The App Store Model for Enterprise Application Software

App stores in the consumer software market are omnipresent and have significantly changed the way how software is being produced, marketed, and consumed. Enterprise software customers also demand higher flexibility in buying and adopting standardized enterprise application software - and new technologies such as cloud computing and highly efficient development platforms provide new options for software vendors and the entire software value chain. This application-oriented work researches the challenge of establishing the app store model for enterprise application software as a technology-driven business model in a two-sided platform ecosystem. The author analyzes the topic comprehensively from the software buyer’s, the software provider’s and the platform provider’s perspective and uncovers detailed insights on barriers, drivers, and constraints. Moreover he proposes solutions on the level business processes and detailed requirements. His research is highly interdisciplinary and utilizes both empirical qualitative and design-oriented methods.

[1]  J. Bakos.  Reducing buyer search costs: implications for electronic marketplaces , 1997 .

[2]  Graeme G. Shanks,et al.  Successfully completing case study research: combining rigour, relevance and pragmatism , 1998, Inf. Syst. J..

[3]  Richard T. Watson,et al.  Analyzing the Past to Prepare for the Future: Writing a Literature Review , 2002, MIS Q..

[4]  S. Puri.  Industrial Vendors′ Selling Center: Implications for Sales Management , 1992 .

[5]  Daniel Beimborn,et al.  Platform as a Service (PaaS) , 2011, Bus. Inf. Syst. Eng..

[6]  Stefan Stieglitz,et al.  Drivers for the Adoption of Mobile Device Management in Organizations , 2014, ECIS.

[7]  Marcus Schögel,et al.  Multichannel-Management — Vielfalt in der Distribution , 2004 .

[8]  Thomas R. Eisenmann,et al.  Strategies for Two Sided Markets , 2006 .

[9]  E. Guba,et al.  Competing paradigms in qualitative research. , 1994 .

[10]  Kevin J. Boudreau,et al.  Open Platform Strategies and Innovation: Granting Access vs. Devolving Control , 2010, Manag. Sci..

[11]  Philip Powell,et al.  Drivers of B2B Software Purchase Decisions , 2010, DSS.

[12]  A. Gawer,et al.  How Companies Become Platform Leaders , 2008 .

[13]  K. Seltman.  Marketing for management. , 2004, Marketing health services.

[14]  J. Verville,et al.  A qualitative study of the influencing factors on the decision process for acquiring ERP software , 2002 .

[15]  Hans-Georg Kemper,et al.  Business Intelligence — Grundlagen und praktische Anwendungen , 2004 .

[17]  Jason L. Dedrick,et al.  An exploratory study into open source platform adoption , 2004, 37th Annual Hawaii International Conference on System Sciences, 2004. Proceedings of the.

[18]  Slinger Jansen,et al.  Defining Software Ecosystems: A Survey of Software Platforms and Business Network Governance , 2013, IWSECO@ICSOB.

[19]  Maria Jirwe,et al.  Analysing qualitative data. , 2011, Nurse researcher.

[20]  Stefan Wenzel,et al.  Online and Offline Sales Channels for Enterprise Software: Cannibalization or Complementarity? , 2013, ICIS.

[21]  W. Johnston,et al.  Organizational buying behavior: Toward an integrative framework , 1996 .

[22]  Juliana Sutanto,et al.  A Business-to-Business Perspective on Mobile Application Stores , 2012, ICMB.

[23]  Peter Buxmann,et al.  New Sales and Buying Models in the Internet: App Store Model for Enterprise Application Software , 2012, MKWI 2012.

[24]  I. Ajzen,et al.  Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research , 1977 .

[25]  Peter Buxmann,et al.  Software Ecosystems , 2012, Business & Information Systems Engineering.

[26]  Slinger Jansen,et al.  Managing software ecosystems through partnering , 2013 .

[27]  Mutaz M. Al-Debei,et al.  Defining the Business Model in the New World of Digital Business , 2008, AMCIS.

[28]  Thomas Foscht,et al.  Käuferverhalten Grundlagen — Perspektiven — Anwendungen , 2004 .

[29]  Wolfgang Faisst,et al.  Die nächste Generation der Unternehmens-Software am Beispiel von SAP Business ByDesign , 2011, Wirtschaftsinformatik Manag..

[30]  Andrea Giessmann,et al.  Designing Business Models for Platform as a Service: Towards a Design Theory , 2013, ICIS.

