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Abstrak :
Pada beberapa tahun terakhir, perusahaan-perusahaan aplikasi perangkat lunak mengembangkan model bisnis dengan cara meningkatkan basis data pengguna yang besar, mempunyai pemasaran yang terencana, menawarkan nilai tambah pada pengguna, dan meningkatkan jenis layanan. Model bisnis tersebut disebut freemium. Model bisnis ini memungkinkan pengguna untuk mengakses aplikasi perangkat lunak secara gratis dan dapat memperkenankan pengguna jika ingin meningkatkan layanan pada aplikasi perangkat lunak tersebut. Oleh sebab itu, freemium adalah strategi yang tepat dalam menjembatani nilai aplikasi perangkat lunak dan pengalaman pengguna saat mencoba aplikasi perangkat lunak tersebut. Pada sisi lain, satisfaction terbukti tidak selalu menghasilkan pengaruh pada loyalty dalam keadaan tertentu. Customer Engagement Experiences dengan produk juga menjadi hal penting dalam dunia digital. Studi ini meneliti peran moderasi customer engagement experiences dalam hubungan satisfaction - loyalty pada aplikasi perangkat lunak freemium. Penelitian ini menggunakan pendekatan kuantitatif. Kuesioner berhasil disebarkan ke 274 responden. Data diolah dengan teknik analisis SEM. Hasil penelitian ini menunjukkan bahwa Customer Engagement Experiences mempunyai kontribusi yang kecil terhadap hubungan antara satisfaction dan loyalty pada model bisnis freemium. ......The objective of this study is to develop a research model based on customers engagement experiences framework including social facilitation, temporal experience, a utilitarian value, dan an intrinsic enjoyment on the freemium business model. In recent years, several software application providers have developed their business models by increasing large users databases, offering added value for users, and increasing the type of service. This business model is called freemium. Freemium allows its users to access its software applications for free and improve the features whenever they need. Although many users are satisfied, many companies fail to implement that model because many users do not want to pay more. In fact, users satisfaction does not always influence users loyalty under certain circumstances. On the other hand, users engagement can encourage long-term relationships between companies and users. The originality of this study is the moderating role of customers engagement experiences in the satisfaction-loyalty relationship of the freemium software application. This research uses a quantitative approach. The questionnaire was successfully distributed to 274 respondents. The data is analyzed by SEM. The results of this study indicate that customers engagement experience has a small contribution to satisfaction and loyalty relationships in the freemium business model.

Abstrak :
ABSTRAK
Pasar game mobile berkembang dengan sangat cepat, berkontribusi lebih dari setengah pangsa pasar industri game. Dengan model bisnis freemium yang mendominasi pasar game mobile, persaingan menjadi sangat ketat dan kebutuhan untuk bisnis yang berkesinambungan menjadi tinggi. Engagement adalah salah satu elemen penting dalam membuat game mobile yang berkesinambungan. Akan tetapi, masih belum ada kesepakatan yang jelas untuk faktor-faktor engagement. Penelitian ini bertujuan untuk mengidentifikasi metode-metode yang dapat mendorong pertumbuhan engagement dari game mobile dengan mengeksplorasi faktor-faktor yang mempengaruhi engagement melalui tinjauan teori, interview dengan ahli, dan menemukan faktor-faktor tersebut menggunakan Exploratory Factor Analysis. Data yang digunakan dalam penelitian ini dikumpulkan menggunakan survei dari pemain game mobile oleh Cv. x, sebuah game idle clicker. Penelitian ini menghasilkan empat faktor dari engagement: yaitu aesthetic, absorption, game mechanic, dan retainability. Penelitian ini juga menunjukkan bahwa ada hubungan antar variabel, yaitu aesthetic, game mechanic, absorption mempengaruhi retainability.

