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

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

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

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

Influencer is the New Recommender: insights for Theorising Social Recommender Systems

2023 | Information Systems Frontiers | Citations: 0

Authors: Bawack, Ransome Epie; Bonhoure, Emilie

Abstract: Designing theory-driven social recommender systems (SRSs) has been a significant ... Expand

Abstract: Designing theory-driven social recommender systems (SRSs) has been a significant research challenge for over a decade. This study aims to identify behavioural factors that could improve the persuasiveness and quality of recommendations made by SRSs. Given both research streams’ striking similarity, it uses the recent yet rich research on social media influencers (SMI) to inform SRS research. Drawing on 72 publications, we classified 52 independent variables into 12 categories regrouped into three broad categories that characterise the relationships between the consumer and the (i) recommender system, (ii) product or brand, and (iii) and advert. The metanalysis results determined the relative importance of each category in predicting purchase intentions, placing recommender credibility and attitude towards the recommended product or brand at the top of the charts. Our findings are expected to facilitate more refined theory-building efforts and theory-driven designs in SRS research and practice. Collapse

Topics: advertising management database system Twitter TikTok IS discipline

Methods: literature study theory development computational algorithm descriptive statistic sensitivity analysis

Theories: social learning theory behavioral theory theory of planned behavior

Lifting the Magic Curtain - How Transparency on Social Norm Nudging affects its Efficacy

2023 | Americas Conference on Information Systems | Citations: 0

Authors: Cavegn, Alea; Schär, Armando; Dalmus, Caroline

Abstract: This study analyses how the effect of a social norm nudge changes when its func ... Expand

Abstract: This study analyses how the effect of a social norm nudge changes when its function and purpose become transparent. For this purpose, a quantitative, experimental online survey was conducted among 474 participants in the context of voluntary CO2 offset. The non-transparent social norm nudge and the one with information solely on its function showed no significant effect on behaviour. However, the social norm nudge disclosing both, its function and purpose, did effect behaviour positively. Based on the results, it is recommended that social norm nudges are made transparent in practice. The recipient of a social norm nudge should therefore be explicitly notified about its function and purpose. Collapse

Topics: social norm willingness to pay decision making

Methods: experimental group experiment survey ANOVA parametric test

A Theory-Driven Deep Learning Method for Voice Chat–Based Customer Response Prediction

2023 | Information Systems Research | Citations: 0

Authors: Chen, Gang; Xiao, Shuaiyong; Zhang, Chenghong; Zhao, Huimin

Abstract: As artificial intelligence and digitalization technologies are flourishing real- ... Expand

Abstract: As artificial intelligence and digitalization technologies are flourishing real-time, online interaction–based commercial modes, exploiting customers’ purchase intention implied in online interaction processes may foster huge business opportunities. In this study, we target the task of voice chat–based customer response prediction in an emerging online interaction–based commercial mode, the invite-online-and-experience-in-store mode. Prior research shows that satisfaction, which can be revealed by the discrepancy between prior expectation and actual experience, is a key factor to disentangle customers’ purchase intention, whereas black-box deep learning methods empirically promise us advantageous capabilities in dealing with complex voice data, for example, text and audio information incorporated in voice chat. To this end, we propose a theory-driven deep learning method that enables us to (1) learn customers’ personalized product preferences and dynamic satisfaction in the absence of their profile information, (2) model customers’ actual experiences based on multiview voice chat information in an interlaced way, and (3) enhance the customer response prediction performance of a black-box deep learning model with theory-driven dynamic satisfaction. Empirical evaluation results demonstrate the advantageous prediction performance of our proposed method over state-of-the-art deep learning alternatives. Investigation of cumulative satisfaction reveals the collaborative predictive roles of theory-driven dynamic satisfaction and deep representation features for customer response prediction. Explanatory analysis further renders insights into customers’ personalized preferences and dynamic satisfaction for key product attributes. History: Yong Tan, Senior Editor; Jingjing Zhang, Associate Editor. Funding: This work was supported in part by the National Natural Science Foundation of China [Grants 71971067 and 72271059] and the China Postdoctoral Science Foundation [Grant 2022M722394]. Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1196. Collapse

