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作者：Cao, Zike; Hui, Kai-Lung; Xu, Hong
作者单位：Erasmus University Rotterdam; Erasmus University Rotterdam - Excl Erasmus MC; Hong Kong University of Science & Technology
摘要：We investigate whether the discounts offered by online daily deals help attract consumer purchases. By tracking the sales of 19,978 deals on Groupon. com and conducting a battery of identification and falsification tests, we find that deep discounts reduce sales. A 1% increase in a deal's discount decreases sales by 0.035%-0.256%. If a merchant offers an additional 10% discount from the sample mean of 55.6%, sales could decrease by 0.63%-4.60%, or 0.80-5.24 units and $42-$275 in revenue. This ...
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作者：Gal-Or, Esther; Gal-Or, Ronen; Penmetsa, Nabita
作者单位：Pennsylvania Commonwealth System of Higher Education (PCSHE); University of Pittsburgh; Northeastern University; Utah System of Higher Education; University of Utah
摘要：We study the effect of user privacy concerns on competition between online advertising platforms. Online platforms attract advertisers by offering capabilities to reach audiences likely to be receptive to their ads in a timely and accurate manner. However, the collection and processing of user information required for targeting of ads may lead to privacy concerns. We model the competition between two platforms as a two-stage game where platforms announce their targeting capabilities in the fir...
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作者：Adamopoulos, Panagiotis; Ghose, Anindya; Todri, Vilma
作者单位：Emory University; New York University; Korea University
摘要：Word of mouth (WOM) plays an increasingly important role in shaping consumers' behavior and preferences. In this paper, we examine whether latent personality traits of online users accentuate or attenuate the effectiveness of WOM in social media platforms. To answer this question, we leverage machine-learning methods in combination with econometric techniques utilizing a novel quasi-experiment. Our analysis yields two main results. First, there is a positive and statistically significant effec...
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作者：Roma, Paolo; Gal-Or, Esther; Chen, Rachel R.
作者单位：University of Palermo; Pennsylvania Commonwealth System of Higher Education (PCSHE); University of Pittsburgh; University of California System; University of California Davis
摘要：We consider an entrepreneur who designs a reward-based crowdfunding campaign when the campaign provides a signal about the future demand for the product and subsequent venture capital is needed. We find that both the informativeness of the campaign and considerations related to gaining access to venture capital funding affect the entrepreneur's choice of campaign instruments, as well as her decision of whether to run a campaign. In particular, entrepreneurs should launch the campaign either wh...
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作者：Li, Xitong
作者单位：Hautes Etudes Commerciales (HEC) Paris
摘要：This paper examines how a restaurant's online review ratings affect consumers to endorse deal vouchers sold by the restaurant via social media before they redeem the vouchers. While the effect of the average of review ratings is straightforward, we focus on examining how the effect is moderated by the dispersion of review ratings and the discount threshold set for the group-buying deals. A comprehensive literature review suggests that a large rating dispersion can deliver two different message...
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作者：Robert, Lionel P., Jr.; Dennis, Alan R.; Ahuja, Manju K.
作者单位：University of Michigan System; University of Michigan; Indiana University System; IU Kelley School of Business; Indiana University Bloomington; University of Louisville
摘要：Diversity can have positive and negative effects on team decision making. Text communication has been put forth as one solution to addressing this duality of team diversity. Unfortunately, the empirical results have been far from conclusive. We believe that resolving such inconsistencies is crucial to developing a more complete understanding of the use of communication technologies. To accomplish this, we developed a research model based on media synchronicity theory. We empirically tested thi...
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作者：de Vaujany, Francois-Xavier; Fomin, Vladislav V.; Haefliger, Stefan; Lyytinen, Kalle
作者单位：Centre National de la Recherche Scientifique (CNRS); CNRS - Institute for Humanities & Social Sciences (INSHS); Universite PSL; Universite Paris-Dauphine; Vilnius University; City St Georges, University of London; University System of Ohio; Case Western Reserve University
摘要：As information technology (IT)-based regulation has become critical and pervasive for contemporary organizing, information systems research turns mostly a deaf ear to the topic. Current explanations of IT-based regulation fit into received frameworks such as structuration theory, actor-network theory, or neoinstitutional analyses but fail to recognize the unique capacities IT and related IT-based regulatory practices offer as a powerful regulatory means. Any IT-based regulation system is made ...
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作者：Sahoo, Nachiketa; Dellarocas, Chrysanthos; Srinivasan, Shuba
作者单位：Boston University
摘要：Although many researchers in information systems and marketing have studied the effect of product reviews on sales, few have looked at their effect on product returns. We hypothesize that, by reducing product uncertainty, product reviews affect the probability of product returns. We elaborate this hypothesis starting with an analytical model that examines how changes in valence and precision of information from product reviews influence the purchase and return probabilities of risk-averse, but...
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作者：Heimbach, Irina; Hinz, Oliver
作者单位：WHU - Otto Beisheim School of Management; Goethe University Frankfurt
摘要：Research on online content diffusion is vast but has rarely examined contextual factors, including the influence of online sharing mechanisms, such as social plugins (e.g., Facebook's Like button), on online social networks (OSNs). While these mechanisms generally enable the content flow between senders and recipients, they vary in protecting users' social and institutional privacy on OSNs. Additionally, sharing mechanisms might differ with respect to their labeling (e.g., positive versus neut...
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作者：Wang, Chong (Alex); Zhang, Xiaoquan (Michael); Hann, Il-Horn
作者单位：Peking University; Chinese University of Hong Kong; University System of Maryland; University of Maryland College Park
摘要：Social-networking functions are increasingly embedded in online rating systems. These functions alter the rating context in which consumer ratings are generated. In this paper, we empirically investigate online friends' social influence in online book ratings. Our quasi-experimental research design exploits the temporal sequence of social-networking events and ratings and offers a new method for identifying social influence while accounting for the homophily effect. We find that rating similar...
