Creating the best first impression: Designing online product photos to increase sales

2020 | Decision Support Systems | Citations: 3

Authors: Xia, Huosong; Pan, Xiaoting; Zhou, Yanjun; Zhang, Zuopeng (Justin)

Abstract: Effectively displaying goods in search results is valuable for B2C merchants to ... Expand

Abstract: Effectively displaying goods in search results is valuable for B2C merchants to earn clicks from consumers and even increase sales. Taking down jackets and trousers sold on Tmall—China's largest B2C e-commerce platform—as the example, this paper collects data about three factors that influence consumers' first impression on their search results: the price of a product, the quantity of historical reviews, and a photo of the product. Among these factors, previous research shows that a product photo contains four attributes: brand logo, promotional information, street scenes, and model display. Focusing on these attributes, we apply a decision tree to explore customer purchasing patterns, which allows us to further investigate the influence of product photo attributes on sales volume by using a hierarchical regression model. Our research finds that among the products from the list of their search results, customers prefer those with many good historical reviews and low prices. In addition, gender that differentiates men's from women's clothing has a moderating effect on the relationship between photo attributes and product sales. The purchase decision of consumers shopping for men's clothing is susceptible to the influence of the product photo. Furthermore, different from the traditional view which shows that brands can reduce perceived risks and increase sales, this study finds that men's clothing sales are negatively affected by brand logo attribute in product photos. Finally, using models cannot significantly increase product sales among consumers shopping for either men's or women's clothing. Collapse

Topics: electronic commerce business-to-consumer marketing management consumer behavior Python

Methods: historical review decision tree classification regression analysis method computational algorithm machine learning

Theories: role theory

Mobile Informed trading leveraging social sentiment

2020 | Americas Conference on Information Systems | Citations: 0

Authors: kim, kwansoo; TOUNKARA, Thierno

Abstract: Past works exploring the relationship between social sentiment and stock market ... Expand

Abstract: Past works exploring the relationship between social sentiment and stock markets have been of great interest to investors and scholars across multiple disciplines. In this study, we debate whether informed trading is practically connected with social media information even though uninformed trading is commonly linked with social sentiment. We measure the probability of informed trading and perform analysis of covariance on a data set classifying firm cohorts on two trading channels, traditional and mobile. The results show that the influence of positive sentiment on informed trading is statistically significant for well-known firm group on the mobile channel. However, negative sentiment and other factors do not affect the informed trading in the same setting. This implies that social media is likely to be a channel for mobile informed trading, which is different from previous research. This study offers new insights into the economic impact of social media on the informed trading. Collapse

Topics: mobile channel social media Google+ blog Twitter

Methods: analysis of covariance computational algorithm sentiment analysis regression analysis method simulation

Theories: information systems theory

Discerning the Role Context Plays in the Value of Information

2019 | HICSS | Citations: 0

Authors: Hanratty, Timothy P; Heilman, Eric G; Caylor, Justine; Richardson, John; Mittrick, Mark

Abstract: For the military, effective human-agent teaming requires a shared understanding ... Expand

Abstract: For the military, effective human-agent teaming requires a shared understanding between the human and the intelligent agents acting on their behalf. One of the central challenges associated with developing this shared understanding originates at the information level. The simple fact is while all information may be created equal, the value of information is not. Confounding this calculation is the knowledge that the true value of information is dependent not only on its source, content and latency, but just as importantly on the context of the situation in which it is being exercised. Building upon previous research aimed at codifying the value of information, this paper presents a multi-facetted experiment meant to discern a Soldier’s value of information within varying military contexts. Initial results reveal that context plays a significant role in how information is valued and more importantly provides a foundation for strengthening human-agent information understanding and collaboration. Collapse

Topics: information exchange decision support system

Methods: experiment design artifact robustness check descriptive statistic survey design

Investigating decision factors in mobile application purchase: A mixed-methods approach

2016 | Information & Management | Citations: 0

Authors: Kim, Hee-Woong; Kankanhalli, Atreyi; Lee, Hyun-Lyung

Abstract: The growth of the smart devices market and the development of mobile application ... Expand