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ABSTRACT
The mobile games market is growing fast, contributing more than half of the game industry market share. With the freemium business model dominating the mobile games market, competition is fierce and the need to be sustainable is high. Engagement is one of the most important element to create a sustainable mobile freemium game. However, there have been no clear consensus as of what factors affect engagement. This study aims to identify methods to drive engagement by exploring the factors that affects it using Exploratory Factor Analysis and Multiple Linear Regression. The data collected for this study is survey from the mobile game's players of Cv. X, a casual idle clicker game. This study yields the result that there are four factors of engagement: aesthetic, absorption, game mechanic, and retainability. It is also confirmed that there are relationship between the variables, aesthetic affecting absorption and game mechanic, game mechanic affecting absorption and retainability, and absorption affecting retainability. Managers can drive engagement through creating aesthetic aimed for usability of game, having customization options, create a cycle of goals and achievement to keep players interested, and create mechanics that are interesting but not limited to unique and new designs.

Abstrak :
Belakangan ini, perkembangan platform streaming online sangatlah pesat. Perusahaan saling bersaing dan mencari keunggulan kompetitif untuk mendapatkan pendapatan sebanyak-banyaknya dari produk mereka. Salah satu cara dalam menyediakan produk layanan streaming adalah dengan menggunakan model freemium, dimana versi gratis dan versi berbayar ada berdampingan dalam satu platform layanan yang sama. Penelitian ini mempelajari tentang faktor-faktor yang mempengaruhi intensi loyalitas pengguna (continuance intention dan intention to purchase premium plan) dalam layanan streaming freemium. Faktor-faktor ini adalah satisfaction, free mentality, personal innovativeness, brand familiarity, interpersonal relationships, value for money, relative advantage, switching cost, dan alternative attractiveness ditambah dengan moderasi dari usage period. Penelitian ini menggunakan kuesioner yang disebar online untuk mengumpulkan data dari responden dengan jumlah responden yang memenuhi syarat sebanyak 978 orang. Dari hasil penelitian, ditemukan bahwa satisfaction, brand familiarity, interpersonal relationships, dan switching cost secara signifikan mempengaruhi continuance intention dan intention to purchase, sedangkan free mentality dan personal innovativeness hanya mempengaruhi intention to purchase. Variabel value for money dan relative advantage juga ditemukan memberikan pengaruh signifikan terhadap intention to purchase. ......These days, the development of online streaming platform has been rapid. Companies are competing and seeking their competitive advantage to gain as much as revenue from their products. One of the way company are selling their streaming service is by using a freemium model, where both a free and paid version of the service exist within the platform. This research studies the factors that affects the loyalty intention (continuance intention and intention to purchase premium plan) on a freemium streaming service. These factors are satisfaction, free mentality, personal innovativeness, brand familiarity, interpersonal relationship, value for money, relative advantage, switching cost, and alternative attractiveness and moderated by usage period. This study used online questionnaire to collect data from the respondents with 978 eligible respondents were used. It was found that satisfaction, brand familiarity, interpersonal relationships, and switching cost significantly affect continuance intention and intention to purchase, whilst free mentality and personal innovativeness only significantly affects intention to purchase. Value for money and relative advantage also significantly affects intention to purchase.

Abstrak :
ABSTRAK
Menjual barang atau konten di dalam game sudah menjadi hal yang popular dilakukan oleh pengembang game belakangan ini, terutama untuk video game online. Kami melihat ini sebagai kesempatan bagi retail-retail brand untuk mendistribusikan voucher digital untuk brand-brand mereka dengan bentuk cashback di berbagai video game online. Walaupun penelitian sebelumnya sudah meneliti berbagai alasan atau motivasi untuk pemain game membeli barang atau konten di dalam game, penelitian sebelumnya belum terfokus kepada kemungkinan untuk menjadikan online video game sebagai channel distribusi untuk digital brand retail voucher. Motivasi membeli barang di dalam game (19) dioperasionalkan melalui survey (N=523). Pertama, kami mengeksplorasi bagaimana motivasi-motivasi ini bergabung menjadi kategori. Hasilnya mengindikasikan bahwa motivasi membeli barang atau konten di dalam game tergabung menjadi enam dimensi: 1) Ostentatious, 2) Addiction, 3) Generosity, 4) Eagerness, 5) Personal Value, and 6) Indulgence. Kemudian, kami menginvestigasi hubungan antara ke-enam dimensi tersebut terhadap Behavioural Aspects dan Intention to Use cashback digital voucher. Hasilnya menunjukkan bahwa dimensi Generosity dan Personal Value terasosiasi secara signifikan terhadap Behavioural Aspects dan juga Intention to Use, dimana menunjukkan jika pemain game tersebut memiliki salah satu motivasi dari dimensi ini, top of mind mereka dapat berubah dan mereka akan menggunakan digital voucher yang didapat dari game sebagai cashback ketika mereka membeli barang atau konten di dalam game. Karena dimensi Behavioural Aspects menunjukkan bahwa orang akan membeli lebih banyak daripada yang mereka rencanakan ketika mendapatkan cashback, pengembang game akan mendapatkan peningkatan di pendapatan mereka, pemain game pun dapat menikmati manfaat cashback, dan retail-retail brand juga dapat mendapatkan pelanggan baru atau menjaga loyalti dari pelanggan lama.

