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    Please use this identifier to cite or link to this item: http://nthur.lib.nthu.edu.tw/dspace/handle/987654321/61790


    Title: How to encourage customers to use legal software
    Authors: Chiu HC;Hsieh YC;Wang MC
    教師: 丘宏昌
    Date: 2008
    Publisher: Springer Verlag
    Relation: Journal of Business Ethics,Springer Verlag,Volume: 80,Issue: 3,Pages: 583-595,JUL 2008
    Keywords: ETHICAL DECISION-MAKING
    SERVICE PROVIDERS
    SWITCHING BARRIERS
    EMPIRICAL-EVIDENCE
    PIRACY
    MODEL
    SATISFACTION
    CONSEQUENCES
    BEHAVIOR
    IMPACT
    Abstract: This study attempts to identify customer retention strategies for legal software and discusses their effectiveness for three consumer groups (stayers, dissatisfied switchers, and satisfied switchers). Although previous studies propose several antipirating strategies, they do not discuss how to enhance customer intentions to use legal software, which is crucial for software companies. The authors provide four generic retention strategies developed from both antipiracy and customer loyalty literature. The results indicate lower-pricing, legal, communication, and product strategies all enhance customer purchase intentions toward legal software. The lower-pricing strategy is more useful for stayers and dissatisfied switchers, and the communication strategy is most useful for dissatisfied switchers. Both the legal and product strategies have similar impacts on purchase intentions across the three segments. From a firm perspective, a product strategy is most worthwhile and useful across all segments.
    URI: www.springerlink.com
    http://nthur.lib.nthu.edu.tw/dspace/handle/987654321/61790
    Appears in Collections:[科技管理研究所] 期刊論文

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