What should be offered for free and what for premium in a freemium service? a two-stage approach of Kano & path analysis to the design of freemium services

References

• Anderson, C. 2009. Free: The Future of a Radical Price. New York, NY: Hyperion.
   Google Scholar
• Anderson, C. 2010. Free: How Today’s Smartest Businesses Profit by Giving Something for Nothing. New York, NY: Hyperion.
   Google Scholar
• AppAnnie. 2014. The state of play: A look at the growth of Google.
   Google Scholar
• Berger, C., R. Blauth, and D. Boger. 1993. Kanos Methods For Understanding Customer-Defind Quality.
   Google Scholar
• Davis, F. D. 1985. A technology acceptance model for empirically testing new end-user information systems: Theory and results.” Management, Ph.D.(January 1985), 291.
   Google Scholar
• Davis, F. D. 1989. “Perceived Usefulness, Perceived Ease of use, and User Acceptance of Information Technology.” MIS Quarterly 13 (3): 319–339.
   Web of Science ®Google Scholar
• Davis, F. D., R. P. Bagozzi, and P. R. Warshaw. 1989. “User Acceptance of Computer Technology: A Comparison of two Theoretical Models.” Management Science 35 (8): 982–1003.
   Web of Science ®Google Scholar
• Deng, W. 2008. “Fuzzy Importance-Performance Analysis for Determining Critical Service Attributes.” International Journal of Service Industry Management 19 (2): 252–270.
   Google Scholar
• Grapentine, T. 2000. “Path vs Strutral Equation Modeling do the Relative Merits of Path Analysis and Structure Equation Modeling Outweight Their Limitiations?” Marketing Research 12 (3): 13–19.
   Google Scholar
• Gu, X., P. K. Kannan, and L. Ma. 2018. “Selling the Premium in Freemium.” Journal of Marketing 82 (6): 10–27.
   Web of Science ®Google Scholar
• Hamari, J., N. Hanner, and J. Koivisto. 2017. “Service Quality Explains why People use Freemium Services but not if They go Premium: An Empirical Study in Free-to-Play Games.” International Journal of Information Management 37 (1): 1449–1459.
   Web of Science ®Google Scholar
• Hinterhuber, H. H., H. Aichner, and W. Lobenwein. 1994. Unternehmenswert und Lean Management. Vienna: Manz-Verlag.
   Google Scholar
• Kano, N. 1984. “Attractive Quality and Must-be Quality.” Hinshitsu (Quality, The Journal of Japanese Society for Quality Control 14: 39–48.
   Google Scholar
• Kim, I. H. S., and B. Y. M. Lee. 2019. “Direct Causal Mechanisms of Profit: Dominant Paradigm of Profit Seeking.” Technology Analysis and Strategic Management 31 (4): 371–387.
   Web of Science ®Google Scholar
• Koch, O. F., and A. Benlian. 2017. “The Effect of Free Sampling Strategies on Freemium Conversion Rates.” Electronic Markets 27 (1): 67–76.
   Web of Science ®Google Scholar
• Korad, S., M. Sinnarkar, and V. Kumar. 2020. Personal Cloud Market Statistics, Segment Analysis and Forecast - 2027. Allied Market Research. https://www.alliedmarketresearch.com/personal-cloud-market.
   Google Scholar
• Kosner, A. K. 2015. Apple App Store Revenue Surge And The Rise Of Freemium App Pricing. https://www.forbes.com/sites/anthonykosner/2015/01/11/apple-app-store-revenue-surge-and-the-rise-of-the-freemium/?sh=e657e043722c.
   Google Scholar
• Lee, C., V. Kumar, and S. Gupta. 2013. “Designing Freemium: A Model of Consumer Usage, Upgrade, and Referral Dynamics.” Citeseer 1 (November): 1–46.
   Google Scholar
• Legris, P., J. Ingham, and P. Collerette. 2003. “Why do People use Information Technology? A Critical Review of the Technology Acceptance Model.” Information & Management 40 (3): 191–204.
   Web of Science ®Google Scholar
• Liu, C. Z., Y. A. Au, and H. S. Choi. 2014. “Effects of Freemium Strategy in the Mobile App Market: An Empirical Study of Google Play.” Journal of Management Information Systems 31 (3): 326–354.
