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From now to next – Three essays on consumer responses to innovative technology-driven business models
No full textOver the last decades, ongoing advancements in information technology (i.e., Internet and mobile devices) have expanded a firm’s ability to communicate and interact with consumers and hence, create the potential of building sustainable relationships. Tailoring offerings through (1) consumer-initiated customization and (2) firm-initiated personalization is considered a key driver of long-term consumer relationships. As technologies continue to evolve, the opportunities for tailored marketing expand and enable new technology-driven business models that help to leverage customization and personalization and strengthen customer relationships in the era of the digital economy.
Across three independent essays, the purpose of this dissertation is to answer the overarching research question of how innovative technology-driven business models versus traditional business models in the domains of customization and personalization influence consumer behavior. Thereby, this dissertation contributes to an understanding of challenges and opportunities of innovative customization and personalization business models with the ultimate goal of enabling their successful diffusion in the marketplace.
Specifically, in Essay 1 and Essay 2, I investigate an innovative business model located in the realm of customization, that is, internal product upgrades (i.e., offering fee-based access to originally built-in, but deliberately restricted, optional features). Using a conceptual approach, Essay 1 provides a framework for understanding how internal product upgrades will likely influence consumers’ responses. As such, it outlines evolving challenges and opportunities of internal product upgrades and derives questions for future research. In Essay 2, I use an empirical approach to examine pitfalls of internal product upgrades in the product usage phase. Drawing on research on normative expectations and perceived ownership, this essay reveals that consumers respond less favorably to internal (vs. external) product upgrades and investigates managerially relevant boundary conditions.
Finally, Essay 3 creates novel insights into a business model in the domain of personalization. This essay examines how the increasingly prevalent data disclosure practice of firms engaging in a network with other firms to exchange consumer data, which we denote as Business Network Data Exchange (BNDE), influences consumers’ privacy-related decision-making. In particular, this essay shows that consumers are less likely to disclose personal data in BNDE (vs. traditional dyadic) data exchange settings and that immediate affective reactions are crucial in explaining consumers’ privacy-related decision-making.
Within this dissertation, I make substantial contributions at a more general level to literature on customization and personalization by comparing innovative business models to established ones. At the individual essay level, I extend existing research in the domains of product feature modifications, norm violations, and privacy-related decision making. Moreover, this dissertation provides actionable implications for managers who are facing the decision to transform their established business model into an innovative technology-driven one
Public Works Programmes and Cooperation for the Common Good: Evidence from Malawi
No full textThis paper investigates the relationship between Malawi’s largest and oldest publicworks programme (PWP) and social cohesion, specifically within-community coop-eration for the common good. Using both primary and secondary data, we show thatpublic works are associated with higher coordination activities and higher voluntary(unpaid) contributions to public goods, along both vertical ties (between communitymembers and local leaders) and horizontal ties (among community members). Espe-cially for school-building activities, voluntary inputs in the form of labour and otherin-kind contributions are higher in the presence of the PWP. Our results contrib-ute to a better understanding of the link between social protection programmes withcommunity-driven features and social cohesion
Beieinander an getrennten Orten
No full textTrotz digitaler Vermittlung und körperlicher Distanz kommt es während Videokonferenzen zur Wahrnehmung von Nähe oder gemeinsamen Atmosphären. Solche Interaktionen können mit einer erweiterten neophänomenologischen Soziologie nach Hermann Schmitz theoretisch hergeleitet und empirisch untersucht werden. Ein Grounded-Theory-Zugriff mit Interviews als zentralem Erhebungsverfahren erlaubt die Analyse von Möglichkeiten und Grenzen dieses Beieinanderseins an physisch getrennten Orten. Die Videokonferenz zeigt, dass bei digitaler Kommunikation nicht allein die Technik Interaktionen ermöglicht, sondern erst die leidenschaftliche Konstruktionsarbeit der Teilnehmenden einen „Leiberspace“ schaffen kann, um sich digital vermittelt näherzukommen
Understanding Consumers' Digital Data Disclosure Decision-Making: A Focus on Data Sharing Cooperations, Perceived Risks and Low-Cognitive-Effort Processing
No full textDue to the advances of digitalization, firms are able to collect more and more personal consumer data and strive to do so. Moreover, many firms nowadays have a data sharing cooperation with other firms, so consumer data is shared with third parties. Accordingly, consumers are confronted regularly with the decision whether to disclose personal data to such a data sharing cooperation (DSC). Despite privacy research has become highly important, peculiarities of such disclosure settings with a DSC between firms have been neglected until now. To address this gap is the first research objective in this thesis. Another underexplored aspect in privacy research is the impact of low-cognitive-effort decision-making. This is because the privacy calculus, the most dominant theory in privacy research, assumes for consumers a purely cognitive effortful and deliberative disclosure decision-making process. Therefore, to expand this perspective and examine the impact of low-cognitive-effort decision-making is the second research objective in this thesis. Additionally, with the third research objective, this thesis strives to unify and increase the understanding of perceived privacy risks and privacy concerns which are the two major antecedents that reduce consumers’ disclosure willingness.
