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Impressionable or Immune? Examining the Influence of Marquee Sellers in B2B Secondary Market Platforms for IT Products
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2023 | Information Systems Research | Citations: 0
Authors: Alhauli, Abdullah; Elmaghraby, Wedad J.; Gopal, Anandasivam

Abstract: Although digital platforms have become mainstream, there still remain some unans ... Expand

Abstract: Although digital platforms have become mainstream, there still remain some unanswered questions pertaining to managing platform ecosystems. One such unexplored question pertains to the effect of marquee sellers on the platform—marquee sellers arguably attract other sellers and buyers to the platform, thereby enhancing the platform’s value. In this paper, we study how adding a marquee seller to a business-to-business (B2B) secondary-market platform for IT products affects other sellers, in terms of the prices they obtain for comparable products. Using proprietary data on B2B secondary-market auctions obtained from a platform provider, we show that the entry of a marquee seller has a positive effect on the prices obtained by other sellers on the platform, reflecting a reference-price effect. We further show that this positive effect on final prices is moderated by the extent to which bidders are active on multiple seller sites on the same platform and the extent to which bidders participate in the marquee seller site. We explain these effects using theory in multihoming and involvement, in terms of how reference prices are set. Our work extends the platforms literature by considering the specific influence of a marquee seller on other sellers, thereby informing platform owners on the implications of the advice to add more marquee sellers to platforms. We also contribute to the literature on secondary markets for durable, used IT products, which are instrumental in reducing electronic waste and mitigating the environmental damage done by electronic products in landfills.History: Raghu Santanam, Senior Editor; Pallab Sanyal, Associate Editor.Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1137. Collapse

Semantic filters: involvement theory

Topics: Apple iPhone business-to-business willingness to pay network effect mobile system

Methods: robustness check descriptive statistic statistical hypothesis test post-hoc analysis ordinary least square

Theories: involvement theory
Product involvement and routine use of a niche product from a well-known company: The moderating effect of gender
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2023 | Information & Management | Citations: 0
Authors: Zhang, Qianqian; Peng, Zeyu; Guo, Xitong; Vogel, Doug

Abstract: Contemporary well-known companies are making cross-disciplinary efforts to promo ... Expand

Abstract: Contemporary well-known companies are making cross-disciplinary efforts to promote niche products outside the scope of their core businesses. However, little is known about the routine use of these niche products. Based on the theory of involvement, we proposed a research model and conducted an online survey regarding Apple Pay to validate the hypotheses. Several insights were obtained through empirical analysis. Specifically, (1) routine use can be affected by product involvement, which in turn is positively influenced by ideal selfcongruence and social influence, and (2) the effects of ideal self-congruence and social influence on product involvement are moderated by gender. Collapse

Semantic filters: involvement theory

Topics: social influence customer loyalty Apple iPhone smartphone usage intention

Methods: survey partial least squares regression descriptive statistic factor analysis data transformation

Theories: involvement theory role theory
Engaging Gen Y Customers in Online Brand Communities: A Cross-National Assessment
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2021 | International Journal of Information Management | Citations: 0
Authors: Carlson, Jamie; Rahman, Syed Mahmudur; Rahman, Mohammad M.; Wyllie, Jessica; Voola, Ranjit

Abstract: Global retail brands find it vital to engage Generation Y (Gen Y) customers thro ... Expand

Abstract: Global retail brands find it vital to engage Generation Y (Gen Y) customers through firm-hosted online brand communities (OBCs) for generating actionable insights; this study advances customer engagement (CE) frame works in this setting. First, we draw on the stimulus–organism–response (S–O–R) theory to introduce OBC website quality (termed OBC-SiteQUAL), alongside brand involvement as a customer resource input, to shape an expanded quadripartite CE conceptualisation. Second, using multi-country data, we test the validity of the OBCSiteQUAL and CE measurement models, and the theoretical framework. Results indicate that the newly conceived OBC-SiteQUAL construct, underpinned by various web-based cues related to affective elements, brand interaction and customer-to-customer interaction, positively influences CE, whereas brand involvement partially influences CE. Third, we examine how these variables translate to behavioural loyalty outcomes. Empirically, a consistent pattern across the country samples indicates that OBC-SiteQUAL can affect behavioural loyalty by enhancing CE. Thus, we reliably confirm the mediating effect of CE (O) between OBC-SiteQUAL (S) and behavioural loyalty (R). Fourth, we found that the impact of OBC-SiteQUAL and brand involvement on CE differs between younger and older Gen Y consumers. These findings inform the optimisation of precise digital content marketing activities to enhance customer-brand relationships. Collapse

