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Articles 1 - 30 of 43
Full-Text Articles in E-Commerce
The Token-Effort Effect: Trivial Redemption Effort Increases Price Promotions Effectiveness, Kuangjie Zhang, Thomas Allard, Nidhi Agrawal, Rajesh Bagchi
The Token-Effort Effect: Trivial Redemption Effort Increases Price Promotions Effectiveness, Kuangjie Zhang, Thomas Allard, Nidhi Agrawal, Rajesh Bagchi
Research Collection Lee Kong Chian School Of Business
This research documents how introducing redemption tasks requiring a token (i.e., trivial) amount of effort—for instance, by asking the consumer to enter a promo code or solve a CAPTCHA to receive a discount—increases price promotion effectiveness compared with equivalent straight discounts (i.e., applied automatically). Eight studies (including two field experiments) and three additional Web Appendix studies provide robust evidence for the beneficial effect of token-effort requirements on redemption rates. This effect occurs because the easy-to-attain redemption task induces a high perceived return on effort. Thus, this effect only occurs when the redemption task requires token-type effort but not when it …
Technology Discontinuance: A Systematic Literature Review And Research Agenda, Birgit Altrichter, Sabine Benoit
Technology Discontinuance: A Systematic Literature Review And Research Agenda, Birgit Altrichter, Sabine Benoit
Research Collection Lee Kong Chian School Of Business
Technology discontinuance by users who quit digital services such as social media or lose interest in their devices after a few weeks is a common phenomenon. Yet it has received little research attention; the few studies that address it are scattered across disciplines. Research into customer churn is more prevalent, but it implies switching providers rather than halting usage altogether. By moving beyond discipline-based knowledge boundaries and conducting a systematic literature review, the current article proposes a technology discontinuance framework, which details seven technology discontinuance types (overuse, overload, proficiency, disenchantment, social, circumstantial, and solution) and their drivers. For example, guilt …
Physical Frictions And Digital Banking Adoption, Hyun Soo Choi, Roger Loh
Physical Frictions And Digital Banking Adoption, Hyun Soo Choi, Roger Loh
Research Collection Lee Kong Chian School Of Business
The behavioral literature suggests that minor frictions can elicit desirable behavior without obvious coercion. Using closures of ATMs in a densely populated city as an instrument for small frictions to physical banking access, we find that customers affected by ATM closures increase their usage of the bank's digital platform. Other spillover effects of this adoption of financial technology include increases in point-of-sale (POS) transactions, electronic funds transfers, automatic bill payments and savings, and a reduction in cash usage. Our results show that minor frictions can help overcome the status-quo bias and facilitate significant behavior change.
Optimal Policies And Heuristics To Match Supply With Demand For Online Retailing, Qiyuan Deng, Xiaobo Li, Yun Fong Lim, Fang Liu
Optimal Policies And Heuristics To Match Supply With Demand For Online Retailing, Qiyuan Deng, Xiaobo Li, Yun Fong Lim, Fang Liu
Research Collection Lee Kong Chian School Of Business
Problem definition: We consider an online retailer selling multiple products to different zones over a finite horizon with multiple periods. At the start of the horizon, the retailer orders the products from a single supplier and stores them at multiple warehouses. The retailer determines the products’ order quantities and their storage quantities at each warehouse subject to its capacity constraint. At the end of each period, after random demands in the period are realized, the retailer chooses the retrieval quantities from each warehouse to fulfill the demands of each zone. The objective is to maximize the retailer’s expected profit over …
Boots On The Ground: Foreign Direct Investment By Born Digital Firms, Maximilian Stalkkamp, Liang Chen, Sali Li
Boots On The Ground: Foreign Direct Investment By Born Digital Firms, Maximilian Stalkkamp, Liang Chen, Sali Li
Research Collection Lee Kong Chian School Of Business
Research Summary: Recent global strategy research on born digital firms (i.e., firms with digital products distributed through digital channels) has paid only limited attention to the role of foreign direct investment (FDI) in the internationalization of such firms. We argue that exploiting digital technologies requires a range of complementary, non-digital resources. Born digitals typically deploy FDI when large cultural and geographic distances limit the fungibility and scalability of such complementary resources, leading to a positive relationship between distance (cultural and geographic) and FDI. The positive distance effect is moderated by business model type. Using a sample of US-based born digital …
Digital Wealth Management And Consumption: Micro Evidence From Individual Investments, Qian Gong, Mingyuan Ban, Yunjun Yu, Luying Wang, Yan Yuan
