Gamified monetary reward designs: Offering certain versus chance-based rewards

2023 | Information Systems Journal | Citations: 0

Authors: Adam, Martin; Reinelt, Annika; Roethke, Konstantin

Abstract: To motivate visitors to engage with websites, e-tailers widely employ monetary r ... Expand

Abstract: To motivate visitors to engage with websites, e-tailers widely employ monetary rewards (e.g., vouchers, discounts) in their website designs. With advances in user interface technologies, many e-tailers have started to offer gamified monetary reward designs (MRDs), which require visitors to earn the monetary reward by playing a game, rather than simply claiming the reward. However, little is known about whether and why gamified MRDs engage visitors compared to their non-gamified counterpart. Even less is known about the effectiveness of gamified MRDs when providing certain or chance-based rewards, in that visitors do or do not know what reward they will gain for successfully performing in the game. Drawing on cognitive evaluation theory, we investigate gamified MRDs with certain or chance-based rewards and contrast them to non-gamified MRDs with certain rewards in user registration systems. Our results from a multi-method approach encompassing the complementary features of a randomised field experiment (N = 651) and a randomised online experiment (N = 330) demonstrate differential effects of the three investigated MRDs on user registration. Visitors encountering either type of gamified MRD are more likely to register than those encountering a non-gamified MRD. Moreover, gamified MRDs with chance-based rewards have the highest likelihood of user registrations. We also show that MRDs have distinct indirect effects on user registration via anticipated experiences of competence and sensation. Overall, the paper offers theoretical insights and practical guidance on how and why gamified MRDs are effective for e-tailers. Collapse

Topics: website electronic mail electronic commerce gamification website design

Methods: experiment randomized field experiment survey experimental task mixed method

Theories: cognitive evaluation theory self determination theory

The motivation paradox: Understanding contradictory effects of awards on contribution quantity versus quality in virtual community

2023 | Information & Management | Citations: 0

Authors: Banerjee, Shankhadeep; Bhattacharyya, Samadrita; Bose, Indranil

Abstract: We use the lens of the intrinsic/extrinsic motivation theory to holistically mod ... Expand

Abstract: We use the lens of the intrinsic/extrinsic motivation theory to holistically model the effects of intangible awards on member contribution in virtual communities. Using multiple studies on Yelp, we validate that the influence of award stimuli on contribution outcomes become significantly moderated by the aspect of contribution (quantity versus quality) and the novelty of stimuli (time and repetition of awards) to interestingly form divergent (downward versus upward) yet theoretically explicable curvilinear trajectories of contribution. This study contributes to IS literature on virtual communities and social-cognitive literature on work motivation and offers insights to community managers to design better incentive systems. Collapse

Topics: online community intrinsic motivation electronic health blockchain online review

Methods: theory development ANOVA parametric test regression analysis method experimental group

Theories: motivation theory self determination theory cognitive evaluation theory

Equity Crowdfunding and Access to Capital for User Entrepreneurs: Evidence from a Randomized Field Experiment

2023 | Management Information Systems Quarterly | Citations: 0

Authors: Bapna, Sofia; Ganco, Martin

Abstract: We examine whether equity crowdfunding democratizes access to funding for nontr ... Expand

Abstract: We examine whether equity crowdfunding democratizes access to funding for nontraditional user entrepreneurs. User entrepreneurs start by creating a product to serve their own unmet needs with no expectations of monetary profit, then later decide to commercialize the product through entrepreneurship. In contrast, traditional (producer) entrepreneurs take a more profit-driven path to entrepreneurship and start by identifying an opportunity that has commercial potential. Through a randomized field experiment, we randomly reveal to some investors that a firm producing a product used by musicians is founded by a musician and conceal this founder-related information from other investors. Revealing the information suggests that the firm is a user innovator firm and concealing it suggests that the firm is a traditional producer firm. We find that investors are significantly more interested in the traditional producer firm. Through an additional field experiment, we identify that the bias against user entrepreneurs is statistical (based on a response to limited information) rather than taste based (based on an idiosyncratic dislike). Our findings suggest that user entrepreneurs can mitigate investor bias by displaying signals of quality such as those regarding firm growth and broad product appeal. Collapse

Topics: electronic mail crowdfunding crowdsourcing logistics management entrepreneurship

Methods: experiment survey expert panel regression analysis method field experiment

The Evaluation of Founder Failure and Success by Hiring Firms: A Field Experiment

2023 | Organization Science | Citations: 0

Authors: Botelho, Tristan L.; Chang, Melody

Abstract: Organizations tout the importance of innovation and entrepreneurship. Yet, when ... Expand