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ABSTRACT
Selling in-game content has become a popular revenue model for game publishers recently, especially in online video games. Revenue from microtransaction in video games has been increasing every year, which shows the raising interest towards online gaming and shows the purchasing power of the gamers. We saw this as an opportunity for retail brands to distribute their digital voucher as an advertisement for their brands in the form of cashback through various online games. While prior research has investigated the inventory of reasons for players buy in-game content, the prior literature has not focused on the possibility of using online video games as distribution channel of brand retail digital voucher in the form of cashback. The various purchase motivations (19) were operationalized into a survey (N=523). Firstly, we explored how these motivations converged into categories. The results indicated that the purchasing reasons converged into six dimensions: 1) Ostentatious, 2) Addiction, 3) Generosity, 4) Eagerness, 5) Personal Value, and 6) Indulgence. Secondly, we investigated the relationship between these factors towards Behavioural Aspects and Intention to Use the cashback digital voucher. The results revealed that dimensions of Generosity and Personal Value were positively associated with the Behavioural Aspects and Intention to Use, indicating that if the gamers possess these traits, their top of mind could be changed, and they will use the digital voucher that they get as a cashback from the game. Since the Behavioural Aspects dimension indicates that people usually will spend more than they planned when they get a cashback, game developers will get increase in revenue, gamers will enjoy the cashback benefit as they can purchase retail brand products with the vouchers, and the retail brand will be able to expand their customer base or maintain loyalty within existing customers.

Abstrak :
ABSTRAK
Promosi pada produk digunakan untuk memberikan informasi, mempengaruhi, membujuk, dan meningkatkan perhatian konsumen. Promosi yang dilakukan secara online merupakan tantangan tersendiri bagi pengiklan. Media iklan pada internet mendorong berkembangnya jenis iklan yang ditawarkan. Salah satu perkembangan jenis iklan online merupakan Owned Media, dimana Owned Media merupakan media iklan yang dimiliki perusahaan untuk mengoptimalkan promosi perusahaan itu sendiri. Klasifikasi Owned Media ini yang dimanfaatkan oleh Spotify Indonesia. Sebagai aplikasi streaming musik bermodelkan freemium, dimana konsumen bisa mendapatkan layanan akses penuh tanpa dikenai biaya, namun konsumen akan mendapatkan iklan sebagai pengganti biaya subscription. Iklan tersebut digunakan Spotify untuk mempromosikan keuntungan Spotify Premium agar konsumen mendapatkan kognisi, sikap, juga perilaku konsumen, sejalan dengan hierarchial response theory hingga konsumen dapat menentukan keputusan ingin berpindah dari layanan gratis ke layanan berbayar. Hasilnya, iklan Owned Media Spotify tersebut cenderung tidak disukai konsumen dan berpengaruh terhadap kognisi, sikap, nilai yang dirasakan, dan juga intensi pembelian. Kata kunci: Periklanan Online, Owned Media, Freemium, Intensi Pembelian.