Digital Wealth Management And Consumption: Micro Evidence From Individual Investments, Qian Gong, Mingyuan Ban, Yunjun Yu, Luying Wang, Yan Yuan
Research Collection Lee Kong Chian School Of Business
With the rapid advancement of digital finance in China, accessing wealth management services through digital platforms has become considerably convenient. However, the potential impact of digital platform investments on residents' consumption remains a relatively unexplored question. This study addresses this gap by leveraging a unique dataset obtained from one of China's largest fintech companies, encompassing individual-level data on consumption and investment. Our findings indicate that engaging in digital platform investments can indeed stimulate residents' consumption. Importantly, participation in digital platform investment has an inclusive effect, with a more pronounced marginal impact on consumption among low-income residents and in-dividuals residing in …
Privacy Please: Power Distance And People’S Responses To Data Breaches Across Countries, Shilpa Madan, Krishna Savani, Constantine S. Katsikeas
Privacy Please: Power Distance And People’S Responses To Data Breaches Across Countries, Shilpa Madan, Krishna Savani, Constantine S. Katsikeas
Research Collection Lee Kong Chian School Of Business
Information security and data breaches are perhaps the biggest challenges that global businesses face in the digital economy. Although data breaches can cause significant harm to users, businesses, and society, there is significant individual and national variation in people’s responses to data breaches across markets. This research investigates power distance as an antecedent of people’s divergent reactions to data breaches. Eight studies using archival, correlational, and experimental methods find that high power distance makes users more willing to continue patronizing a business after a data breach (Studies 1–3). This is because they are more likely to believe that the business, …
Asymmetric Information Of Product Authenticity On C2c E-Commerce Platforms: How Can Inspection Services Help?, Linqiu Li, Xin Fang, Yun Fong Lim
Asymmetric Information Of Product Authenticity On C2c E-Commerce Platforms: How Can Inspection Services Help?, Linqiu Li, Xin Fang, Yun Fong Lim
Research Collection Lee Kong Chian School Of Business
Problem definition: We consider a customer-to-customer (C2C) platform that provides an inspection service. Uncertain about his product’s authenticity, a seller sells his product through the platform. Before purchasing, a buyer obtains a signal of the product authenticity from the product’s price set by the seller. The platform’s inspection service can detect a counterfeit with a probability. If the product passes the inspection, the platform sends it to the buyer and charges the seller a commission fee. Otherwise, the platform returns it to the seller and charges the seller a penalty fee. Methodology/results: We develop a two-stage game-theoretical model. In the …
Ecosystem Social Responsibility In International Digital Commerce, Jingtao Yi, Jiatao Li, Liang Chen
Ecosystem Social Responsibility In International Digital Commerce, Jingtao Yi, Jiatao Li, Liang Chen
Research Collection Lee Kong Chian School Of Business
Despite the surge of interest in digital globalization, its social dimensions have received far less attention than deserved. The lack of conversation between the two prominent areas of IB research, digitalization, and corporate social responsibility, presents a valuable opportunity for extending the agenda Ioannou and Serafeim (J Int Bus Stud 43(9):834-864, 2012) pioneered a decade earlier. We briefly depict the organizational differences between multinational enterprises (MNEs) and multinational platforms (MNPs), followed by a closer look at how social responsibility of digital platforms might depart from our conventional understanding derived from MNEs. We then propose the notion of ecosystem social responsibility …
Governance And Design Of Digital Platforms: A Review And Future Research Directions On A Meta-Organization, Liang Chen, Tony W. Tong, Shaoqin Tang, Nianchen Han
Governance And Design Of Digital Platforms: A Review And Future Research Directions On A Meta-Organization, Liang Chen, Tony W. Tong, Shaoqin Tang, Nianchen Han
Research Collection Lee Kong Chian School Of Business
The burgeoning digital-platforms literature across multiple business disciplines has primarily characterized the platform as a market or network. Although the organizing role of platform owners is well recognized, the literature lacks a coherent approach to understanding organizational governance in the platform context. Drawing on classic organizational governance theories, this paper views digital platforms as a distinct organizational form where the mechanisms of incentive and control routinely take center stage. We systematically review research on digital platforms, categorize specific governance mechanisms related to incentive and control, and map a multitude of idiosyncratic design features studied in prior research onto these mechanisms. …
The Disappearing Convenience Of Convenience Stores, Ramaswami, S.
