Consumer Search and Retailer Strategies in the Presence of Online Music Sharing

Bhattacharjee, Sudip; Gopal, Ram D.; Lertwachara, Kaveepan; Marsden, James R.

doi:10.2753/mis0742-1222230104

Cited by 99 publications

(44 citation statements)

References 24 publications

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“…They concluded that the fact that consumers do pay voluntarily, can be explained with a sufficiently high level of social preferences (Regner and Some publications indicate that there are plenty of pricing strategies for digital goods that partially suit online music very well. Especially, consumers show different WTP that could be perfectly exploited with new pricing strategies and alternative licensing procedures (Bhattacharjee et al 2006). Nonetheless, the mentioned studies almost exclusively focus on PpD for DtO.…”

Section: Literature Reviewmentioning

confidence: 99%

Pricing of Content Services – An Empirical Investigation of Music as a Service

Doerr¹,

Benlian²,

Vetter³

et al. 2010

Lecture Notes in Business Information Processing

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In the last years new concepts of digital music distribution have been developed. One of them is Music as a Service, which provides music streaming over the internet as a service -without transferring ownership for the content. This differentiates Music as a Service from Download to Own, which is used by music download platforms predominantly and is the most widely studied concept in academic research. The aim of this paper is to receive first research implications about customers' attitudes towards MaaS.Based on an empirical survey of 132 Music as a Service users, this research explores the effects of product configurations on consumers' utility and their willingness to pay (WTP) for premium offers. We can show that next to price, contract duration and music quality as the most important product attributes, there is a high WTP for overcoming insufficient mobile internet coverage.

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Section: Literature Reviewmentioning

confidence: 99%

Pricing of Content Services – An Empirical Investigation of Music as a Service

Doerr¹,

Benlian²,

Vetter³

et al. 2010

Lecture Notes in Business Information Processing

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“…First, our experimental task has focused on individuals' responses to a single product (a sandwich). Prior studies have highlighted that products could also be categorized as being hedonic and utilitarian in nature (Bhattacharjee et al 2006). While we have included individuals' responses on preferences for the sandwich, along with their willingness and involvement level with regard to this product, to somewhat alleviate this concern (Swaminathan 2003), we would like to encourage more experiments to be conducted which examine the impact of other products on consumer behavior.…”

Section: Discussionmentioning

confidence: 99%

Do the Means and the Source Matter? A Study on the Actual Usage of Digitally Disseminated Coupons

Gasimov¹,

Sutanto²,

Tan³

et al. 2010

THCI

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How to effectively distribute coupons digitally to consumers who may exercise them remains an enduring, yet important, issue to address. In this study, we seek to answer two questions. First, would the dissemination of product discount coupons through mobile technology, such as the mobile phone network via the short-message-service (SMS), yield different effects on consumers, compared to a more traditional communication technology such as e-mail? Second, does the source, that is, the merchant or referral from peers, matter to a consumer? We build on the theoretical lens of cognitive effort (technology) and social capital (source) to theorize and empirically validate the conjectures through a real-world field experiment spanning four weeks. In terms of technology, the results indicate no significant difference in terms of the usage rate of coupons between the two technological means through which the coupons were disseminated. However, in terms of the source, we observed a higher propensity of using coupons received from a peer as compared to coupons received from a merchant. Furthermore, the forwarding rate of the discount coupons was significantly higher via e-mail as compared to SMS. Implications for research and practice are discussed.

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“…These behaviors have been theoretically presented in the literature, e.g., Battigalli and Dufwenberg [10,11], as well as shown experimentally in Charness and Dufwenberg [23], and Ellingsen et al [43]. 13 Formally,…”

Section: Hypothesis 2amentioning

confidence: 99%

“…Even if consumers follow advice in order to meet the expectations of the advisor, the effect of advice is likely to be 13 Note that in this section we make qualitative behavioral predictions in order to better understand our results. Our aim in this experiment is to get a clear effect of advice on behavior and not to measure feelings of shame and guilt from not following advice.…”

Section: Hypothesismentioning

confidence: 99%

“…6 Chellappa and Shivendu [27] suggest that implementing various global standards is a way to limit losses due to piracy across geographic regions. Bhattacharjee et al [13] study piracy in emerging markets by modeling consumer search of digital experience goods, finding retailer profits are maximized in conjunction with some level of piracy. Clemons et al [32] explore technology protection in newly vulnerable markets (i.e., exposure to digitization) that can be implemented as a defensive strategy against piracy for recording artists.…”

Section: Related Digital Piracy Literaturementioning

confidence: 99%

See 1 more Smart Citation

Digital Piracy, Teens, and the Source of Advice: An Experimental Study

Hashim

Kannan²,

Maximiano³

et al. 2014

Journal of Management Information Systems

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The objective of our paper is to determine the effect of piracy advice from various sources on music consumer behavior. Specifically, does it matter if the source of advice has a stake in the outcome of the piracy decision? Does it matter if the source of advice has a social tie with the advisee? Accordingly, we conduct a lab experiment using teenagers and their parents as subjects, increasing the realism of the context by sampling potential pirates and their parents. Treatments represent various sources of piracy advice (e.g., the teen's parent, a record label, or an external regulator). Subjects make decisions playing our new experimental game -The Piracy Game -extended from the volunteer's dilemma literature. Interestingly, subjects respond negatively to advice from record labels over time, purchasing fewer songs as compared to other sources such as the subject's parent. The existence of a social tie between the advisor and the subject assists in mitigating piracy, especially when a parent is facing potential penalties due to his/her child's behavior. An external regulator, having no social tie or stake in the decision, provides the least credible source of advice, leading to the greatest amount of piracy. Our analyses not only provide managerial insights but also develop theoretical understanding of the role of social ties in the context of advice.

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Consumer Search and Retailer Strategies in the Presence of Online Music Sharing

Cited by 99 publications

References 24 publications

Pricing of Content Services – An Empirical Investigation of Music as a Service

Pricing of Content Services – An Empirical Investigation of Music as a Service

Do the Means and the Source Matter? A Study on the Actual Usage of Digitally Disseminated Coupons

Digital Piracy, Teens, and the Source of Advice: An Experimental Study

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