Peer Priming? A Large-Scale Field Experiment Studying the Impact of Popular Rankings on Demand in Mobile Retail

2023 | International Conference on Information Systems | Citations: 0

Authors: Zheng, Shuang; Tong, Jack; Fang, Sihan; Gopal, Anand; Li, Xianneng; Jiang, Qiancheng

Abstract: Consumers on mobile retail apps face significant search costs due to the small ... Expand

Abstract: Consumers on mobile retail apps face significant search costs due to the small screen size of devices. One of the search aid features to improve the search convenience is to show consumers a small set of frequently used searches conducted by peer consumers on the platform as a prime cue. We refer to this feature as the popular ranking search aid (PRSA). Collaborating with Meituan, a leading services mobile app in China, we implement a large-scale field experiment to explore how PRSA affects consumer search activities and purchases. Our analyses generate three key findings. First, PRSA leads to an increase of 18.6% in page views and a 6.4% increase in purchases. Second, the change in shopping behavior emerges through a change in search behavior with more nondirected searches and fewer directed searches. Third, our mediation analysis supports that search behavior mediates the business outcomes. We offer theoretical and managerial implications. Collapse

Topics: mobile application recommender system crowdsourcing mobile business systems design

Methods: experimental group experiment field experiment mediation analysis BERT

Connecting Customers and Merchants Offline: Experimental Evidence from the Commercialization of Last-Mile Pickup Stations at Alibaba

2019 | International Conference on Information Systems | Citations: 0

Authors: Han, Brian Rongqing; Sun, Tianshu; Chu, Leon Yang; Wu, Lixia; Xu, Yinghui

Abstract: Many e-commerce platforms have established extensive networks of last-mile stati ... Expand

Abstract: Many e-commerce platforms have established extensive networks of last-mile stations as their logistics infrastructure. In this study, we investigate how this last-mile infrastructure may serve as an offline platform for commercial activities (e.g., free sample distribution) to connect customers and merchants. In collaboration with Alibaba, we design two large-scale experimental studies and provide the first evidence on how platforms can leverage the walk-in traffic (organic interaction) and prompt nearby customers through online intervention (induced interactions) to improve customers’ online engagement with the merchants and offline utilization of logistics infrastructure. Collapse

Topics: logistics management electronic commerce advertising management mobile application big data

Methods: experimental group experiment field experiment propensity score matching longitudinal research

An empirical study of payment technologies, the psychology of consumption, and spending behavior in a retailing context

2019 | Information & Management | Citations: 0

Authors: See-To, Eric W. K.; Ngai, Eric W. T.

Abstract: Our study investigates differences in spending behavior among consumers using th ... Expand

Abstract: Our study investigates differences in spending behavior among consumers using three alternative payment technologies: cash, credit cards, and stored value contactless smart cards. We provide a deeper understanding of how different payment mechanisms directly impact consumer spending behavior in a retailing context, their influences on customers’ psychology of consumption, and perceptions of payment technologies. We show that the payment process can do so by significantly affecting the subjective awareness of spending only. In contrast, the source of money can affect perceived payment security only. Both perceived security and convenience have little effect on spending behavior. Collapse

Topics: electronic payment smart card password willingness to pay consumer behavior

Methods: statistical hypothesis test survey regression analysis method field study literature study

The relationship between platform choice and supplier’s efficiency- evidence from China’s online to offline (O2O)e-commerce platforms

2019 | Electronic Markets | Citations: 0

Authors: Wan, Xing; Chen, Jing

Abstract: Online to offline (O2O) is defined as e-commerce that combines searching and boo ... Expand

Abstract: Online to offline (O2O) is defined as e-commerce that combines searching and booking products or services online, and consumption in brick-and-mortar stores. Both China and other countries have witnessed the rise of O2O e-commerce platforms in recent years. This paper explores this rapid development from the supply side of O2O e-commerce platforms. Drawing upon the utilities roles of digital platforms and resource dependence theory, we propose and validate hypotheses on the relationships between platform choice and suppliers’ efficiency, using cinemas as an example. The findings support the significant and positive impact of platform choice on cinemas’ efficiency. Furthermore, we find that the more platforms a cinema chooses to link with, the higher efficiency the cinema will achieve. Our empirical results partially support that vertical integration has a negative impact on the relationship between platform choice and suppliers’ efficiency. This study enhances the understanding of the utilities roles of digital platforms and interaction between platform ecosystems and vertical integration. Collapse