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ABSTRACT
Promotion in product is used to giving the information, influence, persuading, and increasing the awareness of the consumer. The online promotion is challenging for the advertiser. Advertising media based on internet motivates the development of advertisement type itself. One of the development in online type advertising is Owned Media, which is the company owned advertising media and used for optimizing the company rsquo s promotion itself. This classification of online advertising media was executed by Spotify Indonesia. As a music streaming application with a freemium business model, where the consumer does not have to pay subscription cost to get the full access, but consumer is obtained an advertising material which can interrupted their service as a substitution for a subscription cost. This advertising section used by Spotify Indonesia for promoting their Premium Access. Consumer can get the information about the benefits and features which is cognitive process, attitude, behavior, similar to Hierarchial Response Model so they can decide whether they want to pay the premium version or stay in free service. The result, Owned Media advertising is lead to be dislike by consumer and its impacted with cognitive system, attitude, intention to pay, also the perceived value.

Abstrak :
Evolusi teknologi awan di Indonesia terutama pada layanan penyimpanan awan individu (seperti Google Drive, iCloud Drive) tidak hanya menjadi peluang bagi penyedia layanan, tetapi juga tantangan. Konsep layanan freemium memenuhi persepsi mentalitas gratis pengguna layanan. Perilaku tersebut dapat memperlambat penyedia layanan mengakuisisi pengguna nya untuk menjadi pelanggan. Penelitian ini menganalisis pengaruh persepsi nilai pengguna pada sikap terhadap layanan premium dan kesediaan membayar layanan penyimpanan awan individu. Faktor-faktor yang diteliti antara lain kompatibilitas, keunggulan relatif, kemudahan penggunaan, keandalan, keberadaan di mana-mana, risiko privasi dan keamanan, dan biaya moneter. Penelitian juga menganalisis efek moderasi mentalitas gratis antara nilai yang dirasakan dengan kesediaan untuk membayar. Hipotesis mengenai pengaruh sikap terhadap layanan premium, dan sikap terhadap layanan premium pada kesediaan untuk membayar juga diteliti. Pendekatan kuantitatif dilakukan, di mana 851 kuesioner berhasil didapatkan. Penelitian menggunakan teknik analisis pemodelan persamaan struktural berbasis kovarians (CB-SEM). Berdasarkan 11 hipotesis yang diteliti, 4 hipotesis ditolak: kompatibilitas, keunggulan relatif, kemudahan penggunaan, keberadaan di mana-mana. Faktor yang menentukan nilai yang dirasakan ialah keandalan, risiko privasi dan keamanan, dan biaya moneter. Penelitian juga menyimpulkan bahwa kesediaan pengguna untuk membayar turut dipengaruhi nilai yang dirasakan, sikap terhadap layanan premium, dan efek moderasi mentalitas gratis. ......The evolution of cloud technology in Indonesia, especially personal cloud storage services (e.g., Google Drive, iCloud Drive) is not only a light of chance for cloud storage service providers, but also a challenge. The concept of freemium supports users’ free mentality perception. Such behavior can slow down the provider from acquiring its customers. This study analyzes the impact of users’ perceived value on attitude towards premium service and willingness to pay for the personal cloud storage services. Seven factors examined: compatibility, relative advantage, ease of use, reliability, ubiquity, privacy and security risk, and monetary cost. Research analyzes the moderating effect of free mentality between perceived value and willingness to pay. The effect of attitudes towards premium services on willingness to pay is also analyzed. The quantitative research methodology approach used, 851 questionnaires were successfully obtained. Covariance-based structural equation modeling (CB-SEM) analysis were used. Of 11 hypotheses analyzed, 4 of them were rejected (compatibility, relative advantage, ease of use, ubiquity). The factors that determine the perceived value are reliability, privacy and security risk, and monetary cost. The research also concluded that users' willingness to pay is influenced by perceived value, attitude towards premium service, and the moderating effect of free mentality.

