User response to free trial restrictions: a coping perspective

Authors:
Xue Yang;Chuan-Hoo Tan;Hock-Hai Teo
Affiliations:
National University of Singapore, Department of Information Systems, Singapore;National University of Singapore, Department of Information Systems, Singapore;National University of Singapore, Department of Information Systems, Singapore
Venue:
HCI'07 Proceedings of the 12th international conference on Human-computer interaction: interaction design and usability
Year:
2007

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Abstract

Software vendors often provide software for free download but with restrictions (e.g., time and/or functionality restrictions). The question that arises is to what extent the restrictions should be set to induce users to procure the full version. This study seeks to answer this question by looking from two perspectives: expectation-disconfirmation and coping behavior. Building on these perspectives, we present a research model of user's coping reactions toward software restrictions. We seek to understand user reactions (i.e., derivation of coping strategy) when their expectation toward trial restrictions is negatively disconfirmed. It is further posited that situational control could moderate the relationship between expectation disconfirmation and coping responses. We believe this research will contribute to enrich the current IS field and benefit market practitioners.