Topics: digital platform electronic commerce website digital ecosystem marketing management

Methods: descriptive statistic White test cross sectional research statistical hypothesis test literature study

Theories: resource dependency theory

The Role of ICT as a Double-Edged Sword in Fostering Societal Transformations

2018 | Journal of the Association for Information Systems | Citations: 0

Authors: Lee, Gun-woong; Shao, Benjamin; Vinze, Ajay

Abstract: Information and communication technologies (ICT) have been central to economies ... Expand

Abstract: Information and communication technologies (ICT) have been central to economies seeking improvements in societal conditions. The impacts of ICT advancements manifest themselves in both socioeconomic and sociopolitical changes. While socioeconomic restructuring and, more recently, sociopolitical changes have often been attributed to ICT, research on its impacts and nuances in countries differentiated by economic levels remains sparse. The focus has been on the two ends of the strata for developing and developed economies and restricted to the impacts of ICT on economic metrics like GDP growth. In this study, we explore the pivotal role of ICT in societal transformations for countries categorized as developing, transition, and developed economies. Leveraging endogenous growth theory and social network theory, we hypothesize about the different impacts of ICT across the three economic classifications. Using panel data from 1995 to 2012 for 37 countries belonging to the three economic groups, we empirically investigate the associations between ICT investments and societal outcomes. Our results reveal that ICT has an impact on societal outcomes for transformations, but the nature of its contributions to social change varies with the stage of a country’s economic development. The analysis suggests that developing economies benefit the most from ICT investments with an overall improvement in socioeconomic and sociopolitical conditions, while the ICT effects are either insignificant or negatively inclined for developed economies. Transition economies show mixed ICT effects in stimulating socioeconomic and sociopolitical transformations. These results provide insights for actionable policies and suggest directions for building an ICT-enabled Bright Society. Collapse

Topics: IT investment IS impact innovation management technology adoption digital innovation

Methods: longitudinal research autocorrelation analysis statistical hypothesis test theory development Wald test

Theories: theory of economic development theory of economic growth social network theory

Dynamic sales impacts of online physical product sampling

2017 | Information & Management | Citations: 8

Authors: Yao, Xinlin; Lu, Xianghua; Phang, Chee Wei; Ba, Sulin

Abstract: Recently, firms start to offer samples of physical products online to reach wide ... Expand

Abstract: Recently, firms start to offer samples of physical products online to reach wider audience. However, literature has mostly examined offline product sampling or online sampling of digital products that differ from physical products. To address the gaps, we build on the theoretical logic of uncertainty reduction and signaling perspective to consider physical product characteristics in developing our hypotheses, and employed a unique dataset from an e-commerce platform for hypothesis testing. Our analysis reveals that online sampling could increase the physical product sales, while popular brands enjoyed greater advantages in terms of increase in both immediate and lagged sales. Collapse

Topics: electronic commerce digital product search engine advertising management Google+

Methods: experimental group longitudinal research autocorrelation analysis parametric test Chow test

The moderating effects of keyword competition on the determinants of ad position in sponsored search advertising

2015 | Decision Support Systems | Citations: 1

Authors: Ayanso, Anteneh; Karimi, Armin

Abstract: This study uses a unique cross-sectional dataset of the top 500 internet retaile ... Expand

Abstract: This study uses a unique cross-sectional dataset of the top 500 internet retailers in North America and empirically investigates the moderating effects of keyword competition on the relationship between ad position and its determinants in the sponsored search market. The study draws on the literature in keyword auction design, search advertising performance, and consumer search behavior as the theoretical foundation. The study finds a significant variation in the role of keyword competition for web-only versus multi-channel retailers. Specifically, this study finds that keyword competition has a significant moderating effect only for multi-channel retailers. The empirical analysis also indicates that the position of ads for web-only retailers is dependent on bid values and ad relevancy factors, whereas multi-channel retailers are more reliant on their bid values. We discuss the implications of these results in light of the increased popularity of sponsored search advertising in recent years. Collapse

Topics: search engine search engine marketing advertising management electronic commerce search engine optimization

Methods: cross sectional research multiple regression statistical hypothesis test longitudinal research regression analysis method

