First-Mover Advantage: A Synthesis, Conceptual Framework, and Research Propositions

Kerin, Roger A.; Varadarajan, P. Rajan; Peterson, Robert A.

doi:10.2307/1251985

Cited by 473 publications

(305 citation statements)

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“…In addition, it is a subjective value, because it is based on individual perceptions (Woodruff, 1997;Parasuraman, 1997). Most research studies on the importance of the added value give importance to the quality, price and purchase or consumption experience (Parasuraman and Grewal, 2000;Kerin et al, 1992). In this sense, the added value perceived in the quality of the product includes the price and quality of additional services.…”

Section: The Perceived Added Value Of Internet Content and Servicesmentioning

confidence: 99%

Key variables in willingness to pay for online news content: The professionals’ perspective

Lazo¹,

Segura-Anaya²,

Oliván³

2017

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Key variables in willingness toThis article analyses the potential business models that can allow the sustainable survival of news media companies through a content payment system and aims to identify the key variables that can influence consumers' willingness to pay for online content. Methods: The study is based on in-depth interviews with professionals from the fields of communications, digital marketing and news companies, and on the review of scientific literature and reports issued by prominent organisations in the media and communications sector, concerning the commercialisation of online news content. Results: The study has confirmed that it is difficult to achieve the acceptance of a payment model for online content among Internet users, but also that it is possible to develop a model based on variables that determine the willingness of users to pay for online information. Discussion and conclusions: The success of a payment model for news content on the Internet is linked to its added value, which depends of four quality variables: specialisation, differentiation, exclusivity and accessibility. Translation by CA Martínez-Arcos (PhD in Communication, University of London) IntroductionSince the late 20 th century, the media and, in particular, the press have faced a systemic and economic crisis and have sought to establish a funding model that can allow them to survive on the Internet. The fall in advertising revenues, the need to re-invent, renew and digitise the newsrooms and the technological conversion of the news production processes, have placed the media in a complex economic situation, which is further complicated by the culture of "totally free content" to which many Internet consumers are accustomed. New digital media with engaging content emerge very often but die after just a few months due to lack of economic viability, while the traditional media that have already migrated to the Internet are testing payment models that, with limited exceptions, have failed and had a high cost in financial and image terms.The Internet has opened a whole new world of possibilities to consumers and has significantly modified the form to access information. The consumer of the 21 st century has access to an infinite catalogue of content that is renewed constantly, is highly specialised, and is available mostly free of charge, 24/7, wherever, whenever and however, thanks to mobile devices. This same consumer, who used to be, with a few exceptions, a passive receiver of messages, is now an active agent who comments, posts, shares and sometimes conditions content as never before.The objective of this research is to identify the key variables that determine the willingness of Internet users to pay for news content and the perceptions of the added value provided by those variables that can be decisive in the payment decision making process. The study considered the opinion of professionals in the digital communication market about the problem of the economic model that can sustain news media on the Internet. conten...

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Section: The Perceived Added Value Of Internet Content and Servicesmentioning

confidence: 99%

Key variables in willingness to pay for online news content: The professionals’ perspective

Lazo¹,

Segura-Anaya²,

Oliván³

2017

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“…Taking a different perspective, Kerin, Varadarajan, and Peterson (1992) point out that the order of entry effect is conditional on industry characteristics and strategy variables.…”

Section: Order Of Entrymentioning

confidence: 99%

“…Since late followers enter under worse market conditions, they tend to exit more often early after their entry and the ones who survive are well equipped to successfully challenge their predecessors. This can be especially relevant for technologically intensive industries (Kerin et al 1992). Although some followers may be at disadvantage when they enter the industry, they may be better adapters and ultimately even perform better than pioneers.…”

Section: Order Of Entrymentioning

confidence: 99%

The dynamic nature of survival determinants in e-commerce

Nikolaeva

2007

J. of the Acad. Mark. Sci.

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“…Late followers can face enormous competitive disadvantages, requiring more marketing to overcome the barriers-of-entry erected by earlier companies with regard to consumer preference and awareness (Kerin et al, 1992). Especially in the Internet late followers suffer from these disadvantages.…”

Section: Two-sided Marketsmentioning

confidence: 99%