on customers that disconnect. It is demonstrated that in a
competitive equilibrium, the weighted sum of connection and churn charges,
rather than their individual levels, is determined. While connection costs are
always a factor in determining network prices, churn costs are only relevant
when churn is actually expected; but even then only on an expected basis. It
is also demonstrated that churn charges do not perform a useful role in
encouraging consumers to switch only when it is efficient to do so. Finally,
the inter-temporal nature of connection charges is examined and it is
demonstrated that such charges will be of an on-going or ‘rental’ nature
rather than up-front. Journal of Economic Literature Classification Numbers:
L11, L14 and L51.
Keywords. network competition, connection costs, customer churn, and up-
front fees.
* I thank Stephen King for helpful discussions and the Australian Competition and Consumer
Commission for financial assistance. All views in this paper are mine and do not reflect the views of
any of the above individuals or organisation. Also, responsibility for all errors and omissions lies with
me. All correspondence to: Joshua Gans, Melbourne Business School, 200 Leicester Street, Carlton,
Victoria 3053, Australia; E-mail: J.Gans@.au. The latest version of this paper is
available at .au/jgans.
2
This paper examines the pass-on of consumer connection and churn costs to
consumers. In many network industries it has become apparent that when consumers
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