Gamified monetary reward designs: Offering certain versus chance-based rewards

2023 | Information Systems Journal | Citations: 0

Authors: Adam, Martin; Reinelt, Annika; Roethke, Konstantin

Abstract: To motivate visitors to engage with websites, e-tailers widely employ monetary r ... Expand

Abstract: To motivate visitors to engage with websites, e-tailers widely employ monetary rewards (e.g., vouchers, discounts) in their website designs. With advances in user interface technologies, many e-tailers have started to offer gamified monetary reward designs (MRDs), which require visitors to earn the monetary reward by playing a game, rather than simply claiming the reward. However, little is known about whether and why gamified MRDs engage visitors compared to their non-gamified counterpart. Even less is known about the effectiveness of gamified MRDs when providing certain or chance-based rewards, in that visitors do or do not know what reward they will gain for successfully performing in the game. Drawing on cognitive evaluation theory, we investigate gamified MRDs with certain or chance-based rewards and contrast them to non-gamified MRDs with certain rewards in user registration systems. Our results from a multi-method approach encompassing the complementary features of a randomised field experiment (N = 651) and a randomised online experiment (N = 330) demonstrate differential effects of the three investigated MRDs on user registration. Visitors encountering either type of gamified MRD are more likely to register than those encountering a non-gamified MRD. Moreover, gamified MRDs with chance-based rewards have the highest likelihood of user registrations. We also show that MRDs have distinct indirect effects on user registration via anticipated experiences of competence and sensation. Overall, the paper offers theoretical insights and practical guidance on how and why gamified MRDs are effective for e-tailers. Collapse

Topics: website electronic mail electronic commerce gamification website design

Methods: experiment randomized field experiment survey experimental task mixed method

Theories: cognitive evaluation theory self determination theory

Sustainable IS Use: What IS Needed to REDUSE

2023 | International Conference on Information Systems | Citations: 0

Authors: Andraschko, Lars; Wunderlich, Philipp; Sarker, Saonee; Veit, Daniel

Abstract: Facing ever-looming climate change, studying the drivers for individuals ' Info ... Expand

Abstract: Facing ever-looming climate change, studying the drivers for individuals ' Information Systems (IS) Use to reduce environmental harm gains momentum. While extant research on the antecedents of sustainable IS Use has focused on specific theories, interventions, contexts, and technologies, a holistic understanding has become increasingly elusive, with a synthesis remaining absent. We employ a systematic literature review methodology to shed light on the driving antecedents for sustainable IS Use among individual consumers. Our results build on findings of 29 empirical studies drawn from 598 articles retrieved from our premier outlets and a forward/backward search. The analysis reveals six salient complementary antecedents: Relief, Empowerment, Default, User-centricity, Salience, and Encouragement. We recommend considering these concepts when developing, deploying, promoting, or regulating digital technologies to mitigate individual consumers' emissions. Along with memorable and implementable concepts, our theoretical framework offers a novel conceptualization and four promising avenues for researchers on sustainable IS Use. Collapse

Topics: information system use green IS electronic commerce individual characteristic willingness to pay

Methods: structured literature research synthesis theory development laboratory experiment field experiment

Theories: extended unified theory of acceptance and use of technology information systems theory unified theory of acceptance and use of technology

Human vs. Automated Sales Agents: How and Why Customer Responses Shift Across Sales Stages

2023 | Information Systems Research | Citations: 0

Authors: Adam, Martin; Roethke, Konstantin; Benlian, Alexander

Abstract: Customers in sales processes increasingly encounter automated sales agents (ASAs ... Expand

