The future of digital music sales among web-enabled professionals: an empirical investigation
by Alan D. Smith
International Journal of Business Information Systems (IJBIS), Vol. 4, No. 3, 2009

Abstract: Typically, artists and recording companies sell their music to distributors or retail stores. Digital music offers them the opportunity to change their strategies and compete directly against retailers. The basic premise of this research is that there are Customer Relations Management (CRM) implications of digital music and how it affects the future of the record industry. A stratified sample of employed professional, web-enabled representatives of the service industry (mainly financial and customer services) located in the metropolitan section of Pittsburgh, Pennsylvania resulted in 200 useable questionnaires from an initial sampling frame of over 300. From an analyses derived from multiple regression and exploratory factor techniques, it has that a number of variables could discriminate the importance of the price of piracy as a dependent variable factor-based construct. The Shared Usage and Convenience construct was found to be highly significant and positively related to the price of piracy, while significant and inversely related to the price of piracy were the Content Issues, Technology Usage, and Online Music Buying constructs, since they are the very reasons why many customers turn to legitimate sources of digital music products and services. A number of specific recommendations were made to management based on the results.

Online publication date: Wed, 25-Mar-2009

The full text of this article is only available to individual subscribers or to users at subscribing institutions.

 
Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.

Pay per view:
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.

Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Business Information Systems (IJBIS):
Login with your Inderscience username and password:

Username:        Password:          Forgotten your password?

Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.

If you still need assistance, please email subs@inderscience.com