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Strategien für Softwareanbieter
Abstract
Vor dem Hintergrund der dargestellten ökonomischen Prinzipien untersuchen wir in diesem Kapitel ausgewählte Strategien für Softwareanbieter. Grundlegend für ein Unternehmen ist seine Positionierung in der Wertschöpfungskette
. In Abschn. 3.1 gehen wir zunächst auf Möglichkeiten und Herausforderungen von Kooperationsstrategien
ein. In diesem Kontext behandeln wir auch Unternehmensübernahmen
, die auf Softwaremärkten eine besondere Rolle spielen. Darauf aufbauend untersuchen wir angebotsseitige Strategien. Darunter verstehen wir die Geschäftspolitik an der Schnittstelle zu Vertriebspartnern und Kunden, also den in der Wertschöpfungskette nachgelagerten Geschäftspartnern. In diesem Bereich werden Vertriebs- (Abschn. 3.2) und Preisstrategien
(Abschn. 3.3) thematisiert. Abschließend betrachten wir in Abschn. 3.4 zentrale Managementfragen bei der Entwicklung von Software.
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The main aim of this chapter is to review the use of accounting-based measures of merger and acquisition (M&A) performance. To do so, we conducted a keyword search in 28 leading management journals and one edited book (i.e., Advances in Mergers & Acquisitions). To complement our review, we draw on very recent literature reviews of M&As (e.g., Haleblian, J., Devers, C. E., McNamara, G., Carpenter, M. A., & Davison, R. B. (2009). Taking stock of what we know about mergers and acquisitions: A review and research agenda. Journal of Management, 35(3), 469-502; Kolev, Haleblian, & McNamara, 2012; Meglio, 2009). Results indicate that accounting-based measures of performance have been used in 36 studies. Also, in these studies, there exists much heterogeneity with respect to the operationalization of M&A performance, the time lag, and the level of analysis. Next, the chapter proceeds with the discussion of the advantages and disadvantages of accounting measures and the proposition of four substantive priorities for future research in the area.
Acquisitions often occur in waves within industries. We extend the theoretical understanding of such waves by drawing upon research on early mover advantage and bandwagon effects to develop arguments regarding the likely performance potential of participating at different points in an acquisition wave. In line with our theoretical model, we find acquisition performance is higher for early movers but lower for acquirers that participate at the height of the acquisition wave. Although we find this general performance trend, our findings suggest both industry and acquirer characteristics influence the degree to which firms seize early mover advantages or fall prey to bandwagon pressures.
Das Internet verändert die Rahmenbedingungen der Wertschöpfung innerhalb von Unternehmen sowie im Zusammenspiel mit anderen Unternehmen und Konsumenten. Dabei kommt neben der durch das Internet ermöglichten Multimedialität und der Ortsungebundenheit vor allem der Interaktivität und der damit verbundenen Digitalisierung von Prozessen eine besondere Bedeutung zu (Choi/Stahl/Whinston 1997, S. 552), da damit in der Regel eine Senkung der Transaktionskosten einhergeht (Bakos 1998, S. 35). Diese Senkung der Transaktionskosten führt beispielsweise dazu, dass Konsumenten über ein One-to-One Marketing individualisierte Produkte (im Sinne von Gütern und Dienstleistungen) angeboten werden (Piller 1998) oder mit Lieferanten über Built-to-Order Konzepte (z.B. von Dell: www.dell.com
) neue Geschäftsmodelle realisiert werden. Diese Senkung der Transaktionskosten ermöglicht aber auch den verstärkten Einsatz von zwar bekannten, in der „realen Welt“ aber bislang kaum eingesetzten Preisbildungsmechanismen. Deren Einsatz wird weiterhin dadurch gefördert, dass sich viele Produkte im Internet aufgrund ihres hohen Fixkostenanteils, der hohen Verderblichkeit und der leichten Differenzierbarkeit besonders gut für eine flexible Preisgestaltung eignen. Dazu kommt, dass die digitale Erfassung des Kaufverhaltens zudem auch ohne Medienbruch die kostengünstige Weitergabe der Daten an entsprechende Billing-Systeme gestattet.
