Please use this identifier to cite or link to this item: https://hdl.handle.net/20.500.14365/5560
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dc.contributor.authorSorkun, Metehan Feridun-
dc.contributor.authorIdin, Noyan Alperen-
dc.date.accessioned2024-10-25T15:17:50Z-
dc.date.available2024-10-25T15:17:50Z-
dc.date.issued2024-
dc.identifier.issn0887-6045-
dc.identifier.urihttps://doi.org/10.1108/JSM-02-2024-0094-
dc.identifier.urihttps://hdl.handle.net/20.500.14365/5560-
dc.description.abstractPurposeThis study aims to reveal consumer purchase intentions for Software-as-a-Service (SaaS) lifetime deals and the role of service offerings in shaping these intentions.Design/methodology/approachLifetime deals - an aggressive market penetration strategy - have the potential to allow startups to gain market share, user base and the cash necessary for growth. However, startups need to mitigate consumer concerns for which service offering design plays a key role. Drawing on expectancy-value and signaling theories, this study developed a research model and then conducted empirical research on 2,173 consumers via choice-based conjoint analysis to reveal the critical service offering attributes for consumer utility in lifetime deals in the SaaS presentation tool market context. After using the hierarchical Bayes model to derive each respondent's part-worth utilities for service offering attributes, the hypotheses were tested via the factor score regression method.FindingsThe results show that the service offering attributes of low price, refund option, human support and feature updates enhance consumer utility in SaaS lifetime deals. Three of these four attributes, namely, low price, refund option and feature updates, enhance consumers' purchase intentions by reducing their concerns about the service's performance, seller and lifespan, respectively.Originality/valueThis study elucidates consumer purchase intentions for SaaS services in digital marketplaces. By investigating a widespread market entry strategy - lifetime deals - it shows consumer preferences and behavior for these deals in the fast-growing online tools market. This study also shows how startups can use lifetime deals through a well-designed service offering to mitigate various consumer concerns.en_US
dc.language.isoenen_US
dc.publisherEmerald Group Publishing Ltden_US
dc.relation.ispartofJournal of services marketingen_US
dc.rightsinfo:eu-repo/semantics/closedAccessen_US
dc.subjectService strategyen_US
dc.subjectDigitalen_US
dc.subjectService designen_US
dc.subjectQuantitative researchen_US
dc.subjectConjoint analysisen_US
dc.subjectBehavioural insighten_US
dc.subjectPerceived Risken_US
dc.subjectSaas Adoptionen_US
dc.subjectPreferencesen_US
dc.subjectPerspectiveen_US
dc.subjectIntentionen_US
dc.subjectPurchaseen_US
dc.subjectModelsen_US
dc.titleLifetime deals: the role of software service offering in convincing consumersen_US
dc.typeArticleen_US
dc.typeArticle; Early Accessen_US
dc.identifier.doi10.1108/JSM-02-2024-0094-
dc.identifier.scopus2-s2.0-85204672780en_US
dc.departmentİzmir Ekonomi Üniversitesien_US
dc.authorwosidSorkun, Metehan Feridun/W-3127-2018-
dc.authorscopusid57192677518-
dc.authorscopusid59338936200-
dc.identifier.wosWOS:001318131900001en_US
dc.institutionauthor-
dc.relation.publicationcategoryMakale - Uluslararası Hakemli Dergi - Kurum Öğretim Elemanıen_US
item.grantfulltextnone-
item.openairetypeArticle-
item.openairetypeArticle; Early Access-
item.openairecristypehttp://purl.org/coar/resource_type/c_18cf-
item.openairecristypehttp://purl.org/coar/resource_type/c_18cf-
item.fulltextNo Fulltext-
item.languageiso639-1en-
item.cerifentitytypePublications-
item.cerifentitytypePublications-
crisitem.author.dept03.02. Business Administration-
Appears in Collections:Scopus İndeksli Yayınlar Koleksiyonu / Scopus Indexed Publications Collection
WoS İndeksli Yayınlar Koleksiyonu / WoS Indexed Publications Collection
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