Abstract: Organizations tout the importance of innovation and entrepreneurship. Yet, when hiring it remains unclear how they evaluate entrepreneurial human capital—namely, job candidates with founder experience. How hiring firms evaluate this experience—and especially how this evaluation varies by entrepreneurial success and failure—reveals insights into the structures and processes within organizations. Organizations research points to two perspectives related to the evaluation of founder experience: Former founders may be advantaged, due to founder experience signaling high-quality capabilities and human capital, or disadvantaged, due to concerns related to fit and commitment. To identify the dominant class of mechanisms driving the evaluation of founder experience, it is important to consider how these evaluations differ, depending on whether the founder’s venture failed or succeeded. To isolate demand-side mechanisms and hold supply-side factors constant, we conducted a field experiment. We sent applications varying the candidate’s founder experience to 2,400 software engineering positions in the United States at random. We find that former founders received 43% fewer callbacks than nonfounders and that this difference is driven by older hiring firms. Further, this founder penalty is greatest for former successful founders, who received 33% fewer callbacks than former failed founders. Our results highlight that mechanisms related to concerns about fit and commitment, rather than information asymmetry about quality, are most influential when hiring firms evaluate former founders in our context. Supplemental Material: The online appendix is available at https://doi.org/10.1287/orsc.2022.1592. Collapse

Topics: IT career human resource management entrepreneurship systems development innovation management

Methods: qualitative interview field experiment theory development experiment experimental design

Theories: lemon market theory

To Stem the Tide: Organizational Climate and the Locus of Knowledge Transfer

2023 | Organization Science | Citations: 0

Authors: Di Stefano, Giada; Micheli, Maria Rita

Abstract: Prior work has maintained that organizations benefit from managing the transfer ... Expand

Abstract: Prior work has maintained that organizations benefit from managing the transfer of proprietary knowledge. Transfer is often advantageous within organizational boundaries but may be harmful across them, because it might erode competitive advantage. Hence, we ask: How can organizations affect the direction in which knowledge flows? We examine the role of organizational climate as a governing mechanism for knowledge transfer. Our empirical strategy consists of a mixed-methods approach leveraging qualitative and experimental data over two cycles of theory building and theory testing. We start with an extensive field study of the European Organization for Nuclear Research (CERN), leveraging the insights from desk research, field observations, 53 interviews, and a laboratory-in-the-field experiment involving 518 physicists. We then provide a causal test of the emerging framework by means of two laboratory experiments with 389 participants. Our findings suggest employees are more likely to transfer knowledge to their colleagues when they identify as an integral part of the organization, but they would rather transfer knowledge to outside competitors when their organization encourages them to outperform coworkers. In the presence of an organizational climate that is unfavorable to preventing knowledge spillovers, we argue, organizations can redirect the locus of knowledge transfer internally by acting upon an individual employee’s job design and socialization regime.History: This paper has been accepted for the Organization Science Special Issue on Experiments in Organizational Theory.Funding: The authors acknowledge generous financial support from Bocconi University, the HEC Foundation of HEC Paris, and IESEG School of Management.Supplemental Material: The online appendix is available at https://doi.org/10.1287/orsc.2021.1551. Collapse

Topics: knowledge sharing electronic mail pandemic knowledge spillover strategic management

Methods: experiment qualitative interview field study theory development laboratory experiment

Theories: organizational theory

IMPACT OF EXPLAINABLE AI ON COGNITIVE LOAD: INSIGHTS FROM AN EMPIRICAL STUDY

2023 | European Conference On Information Systems | Citations: 0

Authors: Herm, Lukas-Valentin

Abstract: While the emerging research field of explainable artificial intelligence (XAI) ... Expand

Abstract: While the emerging research field of explainable artificial intelligence (XAI) claims to address the lack of explainability in high-performance machine learning models, in practice, XAI targets developers rather than actual end-users. Unsurprisingly, end-users are often unwilling to use XAI-based decision support systems. Similarly, there is limited interdisciplinary research on end-users' behavior during XAI explanations usage, rendering it unknown how explanations may impact cognitive load and further affect end-user performance. Therefore, we conducted an empirical study with 271 prospective physicians, measuring their cognitive load, task performance, and task time for distinct implementationindependent XAI explanation types using a COVID-19 use case. We found that these explanation types strongly influence end-users' cognitive load, task performance, and task time. Further, we contextualized a mental efficiency metric, ranking local XAI explanation types best, to provide recommendations for future applications and implications for sociotechnical XAI research. Collapse

Topics: explainable artificial intelligence task productivity artificial intelligence decision support system shapley additive explanation

Methods: descriptive statistic statistical hypothesis test literature study machine learning survey

Theories: theory of abduction

Designing an Augmented Reality Authoring Tool to Support Complex Tasks. A Design Science Study Using Cognitive Load Theory

2023 | DESRIST | Citations: 0

Authors: Hönemann, Kay; Konopka, Björn; Wiesche, Manuel

Abstract: Despite the potential of augmented reality (AR) to support and guide complex ind ... Expand

Abstract: Despite the potential of augmented reality (AR) to support and guide complex industrial tasks, the technology is still not broadly applied. One possible reason for this is that the creation of AR content is highly complex and requires programming skills and deep spatial knowledge. AR authoring tools can help address this complexity by enabling non-developers to create self-sufficient AR content. Therefore, this paper proposes a theory-driven design for AR authoring tools that allows non-developers to create self-sufficient AR-based instructions to support complex tasks. Based on ten interviews with experts working with AR authoring tools and a following focus group with eight participants, we propose three design principles for future AR authoring tools in the engineering context. These design principles are instantiated in two prototypes of different richness and evaluated in an experiment with 23 students. Our study shows that the cognitive load is slightly increased when using the extensive AR authoring tool, but it also shows that significantly better results can be achieved with the extensive AR authoring tool. We contribute by providing design principles for AR authoring tools for creating AR-based instructions, which extend the existing AR authoring research in the industrial context. Collapse

