nach oben

Information Systems and e-Business Management

Erschienen in:

01.06.2013 | Original Article

User adoption and purchasing intention after free trial: an empirical study of mobile newspapers

verfasst von: Ting Wang, Lih-Bin Oh, Kanliang Wang, Yufei Yuan

Erschienen in: Information Systems and e-Business Management | Ausgabe 2/2013

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config

KI-gestützte Suche

Aus

Abstract

Marketing stimuli such as free trial has been widely used to increase user acceptance and intention to purchase information services. Information technology (IT) acceptance theories, such as the technology acceptance model and the unified theory of acceptance and use of technology, have been widely used to explain information system (IS) usage. These theories, however, do not explicitly consider the effect of marketing stimuli that would influence and shape user beliefs, attitude and behavior towards the use and purchase of new IS/IT. Echoing calls for advancing knowledge in technology acceptance, we propose a theoretical model based on expectation conformation theory to investigate the effect of marketing stimuli in the form of free trial and price of using IS on consumers’ acceptance decision process. In this study, free trial of mobile newspaper is used as the research context. A survey sample of 192 responses is used to test the model. Results suggest that the trial experience has an impact on post-trial beliefs and attitude. Perceived fee also has an effect on the acceptance of the information service when the users need to pay for the service.

Vorheriger Artikel Introduction to the special issue on User Experience in e-Business Environments

Nächster Artikel Exploring the online bidder’s repurchase intention: a cost and benefit perspective

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 102.000 Bücher
über 537 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Technik"

Online-Abonnement

Mit Springer Professional "Technik" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 390 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Maschinenbau + Werkstoffe

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 340 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Nur mit Berechtigung zugänglich

Agarwal R, Prasad J (1998) The antecedents and consequents of user perceptions in nformation technology adoption. Decis Support Syst 22(1):15–29CrossRef

Barclay D, Higgins C, Thompson R (1995) The partial least squares (PLS) approach to causal modeling: personal computer adoption and use as an illustration. Technol Stud 2(2):285–309

Bawa K, Shoemaker R (2004) The effects of free sample promotions on incremental brand sales. Market Sci 23(3):345–363CrossRef

Benbasat I, Zmud RW (2003) The identity crisis within the is discipline: defining and communicating the discipline’s core properties. MIS Q 27(2):183–194

Berger IE, Mitchell AA (1989) The effect of advertising on attitude accessibility, attitude confidence, and the attitude-behavior relationship. J Consum Res 16(3):269–279CrossRef

Bettinger CO, Dawson LE Jr, Wales HG (1979) The impact of free-sample advertising. J Advert Res 19(3):35–39

Bhattacherjee A (2001) Understanding information systems continuance: an expectation-confirmation model. MIS Q 25(3):351–370CrossRef

Bhattacherjee A, Premkumar G (2004) Understanding changes in belief and attitude toward information technology usage: a theoretical model and longitudinal test. MIS Q 28(2):229–254

Bhattacherjee A, Sanford C (2006) Infulence processes for information technology acceptance: an elaboration likelihood model. MIS Q 30(4):805–825

Burton-Jones A, Hubona GS (2005) Individual differences and usage behavior: revisiting a technology acceptance model assumption. SIGMIS Datab 36(2):58–77CrossRef

Cheng HK, Tang QC (2010) Free trial or no free trial: optimal software product design with network effects. Eur J Oper Res 205(2):437–447CrossRef

Chin WW (1998) The partial least squares approach to structural equation modeling. In: Marcoulides GA (ed) Modern methods for business research. Lawrewnce Erlbaum, Mahwah

Chin WW, Todd PA (1995) On the use, usefulness, and ease of use of structural wquation modeling in MIS research: a note of caution. MIS Q 19(2):237–246CrossRef

Cronin JJ, Brady M, Hult T (2000) Assessing the effects of quality, value, and customer satisfaction on consumer behavioral intention in service environments. J Retail 76(2):193–218CrossRef

Davis FD (1989) Perceived usefulness, perceived ease of use, and user acceptance of information technology. MIS Q 13(3):319–340CrossRef

