The success of any User-Generated Content (UGC) website critically depends on the participation and effort of its content contributors. In this paper, we study the contributor motivation problem from a firm's perspective. Drawing on the behavioral economics literature, we develop a unified...

Large-scale social platforms have enabled marketers to obtain rich data on the structure of word-of-mouth (WOM) networks and the correlation of friends' preferences (network assortativity). We study how the similarity or difference of friends' reservation prices for a product should affect the...

Brick-and-mortar retailers face increasing competition from online merchants who often provide better customer experience than incumbents. However, digital technologies enable brick-and-mortar retailers to improve customer engagement and retention. In this study, the authors investigate how the...

Mobile sensing technologies enable firms to target ads based on consumers’ real-time locations. While this practice may repeatedly expose consumers to the same ad, the impact of mobile ad repetition is poorly understood since it is typically confounded with locational context effects. In this...

Retailers’ efforts to monetize consumer location data are still dominated by naïve protocols such as geo-fencing – customizing marketing interactions based solely on the current location of all app users. While past research has noted the inefficiency of such approaches due to ignoring the...

Mobile advertising allows retailers, service providers, and manufacturers to provide consumers with increasingly relevant offers. The success of such campaigns depends on an ever better understanding of environmental, consumer, and technological context variables; a strong focus on advertising...

The past years have witnessed growing consumer concern about the fairness implications of the widespread adoption of AI in business contexts. To protect consumers against bias from algorithmic service decisions, regulators have introduced legislation holding firms accountable for the fairness of...