Today's consumers are immersed in a vast and complex array of networks. Each network features an interconnected mesh of people and firms, and now, with the rise of the Internet of Things (IoT), also objects. Technology (particularly mobile devices) enables such connections, and facilitates many...

The rise of intelligent conversation agents, or chatbots, are responsible for the dramatic decrease in remote customer service agent jobs. However, chatbots in their current form, are far from infallible. We theorize that there is an inherent trade-off between a chatbot's response relevance and...

Low engagement rates and high attrition rates have been formidable challenges to mobile apps and their long-term success, especially for those whose revenues derive mainly from in-app purchases. To date, little is known about how companies can scientifically detect user engagement stages and...

The adoption of reputational sanctions in the P2P segment of the Chinese consumer finance market offers a unique opportunity to test the impact of reputational concerns on repayment behavior in a clean experimental setting. In a privately implemented randomized controlled trial of 18,000 late...

We test an information theory of prosocial behavior whereby ego utility and self-signaling crowd out the effect of consumption utility on choice. The data come from two field experiments involving purchases of a consumer good bundled with a charitable donation. Across experimental cells, we...

We test a self-signaling theory using two large-scale, randomized controlled field experiments. Smartphone users are randomly sampled to receive promotional offers for movie tickets via SMS technology. Subjects are exposed to different pre-determined levels of price discounts and charitable...

Although firms are leveraging weather conditions in promotions, they struggle to quantify the impact. This study exploits field experiments data on weather-based mobile promotions via SMS and APP with over 10 million users. Results find that sunny and rainy weather have first-order main effects....

The paper addresses the issue of interrelationships between market orientation, corporate entrepreneurship, and learning orientation in the context of emerging economies. These three constructs have drawn an increasing level of interest in both marketing and management fields as organizations...