Semantic filters: involvement theory

Topics: social media marketing management website service quality Facebook

Methods: partial least squares regression PLS tool partial least squares path modeling SEM tool structural equation modeling

Theories: involvement theory
Mobile App Recommendation: An Involvement-Enhanced Approach
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2019 | Management Information Systems Quarterly | Citations: 0
Authors: He, Jiangning; Fang, Xiao; Liu, Hongyan; Li, Xindan

Abstract: Given the ubiquitous and critical role of mobile apps in people's lives as well ... Expand

Abstract: Given the ubiquitous and critical role of mobile apps in people's lives as well as the sheer size of the market, developing effective mobile app recommendation methods that can help users locate the apps they desire is critical for both users and platforms. Premised in involvement theory, we propose a novel mobile app recommendation method that integrates both users' download and browsing behaviors for mobile app recommendations, in contrast to existing methods that rely on download behaviors but neglect browsing behaviors. Specifically, we introduce a novel model that appropriately combines download and browsing behaviors to learn users' overall interests in and involvement with apps, develop a new algorithm to infer the model's parameters, and propose an innovative mobile app recommendation strategy that combines users' overall interests and their current interests to recommend apps. Finally, using data collected from one of the largest mobile app platforms in China, we demonstrate and analyze the superior performance of our method over several state-of-the-art mobile app recommendation methods. Collapse

Semantic filters: involvement theory

Topics: mobile application recommender system Youku digital service social network

Methods: computational algorithm digital trace data experiment Gibbs sampling field experiment

Theories: involvement theory
Pure Coding Pleasure: How BMW Involves App Developers in the Design of Automotive Onboard APIs

2019 | Americas Conference on Information Systems | Citations: 0
Authors: Weiss, Niklas; Wiesche, Manuel; Krcmar, Helmut

Abstract: Digital transformation requires incumbent companies to accelerate the developme ... Expand

Abstract: Digital transformation requires incumbent companies to accelerate the development of their digital products. The automotive industry is a prominent example of this change. Even though, research frequently considers digital transformation of organizations, there are rare perceptions on the change of the actual technology. This action research study provides deep insights in the endeavors of the global operating car manufacturer BMW towards a generic design of onboard application programming interfaces (APIs) which should enhance accelerated development of digital products. To help the firm embrace generativity, we therefore infused lead user involvement theory and API evaluation criteria into the API design team. As a result, we present 5 majorly refined APIs, which are implemented in the BMW App SDK. Further, we identified critical challenges and benefits for the involvement of lead users in the design of enabling technology within an incumbent company. KeywordsAPI design, lead user involvement, action research, incumbent firms, digital platforms. Collapse

Semantic filters: involvement theory

Topics: application programming interface mobile application participatory design evaluation criteria digital platform

Methods: design methodology design process action research qualitative interview literature study

Theories: involvement theory
Lessons Learned from an Information Security Incident: A Practical Recommendation to Involve Employees in Information Security

2018 | HICSS | Citations: 11
Authors: Tatu, Teodora; Frankfurt, Goethe-University; Jaeger, Lennart

Abstract: With the increasingly negative impact of information security attacks, measures ... Expand

Abstract: With the increasingly negative impact of information security attacks, measures of information security, which address the weakest link in the information security chain, namely the employee, have become a necessity for today’s business world. One way to improve employees’ – yet limited – information security awareness is to learn from past information security incidents. Collapse

Semantic filters: involvement theory

Topics: data security cybersecurity awareness ransomware cybersecurity behavior IT workforce

Methods: qualitative interview literature study

Theories: involvement theory
A Tale of Two Deterrents: Considering the Role of Absolute and Restrictive Deterrence to Inspire New Directions in Behavioral and Organizational Security Research