[31]  Ramaraj Palanisamy,et al.  An empirical study on the influences on the acquisition of enterprise software decisions: A practitioner's perspective , 2010, J. Enterp. Inf. Manag..

[32]  E. Rogers,et al.  Diffusion of innovations , 1964, Encyclopedia of Sport Management.

[33]  Philip Huysmans,et al.  A Mixed Methods Approach To Combining Behavioral And Design Research Methods In Information Systems Research , 2013, ECIS.

[34]  Karl Michael Popp,et al.  Profit from Software Ecosystems: Business Models, Ecosystems and Partnerships in the Software Industry , 2010 .

[35]  Francesco Novelli,et al.  Detection and Measurement of Sales Cannibalization in Information Technology Markets , 2015 .

[36]  Tiago Oliveira,et al.  Literature Review of Information Technology Adoption Models at Firm Level , 2011 .

[37]  Franz Lehner,et al.  Wirtschaftsinformatik: Eine Einführung , 2008 .

[38]  Katarina Stanoevska-Slabeva,et al.  Platform as a Service - A Conjoint Study on Consumers' Preferences , 2012, ICIS.

[39]  Yves Pigneur,et al.  Clarifying Business Models: Origins, Present, and Future of the Concept , 2005, Commun. Assoc. Inf. Syst..

[40]  Efraim Turban.  Electronic commerce 2008 : a managerial perspective , 2008 .

[41]  Neil Rackham,et al.  Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value , 1999 .

[42]  Raimund Matros,et al.  SaaS und Unternehmenserfolg: Erfolgskategorien für die Praxis , 2010 .

[43]  E. Guba.  Criteria for assessing the trustworthiness of naturalistic inquiries , 1981 .

[44]  Yuan Li,et al.  A model for selecting an ERP system based on linguistic information processing , 2007, Inf. Syst..

[45]  Rainer Berbner,et al.  Innovationsmanagement als elementarer Bestandteil des IT-Managements , 2010 .

[46]  Alan R. Hevner,et al.  Design Science in Information Systems Research , 2004, MIS Q..

[47]  M. Anding.  SaaS: A Love-Hate Relationship for Enterprise Software Vendors , 2010 .

[48]  Bih-Huang Jin,et al.  Measuring satisfaction with business-to-employee systems , 2004, Comput. Hum. Behav..

[49]  Yogesh Kumar Dwivedi,et al.  Information Systems Theory: Explaining and Predicting Our Digital Society [EDITED BOOK], , 2012 .

[50]  Peter Buxmann,et al.  Ecosystems : Vendor-Sided Characteristics of Online Marketplaces , 2011 .

[51]  Kalle Lyytinen,et al.  What's Wrong with the Diffusion of Innovation Theory , 2001, Diffusing Software Products and Process Innovations.

[52]  A. Bock,et al.  The Business Model in Practice and its Implications for Entrepreneurship Research , 2011 .

[53]  Peter Weill,et al.  Don't Just Lead, Govern: How Top-Performing Firms Govern IT , 2004, MIS Q. Executive.

[54]  David B. Yoffie,et al.  With friends like these: the art of managing complementors. , 2006, Harvard business review.

[55]  W. Brenner,et al.  Gestaltungsorientierte Wirtschaftsinformatik: Ein Plädoyer für Rigor und Relevanz , 2010 .

[56]  A. Gawer,et al.  Industry Platforms and Ecosystem Innovation , 2013 .

[57]  Steven De Haes,et al.  COBIT 5 and Enterprise Governance of Information Technology: Building Blocks and Research Opportunities , 2013, J. Inf. Syst..

[58]  Jerry N. Luftman,et al.  Key Issues for IT Executives 2012: Doing More with Less , 2012, MIS Q. Executive.

[59]  H. Kittlaus,et al.  Software Product Management and Pricing: Key Success Factors for Software Organizations , 2009 .

[60]  Other Contributors Are Indicated Where They Contribute.  The Free Software Foundation , 2017 .

[61]  David R. Hannah,et al.  Counting in Qualitative Research: Why to Conduct it, When to Avoid it, and When to Closet it , 2011 .

[62]  K. Jamieson,et al.  The Rise and Fall of a Shadow System: Lessons for Enterprise System Implementation , 2004 .

[63]  Henning Heitkötter,et al.  Mobile Platforms as Two-sided Markets , 2012, AMCIS.

[64]  Naveen Donthu,et al.  The influence of purchase situation on buying center structure and involvement: a select meta-analysis of organizational buying behavior research , 2005 .

