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New Features Free of Charge? Intertemporal Product Versions and Pricing in the Software Market

In many durable good contexts, firms price-discriminate by charging higher prices for the latest functionality. By contrast, the software market sees little such price discrimination despite new versions being introduced over time. I propose that the software firm’s ability to price-discriminate is restricted by (1) the extent to which consumers value the innovation and (2) the cost associated with legacy software maintenance. To analyze this question, I use a unique data set of subscriptions to a Fortune 500 firm’s software products. In my data, consumers frequently choose to forgo the free upgrade, electing to renew legacy versions of the product instead. To distinguish among the different factors driving this pattern, I develop a dynamic model of consumer choice of product versions, renewal opportunities, and upgrades. The model estimates reveal that, although the majority of consumers value new versions, the high-value, price-insensitive consumers do not, causing it to be unprofitable for the firm to price the latest functionality at a premium. Even so, I find that this preference heterogeneity favors a shift to a product with automatic upgrades to the latest functionality, thus providing both a cost and a demand justification for this observed industry trend.

Ketersediaan

Informasi Detail

Judul Seri

MARKETING SCIENCE; Vol.41 No.1 January-February 2023

No. Panggil

-

Penerbit

: .,

Deskripsi Fisik

p. 61-86

Bahasa

English

ISBN/ISSN

-

Klasifikasi

NONE

Tipe Isi

-

Tipe Media

-

Tipe Pembawa

-

Edisi

-

Subjek

PRICING
DURABLE GOODS
UPGRADES
INTERTEMPORAL PRODUCT VERSIONS
PRODUCT VERSIONING

Info Detail Spesifik

https://doi.org/10.1287/mksc.2022.1389

Pernyataan Tanggungjawab

Kristina Brecko

Versi lain/terkait

Lampiran Berkas

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