Pricing of Digital Innovations as an Entrepreneurial Process
Ojala, A., & Laatikainen, G. (2019). Pricing of Digital Innovations as an Entrepreneurial Process. In Proceedings of the 52nd Hawaii International Conference on System Sciences (HICSS 2019) (pp. 5360-5369). University of Hawai'i at Manoa. Proceedings of the Annual Hawaii International Conference on System Sciences. https://doi.org/10.24251/hicss.2019.646
Julkaistu sarjassa
Proceedings of the Annual Hawaii International Conference on System SciencesPäivämäärä
2019Tekijänoikeudet
© The Authors, 2019.
How do entrepreneurs set a price for digital innovations they develop and market? This is an important question in current information society where digitalization is making established pricing models outdated. In this study, we focus on this issue by examining what kinds of activities and resources entrepreneurs possess when pricing digital innovations. Based on five case studies, including 37 interviews with key decision makers involved in the pricing process, we found that pricing of digital innovations can be conceptualized as an entrepreneurial process in which the pricing capabilities are developed based on the resources at hand. In this view, the pricing model is adjusted through negotiations with customers as an iterative process. Our findings contribute to the IS literature by integrating insights from RBV, DRBV, and entrepreneurship theories to the pricing process of digital innovations.
Julkaisija
University of Hawai'i at ManoaEmojulkaisun ISBN
978-0-9981331-2-6Konferenssi
Kuuluu julkaisuun
Proceedings of the 52nd Hawaii International Conference on System Sciences (HICSS 2019)ISSN Hae Julkaisufoorumista
1530-1605Asiasanat
Alkuperäislähde
http://hdl.handle.net/10125/59972Julkaisu tutkimustietojärjestelmässä
https://converis.jyu.fi/converis/portal/detail/Publication/28828650
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