Abstract: Customers in sales processes increasingly encounter automated sales agents (ASAs) that complement or replace human sales agents (HSAs). Yet, little is known about whether, how, and why customers respond to ASAs in contrast to HSAs across successive decision stages of the same sales process. Even less is known about customer responses to HSA-ASA combinations, where both agents assume distinct roles and focus on complementary tasks that are traditionally performed by only one single sales agent. Against this backdrop, this paper explores the influence of increasingly common sales representative (rep) types (i.e., ASA, HSA, and HSA-ASA) on customer decisions across sales stages. Drawing on information processing theory and the literature on hedonic-utilitarian decision making, we investigate customer responses to text-based ASAs from vendor companies in two common early stages of email sales processes (i.e., sales initiation stages) when customers successively decide whether to indicate their initial interest in an offer and then, whether to provide their contact information. Specifically, we conducted two complementary multi-decision experiments, namely (1) a randomized field experiment in a high-stakes sales initiation setting (n = 325) and (2) a subsequent randomized online experiment to complement the real-world insights (n = 408). Our core findings reveal reversing effect patterns of sales rep types across stages: although customers are more likely to indicate their initial interest to HSAs (versus ASAs) because of HSAs’ higher levels of social presence, they are less likely to provide contact information to HSAs because of HSAs’ lower levels of performance expectancy and effort expectancy. We also show that HSA-ASA combinations can be reasonable options for single ASAs, yet contextual features of the sales setting may affect differential customer responses to HSA-ASA combinations (versus ASAs) in each sales stage. Taken together, we uncover shifting effect patterns in customer responses to sales rep types across successive sales stages and shed light on the consecutive underlying mechanisms that explain these shifts. These findings have significant implications for vendor companies seeking to allocate HSAs and/or ASAs effectively across various decision stages in sales processes and beyond. History: Wonseok Oh, Senior Editor and Khim Yong Goh; Associate Editor. Funding: This work was supported by the Center for Responsible Digitality (ZEVEDI) and the German Research Foundation (DFG) [Grant 471168026]. Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1171. Collapse

Topics: electronic mail social presence decision making recommender system information system use

Methods: experiment randomized field experiment regression analysis method experimental task field experiment

Theories: information processing theory

Equity Crowdfunding and Access to Capital for User Entrepreneurs: Evidence from a Randomized Field Experiment

2023 | Management Information Systems Quarterly | Citations: 0

Authors: Bapna, Sofia; Ganco, Martin

Abstract: We examine whether equity crowdfunding democratizes access to funding for nontr ... Expand

Abstract: We examine whether equity crowdfunding democratizes access to funding for nontraditional user entrepreneurs. User entrepreneurs start by creating a product to serve their own unmet needs with no expectations of monetary profit, then later decide to commercialize the product through entrepreneurship. In contrast, traditional (producer) entrepreneurs take a more profit-driven path to entrepreneurship and start by identifying an opportunity that has commercial potential. Through a randomized field experiment, we randomly reveal to some investors that a firm producing a product used by musicians is founded by a musician and conceal this founder-related information from other investors. Revealing the information suggests that the firm is a user innovator firm and concealing it suggests that the firm is a traditional producer firm. We find that investors are significantly more interested in the traditional producer firm. Through an additional field experiment, we identify that the bias against user entrepreneurs is statistical (based on a response to limited information) rather than taste based (based on an idiosyncratic dislike). Our findings suggest that user entrepreneurs can mitigate investor bias by displaying signals of quality such as those regarding firm growth and broad product appeal. Collapse

Topics: electronic mail crowdfunding crowdsourcing logistics management entrepreneurship

Methods: experiment survey expert panel regression analysis method field experiment

Telepresence in live-stream shopping: An experimental study comparing Instagram and the metaverse

2023 | Electronic Markets | Citations: 0

Authors: Barta, Sergio; Gurrea, Raquel; Flavián, Carlos

Abstract: Advances in digital platforms allow influencers to use live shows to showcase pr ... Expand