Software pricing has traditionally been focused on the vendor's internal business objectives of covering costs, achieving specified margins, and meeting the competition. Pricing methods such as flat price, tiered pricing, MIPS-based, usage-based, per user, per seat, and pay as you go, are often tactical in nature and easily matched by competitors, which can undermine profitability by accelerating the commoditization process. Conversely, a value-based approach charges a price based on the customer's perceived value of the benefits received. Value-based pricing methodologies can be used to estimate the market value of new software concepts at various stages of the development process in addition to pricing new products for launch. This paper describes a value-based approach to pricing that is dependent on the firm's commitment to invest in the development of its long-term "pricing capital." This investment in methodologies, infrastructure, and processes to create, measure, analyze, and capture customer value is the key to successful long-term pricing strategy.
This article discusses revenue sources and pricing models for business-to-consumer electronic commerce. We outline why revenue sources and pricing models should be separated, how pricing models can contribute to strategic and tactic goals and which pricing models the Internet facilitates mostly. Thereby, we discuss the different forms of price discrimination and the possibilities of interactive pricing models.
Examined the relations between vocational typology developed by the 3rd author (1966, 1973) and the neuroticism–extraversion–openness (NEO) model of personality presented by the 1st 2 authors (1980) among 217 males and 144 females, aged 21–89 yrs. Young and old adult groups were similar to college students in most vocational interests, and the same pattern of sex differences was found. Correlations between Self-Directed Search and NEO inventory scores showed strong associations of investigative and artistic interests with openness to experience, and of social and enterprising interests with extraversion. Ss interested primarily in conventional occupations tended to be closed to experience. These associations were generally confirmed when spouse ratings were used as a non-self-report measure of personality traits in a subset of the Ss. The NEO Inventory complements the Holland typology, primarily in providing measures of neuroticsm. Research on the possible utility of supplementing vocational interest data with personality measures is suggested, and some implications for vocational counseling among older adults are discussed. (42 ref) (PsycINFO Database Record (c) 2012 APA, all rights reserved)
In this paper we examine alternative pricing models for digital music from the perspective of the entire music value chain. By analyzing empirical data on the willingness to pay, we show that the turnover from music downloads could be increased by lower prices. However, such a low price strategy can only be realized if the actors of the value chain, i.e. artists, labels, collecting societies, service providers, and online shops act as cooperation partners. We develop a model to find profit-maximizing prices and show how to split up the resulting increasing revenues between the partners of the value chain to assure Pareto-efficient solutions.
Scholars from multiple fields have shown increasing interest in the causes and consequences of mergers and acquisitions (M&A). While this proliferation of research has the potential to significantly improve our understanding of M&A activity, absent is the necessary step of consolidating and integrating extant knowledge. Accordingly, we develop a framework to organize and review recent empirical findings principally from management, economics and finance in which interest in acquisition behavior is high, but also from other areas that have tangentially explored acquisition activity such as accounting and sociology. We identify patterns and theoretical gaps and provide recommendations for future research aimed at developing a more integrated M&A research agenda for management scientists.
In the wake of the largest M&A wave in history, it is appropriate to assess the evidence on the profitability of this activity. One popular view is that merger activity is highly unprofitable. Does research sustain this view? This paper reflects on what it means for M&A to 'pay' and summarizes the evidence from 14 informal studies and 100 scientific studies from 1971 to 2001. The review comments on various research approaches and highlights findings for the broad activity as well as niches of special note. The mass of research suggests that target shareholders earn sizable positive market-returns, that bidders (with interesting exceptions) earn zero adjusted returns, and that bidders and targets combined earn positive adjusted returns. On balance, one should conclude that M&A does pay. But the broad dispersion of findings around a zero return to buyers suggests that executives should approach this activity with caution.
