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

Differential Impact of Content in Online Communication on Heterogeneous Candidates: A Field Study in Technical Recruitment

2023 | Information Systems Research | Citations: 0

Authors: Aggarwal, Rohit; Lee, Michael J.; Midha, Vishal

Abstract: Recruitment is a critical activity for companies, and the research community has ... Expand

Abstract: Recruitment is a critical activity for companies, and the research community has also shown significant interest in examining technology recruitment. Companies often communicate how they value their employees along with job requirements to potential candidates in a bid to attract them. However, there is an overall lack of understanding of how candidates react to such information and how their motivation toward the job changes with such online communication. Although there is substantial work that examines the decision-making process of managers who do technical hiring, to the best of our knowledge, there is a paucity of work that investigates the decision-making process of technical candidates. The broad research question studied is how including certain content in online communication about a technical job opportunity may (de)motivate heterogeneous candidates differently in applying for the job. We theorize the underlying process of how including certain content in online job communication may influence candidates’ propensity to apply and their minimum acceptable salary increase if they were to join the company. Additionally, we capture mediating variables that influence the effect of different online content on candidates’ propensity to apply and on candidates’ minimum acceptable salary increase. By testing actual job application behavior in a field study, we confirmed the content that can attract high performers while discouraging low performers from applying.History: Yong Tan, Senior Editor; Yan Huang, Associate Editor.Supplemental Material: The online appendices are available at https://doi.org/10.1287/isre.2022.1120. Collapse

Topics: social media electronic mail IS economics economic surplus IT workforce

Methods: experimental group survey field study factor analysis descriptive statistic

Theories: motivation theory

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

Algorithm as Boss or Coworker? Randomized Field Experiment on Algorithmic Control and Collaboration in Gig Platform

2023 | International Conference on Information Systems | Citations: 0

Authors: Chan, Jason; Kyung, Nakyung; Yoon, Sojung; Kim, Yeonseo

Abstract: ... Expand

Abstract: Collapse

Topics: artificial intelligence platform worker decision making mobile application human computer interaction

Methods: computational algorithm survey experiment field experiment robustness check

Let Artificial Intelligence Be Your Shelf Watchdog: The Impact of Intelligent Image Processing-Powered Shelf Monitoring on Product Sales

2023 | Management Information Systems Quarterly | Citations: 0

Authors: Deng, Yipu; Zheng, Jinyang; Huang, Liqiang; Kannan, Karthik

Abstract: We collaborated with a leading fast-moving consumer goods (FMCG) manufacturer t ... Expand

Abstract: We collaborated with a leading fast-moving consumer goods (FMCG) manufacturer to investigate how intelligent image processing (IIP)-based shelf monitoring aids manufacturers' shelf management by using data from a quasi-experiment and a field experiment. We discovered that such artificial intelligence (AI) assistance significantly and consistently improves product sales. Several underlying mechanisms were revealed by our quantitative and qualitative analysis. First, retailers are more likely to comply due to the greater monitoring effectiveness enabled by AI assistance. Second, the positive effect of IIP-based shelf monitoring partially persists after it is terminated, implying that human learning takes place. Third, the value of IIP-based shelf monitoring can be attributed to independent retailers rather than chain retailers. Since the degree of contract heterogeneity is the major difference between these retailers in terms of monitoring, this finding further suggests that AI is relatively more scalable when coping with more heterogeneous instances. Apart from these great benefits, we demonstrate the low marginal costs of implementing IIP-powered shelf monitoring, which indicates its long-term applicability and potential to generate incremental value. Our research contributes to several literature streams and provides managerial insights for practitioners who consider AI-assisted operational models. Collapse

Topics: artificial intelligence organizational value cost benefit analysis mobile application human AI collaboration

Methods: experimental group field experiment qualitative interview experiment quasi experiment

Unlocking the Psychology of Online Travel Booking: How Price Expectations Affect Consumers

2023 | International Conference on Information Systems | Citations: 0

Authors: GAO, YUTING; Jiang, Zhenhui; Chen, Hailiang; Goh, Khim Yong

Abstract: Price fluctuation is a major concern for consumers in making travel plans, such ... Expand

Abstract: Price fluctuation is a major concern for consumers in making travel plans, such as booking flights or hotels. Thus, consumers tend to hesitate over whether to make a booking or not. Online travel booking platforms such as Kayak, Hopper, and Google Flights, have been adopting various digital nudges to influence consumers' price expectations. For example, they may inform users that "Prices are unlikely to decrease within 7 days" (reassurance) or "Prices may rise within 7 days" (alert). Despite the pervasive adoption of reassurance and alert nudges in online travel booking, little is known about how they influence consumers' price expectations and travel booking behavior, and why. We plan to conduct a lab experiment and a randomized field experiment in collaboration with a leading travel metasearch platform to investigate how digital nudges like reassurance and alert may affect individuals' emotions, price expectations, and subsequent online travel booking behavior. Collapse

Topics: mobile application behavioral intention electronic commerce decision making marketing management

Methods: laboratory experiment field experiment survey design experiment randomized field experiment