Abstract: Advances in digital platforms allow influencers to use live shows to showcase products, which has given rise to live-stream shopping. Moreover, new communication forms have emerged, such as the metaverse. The social interactions that occur in these immersive environments foster influencer-follower interactions. This research compares the impact of live-stream shopping on followers’ experiences and behaviors on two communication channels (live shows on Instagram and in the metaverse) and analyses the moderating role of content involvement in telepresence. Data were collected in a between-subjects quasi-field experiment. Two scenarios that differed in degree of telepresence were created, a live show on Instagram and a live show in the metaverse. The results showed that telepresence is an important part of the user experience and in the success of live shows. Telepresence was seen to have a major influence on experiential value, but not on instrumental value. Both values provided followers with satisfaction with the experience. This satisfaction generated stickiness intention and intention to recommend the influencers’ live shows. The effect of telepresence on experiential value was greater for followers less involved with the influencer’s content. This research is pioneering in comparing an established platform, Instagram, with the metaverse. Despite the greater experiential value provided by the metaverse, to increase its instrumental value metaverse spaces needs to be further developed. Collapse

Topics: video conference virtual reality Instagram social network social media

Methods: survey field experiment statistical power analysis statistical hypothesis test experimental group

Theories: technology acceptance model

USING ALGORITHMIC NUDGES TO SAVE ENERGY AND WATER: A PROPOSAL FOR A LONGITUDINAL FIELD EXPERIMENT

2023 | European Conference On Information Systems | Citations: 0

Authors: Beermann, Vincent; Rieder, Annamina

Abstract: Energy and water consumption are significant sources of greenhouse gas emission ... Expand

Abstract: Energy and water consumption are significant sources of greenhouse gas emissions. While facilitating conservation behaviors in private households can help to mitigate these emissions, the effects of such mitigations are often indirect and delayed. Presenting meaningful feedback about consumption can help to make clear the positive effects of conservation behaviors to those who undertake them. We propose a large-scale field experiment to increase energy and water conservation through algorithmic econudges. We use smart metering data to provide transparency, social references, and information about the environmental effects of conservation behavior. The proposed research is planned in a longitudinal design for 8 weeks in the winter of 2022/23 in Germany. The findings are expected to contribute to scholarly research on nudging and practice as well as to housing providers and policymakers who are interested in green nudging. Collapse

Topics: sensemaking mobile application user interface usability smart metering

Methods: experiment computational algorithm field experiment longitudinal research experimental group

Influencing the Influencers? The Case of @CelebJets and the Role of Social Media in Empowering Citizens to Conduct Climate Justice Activism

2023 | Americas Conference on Information Systems | Citations: 0

Authors: Berney, Manon; Ondrus, Jan; Holzer, Adrian

Abstract: Online climate change activism is growing. However, its effectiveness is not ye ... Expand

Abstract: Online climate change activism is growing. However, its effectiveness is not yet firmly established. One of the challenges is for citizens to make sense of the vast amount of data to understand the impact of specific behaviors. The aggregation of publicly available information in a comprehensible and playful manner could potentially trigger effective evidence-based activism. However, it is not yet clear if and how such an intervention works. In this paper, we make a preliminary analysis of a use case of such an approach by investigating the @CelebJets phenomena, which automatically tracks and shares the private jet flights of celebrities on Twitter. Our analysis demonstrates that this approach can elicit user engagement and provide pertinent material for the press, potentially leading to a shift in behavior, particularly among celebrities who are promoting sustainability. Collapse

Topics: Twitter application programming interface social media climate change Wikipedia

Methods: case study regression analysis method parametric test descriptive statistic field experiment

The Evaluation of Founder Failure and Success by Hiring Firms: A Field Experiment

2023 | Organization Science | Citations: 0

Authors: Botelho, Tristan L.; Chang, Melody

Abstract: Organizations tout the importance of innovation and entrepreneurship. Yet, when ... Expand

