A collaborative filtering model incorporating media promotions and users' variety-seeking tendencies in the digital music market

2023 | Decision Support Systems | Citations: 0

Authors: Lee, Myounggu; Kim, Hye-Jin

Abstract: Understanding customer preferences and providing the right products at the right ... Expand

Abstract: Understanding customer preferences and providing the right products at the right time to customers via personalized recommendations have been among the major interests of online retailers and service providers. This paper proposes an improved collaborative filtering model that incorporates a firm's marketing effort vari­ ables (i.e., media promotional variables) to improve the prediction of customers' digital music choices. In addition, we assert that the predictive model's effectiveness is different for consumers depending on their varietyseeking tendencies in music. We compared our predictive model to benchmark models and demonstrated that our proposed model is superior in predicting users' download behavior. We also found that the overall predictive performance is higher for active variety seekers who consume diverse types of music via streaming. We provide some evidence that this may be due to differences in the degree to which the two groups are influenced by different types of media promotions. The results suggest that considering psychological characteristics such as variety-seeking tendencies provides more advantages in prediction and recommendation systems, which opens new avenues for improvement. Collapse

Topics: collaborative filtering YouTube marketing management music download social media

Methods: experiment computational algorithm random forest classification regression analysis method deep learning

The effects of progress cues and gender on online wait

2019 | Decision Support Systems | Citations: 1

Authors: Lee, Younghwa; Chen, Andrew N. K.

Abstract: A wait screen is one of the proactive mechanisms that have been suggested to man ... Expand

Abstract: A wait screen is one of the proactive mechanisms that have been suggested to manage online wait. Despite the presence of significant gender differences in traditional wait, a lack of studies in online wait context has been acknowledged. This study proposes a research model of online wait management based on the cognitive absorption theory and gender literature. We test the effects of online interface designs in a wait screen on waiting time perceptions across gender by manipulating the salience and framing of a progress cue. A total of 535 subjects participated in two controlled experiments. MANOVA and subsequent ANOVA tests were conducted. We found significant main and interaction effects of wait screen design cues and gender on the relationships between the design cues and cognitive absorption variables. Detailed theoretical and practical implications are provided. Collapse

Topics: cognitive absorption music download usability user interface website

Methods: experiment survey multivariate analysis of variance exploratory factor analysis parametric test

Theories: cognitive absorption theory information systems theory

Managing online wait: Designing effective waiting screens across cultures

2018 | Information & Management | Citations: 2

Authors: Chen, Andrew N. K.; Lee, Younghwa; Hwang, Yujong

Abstract: We investigate how to effectively manage online wait using a waiting screen with ... Expand

Abstract: We investigate how to effectively manage online wait using a waiting screen with progress cues in different cultures. A research model is developed based on uncertainty reduction model, resource allocation model, color psychology, and Hofstede’s cultural model. Two controlled lab experiments (n=269 subjects each) were conducted in U.S. and Taiwan. We found that high hedonic valence and high time affordance were more effective to induce greater enjoyment and less uncertainty respectively, resulting in shorter perceived waiting time. We also found the significant background color effect and interaction effects between culture and progress cue design. Collapse

Topics: website usage intention usability user experience affordance

Methods: experiment structural equation modeling data transformation factor analysis ANOVA

Theories: theory of affordance cultural dimensions theory resource allocation theory

Got Phished? Internet Security and Human Vulnerability

2017 | Journal of the Association for Information Systems | Citations: 43

Authors: Goel, Sanjay; Williams, Kevin; Dincelli, Ersin

Abstract: A leading cause of security breaches is a basic human vulnerability: our suscept ... Expand