Bundling is pervasive in today's markets. However, the bundling literature contains inconsistencies in the use of terms and ambiguity about basic principles underlying the phenomenon. The literature also lacks an encompassing classification of the various strategies, clear rules to evaluate the legality of each strategy, and a unifying tramework to indicate when each is optimal. Based on a review of the marketing, economics, and law literature, this article develops a new synthesis of the field of bundling, which provides three important benetits. First, the article clearly and consistently defines bundling terms and identifies two key dimensions that enable a comprehensive classitícation of bundling strategies. Second, it formulates clear rules for evaluating the legality of each of these strategies. Third, it proposes a framework of 12 propositions that suggest which bundling strategy is optimal in various contexts. The synthesis provides managers with a framework with which to understand and choose bundling strategies. It also provides researchers with promising avenues for further research.
A common assumption underlying the analysis of consumers' choice between optional tariffs is that consumers choose the tariff that maximizes consumer surplus and, thus, the tariff that leads for a given amount of usage to the lowest billing rate. Yet, there is evidence that many users prefer a flat rate even though their billing rate would be lower on a pay-per-use tariff (flat-rate bias) and some users prefer a pay-per-use tariff even though they would save money on a flat rate (pay-per-use bias). The authors conduct four empirical analyses based on three different data sets. They show that the flat-rate bias is more important and has a greater regularity and time-persistence than the pay-per-use bias. They classify potential causes of the flat-rate bias as insurance effect, taxi meter effect, convenience effect, and overestimation effect and show that the insurance, the taxi meter and the overestimation effect lead to a flat-rate bias. They provide evidence that underestimation of usage is a major cause of the pay-per-use bias. They show that the flat-rate bias does not significantly increase customer churn and thus results in a short- and long-term profit increase. In contrast, the pay-per-use bias largely increases churn so that the additional short-term profit is in the long-term offset by higher churn.
Business models are often cited as a central success factor for today's businesses.Firms with well-formulated and innovative business models are expected to gaincompetitive advantages. Likewise to the increasing relevance in practice, the importance of business models as scientific unit of analysis has increased gradually in recent years. Multiple research areas have emerged ranging from the analysis of business model characteristics, empirical data, and evaluation models to the conceptualization of business model management tools. Nevertheless, these areas have only been scarcely addressed so far. Most importantly, there is no holistic and integrated approach spanning all four research areas. The goal of this thesis is to investigate business model characteristics and their impact on firm and M&A performance in an integrative and comprehensive approach. The software industry builds an often cited business model context. The foundation of the thesis is a conceptualization of software business model characteristics. A framework is developed allowing a comprehensive, standardized, and analytical investigation of software business models. Then, a vast set of empirical data is collected to provide an industry overview with respect to software business model characteristics. It also serves as foundation for the statistical analysis of evaluation models. The impact of software business model characteristics is examined with respect to firm and M&A performance. The results accentuate that business models are a valuable scientific unit of analysis and that the nature of business models is multifaceted. Finally, a software business model tool is developed incorporating key results of this thesis. This thesis shall thus contribute to the business model research field by addressing the relevant research areas in one integrative and comprehensive approach. The results shall also support practitioners such as decision makers, market analysts, and investors who are understandably curious about the nature of business models and their impact on performance.
Modern literature has heralded the "Era of Network Competition" in which cooperating networks and not individual firms seek to attain competitive advantages. Supply chains in the automotive industry provide a good example of such cooperative environments which are characterized by a division of labor and where almost no final product is produced and sold by just one company alone. Luis Martn Daz shows why some companies are still reluctant to cooperate with partners in the supply chain even though it may be advantageous to them. Based on both an extensive survey within the European automotive industry and a comprehensive case study of the Audi AG corporation, he proposes solutions to this paradox and describes a prototype for the assessment of the added-value of cooperation. His evaluation of the benefits of cooperative planning is a significant contribution to the process of designing collaborative planning activities in supply chains. © Deutscher Universitats-Verlag | GWV Fachverlage GmbH, Wiesbaden 2006.
I anatomize a successful open-source project, fetchmail, that was run as a deliberate test of some surprising theories about software engineering suggested by the history of Linux. I discuss these theories in terms of two fundamentally different development styles, the "cathedral" model of most of the commercial world versus the "bazaar" model of the Linux world. I show that these models derive from opposing assumptions about the nature of the software-debugging task. I then make a sustained argument from the Linux experience for the proposition that "Given enough eyeballs, all bugs are shallow", suggest productive analogies with other self-correcting systems of selfish agents, and conclude with some exploration of the implications of this insight for the future of software.