[65]  Pasi Tyrväinen,et al.  How to Sell SaaS: A Model for Main Factors of Marketing and Selling Software-as-a-Service , 2011, ICSOB.

[66]  Paul Timmers,et al.  Business Models for Electronic Markets , 1998, Electron. Mark..

[67]  Thompson S. H. Teo,et al.  Product attributes and brand equity in the mobile domain: The mediating role of customer experience , 2012, Int. J. Inf. Manag..

[68]  Peter Loos,et al.  Analyzing the Business Model Concept - A Comprehensive Classification of Literature , 2011, ICIS.

[69]  Jacques Verville,et al.  A SIX-STAGE MODEL OF THE BUYING PROCESS FOR ERP SOFTWARE , 2003 .

[70]  Daniel Wagner,et al.  Towards the Analysis of Information Systems Flexibility: Proposition of a Method , 2011, Wirtschaftsinformatik.

[71]  K. Eisenhardt.  Building theories from case study research , 1989, STUDI ORGANIZZATIVI.

[72]  Otto K. Ferstl,et al.  Konstruktion und Analyse von Simulationsmodellen , 1979 .

[73]  Kostas Kontogiannis.  A Research Agenda for Service-Oriented Architecture , 2007, 2007 Sixth International IEEE Conference on Commercial-off-the-Shelf (COTS)-Based Software Systems (ICCBSS'07).

[74]  Thomas Hess,et al.  Chancen und Risiken des Einsatzes von SaaS — die Sicht der Anwender , 2010, Wirtschaftsinformatik Manag..

[75]  Günter Müller,et al.  Risikomanagement und Vertrauensbildung im Cloud Computing , 2011, Wirtschaftsinformatik Manag..

[76]  Jens Dibbern,et al.  Why Do Complementors Participate? An Analysis of Partnership Networks in the Enterprise Software Industry , 2012, IEEE Transactions on Engineering Management.

[77]  Stefan Baldi,et al.  Grundlagen der Wirtschaftsinformatik , 1999 .

[78]  P. Nelson.  Information and Consumer Behavior , 1970, Journal of Political Economy.

[79]  Thomas R. Eisenmann,et al.  Opening Platforms: How, When and Why? , 2008 .

[80]  Bala Iyer,et al.  Monitoring Platform Emergence: Guidelines from Software Networks , 2007, Commun. Assoc. Inf. Syst..

[81]  Fred D. Davis.  Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology , 1989, MIS Q..

[82]  Beat F. Schmid.  Requirements for Electronic Markets Architecture , 1997, Electron. Mark..

[83]  Jagdish N. Sheth,et al.  Organizational buying behavior: past performance and future expectations , 1996 .

[84]  JoAnne Yates,et al.  Electronic markets and electronic hierarchies , 1987, CACM.

[85]  Christine Legner,et al.  The (Lacking) Business Perspective on SOA - Critical Themes in SOA Research , 2009, Wirtschaftsinformatik.

[86]  Olavo Barbosa,et al.  A Systematic Mapping Study on Software Ecosystems , 2011, IWSECO@ICSOB.

[87]  Andrei Hagiu,et al.  Invisible Engines: How Software Platforms Drive Innovation and Transform Industries , 2016 .

[88]  A. Agrawal,et al.  Appification of web applications: Architectural aspects , 2012, 2012 1st IEEE International Conference on Communications in China Workshops (ICCC).

[89]  Gordon B. Davis,et al.  User Acceptance of Information Technology: Toward a Unified View , 2003, MIS Q..

[90]  J. Ponterotto.  Qualitative research in counseling psychology: A primer on research paradigms and philosophy of science , 2005 .

[91]  Stefan Wenzel,et al.  App'ification of Enterprise Software: A Multiple-Case Study of Big Data Business Applications , 2014, BIS.

[92]  Stefan Wenzel,et al.  Evaluating the App-Store Model for Enterprise Application Software and Related Services , 2013, Wirtschaftsinformatik.

[93]  Percy French,et al.  A break in the clouds , 1986 .

[94]  Stefan Wenzel,et al.  Electronic Business Services and their Role for Enterprise Software , 2010 .

[95]  Ian Lumb,et al.  A Taxonomy and Survey of Cloud Computing Systems , 2009, 2009 Fifth International Joint Conference on INC, IMS and IDC.

[96]  J. Sheth.  A Model of Industrial Buyer Behavior , 1973 .

[97]  Andrea Giessmann,et al.  Designing business models for cloud platforms , 2016, Inf. Syst. J..