The Disappearing Convenience Of Convenience Stores, Ramaswami, S.
Research Collection Lee Kong Chian School Of Business
The article describes post-Covid challenges to the convenience store format in Singapore, and the ways in which some of these challenges can be mitigated.
Pricing And Quality Strategies For An On-Demand Housekeeping Platform With Customer-Intensive Services, Jianjun Yu, Yanli Fang, Yuanguang Zhong, Xiong Zhang, Ruijie Zhang
Pricing And Quality Strategies For An On-Demand Housekeeping Platform With Customer-Intensive Services, Jianjun Yu, Yanli Fang, Yuanguang Zhong, Xiong Zhang, Ruijie Zhang
Research Collection Lee Kong Chian School Of Business
In this paper, we study an on-demand housekeeping platform in which suppliers have hetero-geneous opportunity costs, and customers are sensitive to service quality, price, and waitingtime. The platform charges fees from customers and divides revenue with service suppliers ina certain proportion. We analyze two types of market coverage, namely full market coverageand partial market coverage. We find that as the potential demand market capacity expands,the platform will choose to lower prices to attract more customers and service suppliers until itreaches the partial market, thereby obtaining higher revenue, and suppliers will provide lowerquality services to serve more customers and thus obtain …
Shareholder Wealth Implications Of Software Firms' Transition To Cloud Computing: A Marketing Perspective, Mehdi Nezami, Kapil R. Tuli, Shantanu Dutta
Shareholder Wealth Implications Of Software Firms' Transition To Cloud Computing: A Marketing Perspective, Mehdi Nezami, Kapil R. Tuli, Shantanu Dutta
Research Collection Lee Kong Chian School Of Business
Moving into cloud computing represents a major marketing shift because it replaces on-premises offerings requiring large, up-front payments with hosted computing resources made available on-demand on a pay-per-use pricing scheme. However, little is known about the effect of this shift on cloud vendors' financial performance. This study draws on a longitudinal data set of 435 publicly listed business-to-business (B2B) firms within the computer software and services industries to investigate, from the vendors' perspective, the shareholder wealth effect of transitioning to the cloud. Using a value relevance model, we find that an unanticipated increase in the cloud ratio (i.e., the share …
History Matters: The Impact Of Online Customer Reviews Across Product Generations, Linyi Li, Shyam Gopinath, Stephen J. Carson
History Matters: The Impact Of Online Customer Reviews Across Product Generations, Linyi Li, Shyam Gopinath, Stephen J. Carson
Research Collection Lee Kong Chian School Of Business
We examine how online customer reviews for one generation of a product affect sales of another generation in the same product series. The main intriguing result is that previous generation valence has a positive impact on current generation sales; however, current generation valence has a negative impact on previous generation sales. The positive impact of previous generation valence becomes even stronger (1) as the uncertainty (standard deviation) in reviews for the current generation increases and (2) when the current generation valence is high. In contrast, it becomes weaker (1) as the uncertainty in reviews for the previous generation increases and …
Platform Governance Design In Platform Ecosystems: Implications For Complementors' Multihoming Decision, Liang Chen, Jingtao Yi, Sali Li, Tony W. Tong
Platform Governance Design In Platform Ecosystems: Implications For Complementors' Multihoming Decision, Liang Chen, Jingtao Yi, Sali Li, Tony W. Tong
Research Collection Lee Kong Chian School Of Business
Extant platform research focuses on how platform owners' governance behaviors directly affect complementors. This study explicates the multilateral interdependence among different groups of producers within a platform ecosystem. We theorize about how platform owners' governance design may create frictions between platform providers and complementors. While open governance grants greater autonomy to platform providers, it also cultivates a more complex ecosystem for complementors. Since ecosystem complexity raises the cost of product customization, complementors will be less willing to port an existing complement to a more complex ecosystem, that is, less likely to multihome. The negative effect is weakened as the complementor …
Mapping Consumer's Cross-Device Usage For Online Search: Mobile- Vs. Pc-Based Search In The Purchase Decision Process, Sangman Han, Jin K. Han, Il Im, Sung In Jung, Jung Won Lee
