Online sponsored search advertising has emerged as the dominant online advertising format largely due to their "pay-for-performance" nature, wherein advertising expenditures are closely tied to outcomes. While the pay-for-performance format substantially reduces the "wastage" incurred by...

This study seeks to examine how different types of information – product-related and price-related information provided by retailers – impact purchase-related outcomes for consumers belonging to different states of shopping. Using mixture-modeling techniques on clickstream data obtained from...

Pay-for-performance (P4P) pricing schemes such as pay-per-click and pay-per-action have grown in popularity in Internet advertising. Meanwhile, the traditional pay-per-impression (PPI) scheme persists, and several advertising publishers have started to offer a hybrid mix of PPI and P4P schemes....

We study whether and how a firm can enhance social contagion by simply varying the message shared by customers with their friends. We focus on two key components of information contained in the message – information about the sender's purchase status prior to referral, and information about...

Using detailed social broadcasting data from an online charitable giving campaign on Twitter, we evaluate two competing models of economic incentives on online pro-social behavior. Specifically, we focus on the effectiveness of gratitude-embedded messages on online charitable giving behavior,...

Although the efficiency-enhancing features of online markets have been well studied, much less is known about firms' differentiation strategies in these competitive markets, or the outcomes of such differentiation. This study examines competition among firms in online sponsored search markets -...