The Effectiveness of Online Shopping Characteristics and Well-Designed Websites on Satisfaction

2012 | Management Information Systems Quarterly | Citations: 0

Authors: Jifeng Luo; Sulin Ba; Han Zhang

Abstract: Electronic commerce has grown rapidly in recent years. However, surveys of onlin ... Expand

Abstract: Electronic commerce has grown rapidly in recent years. However, surveys of online customers continue to indicate that many remain unsatisfied with their online purchase experiences. Clearly, more research is needed to better understand what affects customers' evaluations of their online experiences. Through a large dataset gathered from two online websites, this study investigates the importance of product uncertainty and retailer visibility in customers' online purchase decisions, as well as the mitigating effects of retailer characteristics. We find that high product uncertainty and low retailer visibility have a negative impact on customer satisfaction. However, a retailer's service quality, website design, and pricing play important roles in mitigating the negative impact of high product uncertainty and low retailer visibility. Specifically, service quality can mitigate the negative impacts of low retailer visibility and high product uncertainty in online markets. Website design, on the other hand, helps to reduce the impact of product uncertainty when experience goods are involved. Collapse

Topics: customer satisfaction customer service website design price management website

Methods: chi squared test longitudinal research hierarchical linear modeling post-hoc analysis descriptive statistic

Theories: organizational behavior theory

An empirical study on Web-based services and customer loyalty

2006 | European Journal of Information Systems | Citations: 0

Authors: Otim, Samuel; Grover, Varun

Abstract: E-business success is tied to the ability to foster customer loyalty. Businesses ... Expand

Abstract: E-business success is tied to the ability to foster customer loyalty. Businesses that deliver superior value derived from excellent services and quality products are likely to win customer loyalty. This paper examines Web-based services and the effects of three sets of factors: pre-purchase, transaction-related, and post-purchase services on customer loyalty (measured as repeat purchase intention from a given Web-based store) in a business-to-consumer environment. Based on the study's results, pre-purchase services that support search and evaluation of products replete in e-commerce systems have limited effect on customer loyalty. Among transaction-related services, transparency of the billing mechanism positively impacts customer loyalty. Customers shun any hidden costs associated with product acquisition. Post-purchase services consisting of support of order tracking, on-time delivery, and customer support positively influence customer loyalty. These findings imply that Web-based stores need to pay more attention to post-purchase services in their strategy to retain customers. This is what will keep customers satisfied and willing to continue the relationship with a company over the long term. Collapse

Topics: customer loyalty electronic commerce price management customer service Chief Information Officer

Methods: descriptive statistic statistical hypothesis test survey ordinary least square linear regression analysis

Theories: theory of reasoned action

Knowledge Retention and Personnel Mobility: The Nondisruptive Effects of Inflows of Experience

2003 | Organization Science | Citations: 12

Authors: Madsen, Tammy L.; Mosakowski, Elaine; Zaheer, Srilata

Abstract: Firms often bring in personnel from rivals to gain tacit knowledge and skills. P ... Expand

Abstract: Firms often bring in personnel from rivals to gain tacit knowledge and skills. Personnel new to a firm may broaden the firm's knowledge stock, but may not disrupt the firm's ways of organizing. Instead, personnel inflows may contribute to the retention of a firm's traditional ways of organizing. This study tracks the flow of personnel within and across organizational boundaries (intrafirm and interfirm flows) and geographic boundaries (local and cross-border flows) for multiunit banks operating in the Foreign Exchange Trade Industry from 1973-1993. We test how a firm's retention activity responds to inflows of personnel from different sources (e.g., intrafirm, interfirm, local, and cross-border). The findings show that inflows of personnel from different sources increase a firm's retention activity. Rather than adopting changes in behavior in response to an influx of personnel from within or across spatial boundaries, firms in the foreign exchange industry tend to retain their existing ways of organizing. Personnel inflows from a combination of sources, such as local intrafirm, cross-border intrafirm, local interfirm, and cross-border interfirm, also positively affect retention. By examining the differences in the magnitudes of these effects, we empirically show that considering different sources of personnel inflows in combination is worthwhile. Collapse

Topics: implicit knowledge intranet knowledge base database system organizational memory

Methods: qualitative interview longitudinal research autocorrelation analysis statistical hypothesis test time series analysis