   Web of Science ®Google Scholar
• Lyons, K., P. R. Messinger, R. H. Niu, and E. Stroulia. 2012. “A Tale of two Pricing Systems for Services.” Information Systems and E-Business Management 10 (1): 19–42.
   Web of Science ®Google Scholar
• Mäntymäki, M., A. K. M. N. Islam, and I. Benbasat. 2020. “What Drives Subscribing to Premium in Freemium Services? A Consumer Value-Based View of Differences Between Upgrading to and Staying with Premium.” Information Systems Journal 30 (2): 295–333.
   Web of Science ®Google Scholar
• Marangunić, N., and A. Granić. 2015. “Technology Acceptance Model: A Literature Review from 1986 to 2013.” Universal Access in the Information Society 14 (1): 81–95.
   Web of Science ®Google Scholar
• Matzler, K., and H. H. Hinterhuber. 1998. “How to Make Product Development Projects More Successful by Integrating Kano’s Model of Customer Satisfaction Into Quality Function Deployment.” Technovation 18 (1): 25–38.
   Web of Science ®Google Scholar
• Needleman, S. E., and A. Loten. 2012. When Freemium Fails. Wall Street Journal. https://www.wsj.com/articles/SB10000872396390443713704577603782317318996
   Google Scholar
• Oestreicher-singer, G., and L. Zalmanson. 2013. “Content or Community?” A Digital Business Strategy for Content Providers in the Social age 37 (2): 591–616.
   Google Scholar
• O’Malley, S.. 2015. Free as a Business. SAGE Business Researcher. http://businessresearcher.sagepub.com/sbr-1645-97593-2704547
   Google Scholar
• Pujol, N. 2012. Freemium: Attributes of an Emerging Business Model.” SSRN Electronic Journal, December.
   Google Scholar
• Semenzin, D., E. Meulendijks, W. Seele, C. Wagner, and S. Brinkkemper. 2012. Software Business. ICSOB 2012. In Lecture Notes in Business Information Processing (Vol. 114), edited by M. Cusumano, B. Iyer and N. Venkatraman. Springer.
   Google Scholar
• Semenzin, D, E Meulendijks, W Seele, C Wagner, and S Brinkkemper. 2012. Software Business. ICSOB 2012. Lecture Notes in Business Information Processing. Vol. 114 M Cusumano, B Iyer and N Venkatraman. Springer.
   Google Scholar
• Teece, D. J. 2010. “Business Models, Business Strategy and Innovation.” Long Range Planning 43 (2–3): 172–194.
   Web of Science ®Google Scholar
• Teo, T. 2010. “A Path Analysis of pre-Service Teachers’ Attitudes to Computer use: Applying and Extending the Technology Acceptance Model in an Educational Context.” Interactive Learning Environments 18 (1): 65–79.
   Web of Science ®Google Scholar
• Venkatesh, V., and F. D. Davis. 1996. “A Model of the Antecedents of Perceived Ease of use: Development and Test.” Decision Sciences 27 (3): 451–481.
   Web of Science ®Google Scholar
• Vock, M., W. Van Dolen, and K. De Ruyter. 2013. “Understanding Willingness to pay for Social Network Sites.” Journal of Service Research 16 (3): 311–325.
   Web of Science ®Google Scholar
• Wagner, T. M., A. Benlian, and T. Hess. 2014. “Converting Freemium Customers from Free to Premium—the Role of the Perceived Premium fit in the Case of Music as a Service.” Electronic Markets 24 (4): 259–268.
   Web of Science ®Google Scholar
• Xu, Q., R. J. Jiao, X. Yang, M. Helander, H. M. Khalid, and A. Opperud. 2009. “An Analytical Kano Model for Customer Need Analysis.” Design Studies 30 (1): 87–110.
   Web of Science ®Google Scholar
• Yan, J., and R. Wakefield. 2018. “The freemium (two-tiered) model for individual cloud services: Factors bridging the free tier and the paying tier.” Journal of Information Technology Management 29 (1): 47–61.
   Google Scholar
• Yang, C.-C. 2005. “The Refined Kano’s Model and its Application.” Total Quality Management & Business Excellence 16 (10): 1127–1137.
   Web of Science ®Google Scholar