To this end, five studies are conducted: i) essay 1 examines and compares consumers’ privacy risk perception in a DSC disclosure setting with disclosure settings that include no DSC, ii) essay 2 examines whether in a DSC disclosure setting consumers rely more strongly on low-cognitive-effort processing for their disclosure decision, iii) essay 3 explores different consumer groups that vary in their perception of how a DSC affects their privacy risks, iv) essay 4 refines the understanding of privacy concerns and privacy risks and examines via meta-analysis the varying effect sizes of privacy concerns and privacy risks on privacy behavior depending on the applied measurement approach, v) essay 5 examines via autobiographical recall the effects of consumers’ feelings and arousal on disclosure willingness.
Overall, this thesis shines light on consumers’ personal data disclosure decision-making: essay 1 shows that the perceived risk associated with a disclosure in a DSC setting is not necessarily higher than to an identical firm without DSC. Also, essay 3 indicates that only for the smallest share of consumers a DSC has a negative impact on their disclosure willingness and that one third of consumers do not intensively think about consequences for their privacy risks arising through a DSC. Additionally, essay 2 shows that a stronger reliance on low-cognitive-effort processing is prevalent in DSC disclosure settings. Moreover, essay 5 displays that even unrelated feelings of consumers can impact their disclosure willingness, but the effect direction also depends on consumers’ arousal level.
This thesis contributes in three ways to theory: i) it shines light on peculiarities of DSC disclosure settings, ii) it suggests mechanisms and results of low-effort processing, and iii) it enhances the understanding of perceived privacy risks and privacy concerns as well as their resulting effect sizes.
Besides theoretical contributions, this thesis offers practical implications as well: it allows firms to adjust the disclosure setting and the communication with their consumers in a way that makes them more successful in data collection. It also shows that firms do not need to be too anxious about a reduced disclosure willingness due to being part of a DSC. However, it also helps consumers themselves by showing in which circumstances they are most vulnerable to disclose personal data. That consumers become conscious of situations in which they are especially vulnerable to disclose data could serve as a countermeasure: this could prevent that consumers disclose too much data and regret it afterwards. Similarly, this thesis serves as a thought-provoking input for regulators as it emphasizes the importance of low-cognitive-effort processing for consumers’ decision-making, thus regulators may be able to consider this in the future.
In sum, this thesis expands knowledge on how consumers decide whether to disclose personal data, especially in DSC settings and regarding low-cognitive-effort processing. It offers a more unified understanding for antecedents of disclosure willingness as well as for consumers’ disclosure decision-making processes. This thesis opens up new research avenues and serves as groundwork, in particular for more research on data disclosures in DSC settings
Algorithm aversion? On the influence of advice accuracy on trust in algorithmic advice
No full textThere is empirical evidence that decision makers show negative behaviours towards algorithmic advice compared to human advice, termed as algorithm aversion. Taking a trust theoretical perspective, this study broadens the quite monolithic view on behaviour to its cognitive antecedent: cognitive trust, i.e. trusting beliefs and trusting intentions. We examine initial trust (cognitive trust and behaviour) as well as its development after performance feedback by conducting an online experiment that asked participants to forecast the expected demand for a product. Advice accuracy was manipulated by ± 5 % relative to the participant’s initial forecasting accuracy determined in a pre-test. Results show that initial behaviour towards algorithmic advice is not influenced by cognitive trust. Furthermore, the decision maker’s initial forecasting accuracy indicates a threshold between near-perfect and bad advice. When advice accuracy is at this threshold, we observe behavioural algorithm appreciation, particularly due to higher trusting integrity beliefs in algorithmic advice
Lost in translation: IT business value research and resource complementarity : an integrative framework, shortcomings and future research directions
No full textDespite longstanding research efforts, there is still ambiguity surrounding the business value created by IT. To approach this conundrum, research focus has progressed from an isolated investigation of IT to the assessment of complementarity between IT and different non-IT resources such as work practices or decision structures. However, incoherence around the characteristics and scope of these complementary non-IT resources has created a fragmented body of research, preventing a sustainable knowledge creation. Thus, in this paper we synthesize the dispersed research efforts, identify shortcomings in the extant literature, and derive opportunities for future research. Specifically, we present a converging definition of complementary non-IT resources and specify their role in the value creation process from IT by viewing it through three distinct lenses: microeconomic theory, resource-based view, and contingency theory. We structure current research efforts by organizing complementary non-IT resources into distinct categories, namely strategy, structure, practices, processes, and culture (organizational resources), top management support, internal relations, and external relations (relational resources), worker skill (non-IT human resources), non-IT physical resources, as well as internal funds and external funds (financial resources). Finally, we highlight five important shortcomings in the current literature, such as the predominant use of reductionist approaches or monolithic IT measures, and make actionable recommendations to resolve them