We provide a comparative analysis of acquirer returns in acquisitions of public firms, private firms, and divested assets. On the basis of a sample of 5,079 acquisitions by U.S. software industry companies during 1988–2008, we find that acquisitions of divested assets outperform acquisitions of privately held firms, which in turn outperform acquisitions of publicly held firms. While the higher returns for acquisitions of divested assets relative to stand-alone acquisition targets can be explained by market efficiency arguments, seller distress and improved asset fit further enhance the positive returns of acquirers of divested assets consistent with the relative bargaining power explanation. Finally, we find that the effects of these buyer bargaining advantages are mutually strengthening and that they also hold for longer-term acquirer performance Copyright © 2013 John Wiley & Sons, Ltd.
Der Beitrag untersucht Ansätze zur Bewertung von Erfolgsdeterminanten bei Mergers & Acquisitions (M&A) in der Softwareindustrie. Auf der Basis einer Literaturanalyse und -klassifikation wird der aktuelle Stand der branchenübergreifenden sowie der softwareindustriespezifischen Forschung aufgezeigt. Die Resultate belegen, dass die Wirkung von Erfolgsdeterminanten kontextabhängig ist und dass viele Faktoren bislang nicht hinreichend für die Softwareindustrie untersucht worden sind. Darauf aufbauend wird der weitere Forschungsbedarf aufgezeigt. Dabei verspricht insbesondere die Berücksichtigung software-industriespezifischer Erfolgsdeterminanten einen zusätzlichen Erklärungsbeitrag zu liefern.
Abstract
This paper analyzes approaches investigating success drivers of mergers and acquisitions (M&A) in the software industry. The literature review covers a classification of research papers in the generic and software industry specific M&A research discipline. The results accentuate that the impact of success factors depends on the research context and that many factors have not been examined so far with respect to the software industry. Building on these insights, the resulting areas for research are pointed out. The investigation of software industry specific factors, in particular, promises to contribute to the analysis of variance in M&A performance.
This paper examines strategies of standard software vendors, in view of the existence of network effects on standard software markets. In particular, we analyze if and under which conditions penetration pricing can be considered as a promising strategy. Our work is based on a simulation model, which provides the opportunity to examine the impact of alternative pricing strategies on the distribution of software systems. Furthermore, the paper provides some empirical results.
chend unterstützt. Und so verwundert es kaum, dass im Preismanagement vieler Unternehmen teils gravierende Fehler gemacht werden: Preiskriege, in deren Verlauf die Margen ganzer Märkte erodierten, oder misslungene Preisstrategien, welche einzelne Unternehmen in den Ruin trieben, lassen sich vielfach beobachten, so z. B. im deutschen Lebensmitteleinzelhandel, in der Touristikbranche und bei Fluggesellschaften, in der Telekommunikation, oder der Computerund Unterhaltungselektronikindustrie. Im Folgenden werden einige der am häufigsten in der Unternehmenspraxis beobachteten Rationalitätsdefizite im Preismanagement erläutert sowie Ansatzpunkte zu deren Vermeidung oder Reduzierung vorgestellt. Managern und Controllern fallen dabei wesentliche Aufgaben zu. Aber auch andere unternehmensinterne und -externe Akteure liefern wichtige Beiträge zur Sicherstellung der Rationalität im Preismanagement.
How buyers' perceptions of value are influenced by the purchase environment has become an increasingly important question for business researchers and practitioners. "Framing"—the use of frames of reference within the purchase environment to influence buyers' perceptions of price and value—has been examined extensively by researchers over the past 15 years. There is a need to integrate these research advances into managerial literature, thought, and practice. This article provides managers with a review of those research findings and some recommendations relating to management practice.
