501
Views
50
CrossRef citations to date
0
Altmetric
Original Article

Consumer Learning and Time-Locked Trials of Software Products

, &
Pages 239-268 | Published online: 08 Dec 2014

References

  • Bawa, K., and Shoemaker, R. The effects of free sample promotions on incremental brand sales. Marketing Science, 23, 3 (2004), 345-363.
  • Chellappa, R. K., and Shivendu, S. Managing digital piracy: Pricing and sampling strategies for digital experience goods in vertically segmented markets. Information Systems Research, 16, 4 (2005), 400-417.
  • Cheng, H. K., and Liu, Y. Optimal software free trial strategy: The impact of network externalities and consumer uncertainty. Information Systems Research, 23, 2 (2012), 488-504.
  • Cheng, H. K., and Tang, Q. Free trial or no free trial: Optimal software product design with network effects. European Journal of Operations Research, 205, 2 (2010), 437-447.
  • Clemons, E. K.; Gao, G.; and Hitt, L. M. When online reviews meet hyperdifferentiation: A study of the craft beer industry. Journal of Management Information Systems, 23, 2 (Fall 2006), 149-171.
  • Dou, Y.; Niculescu, M. F.; and Wu, D. J. Engineering optimal network effects via social media features and seeding in markets for digital goods and services. Information Systems Research, 24, 1 (2013), 164-185.
  • Faugere, C., and Tayi, G. K. Designing free software samples: A game theoretic approach. Information Technology and Management, 8, 4 (2007), 263-278.
  • Goering, P. A. Effects of product trial on consumer expectations, demand, and prices. Journal of Consumer Research, 12, 1 (1985), 74-82.
  • Holzinger, A. Usability engineering methods for software developers. Communications of the ACM, 48, 1 (2005), 71-74.
  • Hui, L. K., and Tam, Y. K. Software functionality: A game theoretic analysis. Journal of Management Information Systems, 19, 1 (Summer 2002), 124-135.
  • Jain, D.; Mahajan, V.; and Muller, E. An approach for determining optimal product sampling for the diffusion of a new product. Journal of Product Innovation Management, 12, 2 (1995), 124-135.
  • Jiang, Z., and Sarkar, S. Speed matters: The role of free software offer in software diffusion. Journal of Management Information Systems, 26, 3 (Winter 2009-10), 207-240.
  • Katz, M. L., and Shapiro, C. Network externalities, competition and compatibility. American Economic Review, 75, 3 (1985), 424-440.
  • Lieberman, M. B. The learning curve, diffusion, and competitive strategy. Strategic Management Journal, 8, 5 (1987), 441-452.
  • Markopoulos, P., and Clemons, E. K. Reducing buyers' uncertainty about taste-related product attributes. Journal of Management Information Systems, 30, 2 (Fall 2013), 269-299.
  • Milgrom, P., and Roberts, J. Comparing equilibria. American Economic Review, 84, 3 (1994), 441-459.
  • Niculescu, M. F., and Wu, D. J. When should software firms commercialize new products via freemium business models? Paper presented at the Workshop on Information Systems Economics, St. Louis, MO, December 11-12, 2010.
  • Shapiro, C. Optimal pricing of experience goods. Bell Journal of Economics, 14, 2 (1983), 497-507.
  • Shapiro, C., and Varian, H. R. Information Rules: A Strategic Guide to the Network Economy. Boston: Harvard Business School Press, 1999.
  • van Osselaer, S. M. J., and Alba, J. W. Consumer learning and brand equity. Journal of Consumer Research, 27, 1 (2000), 1-16.
  • Varian, H. R. Markets for Information Goods, vol. 99. Institute for Monetary and Economic Studies, Bank of Japan, Tokyo, 1999.
  • Villas-Boas, J. M. Consumer learning, brand loyalty, and competition. Marketing Science, 23, 1 (2004), 134-145.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.