An Experimental and Analytical Study of On-Line Digital Music Sampling Strategies

Authors:
Yanbin Tu;Min Lu
Affiliations:
University of Connecticut;University of British Columbia
Venue:
International Journal of Electronic Commerce
Year:
2006

Citing 16
Cited 1

Consumer heterogeneity and strategic quality decisions

Management Science
Information rules: a strategic guide to the network economy

Information rules: a strategic guide to the network economy
Electronic commerce in retailing: Convenience, search costs, delivery and price across retail formats

Information Technology and Management
Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution

Marketing Science
Research Note: Consumer Heterogeneity and Competitive Price-Matching Guarantees

Marketing Science
Comparing the usage of digital rights management systems in the music, film, and print industry

ICEC '03 Proceedings of the 5th international conference on Electronic commerce
Learning and Forgetting: Modeling Optimal Product Sampling Over Time

Management Science
Consumer Surplus in the Digital Economy: Estimating the Value of Increased Product Variety at Online Booksellers

Management Science
Designing a Better Shopbot

Management Science
The Move to Artist-Led Online Music Distribution: Explaining Structural Changes in the Digital Music Market

HICSS '05 Proceedings of the Proceedings of the 38th Annual Hawaii International Conference on System Sciences - Volume 07
Managing Digital Piracy: Pricing and Protection

Information Systems Research
Framework for specifying, building, and operating electronic markets

International Journal of Electronic Commerce - Special issue: Formal aspects of digital commerce
Copyright Protection Schemes for On-Line Media Distribution E-Services

International Journal of Electronic Commerce
An Empirical Study of Consumer Switching from Traditional to Electronic Channels: A Purchase-Decision Process Perspective

International Journal of Electronic Commerce
Consumer Behavior in Web-Based Commerce: An Empirical Study

International Journal of Electronic Commerce
Electronic Commerce and Organizational Innovation: Aspects and Opportunities

International Journal of Electronic Commerce

Does sampling influence customers in online retailing of digital music?

Information Systems and e-Business Management

Quantified Score

Hi-index	0.00

Visualization

Abstract

Product sampling is an important marketing strategy for experience goods like music, but on-line digital music sampling has not been explored in the literature. Based on an experimental study, this paper investigates some regularities of digital music sampling and identifies the factors that govern its effectiveness. Four digital music sampling strategies are modeled: segment sampling, low-quality sampling, stingy sampling, and double-sampling. Stingy sampling, now widely used in the music industry, is the least effective of the four. Segment sampling or low-quality sampling would be the best choice for music vendors under certain conditions. Double-sampling, proposed for the first time in this study, holds a great deal of promise as search costs get lower. The analysis confirms the importance of an effective digital music sampling strategy and sheds light on digital rights management (DRM) in the music industry.