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Measuring Sales Cannibalization in Information Technology Markets: Conceptual Foundations and Research Issues

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Software Business. From Physical Products to Software Services and Solutions (ICSOB 2013)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 150))

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Abstract

Sales cannibalization – i.e., intra-organizational sales diversion – bears a prominent role in the competitive upheavals within Information Technology markets. However, detection and measurement thereof have only raised lukewarm interest among Information Systems scholars so far. To their defense, relevant methodological contributions are scattered across several disciplines, base themselves on equivocal definitions of cannibalization, present an overwhelming range of model specifications, and overlap with research on product and technology substitution. Therefore, we provide an interdisciplinary review of the literature on cannibalization, formulate a novel, clear-cut definition of the phenomenon, and clarify its relationship with substitution. Our other contributions are an exhaustive list of the modeling requirements necessary to describe the phenomenon, a compendium of cannibalization measurement models, and a summary of the findings with regard to Information Technology artifacts. This work should provide an adequate foundation and identify promising topics of study for further research endeavors in this domain.

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Author information

Authors and Affiliations

  1. SAP Research Darmstadt, Bleichstrasse 8, 64283, Darmstadt, Germany

    Francesco Novelli

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  1. Francesco Novelli
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Editor information

Editors and Affiliations

  1. University of Stuttgart, Stuttgart, Germany

    Georg Herzwurm

  2. University of Potsdam, Potsdam, Germany

    Tiziana Margaria

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Novelli, F. (2013). Measuring Sales Cannibalization in Information Technology Markets: Conceptual Foundations and Research Issues. In: Herzwurm, G., Margaria, T. (eds) Software Business. From Physical Products to Software Services and Solutions. ICSOB 2013. Lecture Notes in Business Information Processing, vol 150. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-39336-5_4

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  • DOI: https://doi.org/10.1007/978-3-642-39336-5_4

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-642-39335-8

  • Online ISBN: 978-3-642-39336-5

  • eBook Packages: Computer ScienceComputer Science (R0)

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