Temperature and non‐communicable diseases: Evidence from Indonesia's primary health care system
No full textClimate change induced rising temperatures will pose a detrimental threat to decent health in the coming decades. Especially at risk are individuals with chronic diseases, since heat can exacerbate a variety of health conditions. In this article, I examine the heat‐morbidity relationship in the context of Indonesia, focusing on chronic, non‐communicable diseases, namely diabetes, cardiovascular and respiratory diseases. Using a novel dataset from the Indonesian national health insurance scheme Jaminan Kesehatan Nasional/Badan Penyelenggara Jaminan Sosial (BPJS) and linking it with meteorological data on the daily‐district level, I estimate the causal effect of high temperatures on the daily number of primary health care visits. The results show that on a hot day all‐cause visits and visits with a diagnosis of diabetes and cardiovascular diseases increase by 8%, 25% and 14%, respectively. These increases are permanent and not offset by visit displacement or ‘harvesting’. Visits related to respiratory diseases seem not to be affected by high temperatures. I use several climate change scenarios to predict the increase in visits and costs by the end of the century, which all forecast a substantial financial burden for the health care system. These results might have relevance for other middle‐income countries with similar climatic conditions
Uncovering potential barriers of using initial coin offerings to finance artistic projects
No full textArtists make vital contributions to our society and lay the foundations for billion-dollar industries. However, these artists consistently struggle to acquire sufficientfunding for their projects and their livelihood. New technology-supported possibili-ties for funding artists and their projects have emerged in recent years. Initial CoinOffering (ICO) is a novel form of reward-based tokenized crowdfunding. AlthoughICOs are promising as a way to fund artistic projects, they lack widespread adoptionin the creative and cultural industry (CCI). Based on 35 qualitative in-depth inter-views, we identify four barriers that hinder the funding of artistic projects throughICOs: legal shortcomings, investment restrictions, lack of consumer interest, andintermediaries’ resistance. Our research contributes to cultural finance and fundingliterature by disclosing barriers that impede a promising form of financing artisticprojects. Further, we outline possible solutions to overcome them. We also con-tribute to the research about ICOs by showing that rather than reducing investmentrisks, these offerings merely shift them
Die Rolle der Europawahl 2019 in der Online-Medienberichterstattung. Eine Blended Reading Analyse am Beispiel von Spiegel-Online
No full textDie quasi unbegrenzte Anzahl an frei verfügbaren Daten im Internet birgt für die politikwissenschaftliche Forschung große Chancen, aber auch methodische Herausforderungen. Letztere zeigen sich vor allem in der Erhebung,Speicherung und Verarbeitung von webbasierten Daten wie beispielsweise Medienwebsites, die wissenschaftlichen Standards entsprechen. Insbesondere intersubjektive Nachvollziehbarkeit und Reliabilität sollten im Umgang mit internetbasierten Daten gewährleistet werden können. Dabei ist es beispielsweise nicht ausreichend zur intersubjektiv nachvollziehbaren Erhebung die URL einer Webseite abzuspeichern. Die hohe Fluidität dieser Art von Daten kann dazu führen, dass die Webseite bereits wenige Minuten nach der Speicherung der URL nicht mehr dem Bild entspricht, das die Forscher*in zum Speicherzeitpunkt hatte. Webarchivierung zur Datenerhebung und -speicherung sowie der Blended Reading Ansatz zur Analyse dieser Datenmengen bieten vielversprechende Möglichkeiten für Forschende, mit diesen Herausforderungen umzugehen. Daher führt der vorliegende Beitrag eine exemplarische Analyse durch: Auf Basis von via Event-Crawl erhobenen Daten soll mit einem Blended Reading Ansatz analysiert werden, welche Rolle der Europawahl 2019 in der Online-Medienberichterstattung am Beispiel von Spiegel-Online zugeschrieben wird. Dabei geht es darum, an einem bewusst begrenzt gehaltenen Datensatz exemplarisch aufzuzeigen, über welches Potenzial die Durchführung dieser Methodenkombination verfügen und wie sie Forschung und Lehre bereichern kann
Organizations on stage: organizational research and the performing arts
No full textManagement and organization scholars have long been intrigued by the performing arts—music, theater, and dance—as a rich context for studying organizational phenomena. Indeed, a plethora of studies suggest that the performing arts are more than an interesting sideline for authors, as they offer unique theoretical and empirical lenses for organization studies. However, this stream of literature spreads across multiple research areas, varies with regard to its underlying theories and methods, and fails to pay sufficient attention to the contextuality of the findings. We address the resulting limitations by identifying and reviewing 89 articles on management and organization related to the performing arts published in 15 top-tier journals between 1976 and 2022. We find that research in the performing arts advances organizational theory and the understanding of organizational phenomena in four key ways, namely by studying (1) organizational phenomena in performing-arts contexts; (2) performing-arts phenomena in organizational contexts; (3) organizational phenomena through the prism of performing-arts theories; and (4) organizational phenomena through the prism of performing-arts practices. We also find that, in contrast to other settings, the performing arts are uniquely suited for immersive participant-observer research and for generating genuine insights into fundamental organizational structures and processes that are generic conditions of the performing arts and management alike, such as leadership, innovation, and the management of uncertainty. Finally, based on our consolidation of the research gaps and limitations of the reviewed studies, we develop a comprehensive agenda for future research