Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/241852 
Year of Publication: 
2021
Citation: 
[Journal:] Managerial and Decision Economics [ISSN:] 1099-1468 [Volume:] 42 [Issue:] 7 [Publisher:] Wiley [Place:] Hoboken, NJ [Year:] 2021 [Pages:] 1686-1702
Publisher: 
Wiley, Hoboken, NJ
Abstract: 
Licensed standard software can be replicated millions of times at near zero cost for the supplier and poses immense challenges for purchasing and cost managers. A model is introduced to evaluate the appropriateness of software prices and thus to support the negotiation and decision process regarding suppliers. The model determines the “value to customer” of a software product using conjoint analysis and converts that value into a theoretical license price. In a case study coming from a large Original Equipment Manufacturer (OEM) it is shown that the developed conjoint model can successfully be used in practice and suggests realistic purchase prices.
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by-nc Logo
Document Type: 
Article
Document Version: 
Published Version

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