How to encourage customers to use legal software

Journal of Business Ethics 80 (3):583 - 595 (2008)
Abstract
This study attempts to identify customer retention strategies for legal software and discusses their effectiveness for three consumer groups (stayers, dissatisfied switchers, and satisfied switchers). Although previous studies propose several antipirating strategies, they do not discuss how to enhance customer intentions to use legal software, which is crucial for software companies. The authors provide four generic retention strategies developed from both antipiracy and customer loyalty literature. The results indicate lower-pricing, legal, communication, and product strategies all enhance customer purchase intentions toward legal software. The lower-pricing strategy is more useful for stayers and dissatisfied switchers, and the communication strategy is most useful for dissatisfied switchers. Both the legal and product strategies have similar impacts on purchase intentions across the three segments. From a firm perspective, a product strategy is most worthwhile and useful across all segments.
Keywords antipiracy  piracy  retention  software  stayers  switchers
Categories (categorize this paper)
Options
 Save to my reading list
Follow the author(s)
My bibliography
Export citation
Find it on Scholar
Edit this record
Mark as duplicate
Revision history Request removal from index
 
Download options
PhilPapers Archive


Upload a copy of this paper     Check publisher's policy on self-archival     Papers currently archived: 12,101
External links
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
Through your library
References found in this work BETA
Citations of this work BETA

No citations found.

Similar books and articles
Sigi Goode & Sam Cruise (2006). What Motivates Software Crackers? Journal of Business Ethics 65 (2):173 - 201.
David M. Douglas (2011). A Bundle of Software Rights and Duties. Ethics and Information Technology 13 (3):185-197.
Analytics

Monthly downloads

Added to index

2009-01-28

Total downloads

14 ( #120,617 of 1,102,136 )

Recent downloads (6 months)

1 ( #306,622 of 1,102,136 )

How can I increase my downloads?

My notes
Sign in to use this feature


Discussion
Start a new thread
Order:
There  are no threads in this forum
Nothing in this forum yet.