Mapping Consumer's Cross-Device Usage For Online Search: Mobile- Vs. Pc-Based Search In The Purchase Decision Process, Sangman Han, Jin K. Han, Il Im, Sung In Jung, Jung Won Lee
Research Collection Lee Kong Chian School Of Business
The ubiquity of both mobile devices and PC’s has enabled the modern-day consumer to engage in cross-platform online searches as a new norm. The accumulated knowledge on cross-device search behavior to date, however, emanates largely from industry reports and at an aggregate level. To better understand the individual consumer’s purchase decision process, we set out to investigate contingencies of what (subject of search), how (device of choice), and when (stage in the buying decision). To this end, we utilize a panel data consisting of clickstream from mobile and PC searches, coupled with entropy-based metric to chart the breadth and depth …
How Augmented Reality Can - And Can't - Help Your Brand, Chandukala, Sandeep R., Karempudi Srinivas Reddy, Yong-Chin Tan
How Augmented Reality Can - And Can't - Help Your Brand, Chandukala, Sandeep R., Karempudi Srinivas Reddy, Yong-Chin Tan
Research Collection Lee Kong Chian School Of Business
Customers want AR. But managers must have a proper understanding of how AR can help their brand before they invest in the technology. AR helps in entertaining and educating customers while also aiding them in evaluating products. AR can also promote online channel adoption while also encouraging category expansion. AR also benefits products that are less popular, less mainstream, and more expensive. But AR can also be expensive, time-consuming, and difficult to implement. Despite consumer demand, retailers must understand the costs and challenges associated with AR adoption before embarking on significant projects.
Technology Lends A Hand To Green E-Commerce, Hao Liang, Sin Mei Cheah
Technology Lends A Hand To Green E-Commerce, Hao Liang, Sin Mei Cheah
Research Collection Lee Kong Chian School Of Business
The world has witnessed an e-commerce boom in the past 2 decades, and Asia-Pacific is now driving the latest wave of growth. The Covid-19 pandemic has further accelerated consumers' growing preference for online consumption, with the Asia-Pacific region raking US$230 billion in online retail sales in 2020. This article is adapted from the authors' teaching case study - Alibaba Cainiao's Smart Green Logistics Strategy: Good for the Earth, Good for the Business.
How Xiaomi Redefined What It Means To Be A Platform, Tony W. Wong, Yanting Guo, Liang Chen
How Xiaomi Redefined What It Means To Be A Platform, Tony W. Wong, Yanting Guo, Liang Chen
Research Collection Lee Kong Chian School Of Business
Traditional platform businesses generally fall into one of two categories: Ecosystems, such as Apple’s App Store, which offer limited resources to a wide array of independently-run firms; and Corporate Venture Capital (CVC) companies, such as Intel Capital, which invest heavily into a small number of ventures that promise either financial or strategic returns. However, new research into Xiaomi’s growth strategy suggests that the Beijing-based electronics giant has developed a blended approach, borrowing elements of both traditional ecosystem and CVC firms to create a broad ecosystem of strongly-supported partner ventures. Based on a series of in-depth interviews with executives from both …
Online Review Solicitations Reduce Extremity Bias In Online Review Distributions And Increase Their Representativeness, Hülya Karaman
Online Review Solicitations Reduce Extremity Bias In Online Review Distributions And Increase Their Representativeness, Hülya Karaman
Research Collection Lee Kong Chian School Of Business
Representative online customer reviews are critical to the effective functioning of the Internet economy. In this study, I investigate the representativeness of online review distributions to examine how extremity bias and conformity impact it, and explore whether online review solicitations alter representativeness. Past research on extreme distribution of online ratings commonly relied solely on observed public online ratings. One strength of the current paper is that I observe the private satisfaction ratings of customers regardless of whether they choose to write an online review or not. I show that both extremity bias and conformity exist in unsolicited online word-of-mouth (WOM) …
Crowdfunding Digital Platforms: Backer Networks And Their Impact On Project Outcomes, Yee Heng Tan, Srinivas K. Reddy
