The logic of revenue logic? Strategic and operational levels of pricing in the context of software business

Äijö, T., Saarinen, K., 2001. Business models—conceptual analysis. Working Papers 12, Telecom Business Research Center, Lappeenranta. Alajoutsijärvi, 2000, Customer relationships and the small software firm. A framework for understanding challenges faced in marketing, Information and Management, 37, 153, 10.1016/S0378-7206(99)00039-7 Åman, S., Tykkä, H., Miikkulainen, K., Tinnilä, M., Leminen, S., 2005. ABC for pricing. A Pricing Handbook for Information Products and Services. HIMA Pricing Models in Customer Relationship. TIEKE/Development Centre of Information Society ry/LTT, Helsinki, Finland. Anderson, 1994, Dyadic business relationships within a business network context, Journal of Marketing, 58, 1, 10.2307/1251912 Andris, 2002, Do software manufacturers still have the license to sue?, Intellectual Property and Technology Law Journal, 14, 7 Auerbach, 2003 Blomqvist, K.M., Puumalainen, K., Varis, J., Saarenketo, S., Niiranen, J., Kuivalainen O., Kyläheiko, K., Porras, J., Savolainen, P., Virolainen, V.M., Äijö, T., 2001. Tietoliikennetekniikan PK-lisäarvopalvelutuottajat Suomessa (translation in English: SME value adding service providers of telecommunication technology in Finland). Research Reports 3, Telecom Business Research Center, Lappeenranta (in Finnish). Bontis, 2000, The evolution of software pricing: from box licenses to application service provider models, Internet Research, 10, 246, 10.1108/10662240010331993 Chabchoub, 2005, Explaining the propensity to patent computer software, Technovation, 25, 971, 10.1016/j.technovation.2004.02.015 Chesbrough, 2002, The role of the business model in capturing value from innovation: evidence from Xerox Corporation's technology spin-off companies, Industrial and Corporate Change, 11, 529, 10.1093/icc/11.3.529 Claret, 1995, Pricing—a challenge to management accounting, Management Accounting, 73, 20 Cusumano, 2003, Finding your balance in the products and services debate, Communications of the ACM, 46, 15, 10.1145/636772.636786 Cusumano, 2004 Davidow, 1986 Davidson, 2005, Pricing strategy and execution: an overlooked way to increase revenues and profits, Strategy and Leadership, 33, 25, 10.1108/10878570510631639 Engelhardt, 2004, Entrepreneurial models and the software sector. Routledge Taylor and Francis Group, Competition and Change, 8, 391, 10.1080/1024529042000304428 Gabor, 1977 Glynn, 1999 Grunenwald, 1988, Pricing decision making for high-technology products and services, The Journal of Business and Industrial Marketing, 3, 61, 10.1108/eb006052 Hamel, 2000 Hecker, 1999, Setting up shop: the business of open-source software, IEEE Software, 16, 45, 10.1109/52.744568 Hirsjärvi, 2001 Hoch, 1999 Kontio, 2005 Kotler, 1988 Kuivalainen, O., Saarenketo, S., Jääskeläinen, J., 2000. Creating value to the international network—the case of business to business e-commerce software producer and value added reseller. In: CD-rom Proceedings of the 16th Annual IMP Conference, Bath, UK, 7.-9.9.2000. Linder, 2001, Cautionary tales, Outlook, 1, 27 Linhai, H., Walrand, J., 2005. Pricing and Revenue Sharing Strategies for Internet Service Providers. IEEE Press, New York, available at: 〈http://ieeexplore.ieee.org/iel5/9990/32099/01497892.pdf?tp=&〉. [23.10.2006]. MacKie-Mason, J.K., Varian, H., 1996. Some FAQ's about usage based pricing. The Journal of Electronic Publishing 2, 1, available at: 〈http://www-personal.umich.edu/~jmm/papers/useFAQs/useFAQs.pdf〉. [24.10.2006]. Magretta, 2002, Why business models matter, Harvard Business Review, 80, 86 McHugh, 1999 Messerschmitt, 2003 Miles, 1994 Mitchell, 2003, The ultimate competitive advantage of continuing business model innovation, The Journal of Business Strategy, 24, 15, 10.1108/02756660310504924 Mohr, 2005 Moore, 1999 Nagle, 1984, Economic foundations for pricing, Journal of Business, 57, 3, 10.1086/296232 Nagle, 1993, Managing price competition, Marketing Management, 2, 36 Nagle, 2002, Don’t just set prices, manage them, Marketing Management, 1, 29 Nagle, 1998, Kamikaze pricing, Marketing Management, 7, 31 Nagle, 1994, Financial analysis for profit-driven pricing, Sloan Management Review, 35, 71 Nambisan, 2001, Why service businesses are not product businesses, MIT Sloan Management Review, 42, 72 Pykäläinen, 2007, Model for profiting from software innovations in the new era of computing, Technovation, 27, 179, 10.1016/j.technovation.2006.11.005 Rajala, 2001 Rajala, 2007, Revenue logics of mobile entertainment software—observations from companies producing mobile games, Journal of Theoretical and Applied Electronic Commerce Research, 2, 34, 10.3390/jtaer2020012 Sainio, L.-M., 2005. The effects of potentially disruptive technology on business model—a case study of new technologies in ICT industry. Doctoral Dissertation, Lappeenranta University of Technology, Department of Economics and Business Administration. Shapiro, 1998 Tellis, 1986, Beyond the many faces of price: an integration of pricing strategies, Journal of Marketing, 50, 146, 10.2307/1251292 Yin, 2003