Software - Publications - Faculty & Research

2007
Other Paper

Bargains-then-ripoffs: Innovation, Pricing and Lock-in in Enterprise Software

By: Ian I. Larkin

Citation

October 1983 (Revised May 1986)
Case

Newtoys, Inc.: New Product Problem (B), Software Case

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April 18, 2023
Article

The Rebirth of Software as a Service

By: Frank V. Cespedes and Jacco van der Kooij

Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach falls short when applied to a recurring revenue business, where the customer life cycle looks more like a bowtie, not a... View Details

Keywords: Customers; Sales; Technology Industry

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Article

The Hidden Vulnerabilities of Open Source Software

By: Frank Nagle and Jennifer L. Hoffman

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1 May 2009
Conference Presentation

Exploring Core-Periphery Structures in Complex Software Products

By: Carliss Y. Baldwin

Keywords: Software

Citation

October 1983 (Revised December 1984)
Case

Manac Systems: Selling Legal Software Systems (A)

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13 Aug 2024
Research & Ideas

Why Companies Shouldn't Delay Software Updates—Even After CrowdStrike's Flaw

highlights one simple change companies could make: updating software sooner after improved versions hit the market. The research finds that some 60 percent of US organizations continued to use a popular web-server View Details

Keywords: by Jay Fitzgerald; Technology; Information Technology; Computer; Web Services

24 Jan 2008
Working Paper Summaries

The Impact of Component Modularity on Design Evolution: Evidence from the Software Industry

Keywords: by Alan MacCormack, John Rusnak & Carliss Y. Baldwin; Video Game; Web Services

November/December 2003
Article

Software Development Worldwide: The State of the Practice

By: Michael A. Cusumano, Alan David MacCormack, Chris Kemerer and Bill Crandall

Keywords: Applications and Software; Research and Development; Practice

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16 Jul 2009
Working Paper Summaries

Principles that Matter: Sustaining Software Innovation from the Client to the Web

Keywords: by Marco Iansiti; Video Game; Web Services

14 Jun 2007
Working Paper Summaries

Evolution Analysis of Large-Scale Software Systems Using Design Structure Matrices and Design Rule Theory

Keywords: by Matthew J. LaMantia, Yuanfang Cai, Alan D. MacCormack & John Rusnak; Video Game; Web Services

April 2014
Article

The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales

By: Ian Larkin

This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage... View Details