Abstract: The growth of the smart devices market and the development of mobile applications (Apps) for them have given rise to an App economy. Sales of mobile applications are a key revenue source in this economy, with the expected worldwide market growth of US $75 billion by 2017. Despite the trend, many mobile Apps fail to attract customers, yet there has been a lack of research and understanding of the factors that affect the decisions to buy them. This study is thus motivated to examine the factors that people consider in their buying decisions of mobile Apps for their smartphones. This mixed-methods investigation first adopts an exploratory and qualitative approach to identify the purchase decision factors based on interviews with consumers. It then undertakes a quantitative, confirmatory study using a survey to test the model derived using mental accounting theory and the findings of the exploratory study. The results show the direct and indirect effects of five factors – word of mouth about App, App usefulness, monetary value of App, App trialability, and App enjoyment – on the intention to purchase an App. In this manner, this study advances our understanding of the decision-making factors leading to the purchase of mobile Apps. It also facilitates developers and marketers to promote the sales of their Apps for revenue generation. Collapse

Topics: mobile application accounting decision making digital distribution mobile application market

Methods: qualitative interview survey mixed method qualitative coding data transformation

Theories: theory of reasoned action

Role of Affect in Self-Disclosure on Social Network Websites: A Test of Two Competing Models

2015 | Journal of Management Information Systems | Citations: 0

Authors: Yu, Jongtae; Hu, Paul Jen-Hwa; Cheng, Tsang-Hsiang

Abstract: This study examines how affect influences self-disclosure on social network (SN) ... Expand

Abstract: This study examines how affect influences self-disclosure on social network (SN) websites. We test two competing models that build on direct causation theory and affect heuristic theory, respectively. In a direct effect model, affect steers self-disclosure, independent of cognitive cost–benefit appraisals. The indirect effect model instead suggests that affect influences self-disclosure by adjusting perceptions of benefits and costs. The empirical comparison of the models relies on survey data from more than 500 university students. Overall, affect influences self-disclosure indirectly by adjusting the benefits people perceive. In particular, affect toward self-disclosure and toward SN websites relate positively to self-disclosure motivators; their perceived values appear amplified in the presence of positive affect. We also offer a plausible, alternative explanation of the observed positive relationship between privacy risk and self-disclosure according to an indirect effect model, in which self-disclosure is driven mainly by motivators, whereas the effects of inhibitors depend a posteriori on self-disclosure. These findings call for a reconsideration of any exclusive focus on the direct impacts of affect on technology use, as is common in previous research, and suggest the importance of affective factors for understanding social technology uses and managing customer relationships. Collapse

Topics: website privacy Facebook internet technology self efficacy

Methods: survey post analysis covariance analysis partial least squares regression statistical hypothesis test

Theories: affect theory

Swift Guanxi in Online Marketplaces: The Role of Computer-Mediated Communication Technologies

2014 | Management Information Systems Quarterly | Citations: 0

Authors: Xiaojuan Ou, Carol; Pavlou, Paul A.; Davison, Robert M.

Abstract: The concept of guanxi (i.e., a close and pervasive interpersonal relationship) h ... Expand

Abstract: The concept of guanxi (i.e., a close and pervasive interpersonal relationship) has received little attention in the literature on online marketplaces, perhaps due to their impersonal nature. However, we propose that computer-mediated communication (CMC) technologies can mimic traditional interactive face-to-face communications, thus enabling a form of guanxi in online marketplaces. Extending the literature on traditional guanxi, we herein introduce the concept of swift guanxi, conceptualized as the buyer's perception of a swiftly formed interpersonal relationship with a seller, which consists of mutual understanding, reciprocal favors, and relationship harmony. Integrating theories of CMC and guanxi, we develop a model that explains how a set of CMC tools (i.e., instant messaging, message box, feedback system) facilitate repeat transactions with sellers by building swift guanxi and trust through interactivity and presence (social presence and telepresence) with sellers. Longitudinal data from 338 buyers in TaoBao, China's leading online marketplace, support our structural model, showing that the buyers' effective use of CMC tools enable swift guanxi and trust by enhancing the buyers' perceptions of interactivity and presence. In turn, swift guanxi and trust predict buyers' repurchase intentions and their actual repurchases from sellers. We discuss the implications of swift guanxi in online marketplaces with the aid of CMC technologies. Collapse

Topics: electronic market website social presence video conference communication service infrastructure

Methods: qualitative interview partial least squares regression survey archival research personal interview

Theories: performance theory lemon market theory social presence theory

A Note of Caution on Covariance-Equivalent Models in Information Systems

2012 | International Conference on Information Systems | Citations: 0

Authors: Evermann, Joerg; Tate, Mary

Abstract: Covariance-based structural equation modeling is a popular statistical technique ... Expand

