Online promotion effects under time limitation - A study of survey and physiological signals

2023 | Decision Support Systems | Citations: 0

Authors: Liang, Chih-Chin; Lin, Yu-Wen

Abstract: Online shopping platforms attract consumers to purchase by offering discounts or ... Expand

Abstract: Online shopping platforms attract consumers to purchase by offering discounts or informing them about the availability of limited quantities of cheaper items during a set time period. Offering goods on sale for a brief window creates a sense of time pressure and encourages impulse purchases. However, few studies have discussed the relationship between physiological signals and the promotional impact of limited time offers. In this study, we discuss the promotional impact of different promotion methods under time pressure and perform experiments using brainwaves and galvanic skin responses of 53 participants to reveal the relationships. This study surveys 501 participants to determine the promotional impact of limited time offers on customers using qualified experimented pictures to recall their feeling toward limited time offers. The analytical results indicate that timelimited promotions, monetary discounts, and online reviews significantly affect impulse purchase behavior. The experiential results show that promotion methods can arouse physiological signals and emotional reactions in participants. Finally, the research and managerial implications are discussed. Collapse

Topics: online review marketing management decision making consumer behavior missing data

Methods: experiment survey Student's t-test parametric test electrodermal activity

Rating deviation and manipulated reviews on the Internet—A multi-method study

2023 | Information & Management | Citations: 0

Authors: Xu, Yukuan; Xu, Xin

Abstract: Manipulated reviews can mislead consumers to make inappropriate purchase decisio ... Expand

Abstract: Manipulated reviews can mislead consumers to make inappropriate purchase decisions and reduce consumers’ dependency on online reviews, jeopardizing the platforms’ reputation. Existing studies mainly focus on the detection and the impact of manipulated reviews but are limited in examining the determinants of review legitimacy from the perspective of consumer perception. The current research introduces perceived review manipulation, defined as the extent to which an individual perceives a review as non-authentic with the goal of misleading others and influencing product sales. Using psychological reactance theory as a general framework, we investigate the impact of reviews with deviation from the average ratings on perceived review manipulation and review adoption. We future examine two boundary conditions of the above relationship—the moderating effects of review content concreteness and reviewer rating distribution. We adopt a multi-method approach to the empirical test of the research model. First, three online randomized experiments reveal that: (1) reviews with deviant ratings are more likely to be perceived as manipulated; (2) the relationship in (1) is enhanced when review content is abstract rather than concrete and when a reviewer is usually negative/positive (i.e., his/her rating distribution has positive/negative skewness) based on the deviation direction; and (3) perceived review manipulation negatively influences review adoption. Second, a field study was conducted to support the external validity of our research model. Our findings have academic and practical implications. Collapse

Topics: online review online word of mouth user-generated content word of mouth disinformation

Methods: experiment parametric test Student's t-test field study ANOVA

Theories: reactance theory

Employee responses to information security related stress: Coping and violation intention

2023 | Information Systems Journal | Citations: 1

Authors: Yazdanmehr, Adel; Li, Yuan; Wang, Jingguo

Abstract: Studies on employee responses to the information security policy (ISP) demands t ... Expand

Abstract: Studies on employee responses to the information security policy (ISP) demands to show that employees who experience stress over the demands would resort to emotion-focused coping to alleviate the stress and subsequently violate the ISP. However, their intent to engage in problem-focused coping to meet the ISP demands and possibly reduce ISP violations has yet to be analysed. We argue that both types of coping responses coexist in employee responses to ISP demands and they together influence ISP violation intention. Drawing upon the Transactional Model of Stress and Coping, we examine how security-related stress (SRS) triggers inward and outward emotion-focused coping, and problem-focused coping to the ISP demands, which together influence employee ISP violations. We also examine how ISP-related self-efficacy and organisational support moderate the effects of SRS on coping responses. We surveyed 200 employees in the United States to test our model. The results indicate that SRS triggers all three coping responses, and ISP-related self-efficacy and organisational support reduce the effects of SRS on inward and outward emotion-focused coping. Problem-focused coping then decreases ISP violation intention, whereas inward and outward emotion-focused coping increases it. The model was further verified with ISP compliance as the outcome construct, which yielded consistent results. Understanding various coping responses to SRS and the factors that facilitate or inhibit the responses can assist managers in effectively designing and implementing the ISP to reduce employee ISP violations. Collapse

Topics: self efficacy security policy data security problem solving internet technology

Methods: survey descriptive statistic partial least squares regression survey design factor analysis

Theories: technology threat avoidance theory

Decide Now or Later: Making Sense of Incoherence Across Online Reviews

2023 | Information Systems Research | Citations: 0

Authors: Yin, Dezhi; de Vreede, Triparna; Steele, Logan M.; de Vreede, Gert-Jan

Abstract: Mixed or inconsistent opinions are commonplace in online reviews. Prior research ... Expand