Consumer choice is often influenced by the context, defined by the set of alternatives under consideration. Two hypotheses about the effect of context on choice are proposed. The first hypothesis, tradeoff contrast, states that the tendency to prefer an alternative is enhanced or hindered depending on whether the tradeoffs within the set under consideration are favorable or unfavourable to that option. The second hypothesis, extremeness aversion, states that the attractiveness of an option is enhanced if it is an intermediate option in the choice set and is diminished if it is an extreme option. These hypotheses can explain previous findings (e.g., attraction and compromise effects) and predict some new effects, demonstrated in a series of studies with consumer products as choice alternatives. Theoretical and practical implications of the findings are discussed.
From the Book:Why We Wrote This BookTrue believers represent software development alternativesIn the last few years, two ostensibly conflicting approaches to software development have competed for hegemony. Agile method supporters released a manifesto that shifts the focus from traditional plan-driven, process-based methods to lighter, more adaptive paradigms. Traditional methods have reasserted the need for strong process discipline and rigorous practices. True believers on both sides have raised strident, often antagonistic, voices. This book is for the rest of us We wrote this book for the rest of us—those caught in the middle of the method wars simply trying to get our projects completed and accepted within too-tight schedules and budgets. We hope to clarify the perplexity about the roles of discipline, agility, and process in software development. We objectively compare and contrast the traditional, plan-driven approaches to the newer, agile approaches and present an overview of their home grounds, strengths, and weaknesses. We then describe a risk-based approach to aid in balancing agility and discipline within a software development project. Our goal is to help you in your business environment We hope that this is a practical book. It is intended to be neither academic nor exhaustive, but pragmatic. It is based on our own development experiences, current and past literature, long conversations with proponents of agile and plan-driven approaches, teaching students how to balance discipline and agility, and years of observing and measuring software development in industry, government, and academia. We discuss the subjectmatter absent a need to choose sides. Our goal is to help you gain the understanding and information you need to integrate the approaches in a manner that best fits your business environment. Who Should Read This Book The perplexed—or just curious This book is for perplexed software and management professionals who have heard the buzz about agile methods and want to separate the chaff from the wheat. Perhaps you have a CMM- or ISO-certified organization and want to know if and how agile methods can help you. Or perhaps some part of your organization has adopted agile methods and you are unsure of how they should fit in. Fundamentally, if you need to understand how the latest software development approaches can help meet business goals, this book is for you. Software project managers and mid-level executives should read this book to understand the agility/plan-driven controversy and learn how best to apply the new approaches in your organizations. Software developers should read this book to better understand how your field is evolving and what it means for your career.Computer science and software engineering students should read this book to better understand how to make choices about your own level of discipline, both in school and at work. Academicians should read this book to understand some of what your students are asking about, and how to help them make informed decisions.Proponents of both agile and plan-driven methods should read this book to dispassionately look at your opponent's ideas.CIOs and CEOs should read this book to help you understand what's going on in the software world and what implications it may have for your company.How To Read This Book Several ways to read the book Most of you are busy people, and "must-read" material attacks you from all sides, 24/7. Some of you want to quickly assess the material for later reflection. Others want to know how to implement the concepts we present. For that reason, we've tried to make this book easy to read quickly but with pointers to more in-depth material. In a hurry? Use the fast track for a quick overview If time is short, use the fast track summaries to scan the total content of the book, stopping to read things you find interesting or particularly applicable to your needs, and following the icons for specific technical information. If you find you need even more detailed material, there are references as well as a list of additional resources in Appendix F. First and last chapters are key You can also tailor your reading through chapter selection. Reading the first and last chapters gives a pretty good idea of the material at a familiarization level. You can read the chapters in any order. Here is a quick summary:The first chapter sets the stage for what follows. It introduces the main points and provides an executive summary of the book.Chapter 2 compares the agile and plan-driven approaches and provides insight into the type of projects where each has been most successful—their home grounds.Chapter 3 provides an experiential introduction to the approaches by describing how both a typical and not-so-typical day might be spent using each.Chapter 4 presents two project case studies that illustrate the limits of pure agile and pure plan-driven implementations and the benefits of integrating the approaches.Chapter 5 describes a risk-based approach for making methodology decisions that integrate agile and plan-driven practices, and illustrates it with representative examples. Chapter 6 summarizes the material and offers some final observations. Appendix A provides top-level descriptions of the major agile and plan-driven methods, highlighting their primary distinguishing factors, and a summary of those factors for comparison.Appendices B-E provide technical and background information to support our analyses and speak to specific technical topics. Appendix F supplies references and the endnotes are listed by chapter in Appendix G. 0321186125P04142003
I anatomize a successful open-source project, fetchmail, that was run as a deliberate test of some theories about software engineering suggested by the history of Linux. I discuss these theories in terms of two fundamentally different development styles, the "cathedral" model, representing most of the commercial world, versus the "bazaar" model of the Linux world. I show that these models derive from opposing assumptions about the nature of the software-debugging task. I then make a sustained argument from the Linux experience for the proposition that "Given enough eyeballs, all bugs are shallow," suggest productive analogies with other self-correcting systems of selfish agents, and conclude with some exploration of the implications of this insight for the future of software.
