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The logic of demand-side diversification: Evidence from the US telecommunications sector, 1990-1996

机译：需求方多元化的逻辑：来自美国电信部门的证据，1990-1996年

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摘要

The logic of demand-side diversification articulated herein explains that a firm's demand-side strategic assets motivate its choice to diversify into an industry whose production function warrant possession of different supply-side strategic assets. The concept of demand-side relatedness, which underpins the logic of demand-side diversification, clarifies the conditions under which a firm's demand-side strategic assets provide it with the motivation to explore opportunities for realizing consumer synergies. We invoke this logic to explain the observed variation in the decision of monopoly local telephone service providers to diversify into the competitive long distance telephone services markets in the U.S. during 1990-1996. We find that the likelihood of a monopoly local telephone company to diversify into the long-distance services market within its area of franchise increases in the (a) quality of its customer-base for local telephony, and (b) competitive intensity of the market for long-distance services.
机译：本文阐述的需求方多元化的逻辑说明，企业的需求方战略资产促使其选择多元化，以进入一个生产功能需要拥有不同供应方战略资产的行业。需求侧相关性的概念奠定了需求侧多样化逻辑的基础，它澄清了企业需求侧战略资产为其提供条件的动力，以探索实现消费者协同效应的机会。我们引用此逻辑来解释在1990-1996年间垄断的本地电话服务提供商决定进入美国竞争性长途电话服务市场的决定中观察到的变化。我们发现，垄断的本地电话公司在其特许经营范围内进入长途服务市场的可能性增加了（a）本地电话客户群的质量，以及（b）市场竞争强度用于长途服务。

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