Competitive Behavior-Based Price Discrimination for Software Upgrades

Material TypeArticleLanguageEnglish
TitleCompetitive Behavior-Based Price Discrimination for Software Upgrades Author(S)Amit Mehra (Author)
Abstract  The introduction of product upgrades in a competitive environment is commonly observed in the software industry. When introducing a new product, a software vendor may employ behavior-based price discrimination (BBPD) by offering a discount over its market price to entice existing customers of the competitor. This type of pricing is referred to as competitive upgrade discount pricing and is possible because the vendor can use proof of purchase of a competitor's product as credible evidence to offer the discount ...Paginationp60 - 74
SubjectManagementDescriptorsInformation technology Computers
Journal TitleInformation Systems Research  
Permanent Linksclick here