Davis FD, Bagozzi RP, Warshaw PR (1989) User acceptance of computer technology: a comparison of two theoretical models. Manage Sci 35(8):982–1003CrossRef

Davis FD, Bagozzi RP, Warshaw PR (1992) Extrinsic and intrinsic motivation to use computers in the workplace. J Appl Soc Psychoi 22(14):1111–1132CrossRef

Falk R, Miller NB (1992) A primer for soft modeling. University of Akron Press, Akron

Festinger LA (1957) A theory of cognitive dissonance. Row, Peterson, Evanston

Fornell C, Larcker DF (1981) Evaluating structural equation models with unobserved variables and measurement error. J Mark Res 18(1):39–50CrossRef

Fornell CR, Tellis GL, Zinkhan GM (1982) Validity assessment: a structural equations approach using partial least squares. American Marketing Association Educators’ conference. Chicago: American Marketing Association. pp 405–409

Goering PA (1985) Effects of product trial on consumer expectations, demand, and prices. J Consum Res 12(1):74–82

Hong S-J, Tam KY (2006) Understanding the adoption of multipurpose information applicances: the case of mobile data services. Inf Syst Res 17(2):162–179CrossRef

Hong SJ, Thong JYL, Tam KYJ (2006) Understanding continued information technology usage behavior: a comparison of three models in the context of mobile Internet. Decis Support Syst 42(3):1819–1834CrossRef

Hong S-J, Thong JYL, Moon J-Y, Tam K-Y (2008) Understanding the behavior of mobile data services consumers. Inf Syst Front 10(4):431–445CrossRef

Howard JA, Sheth JN (1969) The theory of buyer behavior. John Wiley, New York

Hu PJ, Chau PYK, Sheng ORL, Tam KY (1999) Examining the technology acceptance model using physician acceptance of telemedicine technology. J Manage Inf Syst 16(2):91–112

Karahanna E, Straub DW, Chervany NL (1999) Information technology adoption across time: a cross-sectional comparison of pre-adoption and post-adoption beliefs. MIS Q 23(2):183–213CrossRef

Kempf DS (1999) Attitude formation from product trial: distinct roles of cognition and affect for hedonic and functional products. Psychol Market 16(1):35–50CrossRef

Kempf DS, Smith RE (1998) Consumer processing of product trial and the influence of prior advertising: a structural modeling approach. J Mark Res 35(3):325–338CrossRef

Kim S, Garrison G (2009) Investigating mobile wireless technology adoption: an extension of the technology acceptance model. Inf Syst Front 11(3):323–333CrossRef

Kim H-W, Chan HC, Gupta S (2007) Value-based adoption of mobile internet: an empirical investigation. Decis Support Syst 43(1):111–126CrossRef

LaTour SA, Peat NC (1980) The role of situationally-produced expectations, others’ experiences, and prior experience in determining consumer satisfaction. In: Olson JC (ed) Advances in consumer research. Association for Consumer Research, Ann Arbor, pp 588–592

Legris P, Ingham J, Collerette P (2003) Why do people use information technology? A critical review of the technology acceptance model. Inf Manage 40(3):191–204CrossRef

Limayem M, Hirt SG, Cheung CMK (2007) How habit limits the predictive power of intention: the case of information systems continuance. MIS Q 31(4):705–737

Liu Z, Min Q, Ji S (2008) A comprehensive review of research in IT adoption. Wireless communications, networking and mobile computing, 2008. WiCOM ‘08. 4th international conference on. 1–5

Mackintosh R, Heikkonen M (2001) The freedom economy: gaining the mCommerce edge in the era of the wireless Internet. McGraw-Hill Companies, Berkeley

Monroe KB, Krishnan R (1985) Perceived quality. In: Jacoby J, Olson J (eds) The effect of price on subjective product evaluations. Lexington Books, Lexington, pp 209–232

Moon J-W, Kim Y-G (2001) Extending the TAM for a world-wide-web context. Inf Manage 38(4):217–230CrossRef

Nilakanta S, Scamell RW (1990) The effect of information sources and communication channels on the diffusion of innovation in a data base development environment. Manage Sci 36(1):24–40CrossRef