Abstract: A leading cause of security breaches is a basic human vulnerability: our susceptibility to deception. Hackers exploit this vulnerability by sending phishing emails that induce users to click on malicious links that then download malware or trick the victim into revealing personal confidential information to the hacker. Past research has focused on human susceptibility to generic phishing emails or individually targeted spear-phishing emails. This study addresses how contextualization of phishing emails for targeted groups impacts their susceptibility to phishing. We manipulated the framing and content of email messages and tested the effects on users’ susceptibility to phishing. We constructed phishing emails to elicit either the fear of losing something valuable (e.g., course registrations, tuition assistance) or the anticipation of gaining something desirable (e.g., iPad, gift card, social networks). We designed the emails’ context to manipulate human psychological weaknesses such as greed, social needs, and so on. We sent fictitious (benign) emails to 7,225 undergraduate students and recorded their responses. Results revealed that contextualizing messages to appeal to recipients’ psychological weaknesses increased their susceptibility to phishing. The fear of losing or anticipation of gaining something valuable increased susceptibility to deception and vulnerability to phishing. The results of our study provide important contributions to information security research, including a theoretical framework based on the heuristic-systematic processing model to study the susceptibility of users to deception. We demonstrate through our experiment that several situational factors do, in fact, alter the effectiveness of phishing attempts. Keywords: Phishing, Information Security, Social Engineering, Behavioral Security, Heuristic-Systematic Processing Model, Deception, Cognitive Biases, Vulnerabilities, Security Risk, Threats. Collapse

Topics: electronic mail phishing email phishing iPad personality

Methods: survey experiment ANOVA parametric test chi squared test

The Effects of Progress Cues, Color, and Gender on Online Wait

2017 | Americas Conference on Information Systems | Citations: 0

Authors: Lee, Gabe; Chen, Andrew

Abstract: As online wait has become pervasive and its negative impacts on online users’ pe ... Expand

Abstract: As online wait has become pervasive and its negative impacts on online users’ perception and behaviors were well recognized, a waiting screen is suggested as one of the proactive mechanisms to manage this concern. However, to date only a few studies have investigated how to develop an effective waiting screen. In addition, despite the presence of significant gender differences in traditional wait, a lack of studies of this aspect has been acknowledged in online wait context. This study proposes a research model of online wait management based on the theories of time perception and cognitive absorption theory to test the effects of waiting interfaces by manipulating the types of a progress cue and a background color on waiting time perception and gender in a simulated online context. Controlled experiments with the ANOVA and MANOVA tests will be conducted. Collapse

Topics: cognitive absorption resource allocation music download

Methods: parametric test experiment ANOVA multivariate analysis of variance

Theories: cognitive absorption theory

Converting Pirates through Participative Schemes for Digital Goods: Exploring “Pay What You Want” and Persuasive Computing in Online Music

2017 | HICSS | Citations: 0

Authors: Oppong-Tawiah, Divinus; Bassellier, Geneviève

Abstract: This study looks at how social factors can be leveraged to dissuade online pirac ... Expand

Abstract: This study looks at how social factors can be leveraged to dissuade online piracy in digital This study leverage persuasive computing to influence consumers' decision making process regarding their acquisition of online music and seeks to identify how different persuasive techniques can, in a pay way you want context, anchor the consumers' reference price to an amount significantly different from 0. Collapse

Topics: price management digital good peer-to-peer model digital piracy IS management

Methods: survey laboratory experiment factorial experiment design principle psychometrics

Theories: neutralization theory behavioral economics

The Freemium Effect: Why Consumers Perceive More Value with Free than with Premium Offers

2015 | International Conference on Information Systems | Citations: 8

Authors: Niemand, Thomas; Tischer, Sebastian; Fritzsche, Tina; Kraus, Sascha

Abstract: Continuous evolution of digital technology not only changes the way people commu ... Expand

Abstract: Continuous evolution of digital technology not only changes the way people communicate, it also fundamentally alters how companies generate revenue. Services like Dropbox, Skype, LinkedIn or Spotify successfully implement the freemium business model of concurrent free and priced premium versions. This paper will investigate the consequences of offering basic features for free. Based on research complementing the relationship between quality and price, the following provides evidence for an inversed “freemium” effect. Free services provide more value than premium services, not less. Results from a set of experimental studies show that consumers perceive fewer sacrifices and more benefits with free rather than premium offers. Consequently, decision-making variables (value, intention, and willingness to pay) favor the free versions. Implications for practice and research are provided building upon these results. Collapse

Topics: digital service Spotify cloud computing business model electronic mail

Methods: experiment multivariate analysis of variance survey descriptive statistic factor analysis