Topics: ease of use augmented reality task productivity smart device tablet

Methods: design artifact design principle experiment descriptive statistic design science

Theories: cognitive load theory

Cognitive load during planned and unplanned virtual shopping: Evidence from a neurophysiological perspective

2023 | International Journal of Information Management | Citations: 0

Authors: Kakaria, Shobhit; Saffari, Farzad; Z. Ramsøy, Thomas; Bigné, Enrique

Abstract: Rapid adoption of virtual-reality-assisted retail applications is inadvertently ... Expand

Abstract: Rapid adoption of virtual-reality-assisted retail applications is inadvertently reshaping consumer buying pat­ terns, making it crucial for businesses to enhance their shopping experience. This new scenario challenges marketers with unique hurdles in both the commercialization of products and in managing information cues derived via VR retailing. Therefore, this study examined consumers’ impulsive behavior and unplanned pur­ chases in a virtual retail store, using self-reports and electroencephalography. Borrowing assorted perspectives from retailing, virtual reality, and neuromarketing literature, we extended the stimulus-organism-response framework to evaluate how unplanned behavior evolves through conscious and unconscious measures. We found that consumers’ impulsiveness was significantly associated with their unplanned expenditure and the number of unplanned purchases. Using mediation analysis, we observed that flow experience during shopping partially mediated the relationship between the sense of presence and the desire to stay longer in a virtual shopping store. Desire to stay in the virtual store positively influenced store satisfaction, basket-size deviation, and budget deviation. Additionally, cognitive workload obtained via electroencephalogram revealed significant differences during both planned and unplanned purchases. These findings provide fresh opportunities for re­ tailers to leverage the disruptive potential of immersive and interactive virtual technology to transform consumer shopping experiences. Collapse

Topics: virtual reality decision making psychological ownership social media marketing management

Methods: electroencephalography self reported survey longitudinal research neurophysiology experiment

Primer for Experimental Methods in Organization Theory

2023 | Organization Science | Citations: 0

Authors: Levine, Sheen S.; Schilke, Oliver; Kacperczyk, Olenka; Zucker, Lynne G.

Abstract: Experiments have long played a crucial role in various scientific disciplines an ... Expand

Abstract: Experiments have long played a crucial role in various scientific disciplines and have been gaining ground in organization theory, where they add unique value by establishing causality and uncovering theoretical mechanisms. This essay provides an overview of the merits and procedures of the experimental methodology, with an emphasis on its application to organization theory. Drawing on the historical roots of experiments and their impact across science, we argue the method holds immense potential for furthering organization theory. We highlight key advantages of experimental methods, including high internal and construct validity, vividness in communicating findings, the capacity to examine complex and understudied phenomena, and the identification of microfoundations and theoretical mechanisms. We alleviate some concerns about external validity and offer guidance for designing and conducting sound, reproducible experimental research. Ultimately, we contend that the current experimental turn holds the potential to reorient organization theory.History: This paper has been accepted for the Organization Science Special Issue on Experiments in Organizational Theory.Funding: This work was supported by the Otto Moensted Foundation, which granted the Otto Moensted Visiting Professorship to S. S. Levine, and a National Science Foundation CAREER Award from the Directorate for Social, Behavioral and Economic Sciences [Grant 1943688] to O. Schilke.Supplemental Material: The online appendix is available at https://doi.org/10.1287/orsc.2023.18093. Collapse

Topics: electronic mail behavioral intention innovation management anonymity social network

Methods: experiment survey statistical hypothesis test post-hoc analysis theory development

Theories: organizational theory behavioral economics

The puzzle of experience vs. memory: Peak-end theory and strategic gamification design in M-commerce

2023 | Information & Management | Citations: 0

Authors: Li, Manning; Jiang, Zhenhui (Jack); Ma, Guanghui

Abstract: As businesses increasingly use gamified mobile marketing campaign (GMMC) systems ... Expand

Abstract: As businesses increasingly use gamified mobile marketing campaign (GMMC) systems to engage mobile shop­ pers, gamification in m-commerce systems warrants more attention in both IS research and design practices. Inspired by peak-end theory, this study focused on the puzzling differences between user experience vs. memory and empirically examined the impact of different experience orders of cognitive load on user perceptions and behavioral intentions. Overall, the outcomes of this research suggest that appropriate applications of the peakend effect, moderated via users’ regulatory focus styles, can alleviate the negative mental utility imagery of users, reducing their perceived uncertainties and opt-out intentions from the GMMC. Important implications for research and practice are then discussed. Collapse

Topics: electronic data interchange marketing management user experience gamification systems design

Methods: experiment electroencephalography survey multivariate analysis of variance survey design

Theories: technology acceptance model flow theory self determination theory theory of planned behavior