Topics: customer satisfaction willingness to pay decision making marketing information system customer service

Methods: deep learning experiment machine learning BERT theory development

The Cost of Free: The Effects of “Wait-for-Free” Pricing Schemes on the Monetization of Serialized Digital Content

2023 | Management Information Systems Quarterly | Citations: 0

Authors: Choi, Angela; Rhee, Ki-Eun; Yoon, Chamna; Oh, Wonseok

Abstract: Leveraging a combination of analytical frameworks and empirical assessments, th ... Expand

Abstract: Leveraging a combination of analytical frameworks and empirical assessments, this study investigates the effects of wait-for-free (WFF) pricing schemes on the monetization of serialized, digital entertainment content, which has become increasingly pervasive on online platforms. WFF pricing is a strategy in which consumers are given the option to either wait a certain amount of time to acquire digital content at no cost or pay to consume it immediately. We evaluate the extent to which habit formation and presentbiased preferences driven by the consumption of addictive stock affect individual consumers' willingness to wait (or pay) for content, which, in turn, determines the efficacy of WFF pricing. We also examine the conditions under which consumers switch from waiting for free content to instantaneously purchasing content. Our findings indicate that WFF pricing increases the sales of serialized digital content, generating new demand from customers who would otherwise forgo participation in the market. In addition, the pricing design effectively generates sustained profits in the long run. We found that most consumers who initiate a purchase either upon initial market entry or upon switching continue to purchase as new episodes become available. Moreover, the results indicate that as a user accumulates free episodes of a specific series, given extended waiting periods, the likelihood of their conversion from a wait-for-free customer to an instant-purchase customer increases. In particular, WFF pricing effectively augments the willingness to pay of low-valuation consumers as habit formation builds up through time with the free consumption of serialized content. One free episode can elevate the likelihood of consumer purchase by up to 13%. However, as the number of free episodes consumed goes beyond a threshold, the likelihood of conversion decreases. We conclude with a discussion of managerial implications that can help content providers monetize their serialized digital content products. Collapse

Topics: price management consumer behavior advertising management digital good customer satisfaction

Methods: mathematical model robustness check econometric modeling proportional hazards model survival analysis

Theories: behavioral economics

Discontinuous Technological Change and Relaxations of Regulatory Restrictions to Achieve Societal Objectives for the Environment, with Focus on IP Protections

2023 | HICSS | Citations: 0

Authors: Clemons, Eric; Schreieck, Maximilian

Abstract: We address cases where improvements in information technology for measurement an ... Expand

Abstract: We address cases where improvements in information technology for measurement and monitoring should result in regulatory relaxation, in contrast with much recent research, which focuses on situations where these improvements should result in increased regulatory restrictions on the actions permitted by large platform operators. We focus specifically on the problem of reducing environmental degradation, and we explore how regulatory restrictions associated with intellectual property (IP) rights should be relaxed in the presence of demonstrable reductions in environmental impact that result from improvements made by parties other than the owners of the IP. We explore how Environmental Impact Merit should be used to compel the owner of the IP to adopt improvements and to compel compensation to the improver. Future research will develop additional examples where regulatory relaxation is appropriate. Collapse

Topics: consumer surplus IS economics innovation management intellectual property business process improvement

Methods: literature sample

Theories: punctuated equilibrium theory

When Reward Meets Donation: A Paradoxical Dilemma

2023 | International Conference on Information Systems | Citations: 0

Authors: Deng, Yipu; Zheng, Jinyang; Li, Guoxin; Kannan, Karthik

Abstract: Reward-based crowdfunding platforms are increasingly incorporating donation opt ... Expand