Abstrak :
Adanya pandemi COVID-19 memberikan dampak terhadap peningkatan penggunaan pada beberapa layanan digital, salah satunya adalah aplikasi SVoD. Salah satu pricing model yang mulai banyak digunakan oleh industri SVoD adalah freemium model, di mana pengguna dapat menonton dengan dua pilihan akun, yaitu melalui akun gratis atau akun premium. Penelitian ini bertujuan untuk mengidentifikasi faktor push, pull, dan mooring yang memengaruhi switching intention dari free-to-fee user pada aplikasi Subscription Video on Demand di Indonesia. Teori yang digunakan pada penelitian ini adalah teori Push-Pull-Mooring (PPM) sebagai teori yang banyak digunakan pada penelitian terkait switching intention. Penelitian ini memiliki 475 responden valid yang pernah berlangganan akun premium setidaknya sekali pada aplikasi SVoD. Analisis data dilakukan dengan menggunakan metode Covarianced-based Structural Equation Model dan menggunakan bantuan program AMOS 26. Hasil penelitian ini menunjukkan bahwa intrusiveness of advertising dan limited content tidak berpengaruh terhadap switching intention. Sementara itu, premium attractiveness of utilitarian benefits, premium attractiveness of hedonic benefits, price value, switching cost, peer influence, dan habit berpengaruh terhadap switching intention. Pada faktor moderasi, hanya hubungan premium attractiveness of utilitarian benefits dan price value dengan switching intention yang dimoderasi oleh variabel habit. Berdasarkan hal tersebut, penelitian ini diharapkan dapat memberikan kontribusi bagi perusahaan penyedia layanan SVoD untuk mengevaluasi layanan mereka sehingga semakin banyak pengguna yang beralih dari akun gratis ke akun premium ......The COVID-19 pandemic was increasing some of digital services usage, one of them is the SVoD application. One of the pricing models that the SVoD industry has started to use is the freemium model, where users can watch with two choices of accounts, a free account or a premium account. This study aims to identify the push, pull, and mooring factors that influence the switching intention from free-to-fee users in the Subscription Video on Demand application in Indonesia. The theory used in this study is the theory of Push-Pull-Mooring (PPM) as a theory that is widely used in research related to switching intention. This study has 475 valid respondents who have subscribed to a premium account at least once on the SVoD application. The data were analyzed using the Covarianced-based Structural Equation Model method and using the AMOS 26 program. This study indicates that the intrusiveness of advertising and limited content has no effect on user’s switching intention. Meanwhile, premium attractiveness of utilitarian benefits, premium attractiveness of hedonic benefits, price value, switching costs, peer influence, and habit have an effect on user’s switching intention. On the moderating factor, only the premium attractiveness of utilitarian benefits and price value with switching intention is moderated by the habit variable. Based on this result, this research is expected to contribute to SVoD service provider companies to evaluate their services so they can gain more users to switch from free accounts to premium accounts.

Abstrak :
Adanya pandemi COVID-19 memberikan dampak terhadap peningkatan penggunaan pada beberapa layanan digital, salah satunya adalah aplikasi SVoD. Salah satu pricing model yang mulai banyak digunakan oleh industri SVoD adalah freemium model, di mana pengguna dapat menonton dengan dua pilihan akun, yaitu melalui akun gratis atau akun premium. Penelitian ini bertujuan untuk mengidentifikasi faktor push, pull, dan mooring yang memengaruhi switching intention dari free-to-fee user pada aplikasi Subscription Video on Demand di Indonesia. Teori yang digunakan pada penelitian ini adalah teori Push-Pull-Mooring (PPM) sebagai teori yang banyak digunakan pada penelitian terkait switching intention. Penelitian ini memiliki 475 responden valid yang pernah berlangganan akun premium setidaknya sekali pada aplikasi SVoD. Analisis data dilakukan dengan menggunakan metode Covarianced-based Structural Equation Model dan menggunakan bantuan program AMOS 26. Hasil penelitian ini menunjukkan bahwa intrusiveness of advertising dan limited content tidak berpengaruh terhadap switching intention. Sementara itu, premium attractiveness of utilitarian benefits, premium attractiveness of hedonic benefits, price value, switching cost, peer influence, dan habit berpengaruh terhadap switching intention. Pada faktor moderasi, hanya hubungan premium attractiveness of utilitarian benefits dan price value dengan switching intention yang dimoderasi oleh variabel habit. Berdasarkan hal tersebut, penelitian ini diharapkan dapat memberikan kontribusi bagi perusahaan penyedia layanan SVoD untuk mengevaluasi layanan mereka sehingga semakin banyak pengguna yang beralih dari akun gratis ke akun premium. ......The COVID-19 pandemic was increasing some of digital services usage, one of them is the SVoD application. One of the pricing models that the SVoD industry has started to use is the freemium model, where users can watch with two choices of accounts, a free account or a premium account. This study aims to identify the push, pull, and mooring factors that influence the switching intention from free-to-fee users in the Subscription Video on Demand application in Indonesia. The theory used in this study is the theory of Push-Pull-Mooring (PPM) as a theory that is widely used in research related to switching intention. This study has 475 valid respondents who have subscribed to a premium account at least once on the SVoD application. The data were analyzed using the Covarianced-based Structural Equation Model method and using the AMOS 26 program. This study indicates that the intrusiveness of advertising and limited content has no effect on user’s switching intention. Meanwhile, premium attractiveness of utilitarian benefits, premium attractiveness of hedonic benefits, price value, switching costs, peer influence, and habit have an effect on user’s switching intention. On the moderating factor, only the premium attractiveness of utilitarian benefits and price value with switching intention is moderated by the habit variable. Based on this result, this research is expected to contribute to SVoD service provider companies to evaluate their services so they can gain more users to switch from free accounts to premium accounts

