• The Journal of Information Systems
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• v.33 no.1
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• pp.133-157
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• 2024

Purpose The purpose of this study is to identify the utility and sacrifice factors of paid membership in domestic e-commerce based on the value-based acceptance model, and to determine its impact on perceived value and intention to continue using e-commerce. Design/methodology/approach This study confirmed the perceived benefits and sacrifice factors of e-commerce paid membership through in-depth interviews, and verified the research model through an online survey. Findings The study identifies seven perceived benefit factors(differentiation, enjoyment, sharing, point benefit, discount benefit, contents benefit, and delivery benefit) and three perceived sacrifice factors(fee, opportunity loss, complexity). Structural model verification reveals that discount benefit, delivery benefit, and opportunity loss significantly impact the perceived value in Coupang Rocket Wow, while discount benefit, point benefit, and fee significantly influence the perceived value in Naver Plus membership. The perceived value of both memberships positively influences the intention to continue using the respective e-commerce platforms. A comparison highlights a significant difference in the impact of opportunity loss on perceived value between Coupang Rocket Wow and Naver Plus memberships.

• Journal of Digital Convergence
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• v.18 no.11
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• pp.99-109
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• 2020

Paid membership is a useful marketing method that can acquire long-term customers. This study benchmarked representative overseas memberships, Amazon Prime, Alibaba 88 Membership, and Rakuten Super Point, so that domestic shopping platform companies can refer to launch the paid membership. The membership services have in common: economic benefits, convenient experiences, and discriminatory treatment. Domestic companies should set the core customer value they want to deliver to consumers and organize the benefits so that paid membership can be operated from a long-term perspective. This study has a high practical contribution and it is necessary to conduct an empirical analysis of experts and a customer user survey in the future.