Theories: prospect theory

Customized Bundling and Consumption Variety of Digital Information Goods

2014 | Journal of Management Information Systems | Citations: 5

Authors: Bockstedt, Jesse C.; Goh, Kim Huat

Abstract: Customized bundling retail strategies have become increasingly popular online. I ... Expand

Abstract: Customized bundling retail strategies have become increasingly popular online. In customized bundling, consumers decide the bundle's components, and the effects of this change on consumption variety have important implications for information goods retailers. Although reduction in transaction and search costs increases supply-side product variety, customized bundling can introduce new types of friction in the consumption process. We show that customization of information good bundles reduces consumption variety through two effects: design cost effects and compromise effects. We present the results of three behavioral experiments and an empirical study using sales data from a national music retailer. This study contributes to the theoretical understanding of the effects of customized bundling on search costs and demand-side dynamics. The results provide insights for information goods retailers on the effects of design and search costs on consumer purchasing behavior. Implications for the design of retail platforms for customizable information goods are discussed. Collapse

Topics: price management information good consumer behavior electronic commerce recommender system

Methods: experiment experimental group ANOVA parametric test Wald test

Theories: behavioral economics economic theory decision theory

The Effects of Web Personalization on User Attitude and Behavior: An Integration of the Elaboration Likelihood Model and Consumer Search Theory

2014 | Management Information Systems Quarterly | Citations: 0

Authors: Shuk Ying Ho; Bodoff, David

Abstract: Web personalization can achieve two business goals: increased advertising revenu ... Expand

Abstract: Web personalization can achieve two business goals: increased advertising revenue and increased sales revenue. The realization of the two goals is related to two kinds of user behavior: item sampling and item selection. Prior research does not provide a model of attitude formation toward a personalization agent nor of how attitudes relate to these two behaviors. This limits our understanding of how web personalization can be managed to increase advertising revenues and/or sales revenues. To fill this gap, the current research develops and tests a theoretical model of user attitudes and behaviors toward a personalization agent. The model is based on an integration of two theories: the elaboration likelihood model (ELM) and consumer search theory (CST). In the integrated model, a user's attitude toward a personalization agent is influenced by both the number of items he/she has sampled so far (from CST) and the degree to which he/she cognitively processes each one (from ELM). In turn, attitude is modeled to influence both behaviors-that is, item selection and any further item sampling. We conducted a lab study and a field study to test six hypotheses. This research extends the theory on web personalization by providing a more complete picture of how sampling and processing of personalized recommendations influence a user's attitude and behavior toward the personalization agent. For online merchants, this research highlights the trade-off between item sampling and item selection and provides practical guidance on how to steer users toward the attitudes and behaviors that will realize their business goals. Collapse

Topics: usability personalization website perceived usefulness Near Field Communication

Methods: laboratory experiment field study survey path analysis chi squared test

Theories: technology acceptance model consumer search theory information systems theory elaboration likelihood model

THE EFFECTS OF TIME AND NUMBER OF PERSONALIZED ITEMS ON USERS´ AMOUNT OF SAMPLING

2014 | European Conference On Information Systems | Citations: 0

Authors: Bodoff, David; Ho, Shuk Ying

Abstract: With advances in personalization technologies, websites are increasingly able t ... Expand

Abstract: With advances in personalization technologies, websites are increasingly able to personalize web content and provide users with a unique experience. This research examines the effects of personalization on the amount of sampling of (1) personalized and (2) stock items. Two theories, Elaboration Likelihood Model (ELM) and Consumer Search Theory (CST), provide the basis for four hypotheses about these extended indicators. The two theories differ in theoretical level of abstraction. ELM models a user's response to an appealing item, whereas CST models a user's overall search strategy. They complement each other, but sometimes lead to competing hypotheses. This research conducts an online field experiment to examine these predictions and provide empirical evidence to validate the proposed hypotheses. Theoretically, our research extends personalization literature by providing a more complete picture of the effects of personalization on users' sampling behavior. Practically, our research reveals how effective personalization influences various users' sampling in return visits. This provides insights for online merchants who plan to invest in personalization technologies. Collapse

Topics: usability personalization website internet technology user behavior

Methods: longitudinal research data modeling parametric test survey experiment

Theories: consumer search theory elaboration likelihood model psychological theory