Maintaining or Altering the Status Quo in the Nonmarket Arena: Theory and Evidence from Government Contract Disputes

2023 | Organization Science | Citations: 0

Authors: Abdurakhmonov, Mirzokhidjon; Hasija, Dinesh; Ridge, Jason W.; Hill, Aaron D.

Abstract: We develop a theory that considers important differences in competition in the p ... Expand

Abstract: We develop a theory that considers important differences in competition in the political arena based on whether firms are attempting to maintain or alter the status quo. Particularly, we argue that although investing resources and time to build relationships with politicians and government officials fosters trust, solidarity, and reciprocity, likely producing desired outcomes for both firms attempting to maintain the status quo and those trying to alter it, such relationships are more strongly positive for firms maintaining the status quo. As the effectiveness of relational strategies may differ based on firms’ political strategies and firm characteristics, we then theorize that the effects of a more relational approach on ”winning” these desired outcomes for firms seeking to maintain or alter the status quo will be moderated by (1) prior targeting in the political arena where the competition unfolds and (2) a firm’s social reputation. Specifically, we argue that knowledge and relationships from prior targeting in a political domain where competition unfolds, and a firm’s better social reputation will strengthen the effect of a more relational approach on securing desired outcomes for both firms seeking to maintain and alter the status quo. We expect the moderating effect for a firm’s targeting and social reputation will be stronger for firms seeking to maintain the status quo compared with firms seeking to alter the status quo. Our study contributes to corporate political activity literature and notably to the research on political markets by advancing a more nuanced but realistic understanding of interfirm rivalry for governmental outcomes. Collapse

Topics: resource allocation database system competitive advantage legal context anonymity

Methods: theory development statistical hypothesis test chi squared test cluster analysis Compustat

Theories: resource based view of the firm

Brand Crisis and Customer Relationship Management on Social Media: Evidence from a Natural Experiment from the Airline Industry

2023 | Information Systems Research | Citations: 0

Authors: Al Balawi, Ramah; Hu, Yuheng; Qiu, Liangfei

Abstract: In this study, we investigate the effect of a brand crisis on the customer relat ... Expand

Abstract: In this study, we investigate the effect of a brand crisis on the customer relationship management (CRM) efforts of brands on social media. Despite the opportunities social media offers to brands to connect and engage with customers, it is still unclear how a brand crisis can change a brand’s social CRM efforts. Social media platforms can amplify the negative consequences of a brand crisis. However, the unique and public nature of social media platforms can offer new means for brands to handle a brand crisis and publicly manage their customer relationships. Compared with traditional CRM, social media enables brands to communicate with their customers publicly, which can strengthen their relationships with customers and maintain higher levels of customer engagement. Leveraging a natural experiment setting, we investigate the impact of the United Airlines crisis on three dimensions of social CRM efforts: informativeness, timeliness, and attentiveness. Contrary to traditional CRM efforts and recommendations, we find that the brand crisis increases informativeness efforts but reduces timeliness and attentiveness efforts.History: Yong Tan, Senior Editor; Beibei Li, Associate Editor.Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1159. Collapse

Topics: social media Twitter customer service customer satisfaction customer relationship management

Methods: mediation analysis longitudinal research robustness check natural experiment experimental group

THE IMPACT OF ONLINE ADVERTISMENT PERSONALIZATION AND TRANSPARENCY ON INDIVIDUAL DEFENSIVE RESPONSES AND ENGAGMENT

2023 | European Conference On Information Systems | Citations: 0

Authors: Al Helaly, Yasser; Dhillon, Gurpreet; Oliviera, Tiago

Abstract: This study identifies the different individual defensive responses that are tri ... Expand

Abstract: This study identifies the different individual defensive responses that are triggered by ad personalization. We investigate how these responses impact user engagement behavior on social media. The study also examines the role of transparency in advertising and the perceived benefits of personalization on user engagement in Europe. To conduct our study, we are theoretically grounded in the defensive response model. A multi-step quantitative approach constituting two experiments and a survey is used. With 154 and 199 participants each, the experiments allowed us to define the theoretical model. The experiment identified paradoxical findings. We indent surveying online ads-users to examine the impact of personalization on individual defensive responses and the role transparency plays in predicting user engagement. Our research contributes to the theory by identifying defensive responses that explain the engagement behavior, and the impact of transparency on personalized advertising. Collapse

Topics: personalization usability Facebook social media privacy

Methods: experiment survey Student's t-test statistical hypothesis test parametric test