[98]  Leigh Jin.  An Explorative Study of Mobile Apps in the Enterprise Completed Research Paper , 2014 .

[99]  Stefan Wenzel.  App'ification of Enterprise Software - Evaluating Mobile App Characteristics Enabling Online Purchase And Their Portability To Enterprise Application Software , 2014 .

[100]  Ola Henfridsson,et al.  Balancing platform control and external contribution in third‐party development: the boundary resources model , 2013, Inf. Syst. J..

[101]  S. Wenzel,et al.  Software-as-a-Service as Disruptive Innovation in the Enterprise Application Market , 2010 .

[102]  Simone Scholten,et al.  Platform-based innovation management : a framework to manage open innovation in two-sided platform businesses , 2011 .

[103]  R. Amit,et al.  Value creation in E‐business , 2001 .

[104]  Lisen Selander,et al.  Capability search and redeem across digital ecosystems , 2013, J. Inf. Technol..

[105]  Jeffrey A. Ingalsbe,et al.  Threat Modeling the Cloud Computing, Mobile Device Toting, Consumerized Enterprise - an overview of considerations , 2011, AMCIS.

[106]  C. Urquhart.  Grounded Theory for Qualitative Research: A Practical Guide , 2012 .

[107]  Adrian Holzer,et al.  Mobile application market: A developer's perspective , 2011, Telematics Informatics.

[108]  E. Raaij,et al.  Non-Compliant Work Behaviour in Purchasing: An Exploration of Reasons Behind Maverick Buying , 2009 .

[109]  Eetu Luoma,et al.  Current Software-as-a-Service Business Models: Evidence from Finland , 2012, ICSOB.

[110]  Fred D. Davis,et al.  A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies , 2000, Management Science.

[111]  Alexander Maedche,et al.  The Smart Mobile Application Framework (SMAF) - Exploratory Evaluation in the Smart City Contex , 2016 .

[112]  J. Maxwell.  Using Numbers in Qualitative Research , 2010 .

[113]  A. Strauss,et al.  Grounded theory , 2017 .

[114]  Björn Niehaves,et al.  The Effect of Private IT Use on Work Performance - Towards an IT Consumerization Theory , 2013, Wirtschaftsinformatik.

[115]  Thomas Hess,et al.  Software as a Service , 2008, Wirtschaftsinf..

[116]  David Wicks,et al.  The Coding Manual for Qualitative Researchers (3rd edition) , 2017 .

[117]  Mutaz M. Al-Debei,et al.  Developing a unified framework of the business model concept , 2010, Eur. J. Inf. Syst..

[118]  Line Dubé,et al.  Rigor in Information Systems Positivist Case Research: Current Practices , 2003, MIS Q..

[119]  Björn Niehaves,et al.  Epistemological Perspectives on Design Science in IS Research , 2006, AMCIS.

[120]  Stefan Wenzel,et al.  App Store Models for Enterprise Software: A Comparative Case Study of Public versus Internal Enterprise App Stores , 2014, ICSOB.

[121]  W. Domschke,et al.  Grundlagen der Betriebswirtschaftlehre: eine Einführung aus entscheidungsorientierter Sicht , 2000 .

[122]  Klaus Marius Hansen,et al.  Software ecosystems - A systematic literature review , 2013, J. Syst. Softw..

[123]  Jane M. Howell,et al.  Personal Computing: Toward a Conceptual Model of Utilization , 1991, MIS Q..

[124]  Jan Bosch.  Software ecosystems: Taking software development beyond the boundaries of the organization , 2012, J. Syst. Softw..

[125]  Robert J. Kauffman,et al.  50th Anniversary Article: The Evolution of Research on Information Systems: A Fiftieth-Year Survey of the Literature in Management Science , 2004, Manag. Sci..

[126]  Jae-Nam Lee,et al.  The role of IT in business ecosystems , 2010, Commun. ACM.

[127]  Helmut Krcmar,et al.  Design and Governance of Platform Ecosystems - Key Concepts and Issues for Future Research , 2016, ECIS.

[128]  Marco Iansiti,et al.  The Keystone Advantage: What the New Dynamics of Business Ecosystems Mean for Strategy, Innovation, and Sustainability , 2004 .

[129]  Slinger Jansen,et al.  Defining App Stores: The Role of Curated Marketplaces in Software Ecosystems , 2013, ICSOB.

[130]  Frank V. Cespedes,et al.  Managing multiple channels , 1990 .