Abstract: Covariance-based structural equation modeling is a popular statistical technique in information systems research, providing a stringent test of model fit and allowing researchers to test multiple hypotheses in the same model. Structural regressions in such models are often assumed to represent the causal nature of the underlying reality as expressed by theory. The validity of conclusions drawn from covariance-based analysis is, however, challenged when models can be constructed that fit the observed covariances equally well as the tested model, but which have a different structure, expressing different underlying causal relationships. This research shows that a large proportion of studies in IS exhibit this issue. The dangers posed by covarianceequivalent models are highlighted using an example in the published literature, and recommendations are provided to IS researchers to address the problem. Collapse

Topics: perceived usefulness environmental uncertainty electronic commerce

Methods: covariance analysis experiment regression analysis method instrumental variables estimation survey

Theories: technology acceptance model

Bayesian Structural Equation Models for Cumulative Theory Building in Information Systems

2012 | Americas Conference on Information Systems | Citations: 0

Authors: Evermann, Joerg; Tate, Mary

Abstract: Theories are sets of causal relationships between constructs and their proxy ind ... Expand

Abstract: Theories are sets of causal relationships between constructs and their proxy indicator variables. Theories are tested and their numerical parameters are estimated using statistical models of latent and observed variables. A considerable amount of theoretical development in Information Systems occurs by theory extension or adaptation. Moreover, researchers are encouraged to reuse existing measurement instruments when possible. As a consequence, there are many cases when a relationship between two variables (latent and/or observed) is re-estimated in a new study with a new sample or in a new context. To aid in cumulative theory building, a re-estimation of parameters should take into account our prior knowledge about their likely values. In this paper, we show how Bayesian statistical models can provide a statistically sound way of incorporating prior knowledge into parameter estimation, allowing researchers to keep a “running tally” of the best estimates of model parameters. Collapse

Topics: Linux operating system

Methods: structural equation modeling factor analysis Gibbs sampling Markov chain Monte Carlo chi squared test

Theories: technology acceptance model

Comparing the Predictive Ability of PLS and Covariance Models

2012 | International Conference on Information Systems | Citations: 0

Authors: Evermann, Joerg; Tate, Mary

Abstract: Partial Least Squares (PLS) is a statistical technique that is widely used in th ... Expand

Abstract: Partial Least Squares (PLS) is a statistical technique that is widely used in the Partial Least Squares (PLS) is a popular technique for estimating structural equation models with latent variables. It is frequently perceived as an alternative to covariance analysis of such models. While its proponents recognize the shortcomings of PLS for testing explanatory models in comparison to covariance models, PLS is instead positioned as a tool for prediction and argued to be preferable to covariance analysis for this purpose. In this paper, we present an initial study that compares the predictive ability of PLS and covariance analysis in a range of situations using a simulation study. Our results show that PLS does offer some advantages over covariance models, but that these are not the ones advocated by PLS proponents. Collapse

Topics: missing data

Methods: partial least squares regression structural equation modeling simulation covariance analysis data imputation

An assessment of customers’ e-service quality perception, satisfaction and intention

2010 | International Journal of Information Management | Citations: 0

Authors: Udo, Godwin J.; Bagchi, Kallol K.; Kirs, Peeter J.

Abstract: This study examines the dimensions of web service quality based on e-customer’s, ... Expand

Abstract: This study examines the dimensions of web service quality based on e-customer’s, expectations and perceptions. We develop operationalized web service quality constructs, and analyze, their relationships with customer satisfaction and behavioral intentions in an e-business environment. The three identified dimensions of web service quality are perceived risk, web content and service, convenience. One of the major findings of this study is that although less perceived risk may lead to a favorable perception of web service quality, it does not necessarily translate to customer satisfaction, or positive behavioral intentions. Individual PC skill sets may affect perception of service convenience, but seems to have no influence on how customers assess web service quality, customer satisfaction or, behavioral intentions to use the e-service. The indirect or mediating influence of satisfaction on web, service quality and behavioral intentions is indeed stronger than the direct influence of web service, quality on behavioral intentions. Collapse

Topics: service quality behavioral intention customer satisfaction website electronic commerce

Methods: survey design structural equation modeling theory development survey SEM tool

Theories: information systems success model technology acceptance model SERVQUAL unified theory of acceptance and use of technology