Social influence shapes consumers' decision-making process by observing other consumers' actions. Having shown that social influence affects consumers' actual purchases (beyond price and discount) using longitudinal secondary data from Groupon, we conducted a lab experiment, including eye...

The past decade has seen a tremendous increase in the use of neurophysiological methods to better understand marketing phenomena among academics and practitioners. However, the value of these methods in predicting advertising success remains under-researched. Using a unique experimental protocol...

Whereas the traditional notion of trust primarily focuses on trust in a trading partner, trust in e-business also incorporates the notion of trust in the infrastructure and the underlying control mechanisms (technology trust), which deals with transaction integrity, authentication,...

Electronic commerce (EC) transactions are subject to multiple information security threats. Proposes that consumer trust in EC transactions is influenced by perceived information security and distinguishes it from the objective assessment of security threats. Proposes mechanisms of encryption,...

When product or service quality cannot be well-specified ex-ante because of uncertainty and information asymmetry, consumer surplus (CS) is not well-defined or known ex-ante. Traditional measures of CS have implicitly assumed that the quality expected is the same as the quality that is paid for....

Visionaries have conjectured that the world is becoming a level playing field due to the Internet that allows people to connect from anywhere around the globe. We examine this “flat world” conjecture in the context of online labor markets by theoretically proposing and empirically...

During the past decade, a number of interactive technologies, including the Internet, have fundamentally transformed how retailers compete in the marketplace. In a similar vein, emerging interactive technologies can be expected to significantly alter the retailing landscape through their impact...

A prevalent assumption in the literature is that trust and risk are always relevant in online marketplaces, and that there is always a need to build trust and reduce risk irrespective of context. Challenging this assumption, this study seeks to identify the boundaries of the effects of trust and...

In this study, we examine how a firm's decision to post on social media affects the propensity of its followers to: (a) purchase its products and (b) unfollow the firm. Using a unique dataset from a large fashion retailer which frequently sends mass non-customized information-only posts on...

Crowdfunding aims to collect small investments from a large number of backers to support a project by fundraisers. Although uncertainty has been an important issue in the reward-based crowdfunding literature, there is limited research on how backers respond to probabilistic uncertain rewards....