Crowdfunding Digital Platforms: Backer Networks And Their Impact On Project Outcomes, Yee Heng Tan, Srinivas K. Reddy
Research Collection Lee Kong Chian School Of Business
Crowdfunding platforms serve to connect project creators and backers. Previous research has explored several project and platform determinants that impact crowdfunding outcomes. However, there has been limited research on these determinants at an individual level. Our paper addresses how backers may influence the outcomes of projects in crowdfunding platforms. We explore several methods commonly used in the industry to identify influence and show that centrality measures through a backer affiliation network best exemplifies influence. Using data from Kickstarter, we construct a weighted backer network based on 52,678 common projects backed by 11,134 backers. Controlling for digital media mentions and project …
Pinduoduo: Empowering Farmers With An E-Commerce Platform, Hao Liang, Sin Mei Cheah
Pinduoduo: Empowering Farmers With An E-Commerce Platform, Hao Liang, Sin Mei Cheah
Research Collection Lee Kong Chian School Of Business
A case study on how Pinduoduo's dedicated portal has helped farmers during the Covid-19 outbreak.
Will Ceos With Banking Experience Lower Default Risks? Evidence From P2p Lending Platforms In China, Qiang Gong, Chong Liu, Qianni Peng, Luying Wang
Will Ceos With Banking Experience Lower Default Risks? Evidence From P2p Lending Platforms In China, Qiang Gong, Chong Liu, Qianni Peng, Luying Wang
Research Collection Lee Kong Chian School Of Business
Using a novel dataset of 121 Chinese P2P lending platforms, we investigate the impact of CEOs' banking experience on default risk. The empirical results indicate that CEOs with prior banking experience manage default risk better. Moreover, CEOs' banking experience has a stronger influence on small platforms and in situations where the platforms' depository banks are city commercial banks. Our results indicate that although fintech provides technology to reduce risks, we cannot ignore the constructive role of professional experience in risk management. Thus, investors and regulators in emerging markets should pay attention to managers' financial qualifications, and especially to CEOs' banking …
Integrating Anticipative Replenishment-Allocation With Reactive Fulfillment For Online Retailing Using Robust Optimization, Yun Fong Lim, Song Jiu, Marcus Ang
Integrating Anticipative Replenishment-Allocation With Reactive Fulfillment For Online Retailing Using Robust Optimization, Yun Fong Lim, Song Jiu, Marcus Ang
Research Collection Lee Kong Chian School Of Business
Problem definition: In each period of a planning horizon, an online retailer decides on how much to replenish each product and how to allocate its inventory to fulfillment centers (FCs) before demand is known. After the demand in the period is realized, the retailer decides on which FCs to fulfill it. It is crucial to optimize the replenishment, allocation, and fulfillment decisions jointly such that the expected total operating cost is minimized. The problem is challenging because the replenishment-allocation is done in an anticipative manner under a “push” strategy, but the fulfillment is executed in a reactive way under a …
Ecosystem-Specific Advantages In International Digital Commerce, Jiatao Li, Liang Chen, Jingtao Yi, Jiye Mao, Jianwen Liao
Ecosystem-Specific Advantages In International Digital Commerce, Jiatao Li, Liang Chen, Jingtao Yi, Jiye Mao, Jianwen Liao
Research Collection Lee Kong Chian School Of Business
We consider the applicability to digital platforms of extant international business scholarship. The organization of digital platforms has been seen to such an extent as predicated upon the bundling of external resources for collective value creation that their expansion may follow the logic of externalization. We further that literature contrasting the governance of network multinationals with that of platform-centric ecosystems. Building on and extending the theory of the ecosystem, we propose the concept of ecosystem-specific advantages. We identify costs and difficulties in the transfer of such advantages to new markets, emphasizing in particular the idea of bottlenecks. We then propose …
The International Penetration Of Ibusiness Firms: Network Effects, Liabilities Of Outsidership And Country Clout, Liang Chen, Noman Shaheer, Jingtao Yi, Sali Li
The International Penetration Of Ibusiness Firms: Network Effects, Liabilities Of Outsidership And Country Clout, Liang Chen, Noman Shaheer, Jingtao Yi, Sali Li
Research Collection Lee Kong Chian School Of Business