Abstract: Reward-based crowdfunding platforms are increasingly incorporating donation options, allowing backers to financially support campaigns without receiving any tangible rewards in return. Although this option seems to create a novel fundraising channel, our quasi-natural experimental study highlights the potential negative impacts of individual donation occurrences, which ultimately lead to reduced total raised funds, as substantiated by robust empirical evidence. We explore two primary mechanisms responsible for the adverse effect. First, the bystander effect, where prior donations discourage potential backers from supporting the campaign, causing them to either forgo reward purchases or decrease their contribution amounts. Second, the social conformity effect, in which prior donations shape backers' perceptions of social norms and consequently lower their support levels. By offering a comprehensive understanding of behavioral dynamics in crowdfunding, our study enriches the literature on the design and management of crowdfunding platforms and provides valuable insights for industry practitioners. Collapse

Topics: crowdfunding crowdsourcing social norm logistics management willingness to pay

Methods: experimental group propensity score method descriptive statistic quasi experiment experiment

Theories: social influence theory

Economic Impacts of Platform-Endorsed Quality Certification: Evidence from Airbnb

2023 | Management Information Systems Quarterly | Citations: 0

Authors: Dewan, Sanjeev; Kim, Jooho; Nian, Tingting

Abstract: We contribute to the emerging literature on quality certification by digital pl ... Expand

Abstract: We contribute to the emerging literature on quality certification by digital platforms by studying the launch of the Airbnb Plus service, wherein the platform inspects properties and provides a badge that presumably signals the quality of the property and the reliability of the host. Our identification strategy relies on the fact that the Airbnb Plus service was launched in different cities at different times, and listings within the cities received the certification at different times. Using a staggered difference-in-differences estimation strategy in conjunction with suitable matching methods, we found that the Airbnb Plus certification increased the weekly booking rate of Plus listings by about 6.8% on average (direct effect). We also found some evidence that non-Plus listings saw a temporary decline in booking rate when one or more nearby properties received a Plus certification (externality effect). The net impact of the Airbnb Plus service on the platform itself was an annual increase in revenue of about $37,500 for the average 2-kilometer zone in a U.S. city that included one or more Plus listings, as compared to matched zones without any Plus listings (local platform effect). We performed additional analyses, including a randomized experiment, to demonstrate the robustness of our findings. Overall, our results suggest that platform-endorsed quality certification has significant economic impacts-not just on the listings that receive the certification but on other listings on the platform as well as on the platform itself. Collapse

Topics: Airbnb website sharing platform peer-to-peer model Google+

Methods: experimental group experiment propensity score method product review robustness check

Social Sharing, Public Perception, and Brand Competition in a Horizontally Differentiated Market

2023 | Information Systems Research | Citations: 0

Authors: Gu, Zheyin (Jane); Li, Xinxin

Abstract: We examine how social sharing of consumers’ brand purchases affects brand compet ... Expand

Abstract: We examine how social sharing of consumers’ brand purchases affects brand competition in a market where different types of consumers, characterized by their distinct personal characteristics (i.e., personalities, hobbies, and lifestyles) and brand preferences (i.e., being loyal to one of two horizontally differentiated brands or neither), all desire accurate public perception of their true type. Social sharing of a consumer’s brand purchase allows the public to infer the consumer’s type, but such inference can be mistaken if a brand is purchased by multiple types of consumers. A consumer receives a higher public-perception utility from purchasing a brand if social sharing of the consumer’s purchase leads to a higher chance of accurate public perception. Our analysis shows that social sharing enhances the profit of the advantaged brand that attracts a larger size of loyal consumers but can hurt the profit of the disadvantaged brand that attracts a smaller size of loyal consumers. That is, in a horizontally differentiated market, social sharing may further strengthen the competitive status of the advantaged brand. Interestingly, the disadvantaged brand may become more likely to suffer from social sharing if it follows the conventional wisdom to expand the loyal segment. When the public can learn a consumer’s true type from other information sources (e.g., the consumer’s online blog), social sharing of consumers’ brand purchases brings a smaller profit gain to the advantaged brand. The disadvantaged brand may be better off or worse off, depending on the size of its loyal segment. Our theoretical findings shed light on how brands can devise competitive strategies to leverage the power of social media.History: Michael Zhang, Senior Editor; Hong Xu, Associate Editor.Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1132. Collapse

Topics: social media personality smartphone price management willingness to pay

Methods: survey