Abstract: Mixed or inconsistent opinions are commonplace in online reviews. Prior research shows that review inconsistency has different effects: its product-level manifestation in the form of inconsistent product ratings is associated with poorer sales, but its review-level manifestation in the form of two-sided arguments is associated with greater helpfulness and credibility evaluations of the review. In practice, consumers rarely consult all reviews or just a single review before they make purchase decisions. Instead, they often read a set of featured reviews (i.e., a review set) and some additional reviews if needed. Focusing on inconsistency in a review set, we introduce a new type of inconsistency across reviews that does not exist within a single review or at the level of product ratings: cross-review incoherence, which refers to disagreement among reviewers about specific product features. Based on cognitive dissonance theory, we explore how and when cross-review incoherence influences helpfulness and credibility judgments of the review set, revealing that consumers’ reactions to such incoherence might operate differently beyond an individual review. In addition, we examine how and why consumers’ judgments of a review set influence their purchase deferral—that is, the likelihood of making a buy-or-not-buy decision immediately after consulting the top reviews or deferring it until after obtaining more information. Two laboratory experiments demonstrate that cross-review incoherence increases purchase deferral via more negative evaluations of the review set that, in turn, reduce attitude certainty. In addition, the negative effect of cross-review incoherence on review set evaluations is weaker when the reviewers provide more contextual information behind their opinions. These findings deepen our understanding of inconsistency across multiple pieces of information; reveal the consequences of review evaluations during an understudied stage of consumers’ decision-making process; and provide critical implications for review platforms, companies, and reviewers. History: Paul Pavlou, Senior Editor; David (Jingjun) Xu, Associate Editor. Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1150. Collapse

Topics: decision making online review user-generated content data relevance enterprise information system

Methods: experiment chi squared test laboratory experiment conceptual modelling theory development

Theories: cognitive dissonance theory

Workgroup Collective Efficacy to Information Security Management: Manifestation of its Antecedents and Empirical Examination

2023 | Information Systems Frontiers | Citations: 0

Authors: Yoo, Chul Woo; Hur, Inkyoung; Goo, Jahyun

Abstract: Is collective agency important for information security management? Drawing on s ... Expand

Abstract: Is collective agency important for information security management? Drawing on social cognitive theory, this paper proposes four efficacy-shaping factors as antecedents of workgroup collective efficacy and examines its influence on workgroup information security effectiveness. For empirical analysis, a structural model is proposed with theoretical support. 306 individual responses were collected from 33 branch offices of a law enforcement organization in South Korea. Our results support the focal hypotheses that workgroup collective efficacy has significant positive relationships with its antecedents as well as workgroup information security effectiveness. This indicates that the exercise of collective agency is important in enhancing information security effectiveness in organizations. Further theoretical and practical implications will be discussed. Collapse

Topics: information security effectiveness team productivity electronic mail social norm data security

Methods: survey partial least squares regression statistical hypothesis test data transformation cross sectional research

Theories: social cognitive theory

How do live-streaming platforms facilitate persuasion in political campaigns? Theory and empirical evidence from the perspective of affordance actualization

2023 | Information & Management | Citations: 0

Authors: Yu, Tian; Chen, Yan; Luo, Xin (Robert)

Abstract: Prior research is limited in how live-streaming platforms (LSPs) enable technolo ... Expand

Abstract: Prior research is limited in how live-streaming platforms (LSPs) enable technological features facilitating po­ litical persuasion and engagement. Through the theoretical lens of affordance and theory of persuasion and mindfulness, this study (1) identifies persuasion-related affordances on LSPs that afford users with sufficient ability and motivation to process persuasive messages in live streaming, and (2) discovers how the actualization of such affordances fosters political mindfulness and promotes political engagement. We validate the research model using survey data collected from 16 live-streaming campaign rallies for the 2020 presidential election. This study makes significant theoretical contributions to live streaming and e-politics. Collapse

Topics: mindfulness affordance user experience usability anonymity

Methods: survey partial least squares regression literature study theoretical contribution PLS tool

Theories: theory of affordance information systems theory media synchronicity theory

Too Tired and in Too Good of a Mood to Worry About Privacy: Explaining the Privacy Paradox Through the Lens of Effort Level in Information Processing

2023 | Information Systems Research | Citations: 0

Authors: Alashoor, Tawfiq; Keil, Mark; Smith, H. Jeff; McConnell, Allen R.

Abstract: The confluence of digital transactions, growing cybersecurity threats, and the i ... Expand

Abstract: The confluence of digital transactions, growing cybersecurity threats, and the internet of the future (e.g., web 3.0 and the metaverse) have made information privacy increasingly important to consumers and companies that rely on consumers willingly sharing their personal information. Although information privacy has been of interest to researchers for decades and much has been learned, one thing that perplexes scholars is the privacy paradox, which we define as a mismatch between stated privacy concerns and actual disclosure behaviors. In this paper, we shed light on this phenomenon and show that low-effort information processing triggered by cognitive depletion (Experiment 1), positive mood (Experiment 2), or both (Experiment 3) significantly attenuates the association between stated privacy concerns and disclosure behaviors. These findings do not indicate that individuals do not care about privacy because we find consistent evidence in the three experiments for a significant negative association between stated privacy concerns and disclosure behaviors when individuals have sufficient cognitive capacity (Experiment 1), experience a negative (or neutral) mood (Experiment 2), or have sufficient cognitive capacity coupled with a negative mood state (Experiment 3). Our findings reveal that the paradox is neither an absolute phenomenon nor a myth, but its existence is conditional on contextual factors, including psychological factors related to information processing. We discuss our contribution to privacy theory and provide implications for consumers, companies, and policymakers. History: Alessandro Acquisti, Senior Editor; Idris Adjerid, Associate Editor. Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1182. Collapse

