This paper proposes and tests a model using two dimensions of interactivity (machine and person) to predict consumers' intentions to purchase online. Analysis of the results of an online survey of 1,744 respondents revealed that machine interactivity is positively associated with online purchase intentions through its influence on physical telepresence, attitudes, perceived behavioral control a...

In this paper, the authors suggest that the effects of the decision environment on consumers’ relative regret over an action hinder purchase behavior. They demonstrate that different augmentations of the purchase environment that manipulate the ease of avoiding choice (e.g., reducing consumers’ ability to defer choice) can increase purchase behavior. They further demonstrate that the influences...

The rapid advance in information technology now makes it feasible for sellers to condition their price offers on consumers’ prior purchase behavior. In this paper we examine when it is profitable to engage in this form of price discrimination. Our baseline model involves rational consumers with constant valuations for the good being sold and a monopoly merchant who can commit to a pricing polic...

We study the optimal timing of derivative purchases in incomplete markets. In our model, an investor attempts to maximize the spread between her model price and the offered market price through optimally timing her purchase. Both the investor and the market value the options by risk-neutral expectations but under different equivalent martingale measures representing different market views. The ...

Large-scale datasets of consumer behavior might revolutionize the way we gain competitive advantages and increase our knowledge in the respective domains. At the same time, valuable datasets pose potential privacy risks that are difficult to foresee. In this paper we study the impact that the prices from consumers’ purchase histories have on the consumers’ location privacy. We show that using a...

The purpose of this research is to investigate whether the relative influences of attitude, subjective norm, and perceived behavioral control on consumers’ purchase intentions will be different when consumers possess different levels of product knowledge (subjective and objective) and attention to social comparison information (ATSCI). As proposed by the theory of planned behavior, consumers’ p...

Mobile shopping is increasing in prevalence and has become a necessary part of many people's daily lives. However, one main channel for mobile shopping, mobile shopping applications (apps), has not been thoroughly investigated. This study focused on mobile text advertising delivered from mobile shopping apps using the intention to purchase as the dependent variable for testing its marketing eff...

This study aims to explain how value co-creation, between customers and companies, and key aspects of trust combine to influence customers’ purchase intentions in social commerce. Value co-creation is decomposed into two attributes, behavioral alignment, and empowerment and control, while trust is measured through the aspects of trusting beliefs, institutional trust, and disposition to trust. I...

Social media is used as a platform to not only make connections and share user-generated content but also to advertise products. We study the role of opinion leadership on the social media networking website of Facebook for product advertisements through news feeds and wall postings. We found that perceived benevolence of the opinion leader posting advertisements was significantly associated wi...

One of the most frequently used cues of the likelihood to purchase in a brick-and-mortar setting is the searching and browsing behavior of consumers. Retail sales employees are often trained to examine a consumer’s searching behavior in determining their likelihood to purchase. It would seem, therefore, that such a similar correlation should occur in the online setting. Namely, consumes’r searc...