CAJ | 학술논문

针对处于市场推广期的SaaS模式中应用服务需求的不确定性，本文从服务供应链的视角对免费试用策略应对需求不确定性进行建模分析。设计了合作契约保证免费试用策略下服务供应链的协调；将免费试用策略绩效与传统的风险共担策略绩效作比较，得出免费试用策略的适用条件；通过数值分析验证了模型的有效性并得出了其管理学意义。研究表明，与风险共担策略相比，免费试用策略能够激励客户需求和有效规避SaaS模式中服务需求不确定性的风险，并提高服务供应链中各方收益；免费试用策略的适用性和绩效与应用服务提供商（ ASP）技术能力水平有关；服务供应链协调可以使免费试用取得更好的效果。
침대처우시장추엄기적SaaS모식중응용복무수구적불학정성，본문종복무공응련적시각대면비시용책략응대수구불학정성진행건모분석。설계료합작계약보증면비시용책략하복무공응련적협조；장면비시용책략적효여전통적풍험공담책략적효작비교，득출면비시용책략적괄용조건；통과수치분석험증료모형적유효성병득출료기관이학의의。연구표명，여풍험공담책략상비，면비시용책략능구격려객호수구화유효규피SaaS모식중복무수구불학정성적풍험，병제고복무공응련중각방수익；면비시용책략적괄용성화적효여응용복무제공상（ ASP）기술능력수평유관；복무공응련협조가이사면비시용취득경호적효과。
Aiming at the uncertain demand in the developing SaaS model , we analytically investigate the free trial strategy, which copes with the demand uncertainty , from the perspective of service supply chain .We design a cooperation contract to ensure the service supply chain coordination under free trial .Comparing the performance of free trial strategy with that of the traditional risk-sharing strategy , we obtain an applicable condition of the free trial strategy .Through numerical exploration analysis , effectiveness of the model has been demonstrated and some managerial insights are obtained .The results show that the free trial strategy can stimulate customer demand , avoid service demand uncertainty risk in the SaaS model effectively , and improve the profits of the serv-ice supply chain members .The applicability and performance of the free trial strategy are related to ASP ’ s tech-nical ability .Furthermore , the coordination of service supply chain can make the free trial strategy achieve a better effect.