[131]  Angappa Gunasekaran,et al.  A model for investment justification in information technology projects , 2001, Int. J. Inf. Manag..

[132]  Joseph B. Giacquinta,et al.  Implementing organizational innovations : a sociological analysis of planned educational change , 1971 .

[133]  Dirk Krafzig,et al.  Enterprise SOA: Service-Oriented Architecture Best Practices , 2004 .

[134]  Jan Marco Leimeister,et al.  Consumerization - IT Innovations from the Consumer Market as a Challenge for Corporate IT , 2012, Bus. Inf. Syst. Eng..

[135]  H. Chesbrough,et al.  The Role of the Business Model in Capturing Value from Innovation: Evidence from Xerox Corporation's Technology Spin-Off Companies , 2002 .

[136]  Ulrich Frank.  Die Konstruktion möglicher Welten als Chance und Herausforderung der Wirtschaftsinformatik , 2009 .

[137]  Jörg Schäfer,et al.  Cloud Computing : Evolution in der Technik, Revolution im Business; BITKOM-Leitfaden , 2013 .

[138]  R. Amit,et al.  The Business Model: Recent Developments and Future Research , 2011 .

[139]  Blake Ives,et al.  IT Consumerization: When Gadgets Turn Into Enterprise IT Tools , 2012, MIS Q. Executive.

[140]  Jung P. Shim,et al.  Current Status, Issues, and Future of Bring Your Own Device (BYOD) , 2014, Commun. Assoc. Inf. Syst..

[141]  Andrea Giessmann,et al.  Consumers’ Preferences on Platform as a Service and SAP`s Engineering Response , 2015 .

[142]  Elmar J. Sinz,et al.  Modeling of Business Systems Using the Semantic Object Model (SOM) - A Methodological Framework - , 1997 .

[143]  Jörg Becker,et al.  Beziehungen zwischen behavioristischer und konstruktionsorientierter Forschung in der Wirtschaftsinformatik , 2006 .

[144]  Daniel Beimborn,et al.  Enterprise App Stores for Mobile Applications - Development of a Benefits Framework , 2013, AMCIS.

[145]  Cathy Urquhart,et al.  Putting the ‘theory’ back into grounded theory: guidelines for grounded theory studies in information systems , 2009, Inf. Syst. J..

[146]  Helmut Krcmar,et al.  Einführung in das Informationsmanagement , 2015 .

[147]  Samir Chatterjee,et al.  A Design Science Research Methodology for Information Systems Research , 2008 .

[148]  I. Ajzen.  The theory of planned behavior , 1991 .

[149]  Stefan Wenzel,et al.  Adoption Of An Online Sales Channel And "Appification" In The Enterprise Application Software Market: A Qualitative Study , 2013, ECIS.

[150]  Nils Joachim,et al.  A Literature Review of Research on Service-Oriented Architectures (SOA): Characteristics, Adoption Determinants, Governance Mechanisms, and Business Impact , 2011, AMCIS.

[151]  M. Gibbert,et al.  The ‘‘What’’ and ‘‘How’’ of Case Study Rigor: Three Strategies Based on Published Work , 2010 .

[152]  Richard,et al.  Extrinsic and Intrinsic Motivation to Use Computers in the Workplace , 2022 .

[153]  Nauman Bin Ali,et al.  Towards innovation measurement in the software industry , 2013, J. Syst. Softw..

[154]  Y. Wind,et al.  Industrial buying and creative marketing , 1967 .

[155]  Peter Buxmann,et al.  Value Potentials and Challenges of Service-Oriented Architectures Results of an Empirical Survey from User and Vendor Perspective , 2011 .

[156]  James F. Moore.  The Death of Competition: Leadership and Strategy in the Age of Business Ecosystems , 1996 .

[157]  Y. Wind,et al.  A General Model for Understanding Organizational Buying Behavior , 1972 .

[158]  Peng Huang,et al.  Co-Creation of Value in a Platform Ecosystem: The Case of Enterprise Software , 2011, MIS Q..

[159]  Slinger Jansen,et al.  A sense of community: A research agenda for software ecosystems , 2009, 2009 31st International Conference on Software Engineering - Companion Volume.

[160]  Pentti Järvi,et al.  The dynamics and characteristics of buying centre networks , 2009 .

[161]  Jürgen Müller.  Komponentenbasierte Softwareentwicklung , 2004, LOG IN.

[162]  J. Rössl.  Above the Clouds , 2012 .