The burgeoning of ibusiness firms in the modern digital economy challenges the received internationalization theory. Given that ibusinesses such as social networking sites create value by providing a digital platform for users to interact with one another, we employ a user-network perspective and externalization logic, suggesting that ibusinesses' internationalization process depends critically on users' collective interactions, instead of being solely driven by firms' market commitments, as noted by the Uppsala model. However, ibusinesses may suffer from liabilities of outsidership due to the boundedness of international network effects. Drawing on social network theory, we demonstrate that such liabilities can be mitigated …
Do Mobile Banner Ads Increase Sales? Yes, In The Offline Channel, Ernst C. Osinga, Menno Zevenbergen, Mark W. G. Van Zuijlen
Do Mobile Banner Ads Increase Sales? Yes, In The Offline Channel, Ernst C. Osinga, Menno Zevenbergen, Mark W. G. Van Zuijlen
Research Collection Lee Kong Chian School Of Business
Firms allocate increasingly large budgets to mobile banner advertising. Yet, existing research paid only scant attention to the sales effects of mobile banner ads. In this paper, we fill this gap by determining the offline and online sales impact of a large-scale mobile banner advertising campaign. As part of a geographical field experiment, over 3.5 million mobile banner ads were served to a predetermined geographical area. We determine the offline and online sales effects of the mobile banner ad campaign by analyzing twenty months of sales data for regions covering the entire country of the Netherlands. Relying on a difference-in-difference …
Evolution Of Digital Payments: Early Learnings From Singapore’S Cashless Payment Drive, Dennis Ng
Evolution Of Digital Payments: Early Learnings From Singapore’S Cashless Payment Drive, Dennis Ng
Research Collection Lee Kong Chian School Of Business
This paper discusses the digital payment scenario unfolding in Singapore as the country’s government ponders the tremendous leap made by China in the digital payment space. The paper discusses possible key factors contributing to the success of digital payments in China, such as the success of WeChat, and whether this could be replicated in a country like Singapore. Although China and Singapore are vastly different in size, they share many similarities, including a strong one-party government which is actively involved in the direction and growth of the economy. Both countries share similar cultural and social influences including materialism, IT adoption …
Influence Of Online Consumer Reviews On Brand Choice, Patricia Lui
Influence Of Online Consumer Reviews On Brand Choice, Patricia Lui
Research Collection Lee Kong Chian School Of Business
Social interaction encourages consumers toshare information in the digital age. Many consumers use online reviews of products and services to supporttheir brand choice. The concept ofreference group explains how peers can influence consumer purchasedecisions. Peers can exert influence onconsumers in the forms of informational, utilitarian and value-expressiveinfluences. This proposed study aims atexamining how these three forms of reference group influence would affectconsumers in using online consumer reviews when making a brand choice decision. It also explores the role of brand trust onthe brand choice. This paper serves thepurpose of providing a conceptual framework for developing further research.
What Happens Online Stays Online? Segment-Specific Online And Offline Effects Of Banner Advertisements, Lara Lobschat, Ernst C. Osinga, Werner J. Reinartz
What Happens Online Stays Online? Segment-Specific Online And Offline Effects Of Banner Advertisements, Lara Lobschat, Ernst C. Osinga, Werner J. Reinartz
Research Collection Lee Kong Chian School Of Business
Many firms allocate increasing parts of their advertising budgets to banner advertising. Yet, for firms that predominantly sell offline, existing research provides little guidance on online advertising decisions. In this study, the authors analyze the impact of banner advertising on consumers' online and offline behavior across multiple distinct campaigns for one focal firm, which predominantly sells through the offline channel. Results suggest that banner and TV advertising increase website visit incidence for consumers who had not visited the focal firm's website in the previous four weeks (non-recent online consumers). For these consumers, banner and TV advertisements indirectly increase offline sales …