Access the full text.
Sign up today, get DeepDyve free for 14 days.
Vidyanand Choudhary (2007)
Software as a Service: Implications for Investment in Software Development2007 40th Annual Hawaii International Conference on System Sciences (HICSS'07)
Marco Bertini, Luc Wathieu (2010)
How to Stop Customers from Fixating on Price
Arto Ojala (2012)
Comparison of different revenue models in SaaS
R. Kauffman, Dan Ma (2013)
Cost Efficiency Strategy in the Software-as-a-Service Market: Modeling Results and Related Implementation Issues
Andreas Hinterhuber (2008)
Customer value‐based pricing strategies: why companies resistJournal of Business Strategy, 29
Sonja Lehmann, Peter Buxmann (2009)
Pricing Strategies of Software VendorsBusiness & Information Systems Engineering, 1
Arto Ojala, P. Tyrväinen (2007)
Business models and market entry mode choice of small software firmsJournal of International Entrepreneurship, 4
U. Flick (2008)
Managing Quality in Qualitative Research
Kevin Zhu, Z. Zhou (2012)
Research Note - Lock-In Strategy in Software Competition: Open-Source Software vs. Proprietary SoftwareInf. Syst. Res., 23
D. Shipley, D. Jobber (2001)
Integrative Pricing via the Pricing WheelIndustrial Marketing Management, 30
M. Muntean, C. Muntean (2013)
Evaluating A Business Intelligence Solution. Feasibility Analysis Based On Monte Carlo Method
R. Harmon, H. Demirkan, W. Hefley, Nora Auseklis (2009)
Pricing Strategies for Information Technology Services: A Value-Based Approach2009 42nd Hawaii International Conference on System Sciences
Aaron Baur, M. Breitsprecher, M. Bick (2014)
Catching Fire: Start-Ups in the Text Analytics Software Industry
Hsinchun Chen, R. Chiang, V. Storey (2012)
Business Intelligence and Analytics: From Big Data to Big ImpactMIS Q., 36
Einar Iveroth, A. Westelius, Carl-Johan Petri, Nils-Göran Olve, Mathias Cöster, Fredrik Nilsson (2013)
How to differentiate by price: Proposal for a five-dimensional modelEuropean Management Journal, 31
Fred Davis (1989)
Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information TechnologyMIS Q., 13
G. Zauberman (2003)
The Intertemporal Dynamics of Consumer Lock-InBehavioral & Experimental Economics
Lin Lin, P. Hu, O. Sheng, Johnny Lee (2010)
Is stickiness profitable for electronic retailers?Commun. ACM, 53
B. Waters (2005)
Software as a service: A look at the customer benefitsJournal of Digital Asset Management, 1
Juthasit Rohitratana, J. Altmann (2012)
Impact of pricing schemes on a market for Software-as-a-Service and perpetual softwareFuture Gener. Comput. Syst., 28
Toni Keränen (2010)
Value-Based Pricing of ICT Services at CitiusNet Ltd.
Hung-Pin Shih (2012)
Cognitive Lock‐In Effects on Consumer Purchase Intentions in the Context of B2C Web SitesPsychology & Marketing, 29
W. Thompson, J. Walt (2010)
Business intelligence in the cloudSA Journal of Information Management, 12
S. Cavusgil (1996)
Pricing for global marketsThe Columbia Journal of World Business, 31
S. O'Connor (2009)
How indigenous software companies price their product and service offerings: an exploratory investigation
U. Flick (1998)
An Introduction to Qualitative Research
R. Lans (2012)
Data Virtualization for Business Intelligence Systems: Revolutionizing Data Integration for Data Warehouses
Vidyanand Choudhary, K. Tomak, A. Chaturvedi (1998)
Economic Benefits of Renting SoftwareJ. Organ. Comput. Electron. Commer., 8
Daniel Oliver, J. Serovich, Tina Mason (2005)
Constraints and Opportunities with Interview Transcription: Towards Reflection in Qualitative ResearchSocial Forces, 84
E. Luoma (2013)
Examining Business Models of Software-as-a-Service Firms
G. Kortge, N. Okonkwo (1993)
Perceived value approach to pricingIndustrial Marketing Management, 22
N. Bontis, H. Chung (2000)
The evolution of software pricing: from box licenses to application service provider modelsInternet Res., 10
Purpose – The purpose of this paper is to investigate the development of software pricing, following the advent of cloud-based business intelligence & analytics (BI & A) Software. A value-based conceptual software model is developed to ignite and structure further research. Design/methodology/approach – A two-step research approach is applied. In step one, the available literature is screened and evaluated, and this is followed by ten semi-structured expert interviews. With that input, a conceptual software pricing model is designed. In step two, this model is validated and refined through discussions with representatives of the five leading business intelligence suites. Findings – The paper sheds light on the value perception of customers and suggests a clear focus on the interaction between customers and vendors, and less on technical issues. The developed customer-centric, value-based pricing framework helps to improve pricing techniques and strategies. Research limitations/implications – The research is focused on the pricing strategy of software houses and excludes differentiations of technical specifications and functionalities. Practical implications – The research can support practitioners in the field of BI & A in rethinking their pricing methods. Placing the customer at center stage can lead to lower customer churn rates, higher customer satisfaction and more pricing flexibility. Originality/value – This empirical study reveals the importance of a customer-centric pricing approach in the specific case of BI & A. It can also be applied to other fast-developing sectors of the software industry.
Journal of Systems and Information Technology – Emerald Publishing
Published: Aug 10, 2015
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.