Spillover Effects and Freemium Strategy in the Mobile App Market

References

• Aguiar L (2017) Let the music play? Free streaming and its effects on digital music consumption. Inform. Econom. Policy 41:1–14.Crossref, Google Scholar
• AppAnnie (2015) The state of play: A look at the growth of Google Play. Accessed November 15, 2022, https://s3.amazonaws.com/files.appannie.com/reports/The-State-of-Play-Google-IO-2015-EN.pdf.Google Scholar
• Appel G, Libai B, Muller E, Shachar R (2020) On the monetization of mobile apps. Internat. J. Res. Marketing. 37(1):93–107.Crossref, Google Scholar
• Arora S, ter Hofstede F, Mahajan V (2017) To free, or not to free: The implications of offering free versions for the performance of paid mobile apps. J. Marketing 81(6):62–78.Crossref, Google Scholar
• Bawa K, Shoemaker R (2004) The effects of free sample promotions on incremental brand sales. Marketing Sci. 23(3):345–363.Link, Google Scholar
• Boudreau KJ (2018) Amateurs crowds & professional entrepreneurs as platform complementors. NBER Working Paper No. 24512, National Bureau of Economic Research, Cambridge, MA.Google Scholar
• Brecko K (2022) New features free of charge? Intertemporal product versions and pricing in the software market. Marketing Sci., ePub ahead of print August 23, https://doi.org/10.1287/mksc.2022.1389.Google Scholar
• Chellappa RK, Mehra A (2018) Cost drivers of versioning: Pricing and product line strategies for information goods. Management Sci. 64(5):2164–2180.Google Scholar
• Chen H, Duan W, Zhou W (2017) The interplay between free sampling and word of mouth in the online software market. Decision Support Systems 95:82–90.Crossref, Google Scholar
• Cheng HK, Liu Y (2011) Optimal software free trial strategy: The impact of network externalities and consumer uncertainty. Inform. Systems Res. 23(2):488–504.Link, Google Scholar
• Chevalier J, Goolsbee A (2003) Measuring prices and price competition online: Amazon.com and BarnesandNoble.com. Quant. Marketing Econom. 1(2):203–222.Crossref, Google Scholar
• Chiou L, Tucker C (2013) Paywalls and the demand for news. Inform. Econom. Policy 25(2):61–69.Crossref, Google Scholar
• Datta H, Knox G, Bronnenberg BJ (2017) Changing their tune: How consumers’ adoption of online streaming affects music consumption and discovery. Marketing Sci. 37(1):5–21.Link, Google Scholar
• Dey D, Lahiri A (2016) Versioning: Go vertical in a horizontal market? J. Management Inform. Systems 33(2):546–572.Crossref, Google Scholar
• Dey D, Lahiri A, Liu D (2013) Consumer learning and time-locked trials of software products. J. Management Inform. Systems 30(2):239–268.Crossref, Google Scholar
• Foubert B, Gijsbrechts E (2016) Try it, you’ll like it: Or will you? The perils of early free-trial promotions for high-tech service adoption. Marketing Sci. 35(5):810–826.Link, Google Scholar
• Garg R, Telang R (2013) Inferring app demand from publicly available data. Management Inform. Systems Quart. 37(4):1253–1264.Crossref, Google Scholar
• Ghose A, Han SP (2014) Estimating demand for mobile applications in the new economy. Management Sci. 60(6):1470–1488.Link, Google Scholar
• Godes D, Silva JC (2012) Sequential and temporal dynamics of online opinion. Marketing Sci. 31(3):448–473.Link, Google Scholar
• Gu X, Kannan PK, Ma L (2018) Selling the premium in freemium. J. Marketing 82(6):10–27.Crossref, Google Scholar
• Halbheer D, Stahl F, Koenigsberg O, Lehmann DR (2014) Choosing a digital content strategy: How much should be free? Internat. J. Res. Marketing 31(2):192–206.Crossref, Google Scholar
• Heiman A, McWilliams B, Shen Z, Zilberman D (2001) Learning and forgetting: Modeling optimal product sampling over time. Management Sci. 47(4):532–546.Link, Google Scholar
• Hoang A-P, Kauffman RJ (2018) Content sampling, household informedness, and the consumption of digital information goods. J. Management Inform. Systems 35(2):575–609.Crossref, Google Scholar
• Hong Y, Pavlou PA (2014) Product fit uncertainty in online markets: Nature, effects, and antecedents. Inform. Systems Res. 25(2):328–344.Link, Google Scholar
• Jain D, Mahajan V, Muller E (1995) An approach for determining optimal product sampling for the diffusion of a new product. J. Production Innovation Management 12(2):124–135.Crossref, Google Scholar
