Pricing · Analytical/theoretical research on software licensing strategy (the fetched publisher record is not a field study).
The Impact of Customer Valuation Uncertainty on Software Licensing
MIS Quarterly · 2020
Summary
The publisher summary frames customer valuation uncertainty as important to vendors’ licensing strategy and directly addresses long-term commitment/subscription choices.
For your marketing
Possible founder application
Use uncertainty-sensitive trials, packaging and contract design; do not assume subscriptions dominate when customers cannot assess value before adoption.
Reported result
What the study found
The publisher summary frames customer valuation uncertainty as important to vendors’ licensing strategy and directly addresses long-term commitment/subscription choices.
Research question
What the authors investigated
How does customer uncertainty about the value of software affect licensing strategy, including subscription versus other licensing approaches?
Design
Analytical/theoretical research on software licensing strategy (the fetched publisher record is not a field study).
Sample and setting
Software licensing markets and customers whose valuation is uncertain before adoption; no numeric sample is applicable.
Scope and transfer
Limitations to keep in view
The accessible page does not provide empirical sample evidence; conclusions are model/theory-based and should not be treated as causal field estimates.
Research sources
MISQ publisher record and DOI landing page support title, citation, author, year and topic; the study-type characterization is limited to what the fetched record exposes. Firecrawl research job 01a14366-d263-71d0-bc44-b95482987b7b returned this citation and metadata.