Abstract
This study analyzed consumers’ willingness to pay (WTP) for non-pirated computer software and examined how attitudes toward intellectual property rights and perceived risk affect WTPs. Two commonly used software products, Microsoft Windows and Microsoft Office, were used in the study as objects to reveal consumer assessed values. A consumer survey was administered in Taiwan and the total valid samples were 799. Respondents in this study included students from senior high schools, colleges, and graduate schools, and general consumers who were no longer full-time students. The estimated average WTP for Windows was USD 58.55 and for Office was USD 53.49, much lower than the respective suggested retail prices in the market. Social norms had strong positive influences on willingness-to-pay for software products. The prosecution risk did not significantly increase WTPs for software products due to the reason that individuals who used pirated software were not at a high risk of being prosecuted. Performance risk was positively correlated to WTPs for software products. The respondents segmented into the low-WTP cluster were more likely to use pirated software than those in the high-WTP segment. Source reliability, legitimacy, technical support, and customer service were emphasized in decisions of respondents in the high-WTP segment and could be used in marketing strategies.
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Dr. Jane Lu Hsu is Professor in Department of Marketing at National Chung Hsing University in Taiwan.
Charlene Wan-Yun Shiue was a former Research Assistant in the Department of Marketing at National Chung Hsing University in Taiwan.
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Hsu, J.L., Shiue, C.W. Consumers’ Willingness to Pay for Non-pirated Software. J Bus Ethics 81, 715–732 (2008). https://doi.org/10.1007/s10551-007-9543-9
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DOI: https://doi.org/10.1007/s10551-007-9543-9