We study the strategy of bundling a large number of information goods, such as those increasingly available on the Internet, and selling them for a fixed price. We analyze the optimal bundling strategies for a multiproduct monopolist, and we find that bundling very large numbers of unrelated information goods can be surprisingly profitable. The reason is that the law of large numbers makes it much easier to predict consumers' valuations for a bundle of goods than their valuations for the individual goods when sold separately. As a result, this “predictive value of bundling” makes it possible to achieve greater sales, greater economic efficiency, and greater profits per good from a bundle of information goods than can be attained when the same goods are sold separately. Our main results do not extend to most physical goods, as the marginal costs of production for goods not used by the buyer typically negate any benefits from the predictive value of large-scale bundling.
While determining optimal bundling strategies for more than two goods is a notoriously difficult problem, we use statistical techniques to provide strong asymptotic results and bounds on profits for bundles of any arbitrary size. We show how our model can be used to analyze the bundling of complements and substitutes, bundling in the presence of budget constraints, and bundling of goods with various types of correlations and how each of these conditions can lead to limits on optimal bundle size. In particular we find that when different market segments of consumers differ systematically in their valuations for goods, simple bundling will no longer be optimal. However, by offering a menu of different bundles aimed at each market segment, bundling makes traditional price discrimination strategies more powerful by reducing the role of unpredictable idiosyncratic components of valuations. The predictions of our analysis appear to be consistent with empirical observations of the markets for Internet and online content, cable television programming, and copyrighted music.
Abstract In this paper,we provide a model for choosing the optimal number of bundles and their prices in the context of designing markets for information goods. Sellingbundled,goods is a widespread phenomenon, and a recent paper by Bakos and Brynjolfsson (1999) showed that under conditions ofzero marginal cost, and independent and identically distributed customer valuations, pure bundling is optimal for a multi-product monopolist. In this paper, we show, using a nonlinear programming framework and numerical analyses, that in many cases, even with iid customers and zero marginal cost, offering multiple customized bundles may be better. In cases with non-iid customers, offering different customized bundles is clearly optimal; a pure bundling approach may lead to significant loss of profit.
From the Book:In what for many readers will be the most exciting portion of the book, the authors go on to examine histories of alleged market failures, starting with QWERTY. Were producers and consumers actually locked into inferior market solutions? And if not, what devices were employed to escape the supposed trap? I will say no more on this topic here, so as not to take the edge off the authors' accounts of the creativity and ingenuity displayed by both suppliers and consumers in the competitive battle for critical mass. ....The fascinating history and analysis in Winners, Losers and Microsoft can guide us toward a better understanding of the newer forms of competition that have been mainly responsible for the success of the modern American economy in recent decades. Jack Hirshleifer, Professor of Economics; University of California, Los Angeles
This study analyzes the empirical literature concerning the influence of various factors on shareholder wealth creation in mergers and acquisitions using a multivariate framework. Overall, results indicate that while the target firm's shareholders gain significantly from mergers and acquisitions, those of the bidding firm do not. Findings also indicate that the use of stock financing has a significant impact on the wealth of both the target and bidding firms' shareholders. The presence of multiple bidders and the type of acquisition influence the bidders' return, while regulatory changes and tender offers influence the targets' returns. The paper also provides a comparison of our findings with that of previous narrative reviews and discusses their implications from the viewpoint of managers and researchers.
