服务供应链视角下SaaS模式免费试用策略分析被引量：13

Analysis of Free Trial Strategy in the SaaS Model from Service Supply Chain Perspective

下载PDF

导出

摘要针对处于市场推广期的SaaS模式中应用服务需求的不确定性,本文从服务供应链的视角对免费试用策略应对需求不确定性进行建模分析。设计了合作契约保证免费试用策略下服务供应链的协调;将免费试用策略绩效与传统的风险共担策略绩效作比较,得出免费试用策略的适用条件;通过数值分析验证了模型的有效性并得出了其管理学意义。研究表明,与风险共担策略相比,免费试用策略能够激励客户需求和有效规避SaaS模式中服务需求不确定性的风险,并提高服务供应链中各方收益;免费试用策略的适用性和绩效与应用服务提供商(ASP)技术能力水平有关;服务供应链协调可以使免费试用取得更好的效果。 Aiming at the uncertain demand in the developing SaaS model, we analytically investigate the free trial strategy, which copes with the demand uncertainty, from the perspeetive of service supply chain. We design a cooperation contract to ensure the service supply chain coordination under free trial. Comparing the performance of free trial strategy with that of the traditional risk-sharing strategy, we obtain an applicable condition of the free trial strategy. Through numerical exploration analysis, effectiveness of the model lass been demonstrated and some managerial insights are obtained. The results show that the free trial strategy can stimulate customer demand, avoid service demand uncertainty risk in the SaaS model effectively, and improve the profits of the serv- ice supply chain members. The applicability and performance of the free Irial strategy are related to ASP＇ s technical ability. Furthermore, the coordination of service supply chain ean make the free trial strategy achieve a better effect.

作者李新明廖貅武

机构地区西安交通大学管理学院过程控制与效率工程教育部重点实验室

出处《运筹与管理》 CSSCI CSCD 北大核心 2013年第5期43-50,共8页 Operations Research and Management Science

基金国家自然科学基金重大项目(70890081)

关键词服务供应链免费试用契约 SAAS模式 service supply chain free trial contract SaaS model

分类号 F272 [经济管理—企业管理]

引文网络
相关文献

参考文献21

1Mathew M, Nair S. Pricing SaaS models: perceptions of business service providers and clients [ J ]. Journal of Services Research, 2010, 10(1): 51-68.
2Dewire D T. Application service providers[J]. Information Systems Management, 2000: 14z19.
3Carr N G. The end of corporate computing[J]. MIT Slosh Management Review, 2005, 46(3) : 67-73.
4Bennett C, Timbrell G T. Application Service Providers: Will they success[J]. Information systems Frontiers, 2000, 2 (2) : 195-211.
5Kern T, Willcocks L P, Lacity M C. Application service providers: risk assessment and lnitigatiou[ J]. MIS Quarterly Executive, 2002b, 1(2): 113-126.
6Currie W L, Sehsikas P. Exploring the supply-side of IT outsourcing: evaluation the emerging role of application service providers[ J]. European Journal of Information System, 2001, 10: 123-134.
7Susarla A, Barua A, Whinstion A B. Understanding the service component of application service provision: An en,pirical analysis of satisfaction with ASP services[ J]. MIS Quarterly 2003. 27 ( 1 ) , 91 - 123.
8Benlian A, Hess T. Opportunities and risks of software-as-a-service: Findings from a survey of IT executives[ J]. Decision Support Systems, 2011, 52( 1 ) : 232-246.
9Benlian A, Hess T, Buxmann P. Drivers of SaaS-Adoption-An Empirical Study of Different Application Types[ J]. Business & Information Systems Engineering. 2009. 5: 357-369.
10Wu W. Mining significant factors affecting the adoption of SaaS using the rough set approach [ J ]. Journal of Systems and Software, 2011, 84(3): 435-441.

二级参考文献30

1杨德礼,郭琼,何勇,徐经意.供应链契约研究进展[J].管理学报,2006,3(1):117-125. 被引量：115
2金立印.服务供应链管理、顾客满意与企业绩效[J].中国管理科学,2006,14(2):100-106. 被引量：82
3刘强,陈新,陈新度,张平.应用服务提供商模式下应用服务定制的机理研究[J].计算机集成制造系统,2007,13(5):1035-1040. 被引量：6
4Kern, T. , Kreijger, J. , Willcocks, L.. Exploring ASP as sourcing strategy: Theoretical perspectives, propositions for practice[J]. Journal of Strategic Information Systems, 2002, 11(2): 153--177.
5Smith, A. D. , Rupp, W.T.. Application service providers(ASP): Moving downstream to enhance competitive advantage [J]. Information Management and Computer Sceurity, 2002, 10(2): 64--72.
6Gupta, A. , Herath, S. K.. Latest trends and issues in the ASP service market [J]. Industrial Management and Data Systems, 2005, 105(1) : 19--25.
7Brodsky, L., Tan, Y. H.. A Risk Management of ASPs[A]. ECSI, 2003.
8Madhuchhanda, D. A. , Sahi, K.M.. Risks in offshore IT outsourcing: A service provider perspective [J]. European Management Journal, 2009(4) : 1-- 11.
9Focacci, L., Mockler, R.J., Gartenfeld, M. E., Dologite,D. G.. How to choose an ASP: Selection guidelines[J]. Information Management and Computer Security, 2003, 11(2): 67--73.
10Currie, W L.. A knowledge-based risk assessment framework for evaluating web-enabled application outsourcing projects[J]. International Journal of Project Management, 2003, 21(3): 207--217.