2018 | Journal of the Association for Information Systems | Citations: 0
Authors: Willison, Robert; Lowry, Paul Benjamin; Paternoster, Raymond

Abstract: This research-perspective article reviews and contributes to the literature that ... Expand

Abstract: This research-perspective article reviews and contributes to the literature that explains how to deter internal computer abuse (ICA), which is criminal computer behavior committed by organizational insiders. ICA accounts for a large portion of insider trading, fraud, embezzlement, the selling of trade secrets, customer privacy violations, and other criminal behaviors, all of which are highly damaging to organizations. Although ICA represents a momentous threat for organizations, and despite numerous calls to examine this behavior, the academic response has thus far been lukewarm. However, a few security researchers have examined ICA’s influence in an organizational context and addressed potential means of deterring it. However, the results of these studies have been mixed, leading to a debate on the applicability of deterrence theory (DT) to ICA. We argue that more compelling opportunities will arise in DT research if security researchers more deeply study its assumptions and more carefully recontextualize it. The purpose of this article is to advance a deterrence research agenda that is grounded in the pivotal criminological deterrence literature. Drawing on the distinction between absolute and restrictive deterrence and aligning them with rational choice theory (RCT), this paper shows how deterrence can be used to mitigate the participation in and frequency of ICA. We thus propose that future research on the deterrent effects of ICA should be anchored in a more general RCT, rather than in examinations of deterrence as an isolated construct. We then explain how adopting RCT with DT opens up new avenues of research. Consequently, we propose three areas for future research, which cover not only the implications for the study of ICA deterrence, but also the potential motivations for these types of offenses and the skills required to undertake them. Collapse

Semantic filters: involvement theory

Topics: IT security threat security policy decision making IT security computer crime

Methods: design artifact structured literature research literature study

Theories: deterrence theory fairness theory general deterrence theory rational choice theory involvement theory
Disentangling the Motivations for Organizational Insider Computer Abuse Through the Rational Choice and Life Course Perspectives
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2018 | ACM SIGMIS Database | Citations: 0
Authors: Willison, Robert; Lowry, Paul Benjamin

Abstract: Criminal organizational insider computer abuse (ICA) research has focused on fac ... Expand

Abstract: Criminal organizational insider computer abuse (ICA) research has focused on factors that influence either ICA intentions, or actual behavior during the ICA process. However, we argue that this research has not correctly conceptualized the decision-making processes involved in ICA. Thus, our first aim is to demonstrate this opportunity by leveraging the rational choice perspective (RCP) from criminology. The RCP advances an "event" stage, in which choices are made leading up to and during the criminal act. However, the RCP also acknowledges a preceding "initial involvement" stage, which encompasses those factors that lead an individual to consider participation in crime. RCP explains that if, during the initial involvement stage, an individual becomes motivated and decides that future criminal behavior is the most suitable course of action, then he or she will have reached a state of "readiness." It is only after an individual has become readied, and at a later time, does the individual make event decisions in the perpetration of a specific crime. Consequently, extant ICA research has overlooked consideration of why-prior to the crime-an individual initially considers engaging in such criminal activity in the first instance. Notably, this consideration should not to be conflated with intentions. We argue that there needs to be a clear distinction between those motivational factors that would lead to the consideration of such engagement at the initial involvement stage, and those factors that would lead an individual at the event stage to perpetrate a crime. We thus propose a revised version of the extended security action cycle (ESAC), which reflects these criminal decision-making stages. Moreover, we provide a means through which to identify and understand the relationship among those factors that may motivate an individual during the initial involvement stage by drawing on the life course perspective (LCP). With a focus on time, context, and process, the LCP offers a framework in which four key principles are inscribed. Through examples drawn from the LCP and white-collar crime literature, we illustrate how these principles can provide a basis for conceptualizing factors that motivate ICA and open up new avenues for future research/theory development. Collapse

Semantic filters: involvement theory

Topics: criminality decision making IT security IT security threat IT policy

Methods: theory development group interview longitudinal research survey

Theories: fairness theory involvement theory
The interplay between free sampling and word of mouth in the online software market
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2017 | Decision Support Systems | Citations: 10
Authors: Chen, Hong; Duan, Wenjing; Zhou, Wenqi

