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
Date
2019Copyright
© 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This is an important question in current information society where digitalization is making established pricing models outdated.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.
Publisher
University of Hawai'i at ManoaParent publication ISBN
978-0-9981331-2-6Conference
Is part of publication
Proceedings of the 52nd Hawaii International Conference on System Sciences (HICSS 2019)ISSN Search the Publication Forum
1530-1605Keywords
Original source
http://hdl.handle.net/10125/59972Publication in research information system
https://converis.jyu.fi/converis/portal/detail/Publication/28828650
Metadata
Show full item recordCollections
License
Related items
Showing items with similar title or keywords.
-
Entrepreneurial Decision-Making Logic Related to Software Development in Different Growth Phases of INVs
Fraccastoro, Sara; Ojala, Arto; Gabrielsson, Mika (University of Hawai'i at Manoa, 2019)Software-based innovations with global marketpotential are the main product offering of digital-based International New Ventures, an emerging type of rapidly internationalizing firm. Despite increasing research attention ... -
Contrasting Internationalization Paths of Product- and Service-oriented Software Firms
Ojala, Arto; Rönkkö, Mikko; Peltonen, Juhana (University of Hawai'i at Manoa, 2019)The internationalization of software firms has been widely researched topic over the last two decades. However, the most of the studies have treated software firms as a homogeneous group, ignoring the fact that software ... -
Evolution of Digital Innovations Based on Entrepreneurial Opportunities
Ojala, Arto (Association for Information Systems, 2019)Digital innovations evolve unpredictable as the characteristics of digital technology provide diverse opportunities for entrepreneurs. The flexible, malleable, and unbounded nature of digital technologies makes the evolution ... -
Reflections on the advent of a more enterprising culture in Finland : an exploratory study
Hyrsky, Kimmo (University of Jyväskylä, 2001) -
Understanding and measuring social entrepreneurship
Kannampuzha, Merie Joseph (University of Jyväskylä, 2017)This thesis aims to understand the phenomenon of social entrepreneurship and measure its component dimensions. In particular, the thesis addresses two research gaps in the social entrepreneurship research. The first gap ...