Digital or information goods are becoming the norm across a wide variety of industries including books, music, entertainment,
gaming and education. Due to the fact that the marginal cost of producing or reproducing information goods is very low, it
is much easier to customise and personalise them for individual users. Furthermore, sellers of these information goods are
increasingly using bundling and versioning strategies to appropriate a greater share of the surplus. This paper examines recent
research on pricing of information goods with particular focus on customisation, bundling and versioning strategies adopted
by information goods providers. The paper highlights both game-theoretic as well as optimisation models that not only provide
different perspectives, but also examine issues of information goods pricing at different levels of abstraction and complexity.
Aufgrund der spezifischen ökonomischen Spielregeln der Softwareindustrie können bereits bekannte Preiskonzepte aus anderen
Branchen nicht ohne weiteres auf Softwareprodukte übertragen werden. Dieser Beitrag gibt daher einen Überblick über verschiedene
Preisgestaltungsmöglichkeiten für Softwareanbieter. Hierbei betrachten wir die sechs Parameter Preisbildung, Struktur des
Zahlungsstroms, Bemessungsgrundlage, Preisdifferenzierung, Preisbündelung und dynamische Preisstrategien. Weiterhin wird auch
auf neue Formen der Softwarebereitstellung, wie beispielsweise Software as a Service, Bezug genommen. Die Ergebnisse basieren
auf Literaturrecherchen sowie empirischen Untersuchungen.
Due to the economic characteristics specific to software industry, pricing concepts existing in other industries cannot be
transferred without adaptation. Therefore, this article provides an overview of pricing models for software. In this context
we discuss the six parameters formation of prices, structure of payment flow, assessment base, price discrimination, price
bundling, and dynamic pricing strategies. Furthermore, we refer to recent software delivery models, such as Software as a
service. The results are based on literature research and empirical studies.
SchlüsselwörterPreisstrategie-Softwareanbieter-Softwareindustrie
KeywordsPricing strategy-Software provider-Software industry
This paper seeks to further the understanding of the variety of meanings M&A scholars attach to the label “M&A performance” by providing an alternative way to interpret the claimed inconsistency of M&A research findings. While many scholars contend that the problem stems from the multiplicity of M&A performance measures, we believe the problem rests in trying to compare different measures as if they were measuring the same feature of the organization. Through our narrative review of empirical research we analyze factors shaping the M&A – as well as the organizational – performance measurement process. The conclusion is that it is not possible to talk about M&A performance as if it was a universal construct.
In the enterprise software industry, large providers (hubs) are fostering partner networks with smaller companies (spokes) that complement their platforms. This study takes the perspective of these spokes and seeks to understand their motivation to partner. It is the first to simultaneously examine two theoretical perspectives that help explain partnership formation. The input-oriented perspective holds that organizations enter inter-firm arrangements in order to access external resources and capabilities. The output-oriented perspective posits that the complementarity of the partners' products influences the benefits obtained from a partnership. In order to examine the relevancy and possible interaction of these two perspectives, a multiple-case study is conducted. Qualitative data from 17 spoke organizations is gathered and thoroughly analyzed. The study confirms that the hub's reputation and its capability to provide integrated systems are generally important reasons for partnering. However, the extent to which the hub's innovativeness and its commercial capital motivate spokes to partner varies substantially. The key finding of this study is that these variations can be explained by differences in the level of product complementarity. This leads to the conclusion that there is a widely neglected interaction effect between the input- and output-oriented perspectives in explaining the formation of hub-and-spoke partnerships.
Software engineering is forecast to be among the fastest growing employment field in the next decades. The purpose of this investigation is two-fold: Firstly, empirical studies on the personality types of software professionals are reviewed. Secondly, this work provides an up-to-date personality profile of software engineers according to the Myers–Briggs Type Indicator.