Name
Title | ||
|---|---|---|
How do users cope with trial restrictions? A field experiment on free trial software. |
Abstract | ||
|---|---|---|
Software vendors often provide free downloads of free trial versions of software but normally with some restrictions attached (e.g., time and/or functionality restrictions). The question arises as to what extent the restrictions could influence a users propensity to procure the full version. This study seeks to answer this question through two important theoretical backbones: expectation-disconfirmation and coping. Based on these two theories, we built a research model of a users coping reactions toward software trial restrictions. A field experiment was conducted to verify the hypotheses. Results show that negative disconfirmation on time/functionality restriction positively influenced the adoption of rational thinking strategy, which in turn positively influence the level of action coping. As a result, the degree to which rational thinking and action coping strategy were exploited positively influenced a users willingness to pay for the full-version software. Theoretical and practical implications of the findings are discussed. |
Year | DOI | Venue |
|---|---|---|
2017 | 10.1016/j.ijinfomgt.2017.03.007 | Int J. Information Management |
Keywords | Field | DocType |
FTS,OSS,EDT,WTA,PLS,IS | Rationality,Willingness to pay,Coping (psychology),Knowledge management,Software,Engineering,Marketing | Journal |
Volume | Issue | ISSN |
37 | 4 | 0268-4012 |
Citations | PageRank | References |
0 | 0.34 | 12 |
Authors | ||
3 | ||
Name | Order | Citations | PageRank |
|---|---|---|---|
| Xue Yang | 1 | 5 | 2.09 |
| Na Liu | 2 | 17 | 8.73 |
| Hock-hai Teo | 3 | 1299 | 86.90 |