• Kannan PK, Pope BK, Jain S (2009) Practice prize winner—Pricing digital content product lines: A model and application for the National Academies Press. Marketing Sci. 28(4):620–636.Link, Google Scholar
• Kosner AW (2015) Apple App Store revenue surge and the rise of freemium app pricing. Accessed November 15, 2022, https://www.forbes.com/sites/anthonykosner/2015/01/11/apple-app-store-revenue-surge-and-the-rise-of-the-freemium.Google Scholar
• Kretschmer T, Peukert C (2020) Video killed the radio star? Online music videos and recorded music sales. Inform. Systems Res. 31(3):776–800.Link, Google Scholar
• Kummer M, Schulte P (2019) When private information settles the bill: Money and privacy in Google’s market for smartphone applications. Management Sci. 65(8):3470–3494.Link, Google Scholar
• Lahiri A, Dey D (2018) Versioning and information dissemination: A new perspective. Inform. Systems Res. 29(4):965–983.Link, Google Scholar
• Lambrecht A, Misra K (2016) Fee or free: When should firms charge for online content? Management Sci. 63(4):1150–1165.Link, Google Scholar
• Lee Y-J, Tan Y (2013) Effects of different types of free trials and ratings in sampling of consumer software: An empirical study. J. Management Inform. Systems 30(3):213–246.Crossref, Google Scholar
• Lee C, Kumar V, Gupta S (2017) Designing freemium: Strategic balancing growth and monetization. Preprint, submitted July 26, https://dx.doi.org/10.2139/ssrn.2767135.Google Scholar
• Lee S, Zhang J, Wedel M (2021) Managing the versioning decision over an app’s lifetime. J. Marketing 85(6):44–62.Google Scholar
• Li X, Bresnahan T, Yin P-L (2016) Paying incumbents and customers to enter an industry: Buying downloads. Preprint, submitted September 4, https://dx.doi.org/10.2139/ssrn.2834564.Google Scholar
• Li H, Jain S, Kannan PK (2019) Optimal design of free samples for digital products and services. J. Marketing Res. 56(3):419–438.Crossref, Google Scholar
• Liang C, Shi Z, Raghu TS (2019) The spillover of spotlight: Platform recommendation in the mobile app market. Inform. Systems Res. 30(4):1296–1318.Link, Google Scholar
• Liu CZ, Au YA, Choi HS (2014) Effects of freemium strategy in the mobile app market: An empirical study of Google Play. J. Management Inform. Systems 31(3):326–354.Crossref, Google Scholar
• Niculescu MF, Wu DJ (2014) Economics of free under perpetual licensing: Implications for the software industry. Inform. Systems Res. 25(1):173–199.Link, Google Scholar
• Papies D, Eggers F, Wlömert N (2011) Music for free? How free ad-funded downloads affect consumer choice. J. Acad. Marketing Sci. 39(5):777–794.Crossref, Google Scholar
• Pauwels K, Weiss A (2008) Moving from free to fee: How online firms market to change their business model successfully. J. Marketing 72(3):14–31.Crossref, Google Scholar
• Runge J, Wagner S, Claussen J, Klapper D (2016) Freemium pricing: Evidence from a large-scale field experiment. Preprint, submitted December 21, http://dx.doi.org/10.2139/ssrn.2888471.Google Scholar
• Schoenmueller V, Netzer O, Stahl F (2020) The polarity of online reviews: Prevalence, drivers and implications. J. Marketing Res. 57(5):853–877.Crossref, Google Scholar
• Shoemaker RW, Shoaf FR (1975) Behavioral changes in the trial of new products. J. Consumer Res. 2(2):104–109.Crossref, Google Scholar
• Statista (2019) Worldwide mobile app revenues in 2014 to 2023. Accessed July 15, 2020, https://www.statista.com/statistics/269025/worldwide-mobile-app-revenue-forecast/.Google Scholar
• Statista (2020a) Number of available applications in the Google Play store from December 2009 to September 2020. Accessed November 15, 2020, https://www.statista.com/statistics/266210/number-of-available-applications-in-the-google-play-store/.Google Scholar
• Statista (2020b) Number of available apps in the Apple App Store from 2008 to 2020. Accessed November 15, 2020, https://www.statista.com/statistics/268251/number-of-apps-in-the-itunes-app-store-since-2008/.Google Scholar
• Sunada T (2020) Consumer learning in a durable-goods environment and profitable free trials. Working paper, University of Rochester, Rochester, NY.Google Scholar
• Wang C, Zhang X (2009) Sampling of information goods. Decision Support Systems 48(1):14–22.Crossref, Google Scholar
• Wu F, Huberman BA (2008) How public opinion forms. Christos Papadimitriou, Shuzhong Zhang, eds. Internet and Network Economics. Lecture Notes in Computer Science (Springer, Berlin), 334–341.Crossref, Google Scholar