Privacy Regulation and Its Unintended Consequence on Consumption Behaviors: Evidence From CCPA

2023 | International Conference on Information Systems | Citations: 0

Authors: Bae, Donghwa; Mayya, Raveesh; Nian, Tingting

Abstract: This study explores the unintended consequences of data protection regulations ... Expand

Abstract: This study explores the unintended consequences of data protection regulations on consumer behavior. Specifically, we examine the California Consumer Privacy Act, which restricts companies from collecting Californians' personal information. Privacy regulations may limit firms' ability to suggest products aligned with consumers' taste predicted from data, potentially influencing subsequent consumer behavior. These regulations especially pose a challenge to digital platforms, as their success hinges on seamless data flow between firms and consumers. Using a difference-in-differences approach with transaction data, we find that post-CCPA, Californians reduce purchase by 4.1%, increase returns by 2.9%. Moreover, we find that Californians spend more time online and visit more webpages, potentially indicating increased search efforts. Mechanism analysis suggests that firms under CCPA proactively alter their data collection strategy to reduce the liability. These results reveal the complex interplay between privacy regulation and consumer behavior, highlighting the need for a nuanced understanding of the trade-offs between privacy protection and economic outcomes. Collapse

Topics: information privacy law legal context consumer behavior advertising management website

Methods: experimental group longitudinal research natural experiment archival research difference in differences

How social media live streams affect online buyers: A uses and gratifications perspective

2023 | International Journal of Information Management | Citations: 2

Authors: Bawack, Ransome Epie; Bonhoure, Emilie; Kamdjoug, Jean-Robert Kala; Giannakis, Mihalis

Abstract: Social media live streams (SMLSs) are becoming mainstream e-commerce platforms, ... Expand

Abstract: Social media live streams (SMLSs) are becoming mainstream e-commerce platforms, especially for direct selling, offering online retailers (e-tailers) immense consumer interaction and engagement levels. Despite their growing prevalence, e-tailers face difficulties capitalising on this platform to enhance retail operations. This paper ex­ plores how SMLSs affect consumers’ purchase intentions by exploring their motivations for participating in ecommerce SMLSs. To this end, we used the uses and gratifications (U&G) theory to explain how using SMLSs to satisfy consumers’ needs could lead to high or low purchase intentions. It was done by collecting cross-sectional data from 795 consumers who have participated in e-commerce SMLSs. The data were analysed using partial least squares-structural equation modelling (PLS-SEM) and fuzzy set qualitative comparative analysis (fsQCA). Our findings revealed that people use SMLSs to satisfy their need for value, social identification, and the me­ dium’s attributes. Based on these findings, we show six configurations that lead to high or low purchase in­ tentions and make corresponding theoretical propositions. Thus, our study contributes to the research and practice of using SMLSs for online shopping. Collapse

Topics: electronic commerce price management social media social network information exchange

Methods: survey partial least squares path modeling structural equation modeling partial least squares regression cross sectional research

Influencer is the New Recommender: insights for Theorising Social Recommender Systems

2023 | Information Systems Frontiers | Citations: 0

Authors: Bawack, Ransome Epie; Bonhoure, Emilie

Abstract: Designing theory-driven social recommender systems (SRSs) has been a significant ... Expand

Abstract: Designing theory-driven social recommender systems (SRSs) has been a significant research challenge for over a decade. This study aims to identify behavioural factors that could improve the persuasiveness and quality of recommendations made by SRSs. Given both research streams’ striking similarity, it uses the recent yet rich research on social media influencers (SMI) to inform SRS research. Drawing on 72 publications, we classified 52 independent variables into 12 categories regrouped into three broad categories that characterise the relationships between the consumer and the (i) recommender system, (ii) product or brand, and (iii) and advert. The metanalysis results determined the relative importance of each category in predicting purchase intentions, placing recommender credibility and attitude towards the recommended product or brand at the top of the charts. Our findings are expected to facilitate more refined theory-building efforts and theory-driven designs in SRS research and practice. Collapse

Topics: advertising management database system Twitter TikTok IS discipline

Methods: literature study theory development computational algorithm descriptive statistic sensitivity analysis

Theories: social learning theory behavioral theory theory of planned behavior

Towards a thematic dimensional framework of online fraud: An exploration of fraudulent email attack tactics and intentions

2023 | Decision Support Systems | Citations: 1

Authors: Bera, Debalina; Ogbanufe, Obi; Kim, Dan J.