Abstrak :
Adanya pandemi COVID-19 memberikan dampak terhadap peningkatan penggunaan pada beberapa layanan digital, salah satunya adalah aplikasi SVoD. Salah satu pricing model yang mulai banyak digunakan oleh industri SVoD adalah freemium model, di mana pengguna dapat menonton dengan dua pilihan akun, yaitu melalui akun gratis atau akun premium. Penelitian ini bertujuan untuk mengidentifikasi faktor push, pull, dan mooring yang memengaruhi switching intention dari free-to-fee user pada aplikasi Subscription Video on Demand di Indonesia. Teori yang digunakan pada penelitian ini adalah teori Push-Pull-Mooring (PPM) sebagai teori yang banyak digunakan pada penelitian terkait switching intention. Penelitian ini memiliki 475 responden valid yang pernah berlangganan akun premium setidaknya sekali pada aplikasi SVoD. Analisis data dilakukan dengan menggunakan metode Covarianced-based Structural Equation Model dan menggunakan bantuan program AMOS 26. Hasil penelitian ini menunjukkan bahwa intrusiveness of advertising dan limited content tidak berpengaruh terhadap switching intention. Sementara itu, premium attractiveness of utilitarian benefits, premium attractiveness of hedonic benefits, price value, switching cost, peer influence, dan habit berpengaruh terhadap switching intention. Pada faktor moderasi, hanya hubungan premium attractiveness of utilitarian benefits dan price value dengan switching intention yang dimoderasi oleh variabel habit. Berdasarkan hal tersebut, penelitian ini diharapkan dapat memberikan kontribusi bagi perusahaan penyedia layanan SVoD untuk mengevaluasi layanan mereka sehingga semakin banyak pengguna yang beralih dari akun gratis ke akun premium. ......The COVID-19 pandemic was increasing some of digital services usage, one of them is the SVoD application. One of the pricing models that the SVoD industry has started to use is the freemium model, where users can watch with two choices of accounts, a free account or a premium account. This study aims to identify the push, pull, and mooring factors that influence the switching intention from free-to-fee users in the Subscription Video on Demand application in Indonesia. The theory used in this study is the theory of Push-Pull-Mooring (PPM) as a theory that is widely used in research related to switching intention. This study has 475 valid respondents who have subscribed to a premium account at least once on the SVoD application. The data were analyzed using the Covarianced-based Structural Equation Model method and using the AMOS 26 program. This study indicates that the intrusiveness of advertising and limited content has no effect on user’s switching intention. Meanwhile, premium attractiveness of utilitarian benefits, premium attractiveness of hedonic benefits, price value, switching costs, peer influence, and habit have an effect on user’s switching intention. On the moderating factor, only the premium attractiveness of utilitarian benefits and price value with switching intention is moderated by the habit variable. Based on this result, this research is expected to contribute to SVoD service provider companies to evaluate their services so they can gain more users to switch from free accounts to premium accounts.