Anchoring on Historical Round Number Reference Points: Evidence from Durable Goods Resale Prices

2023 | Organization Science | Citations: 0

Authors: Wiltermuth, Scott S.; Gubler, Timothy; Pierce, Lamar

Abstract: This paper examines how people price the resale of durable goods in systematical ... Expand

Abstract: This paper examines how people price the resale of durable goods in systematically biased ways. We show across four studies that the anchoring effect of durable goods’ prior sales prices on subsequent valuations is discontinuous at psychologically salient round number reference points (e.g., $10,000 increments) because these numbers create qualitative differences in how people perceive values below them versus values at/above them. Resellers set disproportionately larger subsequent prices when previous prices move from just below round number thresholds (e.g., $349,000) to those at or just above these thresholds (e.g., $351,000). The findings show that buyers who pay a price just below a round number, therefore, may sacrifice money because they receive disproportionately less when reselling the good. Market forces only partially attenuate this pricing bias, but valuator experience seems to play a moderating role. Archival data show that home buyers who previously paid just under a $10,000 reference point subsequently listed their homes for about 1.8% (over $3,700) less on average than did buyers selling comparable homes who previously paid at or above a round number threshold. This drop is observable controlling for home characteristics and the general relationship between previous and current prices. Three experimental studies looking at housing and used car markets replicate these findings, highlight the mechanism, and increase confidence in causality. Market mechanisms and the negotiation process attenuate discontinuities by about 30%, but lower initial listing prices persist to final sales prices. We find additional weak evidence suggesting that valuator experience may attenuate intergenerational pricing bias. Conflict of Interest: This manuscript was submitted, revised, and accepted prior to the nomination and appointment of Lamar Pierce as Editor-in-Chief. Funding: This project was supported by the University of Southern California Marshall School of Business Behavioral Laboratory. Supplemental Material: The online appendix is available at https://doi.org/10.1287/orsc.2022.1632. Collapse

Topics: price management computer hardware decision making human resource management website

Methods: experiment Wald test descriptive statistic parametric test hierarchical linear modeling

Bridgework: A Model of Brokering Relationships Across Social Boundaries in Organizations

2023 | Organization Science | Citations: 0

Authors: Johnson, Tiffany D.; Joshi, Aparna; Kreiner, Glen E.

Abstract: Relationships are central to organizing, work, and organizations. Yet, in many i ... Expand

Abstract: Relationships are central to organizing, work, and organizations. Yet, in many instances, relationships do not build themselves, and third-party actors are often needed to intervene in situations, persuade individuals, and facilitate connections across disconnected actors in organizations. Little is known about the strategies through which third-party actors can broker relationships across what are considered to be intractable social boundaries—membership in stigmatized or nonstigmatized social identity-based groups. We build a process theory of what we call “bridgework,” the strategy used by third-party agents, intermediaries, and allies to bridge by shifting value-related perceptions about actors on the other side of social identity-based divides. More specifically, we focus on a stigmatizing social identity that can create boundaries that are often reinforced through informal network ties. Based on interviews, participatory observation, and archival data with job coaches for adults with autism spectrum disorders and related developmental disabilities, we showcase a model of bridgework—a combination of internal and external strategies across three stages (adding, stabilizing, and maintaining perceptions of value) to facilitate relationships between stigmatized and nonstigmatized members of organizations. We discuss how our grounded model contributes to the rich traditions of research on stigma, brokerage, disability studies, positive relationships, and compassion in organizations. Funding: This project was supported by a Smeal Small Research Grant in Spring 2015. Collapse

Topics: social identity website innovation management decision making organizational productivity

Methods: qualitative interview theory development grounded theory theoretical contribution participant observation

Tackling Crises Together? – An Econometric Analysis of Charitable Crowdfunding During the COVID-19 Pandemic

2022 | International Conference on Information Systems | Citations: 0

Authors: Althaus, Maike; Poniatowski, Martin; Kundisch, Dennis

Abstract: Crowdfunding platforms enable individuals or groups to appeal to the public to ... Expand

Abstract: Crowdfunding platforms enable individuals or groups to appeal to the public to support a variety of ventures or campaigns. Whilst the majority of campaigns raise funds for private causes, some of the issues for which help is being sought have arisen as a direct consequence of world events and crises. Nevertheless, the research on charitable crowdfunding has largely ignored this connection. We use the COVID-19 pandemic, and related public health policies, to explore the impact of the global crisis on donation behavior on the donation-based crowdfunding platform GoFundMe. By using a quasiexperimental research design, we find that after the introduction of stay-at-home orders, campaigns in U.S. states with such measures experienced a significant decline in the number of donors and amounts donated, which is more pronounced for crisis-related than for non-crisis-related campaigns. Our findings contribute to the literature by providing novel insights on crowdfunding behaviors in times of societal crisis. Collapse

Topics: crowdsourcing crowdfunding pandemic social identity natural hazard

Methods: experimental group computational algorithm longitudinal research natural experiment descriptive statistic

Theories: self categorization theory psychological theory

In Search of the Optimal CRM Curriculum: A Skills Framework for the Salesforce Administrator Role

2022 | Americas Conference on Information Systems | Citations: 0

Authors: Kinnett, Seth J.; Steinbach, Theresa A.