Fun Shopping: A Randomized Field Experiment on Gamification

2023 | Information Systems Research | Citations: 0

Authors: Ho, Yi-Jen (Ian); Liu, Siyuan; Wang, Lei

Abstract: Gamification utilizes game-like features to engage participants, widely implemen ... Expand

Abstract: Gamification utilizes game-like features to engage participants, widely implemented in a variety of contexts. Such an IT-enabled engagement strategy serves as a marketing device to boost sales and customer loyalty. This study focuses on two significant game elements (i.e., badges and leaderboards) that promote consumer motivations and social comparisons. To qualify the impacts, we conduct a randomized field experiment at one of the largest shopping malls in Asia. In the experiment, we contrast the two elements against coupons regarding various shopping outcomes. A two-period design (consisting of the treatment and posttreatment periods) identifies the long-term behavior changes after the treatment removals. The main results suggest that badging and leaderboarding promote sales by 21.5% and 22.5% in the treatment period, respectively, whereas couponing delivers a more potent effect of 31.7%. In the posttreatment period, the gamification impacts remain significant compared with the baseline, but the influence of couponing fades out. Besides, the additional analyses document the salient heterogeneous treatment effects across demographics. We further discover the substantial differences in the within-group heterogeneity across the treatments. Specifically, badging is a balanced tool for attracting the general public, whereas leaderboarding is a double-edged sword that could encourage self-reinforcing or self-banishing. Finally, gamification brings more explorations that lead to additional sales and engagements. Overall, the robust results can be translated into actionable strategies to utilize gamification proactively.History: Ravi Bapna, Senior Editor; Yili (Kevin) Hong, Associate Editor. Collapse

Topics: gamification wireless LAN consumer behavior technology adoption user interface

Methods: experiment experimental group survey randomized field experiment parametric test

Theories: motivation theory self determination theory

Does Social Influence Change with Other Information Sources? A Large-Scale Randomized Experiment in Medical Crowdfunding

2023 | Information Systems Research | Citations: 0

Authors: Hur, Yun Young; Jin, Fujie; Li, Xitong; Cheng, Yuan; Hu, Yu Jeffrey

Abstract: We examine how social influence interacts with other information sources to affe ... Expand

Abstract: We examine how social influence interacts with other information sources to affect user behaviors in the context of medical crowdfunding. We conduct a large-scale randomized field experiment on a leading medical crowdfunding platform, showing friends’ donation information to donors in the treatment group and not showing such information in the control group, and examine how the likelihood to donate differs. In addition, we conduct a survey on Amazon Mechanical Turk to evaluate the informational value of different case attributes in conveying the patients’ need for help to donors. We find that for cases containing attributes with high informational value (e.g., minor patient, severe conditions), social influence is insignificant. In contrast, for cases lacking attributes with high informational value, social influence significantly increases donors’ likelihood to donate. Overall, our results show that the impact of social influence depends on the informational value of other information sources, suggesting that the social influence in our context is primarily informational. Our findings indicate that rather than generating an entrenchment effect, where cases with attributes of high informational value attract disproportionate benefits, social influence can increase donation likelihood to cases that lack such attributes, promoting more equal access to resources overall. History: Olivia Liu Sheng, Senior Editor; Yuliang (Oliver) Yao, Associate Editor. Supplemental Material: The online appendices are available at https://doi.org/10.1287/isre.2022.1189. Collapse

Topics: social influence crowdsourcing crowdfunding social network user behavior

Methods: experimental group experiment survey randomized field experiment robustness check

Theories: lemon market theory

Augmenting Password Strength Meter Design Using the Elaboration Likelihood Model: Evidence from Randomized Experiments

2023 | Information Systems Research | Citations: 0

Authors: Khern-am-nuai, Warut; Hashim, Matthew J.; Pinsonneault, Alain; Yang, Weining; Li, Ninghui

Abstract: Password-based authentication is the most commonly used method for gaining acces ... Expand

Abstract: Password-based authentication is the most commonly used method for gaining access to secured systems. Unfortunately, empirical evidence highlights the fact that most passwords are significantly weak, and encouraging users to create stronger passwords is a significant challenge. In this research, we propose a theoretically augmented password strength meter design that is guided by the elaboration likelihood model of persuasion (ELM). We evaluate our design by leveraging three independent and complementary methods: a survey-based experiment using students to evaluate the saliency of our conceptual design (proof of concept), a controlled laboratory experiment conducted on Amazon Mechanical Turk to test the effectiveness of the proposed design (proof of value), and a randomized field experiment conducted in collaboration with an online forum in Asia to establish proof of use. In each study, we observe the changes in users’ behavior in response to our proposed password strength meter. We find that the ELM-augmented password strength meter is significantly effective at addressing the challenges of password-based authentication. Users exposed to this strength meter are more likely to change their passwords, leading to a new password that is significantly stronger. Our findings suggest that the proposed design of augmented password strength meters is an effective method for promoting secure password behavior among end users.History: Alessandro Acquisti, Senior Editor; Pallab Sanyal, Associate Editor.Funding: The authors gratefully acknowledge financial support from the Social Science and Humanities Research Council of Canada (SSHRC) [Grant 435-2018-0605].Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1125. Collapse

Topics: password website data security electronic authentication application programming interface

Methods: experiment survey laboratory experiment experimental group field experiment

Theories: elaboration likelihood model