Moving from Free to Fee: How Online Firms Market to Change Their business Model Successfully.

By Koen Pauwels, Allen M. Weiss. 2008

216 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/b23c6a8758b80770443f0cfc3049708958790850

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Management Science and Operations Research

In Marketing

In Strategy and Management

Citations in the corpus

The business model: Present and future—beyond a skeumorph (2013, background): “Switching to a new business model is often unsuccessful (even for going from a free to a freemium model; Pauwels and Weiss, 2008), given restrictions imposed by path dependencies (Cavalcante et al., 2011) and institutional constraints (e.g. related to design (Hargadon and Douglas, 2001), to culture…”
Do Your Online Friends Make You Pay? A Randomized Field Experiment on Peer Influence in Online Social Networks (2014, background): “…earlier, a singular challenge for freemium communities is discerning pathways and strategies for moving users from-free-to-fee , that is converting users from the large pool of free users to the elite set of premium paid subscribers (Oestreicher-Singer and Zal-manson 2013, Pauwels and Weiss 2008).”
The business model: Theoretical roots, recent developments, and future research (2010, background): “Pauwels and Weiss (2008) examine “fee and free” business models for providing digital content on the Internet.”
Creating and capturing value from freemium business models: A demand-side perspective (2018, background): “This paper links with studies in the fields of marketing (Arora, ter Hostede, and Mahajan, 2017; Lee, Kumar, and Gupta, 2015; Pauwels and Weiss, 2008) and information systems (Jiang and Sarkar, 2009; Liu, Au, and Choi, 2014; Runge et al.”
App Popularity: Where in the World are Consumers Most Sensitive to Price and User Ratings? (2018, background): “Thus, the debate on the viability of paid versus free apps is far from settled—similar to the back-and-forth pendulum for other digitally distributed products and services, such as news and professional forums (e.g., Kumar et al. 2012; Pauwels and Weiss 2008).”
Digital marketing: A framework, review and research agenda (2017, unknown): “Pauwels and Weiss (2007) focused on freemium models in the context of newspapers and magazines in the presence of advertising revenue.”
Business Model Innovation to Create and Capture Resource Value in Future Circular Material Chains (2014, background): “It is clear that these findings influenced the further work on understanding business models and this can be seen in the definitions that were presented for the constituent parts of a business model in the work published from 2007 onwards as well as an increasing set of questions raised around the b”
Content or Community? A Digital Business Strategy for Content Providers in the Social Age (2013, background): “…have stressed that this may result in lower perceived value of the free content, causing lower demand levels (Brynjolfsson et al. 2003; Fitzsimons and Lehmann 2004; for opposing results see Zeithaml 1988), as well as slower growth of the consumer base for the free service (Pauwels and Weiss 2008).”
Marketing in Computer-Mediated Environments: Research Synthesis and New Directions (2014, unknown): “For example, Pauwels and Weiss (2008) find that customers acquired with online price pro-motions make shorter-term commitments, whereas those acquired with informational e-mails or search engine ads lead to longer-term commitments.”
Retailer Pricing and Competitive Effects (2009, unknown): “…moving from free to fee (i.e., from zero to a positive price) has consequences for a ﬁrm’s advertising revenues from free subscribers as it slows down the growth of free users directly and reduces the effectiveness of marketing communications in generating new free users (Pauwels and Weiss 2008).”
Digitisation, ‘Big Data’ and the transformation of accounting information (2014, unknown): “Internet ‘pure plays’ operate very frequently on radically different commercial models and a different business logic relative to traditional ﬁrms (Mahadevan 2000, Pauwels and Weiss 2008, Chesbrough 2010, Teece 2010, Thompson and MacMillan 2010, Brynjolfsson et al .”
Business Models: Origin, Development and Future Research Perspectives (2016, background): “Further perspectives about a long-term oriented “Change & evolution” of business models are included in, for example, Enders and Jelassi (2000), Bonaccorsi et al. (2006), Pauwels and Weiss (2008), Wirtz et al. (2010), and Aspara et al. (2013).”