Abstract: Free sampling in digital format has become a common business practice in the onl ... Expand

Abstract: Free sampling in digital format has become a common business practice in the online market offering consumers first-hand experience with products, due to its low marginal cost and extensive online distribution. At the same time, online word of mouth (WOM) has also been a prevalent strategy on the Internet for increasing product visibility and providing trustworthy product information. Those two online marketing strategies are generally considered to stand alone by marketers and prior research. Nevertheless, by drawing on integrated information response theory as well as theories for explaining online consumers' review sharing, we argue that free sampling complements WOM in the online market by amplifying its sales effect and facilitating its implementation. We provide supportive empirical evidence through a Bayesian analysis of software free sampling on CNET Download.com (CNETD) and sales and WOM from Amazon.com over a 25-week data set. Our results show that adoptions of CNETD free sampling positively interact with Amazon WOM in influencing Amazon software sales. In addition, more adoptions of CNETD free sampling lead to a larger volume of Amazon WOM, and this impact is more significant for less popular products. These findings contribute to our understanding of free sampling in the online market such that, in addition to its direct sales effect, free sampling can also potentially affect sales through influencing online WOM. Therefore, we suggest that marketers evaluate the free sampling strategy by including its interplay with online WOM and apply low-cost free sampling to facilitate the relatively more expensive online WOM marketing strategy, especially for unpopular products. Collapse

Semantic filters: involvement theory

Topics: online word of mouth electronic market marketing management experience good packaged software

Methods: statistical hypothesis test longitudinal research robustness check Markov chain Monte Carlo Amazon review

Theories: involvement theory
THE POWER OF ONLINE CUSTOMER REVIEWS IN FASHION E-COMMERCE – AN EMPIRICAL ANALYSIS ACROSS CATEGORIES AND BRANDS

2017 | European Conference On Information Systems | Citations: 0
Authors: Kemper, Jan

Abstract: Online Customer Reviews (OCRs) have become a powerful marketing tool for e-comme ... Expand

Abstract: Online Customer Reviews (OCRs) have become a powerful marketing tool for e-commerce companies and an important information source for customers in online shopping. We study the influence of OCRs on sales and conversion rates of experience goods along different levels of product involvement and brand equity. We make use of a unique dataset with about 2.8 billion product detail page (PDP) views, 85.3 million sold items along 40 product categories and .9 million OCRs from a leading European online fashion company. We find that the rating valence (i.e., the average rating), has a positive influence on sales and conversion in general. Further, we identify the positive influence of OCRs on sales and conversion to be stronger for products with a high level of product involvement. Finally, this study shows that brand equity has a negative influence on the relationship between rating valence, sales, and conversion. From a managerial perspective, this study helps to use OCR as a marketing tool in the most efficient and effective way as companies should implement category and brandspecific OCR strategies. Collapse

Semantic filters: involvement theory

Topics: experience good electronic commerce marketing information system website online word of mouth

Methods: regression analysis method instrumental variables estimation cluster analysis robustness check Breusch-Pagan test

Theories: involvement theory uncertainty reduction theory signaling theory

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Found 20 articles

Impressionable or Immune? Examining the Influence of Marquee Sellers in B2B Secondary Market Platforms for IT Products

Product involvement and routine use of a niche product from a well-known company: The moderating effect of gender

Engaging Gen Y Customers in Online Brand Communities: A Cross-National Assessment

Mobile App Recommendation: An Involvement-Enhanced Approach

Pure Coding Pleasure: How BMW Involves App Developers in the Design of Automotive Onboard APIs

Lessons Learned from an Information Security Incident: A Practical Recommendation to Involve Employees in Information Security

A Tale of Two Deterrents: Considering the Role of Absolute and Restrictive Deterrence to Inspire New Directions in Behavioral and Organizational Security Research

Disentangling the Motivations for Organizational Insider Computer Abuse Through the Rational Choice and Life Course Perspectives

The interplay between free sampling and word of mouth in the online software market

THE POWER OF ONLINE CUSTOMER REVIEWS IN FASHION E-COMMERCE – AN EMPIRICAL ANALYSIS ACROSS CATEGORIES AND BRANDS