Abstract: Customer relationship management (CRM) systems, the enterprise systems used to ... Expand

Abstract: Customer relationship management (CRM) systems, the enterprise systems used to digitize aspects of the sales, support, & marketing functions, are heavily adopted throughout industry, resulting in demand for skilled employees. Higher education is generally expected to respond to industry needs, and assessing these needs is a long-standing task in Information Systems (IS) pedagogy. A recent paper suggests that CRM curricula in higher education is often inadequate and proposes a skills framework for a CRM Analyst. We leverage this skills framework to perform a content analysis of 61 job listings for Salesforce Administrator roles. Our framework indicates that a CRM curriculum should generate student competence in the categories of data & middleware, soft skills, project management & business analysis skills, and to obtain a baseline Salesforce Administrator certification. These findings can assist instructors in developing CRM courses and programs and expand our existing understanding of CRM pedagogy. Collapse

Topics: online labor market soft skill marketing management project management spreadsheet

Methods: qualitative content analysis personal interview qualitative interview topic model literature sample

Living It Up at the Hotel California: Employee Mobility Barriers and Collaborativeness in Firms’ Innovation

2022 | Organization Science | Citations: 0

Authors: Seo, Eunkwang; Somaya, Deepak

Abstract: Research has long recognized the importance of collaboration for innovation, but ... Expand

Abstract: Research has long recognized the importance of collaboration for innovation, but relatively little is known about the strategic drivers of collaborative innovation in firms. We posit that robust collaboration within firms can increase the interfirm mobility of inventors and increase spillovers of innovative knowledge to competitors by mobile inventors. Therefore, by mitigating these value capture hazards associated with collaboration, barriers to employee mobility may induce firms to increase collaborativeness in innovation. Additionally, consistent with the mechanism underlying this proposition, we hypothesize that firms whose innovation entails more complex knowledge, which is known to impede interfirm knowledge spillovers, will increase collaboration less when employee mobility increases. We test these hypotheses by leveraging quasi-exogenous changes in two legal mobility barriers for inventors across U.S. states and find that higher-mobility barriers are associated with greater inventor collaboration (as observed in patented innovation), and this effect is weaker for firms possessing more complex knowledge. These findings deepen our understanding of the strategic tradeoffs between value creation and value capture entailed in collaborative innovation within firms and of human capital strategies that help to manage these tradeoffs. Collapse

Topics: innovation management knowledge spillover collaborative innovation research and development human resource management

Methods: regression analysis method qualitative interview difference in differences robustness check longitudinal research

Theories: human capital theory

Deriving Execution Effectiveness of Crowdfunding Projects from the Fundraiser Network

2022 | Journal of Management Information Systems | Citations: 3

Authors: Kao, Ta-Wei; Hsiao, Shih-Hui; Su, Hung-Chung; Ku, Chih-Hao

Abstract: Reward-based crowdfunding has become a popular fundraising marketspace for entre ... Expand

Abstract: Reward-based crowdfunding has become a popular fundraising marketspace for entrepreneurs. However, few studies take a process perspective and examine how fundraiser network influences the execution effectiveness of crowdfunding projects. Collecting the funding activities of all fundraisers on Kickstarter in 2017, we construct a fundraiser network and examine the effects of fundraiser network structural characteristics on project execution effectiveness. Employing endogenous stochastic frontier analysis, we show that reciprocity and accessibility in the fundraiser network increase project execution effectiveness. We also demonstrate that gaining network status by virtue of being an authoritative figure in the fundraiser network increases project execution effectiveness. In sum, our study identifies the effects of the fundraiser network characteristics on project execution effectiveness and introduces a process perspective for evaluating crowdfunding campaigns. Collapse

Topics: crowdsourcing crowdfunding social capital Facebook social media

Methods: instrumental variables estimation chi squared test post-hoc analysis computational algorithm theoretical contribution

Theories: institutional theory

Women in the Inner Circle: Gender and Director Networks After the Fracturing of the Corporate Elite

2021 | Organization Science | Citations: 0

Authors: Benton, Richard A.

