Software Vendor Strategies

  • Peter Buxmann
  • Heiner Diefenbach
  • Thomas Hess


Against the background of the economic principles described in the previous chapter, this chapter examines selected strategies for software vendors. The vendor’s positioning within the value chain is of critical importance. In this context, we also look at acquisitions, which play a key role in software markets. In addition, we discuss sales strategies and pricing strategies. We conclude by exploring key management questions concerning the development of software.


Price Model Price Strategy Price Discrimination Software Industry Performance Measurement System 
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Copyright information

© Springer-Verlag Berlin Heidelberg 2012

Authors and Affiliations

  1. 1.Chair of Information Systems/WirtschaftsinformatikTU DarmstadtDarmstadtGermany
  2. 2.TDS AGNeckarsulmGermany
  3. 3.Institute for Information Systems and New MediaLMU MünchenMunichGermany

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