Topics: information privacy concern privacy decision making mobile application task productivity

Methods: experiment descriptive statistic statistical hypothesis test theory development Student's t-test

Theories: elaboration likelihood model

Perceived Algorithmic Control: Conceptualization and Scale Development

2023 | European Conference On Information Systems | Citations: 1

Authors: Alizadeh, Armin; Hirsch, Felix; Benlian, Alexander; Wiener, Martin; Cram, W.

Abstract: Organizations today leverage big data analytics combined with modern informatio ... Expand

Abstract: Organizations today leverage big data analytics combined with modern information and communication technology (ICT) to control workers in a largely automated manner. This phenomenon is commonly referred to as algorithmic control (AC). Research has shown that worker perceptions of AC applications can impact critical outcomes such as worker resistance, continuance intention, and well-being. Despite recent efforts to better understand these worker-level effects of AC, no systematic measures of workers' perceptions of AC exist to date. In this study, we develop and present a scale to empirically measure AC at the worker level. In particular, following established scale development guidelines, we conceptualize AC in terms of seven distinct forms, and derive, evaluate, and validate a final set of 33 measurement items. In doing so, our study paves the way for a much-needed, more systematic investigation of AC and its worker-level implications. Collapse

Topics: database system video conference social media

Methods: qualitative interview survey design psychometrics card sorting descriptive statistic

CO-CREATING VALUE FROM ELECTRIC VEHICLE DIGITAL SERVICES: EFFECT OF PERCEIVED ENVIRONMENTAL PERFORMANCE ON PERSONAL DATA SHARING

2023 | European Conference On Information Systems | Citations: 0

Authors: Alotaibi, Awatif; Barros, Alistair; Degirmenci, Kenan

Abstract: Electric vehicles (EVs) are considered a product rather than a mobility service ... Expand

Abstract: Electric vehicles (EVs) are considered a product rather than a mobility service. The expansion of EV services requires large amounts of personal information. Due to privacy concerns, EV users may deactivate these services, leading to the discontinuance of EV services and value destruction. Service dominant logic is improving insights into the roles of resources (e.g., personal data) and institutions (e.g., concerns) in influencing individual behaviours in value co-creation (e.g., disclosing personal data). This logic is a metaperspective that needs to be integrated with mid-range theories (e.g., the enhanced antecedents-privacy concerns-outcomes) to investigate how resources, institutions and value co-creation are integrated and how to quantify this integration. This study conducted an online survey of EV users. The findings show that privacy awareness, environmental concerns and privacy concerns influence privacy calculus. However, perceived environmental performance has a stronger impact than privacy risks on intentions to continue disclosing personal data for EV services. Collapse

Topics: privacy information privacy concern participatory design environmental sustainability decision making

Methods: survey archival research survey design design methodology partial least squares path modeling

Theories: privacy calculus theory service-dominant logic

How commitment and platform adoption drive the e-commerce performance of SMEs: A mixed-method inquiry into e-commerce affordances

2023 | International Journal of Information Management | Citations: 0

Authors: Ballerini, Jacopo; Herhausen, Dennis; Ferraris, Alberto

Abstract: To cope with the digital transition exacerbated by the COVID-19 pandemic, manage ... Expand

Abstract: To cope with the digital transition exacerbated by the COVID-19 pandemic, managers of manufacturing small and medium enterprises (SMEs) need to adopt innovative practices to face uncertain scenarios and create longterm value, identified as transformational entrepreneurship practices. Among emerging digital technologies, digital platforms are shaping and outgrowing the e-commerce channel representing a potential opportunity for manufacturing SMEs to embrace digital transformation. Drawing on affordance theory, this research uses a mixed method approach to investigate how manufacturing SMEs’ e-commerce commitment and digital platform adoption stimulate the actualization of three e-commerce affordances: consumer knowledge generation, inter­ nationalization, and customer diversification. Based on survey responses from 165 manufacturing SME man­ agers, we find that direct selling through owned websites actualizes consumer knowledge generation and internationalization, indirect selling actualizes customer diversification and internationalization, and agency selling through third-party platforms actualizes all three affordances. The relationship between e-commerce commitment and ecommerce performance is mediated by consumer knowledge generation and internationali­ zation but not by customer diversification. A fsQCA analysis outlines seven configurations actualizing these ecommerce affordances by pairing different ecommerce approaches with degrees of e-commerce commitment. Finally, an analysis of open-ended questions from 24 respondents complements the study and deeply interprets the seven unique configurations outlined. Collapse

Topics: electronic commerce affordance user experience entrepreneurship usability

Methods: survey qualitative interview structural equation modeling data transformation personal interview

Theories: theory of affordance