IDEAS home Printed from https://ideas.repec.org/p/dar/wpaper/75338.html
   My bibliography  Save this paper

Which IT Security Investments Will Pay Off for Suppliers? Using the Kano Model to Determine Customers’ Willingness to Pay

Author

Listed:
  • Sonnenschein, Rabea
  • Loske, André
  • Buxmann, Peter

Abstract

Although cost-benefit analyses are an important aspect of information technology (IT) security (ITS) management, previous research focuses largely on the customer perspective and neglects the supplier side. However, since ensuring a high level of ITS in modern IT products is typically associated with a large investment, customers’ willingness to pay is essential for decision making in the context of IT product development. We draw on Kano’s theory of attractive quality to analyze how customers generally evaluate implemented ITS safeguards. Based on expert interviews and a large-scale empirical study involving customer company decision makers, this paper demonstrates that different customer evaluations of ITS safeguards are associated with different levels of willingness to pay. Therefore, our results will enable IT suppliers not only to understand their customers’ ITS needs but also to derive optimal ITS strategies, which may provide both economic and competitive advantages. Further theoretical and practical implications are also discussed.

Suggested Citation

  • Sonnenschein, Rabea & Loske, André & Buxmann, Peter, 2016. "Which IT Security Investments Will Pay Off for Suppliers? Using the Kano Model to Determine Customers’ Willingness to Pay," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 75338, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    • Handle: RePEc:dar:wpaper:75338
    Note: for complete metadata visit http://tubiblio.ulb.tu-darmstadt.de/75338/
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:dar:wpaper:75338. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Dekanatssekretariat (email available below). General contact details of provider: https://edirc.repec.org/data/ivthdde.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.