Abstract: Organizations tout the importance of innovation and entrepreneurship. Yet, when hiring it remains unclear how they evaluate entrepreneurial human capital—namely, job candidates with founder experience. How hiring firms evaluate this experience—and especially how this evaluation varies by entrepreneurial success and failure—reveals insights into the structures and processes within organizations. Organizations research points to two perspectives related to the evaluation of founder experience: Former founders may be advantaged, due to founder experience signaling high-quality capabilities and human capital, or disadvantaged, due to concerns related to fit and commitment. To identify the dominant class of mechanisms driving the evaluation of founder experience, it is important to consider how these evaluations differ, depending on whether the founder’s venture failed or succeeded. To isolate demand-side mechanisms and hold supply-side factors constant, we conducted a field experiment. We sent applications varying the candidate’s founder experience to 2,400 software engineering positions in the United States at random. We find that former founders received 43% fewer callbacks than nonfounders and that this difference is driven by older hiring firms. Further, this founder penalty is greatest for former successful founders, who received 33% fewer callbacks than former failed founders. Our results highlight that mechanisms related to concerns about fit and commitment, rather than information asymmetry about quality, are most influential when hiring firms evaluate former founders in our context. Supplemental Material: The online appendix is available at https://doi.org/10.1287/orsc.2022.1592. Collapse

Topics: IT career human resource management entrepreneurship systems development innovation management

Methods: qualitative interview field experiment theory development experiment experimental design

Theories: lemon market theory

Gender Differences in Responses to Competitive Organization? A Field Experiment on Differences Between STEM and Non-STEM Fields from an Internet-of-Things Platform

2023 | Organization Science | Citations: 0

Authors: Boudreau, Kevin J.; Kaushik, Nilam

Abstract: Prior research, primarily based on laboratory experiments of children and studen ... Expand

Abstract: Prior research, primarily based on laboratory experiments of children and students, suggests that women might be more averse to competition than are men; women might, instead, be more inclined toward collaboration. Were these findings to generalize to working-age men and women across the workforce, there could be profound implications for organizational design and personnel management. We report on a field experiment in which 97,678 adults from a wide range of fields of training and career stages were invited to join a product development platform. Individuals were randomly assigned to treatments framing the opportunity as either involving competitive or collaborative interactions with other participants. Among those outside of science, technology, engineering, and math (STEM) fields, we find differences in the willingness of men and women to participate under competition. Thus, patterns in non-STEM fields conform to the usual claims of gender differences. However, among those in STEM fields, we find no statistical gender differences. Results hold under a series of alternative specifications, controls, and stratified analyses of 17 narrowly defined STEM subfields. The results are consistent with sorting into fields on the basis of competitiveness, as suggested by prior research, as well as other explanations we discuss. Overall, heterogeneity among women and heterogeneity among men appear to be at least as important as population-wide gender differences.History: This paper has been accepted for the Organization Science Special Issue on Experiments in Organizational Theory.Funding: This work was supported by Ewing Marion Kauffman Foundation [Grant G00005624].Supplemental Material: The online appendix is available at https://doi.org/10.1287/orsc.2022.1624. Collapse

Topics: new product development mobile system internet of things accounting electronic mail

Methods: experiment Wald test field experiment laboratory experiment theory development

The Role of Strong and Weak Ties in the Usage Behaviour of Social Media Apps

2023 | European Conference On Information Systems | Citations: 0

Authors: Beşer, Alper; Erdogan, Aleyna

Abstract: Social media apps like TikTok have influenced the daily lives of billions of us ... Expand

Abstract: Social media apps like TikTok have influenced the daily lives of billions of users. Such apps are forms of network goods and subject to so-called network externalities. They offer a social utility that increases with the number of app users. The social utility can be divided into a strong-tie utility (STU) and weaktie utility (WTU) as it may emerge from strong ties (e.g. close friends) and weak ties (e.g. friends of friends) respectively. To investigate their influence on the usage behaviour more closely, we develop a research model and conduct an online experiment (N=291) for collecting data for seven popular social media apps. The results prove that strong and weak ties can influence users in two ways: providing utility and exerting social pressure. While the level of these effects varies for the tested apps, the utility has a generally greater influence on the intention to use. Collapse

Topics: mobile application social media usage intention information system use YouTube

Methods: survey statistical hypothesis test experiment structural equation modeling partial least squares regression

Theories: technology acceptance model social network theory self determination theory