Nunnally JC (1978) Psychometric theory, 2nd edn. McGraw Hill, New York

Oliver RL (1980) A cognitive model of the antecedents and consequences of satisfaction decisions. J Mark Res 17(4):460–496CrossRef

Ringle CM, Wende S, Will S (2005) SmartPLS Hamburg: http://www.smartpls.de

Rivard S, Huff S (1988) Factors of success for end user computing. Commun ACM 31(5):552–561CrossRef

Rogers EM (1995) Diffusion of innovations, 4th edn. Free Press, New York

Smith RE, Swinyard WR (1982) Information response models: an integrated approach. J Market 46(1):81–93CrossRef

Smith RE, Swinyard WR (1983) Attitude-behavior consistency: the impact of product trial versus advertising. J Mark Res 20(3):257–267CrossRef

Smith RE, Swinyard WR (1988) Cognitive response to advertising and trial: belief strength, belief confidence and product curiosity. J Advert 17(3):3–14

Starbuck W, Webster J (1991) When is play productive? Account Manage Inf Technol 1(1):71–90CrossRef

Swanson EB (1988) Information system implementation: bridging the gap between design and utilization. Irwin, Homewood

Sweeney JC, Soutar GN (2001) Consumer perceived value: the development of a multiple item scale. J Retail 77(2):203–220CrossRef

Thaler R (1985) Mental accounting and consumer choice. Market Sci 4(3):199–214CrossRef

Thong JYL, Hong SJ, Tam KY (2006) The effects of post-adoption beliefs on the expectation-confirmation model for information technology continuance. Int J Hum Comput Stud 64(9):799–810CrossRef

Tse DK, Wilton PC (1988) Models of consumer catisfaction formation: an extension. J Mark Res 25(2):204–212CrossRef

Van der Heijden H (2004) User acceptance of hedonic information systems. MIS Q 28(4):695–704

Venkatesh V (2006) Where to go from here? Thoughts on future directions for research on individual-level technology adoption with a focus on decision making. Dec Sci 37(4):497–518CrossRef

Venkatesh V, Morris MG, Gordon BD, Davis FD (2003) User acceptance of information technology: toward a unified view. MIS Q 27(3):425–478

Wright AA, Lynch JG Jr (1995) Communication effects of advertising versus direct experience when both search and experience attributes are present. J Consum Res 21(4):708–718CrossRef

Wu J-H, Wang S-C (2005) What drives mobile commerce?: an empirical evaluation of the revised technology acceptance model. Inf Manage 42(5):719–729CrossRef

Xin M, Levina N (2008) Software-as-a-service model: elaborating client-side adoption factors. In: 29th international conference on information systems. Paris, France

Zmud RW (1983) The effectiveness of external information channels in facilitating innovation within software development groups. MIS Q 7(2):43–58CrossRef

Titel: User adoption and purchasing intention after free trial: an empirical study of mobile newspapers
verfasst von: Ting Wang
Lih-Bin Oh
Kanliang Wang
Yufei Yuan
Publikationsdatum: 01.06.2013
Verlag: Springer-Verlag
Erschienen in: Information Systems and e-Business Management / Ausgabe 2/2013
Print ISSN: 1617-9846
Elektronische ISSN: 1617-9854
DOI: https://doi.org/10.1007/s10257-012-0197-5

Springer Professional

Abstract

Bitte loggen Sie sich ein, um Zugang zu Ihrer Lizenz zu erhalten.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Springer Professional "Technik"

Springer Professional "Wirtschaft"

Weitere Artikel der Ausgabe 2/2013

Impacts of employee participation and trust on e-business readiness, benefits, and satisfaction

An empirical analysis of the antecedents of e-satisfaction and e-loyalty: focusing on the role of flow and its antecedents

Investigating customer satisfaction dimensions with service quality of online auctions: an empirical investigation of e-Bay

Exploring the online bidder’s repurchase intention: a cost and benefit perspective

Introduction to the special issue on User Experience in e-Business Environments

Factors affecting the smartphone users to use the mobile portal services: focusing on Korean mobile portals

Premium Partner