Abstract: Despite anti-phishing filters, social engineering-based cyber-attacks still resu ... Expand

Abstract: Despite anti-phishing filters, social engineering-based cyber-attacks still result in billions of dollars lost annually, significant personal identity theft, loss of corporate secrets, and espionage. We review the phishing literature on psychological attacks and design tactics employed for deception by attackers. The result reveals the need to continuously identify tactics embedded in fraudulent email content to understand why users still fall prey to phishing attacks. Using the literature as a backdrop, we identify and conceptualize a thematic dimensional framework of fraudulent phishing attacks. This study uses benchmark datasets of fraudulent email to empirically validate the proposed dimensional framework. Specifically, a combination of machine learning-based content analysis and topic modeling found a majority of the discovered topics were labeled against the proposed di­ mensions. Statistical analysis was employed to provide empirical evidence of the thematic dimensions of fraudulent email attacks. This study thus, not only extends the cybersecurity literature by identifying and vali­ dating eight dimensions that enrich our understanding of phishing and attack identification but stimulates cu­ mulative research endeavors to develop yet more comprehensive dimensional frameworks of phishing email attacks. Collapse

Topics: phishing email phishing electronic mail email spam personalization

Methods: term frequency–inverse document frequency natural language processing topic model discriminant analysis literature study

The use of cognitive neuroscience tools for evaluating the cognitive overload caused by social advertising

2023 | Americas Conference on Information Systems | Citations: 0

Authors: Borawska, Anna; Mateja, Adrianna

Abstract: Social campaigns influence attitudes in society, but too much information can c ... Expand

Abstract: Social campaigns influence attitudes in society, but too much information can cause cognitive overload. Traditional methods for measuring cognitive overload are subjective. There is potential for using cognitive neuroscience methods because these tools measure consumers' unconscious responses and provide better understanding of cognitive functions. We have elaborated an experimental framework to enable the assessment of media messages in social campaigns concerning the cognitive overload that they cause. The proposed framework will be tested by performing an experiment on specific social advertising to prove its usefulness and show the research possibilities that it offers. As a result, we expect to expand the framework into a system that could be used by practitioners for evaluating social advertising before launching the campaign. Collapse

Topics: advertising management internet technology

Methods: experiment survey neurophysiology experimental design

Right Place, Right Time: Configurations of Technology Use for Business Model Innovation

2023 | Americas Conference on Information Systems | Citations: 0

Authors: Böttcher, Timo; Krcmar, Helmut

Abstract: In the rapidly evolving digital era, firms need to innovate their business mode ... Expand

Abstract: In the rapidly evolving digital era, firms need to innovate their business models (BMs) to thrive and benefit from new digital technologies. While digital BM innovation (DBMI) can create competitive advantage through differentiation, firms often struggle to create and extract value from digital technologies. In this paper, we analyze 41 cases of BM change and identify three configurations that lead to DBMI and two configurations that do not. These configurations illustrate the BM elements in which digital technologies are used for DBMI and explain how firms use digital technologies for strategic innovation. Combined with existing research on DBMI, this research provides a missing piece of the puzzle to connect specific technologies in the BM to implement a digital business strategy and undergo a digital transformation. For practical purposes, the findings suggest three alternative strategies for DBMI that identify which elements need to be changed together to achieve DBMI. Collapse

Topics: business model value creation innovation management database system mobile application

Methods: case study survey qualitative content analysis triangulation literature sample

Theories: core competency theory

Social Group Buying as a Marketing Strategy

2023 | HICSS | Citations: 0

Authors: Chen, Huiyan; Peng, Jing; Guan, Mengcheng; Li, Jianbin

Abstract: Social group buying (SGB) is a novel form of group buying that encourages custom ... Expand

Abstract: Social group buying (SGB) is a novel form of group buying that encourages customers to purchase deeply discounted products together with friends. Over the past few years, SGB has become a popular marketing strategy for online sellers to acquire new customers. Using a dataset from an e-commerce platform, we investigate whether and how SGB affects the sales of sellers. We find that enrolling a few products into SGB has a positive spillover effect on the sales of the sellers’ other products, and the effect varies substantially across different types of sellers. Specifically, the positive spillover effect is larger for smaller sellers and more diversified sellers. Moreover, we find that the spillover effect exhibits similar heterogeneity at the brand level, except that it can be negative for large brands and non-diversified brands. This finding suggests that sellers may gain from SGB at the expense of large or non-diversified brands. Collapse

Topics: electronic commerce advertising management marketing management

Methods: difference in differences mathematical model longitudinal research