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
© 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This is an important question in current information society where digitalization is making established pricing models outdated.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.
PublisherUniversity of Hawai'i at Manoa
Parent publication ISBN978-0-9981331-2-6
Is part of publicationProceedings of the 52nd Hawaii International Conference on System Sciences (HICSS 2019)
Publication in research information system
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