Abstract: Over the past two decades, women have increased their representation among multi ... Expand

Abstract: Over the past two decades, women have increased their representation among multiboard directors—corporate directors who simultaneously hold seats on two or more firms. Traditionally, multiboard directors exercised greater power and influence in corporate governance. As a consequence, women’s increased representation among this “inner circle” could signal women’s increased influence in corporate governance. However, women’s access to these elite positions comes at a time when multiboard holding has declined. This paper investigates gendered patterns in access to and outcomes of multiboard holding. I argue that these patterns reflect gendered logics in director appointment practices such that firms increasingly recruit and appoint highly boarded female directors, but multiboard women continue to lag in substantive influence in the boardroom. Analyses of nearly two decades of data on S&P 1500 boards demonstrate female directors’ increased access to the corporate inner-circle, but this access is decoupled from increased participation in board committees and interorganizational social influence. I discuss implications for theory on gender tokenism, corporate networks, and board processes. Collapse

Topics: social influence corporate governance network effect social network accounting

Methods: longitudinal research autocorrelation analysis simulation regression analysis method propensity score matching

Theories: organizational behavior theory

Exploring Decomposition for Solving Pattern Mining Problems

2021 | ACM Transactions on Management Information Systems | Citations: 0

Authors: Djenouri, Youcef; Lin, Jerry Chun-Wei; Nørvåg, Kjetil; Ramampiaro, Heri; Yu, Philip S.

Abstract: This article introduces a highly efficient pattern mining technique called Clust ... Expand

Abstract: This article introduces a highly efficient pattern mining technique called Clustering-based Pattern Mining (CBPM). This technique discovers relevant patterns by studying the correlation between transactions in the transaction database based on clustering techniques. The set of transactions is first clustered, such that highly correlated transactions are grouped together. Next, we derive the relevant patterns by applying a pattern mining algorithm to each cluster. We present two different pattern mining algorithms, one applying an approximation-based strategy and another based on an exact strategy. The approximation-based strategy takes into account only the clusters, whereas the exact strategy takes into account both clusters and shared items between clusters. To boost the performance of the CBPM, a GPU-based implementation is investigated. To evaluate the CBPM framework, we perform extensive experiments on several pattern mining problems. The results from the experimental evaluation show that the CBPM provides a reduction in both the runtime and memory usage. Also, CBPM based on the approximate strategy provides good accuracy, demonstrating its effectiveness and feasibility. Our GPU implementation achieves significant speedup of up to 552× on a single GPU using big transaction databases. Collapse

Topics: database system big data high-performance computing Java application programming interface

Methods: computational algorithm experiment cluster analysis DBSCAN k-means clustering

Partnering for prosperity: small IT vendor partnership formation and the establishment of partner pools

2021 | European Journal of Information Systems | Citations: 1

Authors: Findikoglu, N. Melike; Ranganathan, Chandrasekaran; Watson-Manheim, Mary Beth

Abstract: Small IT vendors increasingly establish intra-industry collaborative arrangement ... Expand

Abstract: Small IT vendors increasingly establish intra-industry collaborative arrangements with other technology providers. Despite the criticality of this strategy, there is little research that provides insights into partnership formation. Our study attempts to close this gap.Building on resource dependency theory (RDT) and resource-based view (RBV), we posit that, depending on external market and internal resource considerations, small IT vendors either supplement or complement their IT resources and capabilities via partnerships. When seeking to expand the scope of their resource portfolio by accessing dissimilar resources, vendors are engage in complementary partnerships (goal: improving the scope of IT resources). However, if they seek to expand the scale of their portfolio, they engage in supplementary partnerships (goal: extending the scale of IT resources). Using a qualitative approach, we examine the partnership formation practices of seven small IT firms. We propose a conceptual framework with five constructs that illustrate dynamics underlying these IT service partnerships, i.e., External market considerations, Internal resource configurations, Partner considerations, Partnership exploration, and Partnership development. We find variations in partnership practices depending on the supplementary or complementary nature of resources being sought. We also find small IT vendors form and manage partner pools to mitigate risks associated with partnerships. Collapse

Topics: systems development electronic mail outsourcing user experience enterprise application integration

Methods: qualitative interview personal interview field study theory development qualitative coding

Theories: resource based view of the firm resource dependency theory

Opportunities for Information Systems Scholars to Help Address Global Crises

2021 | Americas Conference on Information Systems | Citations: 0

Authors: Gaskin, James; Rosengren, Warren

Abstract: As of yet, most applied information systems (IS) research has been concentrated ... Expand

Abstract: As of yet, most applied information systems (IS) research has been concentrated on the problems facing privately owned institutions in developed nations. Now that the IS field has matured and applied research has begun to take a bigger role in the IS community, we have the opportunity to tackle not only traditional information systems problems but also global crises affecting billions of people. There are an abundance of major societal, global, and environmental crises that information systems scholars can help address. In this paper, we review the AIS Senior Scholars' Basket of Eight (AIS-8) journals to determine their coverage of 135 critical global crises across 6894 articles. Our findings indicate that, though the study of these crises has been increasing within the IS field, such studies still make up only a modest share of research. We, therefore, identify many untapped research opportunities that the IS scholarly community can pursue. Collapse

Topics: cloud computing LinkedIn Wikipedia

Methods: literature sample theory development literature study structured literature research

Theories: theory of affordance