---
_id: '7517'
abstract:
- lang: eng
  text: As a service innovation in the sharing economy, on-demand features (ODFs)
    allow customers to temporarily access additional features of a product they already
    own in return for a fee. Using ODFs, manufacturers can infuse existing product-centric
    business models with sharing economy and servitization principles, in order to
    generate recurring revenues. This article conceptualizes the novel phenomenon
    and delineates it from other concepts. Moreover, based on two experimental studies
    and drawing from fairness theory, first evidence is provided for how consumers
    react to key characteristics of ODFs, namely their tangibility and pricing structure.
    While intangible, software-based ODFs appear to find acceptance, consumers perceive
    on-demand access to tangible, hardware-based features as unfair, which explains
    their reduced purchase intent. Moreover, fairness perceptions and behavioral intentions
    are more positive towards ODFs that offer flat rate pricing compared to those
    that employ a pay-per-use pricing structure.
article_type: original
author:
- first_name: Tobias
  full_name: Schäfers, Tobias
  id: '77945'
  last_name: Schäfers
  orcid: 0000-0002-2533-335X
- first_name: Marina
  full_name: Leban, Marina
  last_name: Leban
- first_name: Florian
  full_name: Vogt, Florian
  last_name: Vogt
citation:
  ama: 'Schäfers T, Leban M, Vogt F. On-demand features: Consumer reactions to tangibility
    and pricing structure. <i>Journal of Business Research</i>. 2022;39(2):751-761.
    doi:<a href="https://doi.org/10.1016/j.jbusres.2021.09.054">10.1016/j.jbusres.2021.09.054</a>'
  apa: 'Schäfers, T., Leban, M., &#38; Vogt, F. (2022). On-demand features: Consumer
    reactions to tangibility and pricing structure. <i>Journal of Business Research</i>,
    <i>39</i>(2), 751–761. <a href="https://doi.org/10.1016/j.jbusres.2021.09.054">https://doi.org/10.1016/j.jbusres.2021.09.054</a>'
  bjps: '<b>Schäfers T, Leban M and Vogt F</b> (2022) On-Demand Features: Consumer
    Reactions to Tangibility and Pricing Structure. <i>Journal of Business Research</i>
    <b>39</b>, 751–761.'
  chicago: 'Schäfers, Tobias, Marina Leban, and Florian Vogt. “On-Demand Features:
    Consumer Reactions to Tangibility and Pricing Structure.” <i>Journal of Business
    Research</i> 39, no. 2 (2022): 751–61. <a href="https://doi.org/10.1016/j.jbusres.2021.09.054">https://doi.org/10.1016/j.jbusres.2021.09.054</a>.'
  chicago-de: 'Schäfers, Tobias, Marina Leban und Florian Vogt. 2022. On-demand features:
    Consumer reactions to tangibility and pricing structure. <i>Journal of Business
    Research</i> 39, Nr. 2: 751–761. doi:<a href="https://doi.org/10.1016/j.jbusres.2021.09.054">10.1016/j.jbusres.2021.09.054</a>,
    .'
  din1505-2-1: '<span style="font-variant:small-caps;">Schäfers, Tobias</span> ; <span
    style="font-variant:small-caps;">Leban, Marina</span> ; <span style="font-variant:small-caps;">Vogt,
    Florian</span>: On-demand features: Consumer reactions to tangibility and pricing
    structure. In: <i>Journal of Business Research</i> Bd. 39. New York, NY, Elsevier
    (2022), Nr. 2, S. 751–761'
  havard: 'T. Schäfers, M. Leban, F. Vogt, On-demand features: Consumer reactions
    to tangibility and pricing structure, Journal of Business Research. 39 (2022)
    751–761.'
  ieee: 'T. Schäfers, M. Leban, and F. Vogt, “On-demand features: Consumer reactions
    to tangibility and pricing structure,” <i>Journal of Business Research</i>, vol.
    39, no. 2, pp. 751–761, 2022, doi: <a href="https://doi.org/10.1016/j.jbusres.2021.09.054">10.1016/j.jbusres.2021.09.054</a>.'
  mla: 'Schäfers, Tobias, et al. “On-Demand Features: Consumer Reactions to Tangibility
    and Pricing Structure.” <i>Journal of Business Research</i>, vol. 39, no. 2, 2022,
    pp. 751–61, <a href="https://doi.org/10.1016/j.jbusres.2021.09.054">https://doi.org/10.1016/j.jbusres.2021.09.054</a>.'
  short: T. Schäfers, M. Leban, F. Vogt, Journal of Business Research 39 (2022) 751–761.
  ufg: '<b>Schäfers, Tobias/Leban, Marina/Vogt, Florian</b>: On-demand features: Consumer
    reactions to tangibility and pricing structure, in: <i>Journal of Business Research</i>
    39 (2022), H. 2,  S. 751–761.'
  van: 'Schäfers T, Leban M, Vogt F. On-demand features: Consumer reactions to tangibility
    and pricing structure. Journal of Business Research. 2022;39(2):751–61.'
date_created: 2022-04-13T10:44:43Z
date_updated: 2025-06-26T13:29:56Z
department:
- _id: DEP1521
doi: 10.1016/j.jbusres.2021.09.054
external_id:
  isi:
  - '000712590300014'
intvolume: '        39'
isi: '1'
issue: '2'
keyword:
- Sharing economy
- Service innovation
- Access-based services
- Fairness perception
language:
- iso: eng
page: 751-761
place: New York, NY
publication: Journal of Business Research
publication_identifier:
  issn:
  - '0148-2963 '
publication_status: published
publisher: Elsevier
quality_controlled: '1'
status: public
title: 'On-demand features: Consumer reactions to tangibility and pricing structure'
type: scientific_journal_article
user_id: '83781'
volume: 39
year: '2022'
...