Although the efficiency-enhancing features of online markets have been well studied, much less is known about firms' differentiation strategies in these competitive markets, or the outcomes of such differentiation. This study examines competition among firms in online sponsored search markets -...

Online sponsored search advertising has emerged as the dominant online advertising format largely due to their "pay-for-performance" nature, wherein advertising expenditures are closely tied to outcomes. While the pay-for-performance format substantially reduces the "wastage" incurred by...

The presence of extraordinary geographical variation in Internet use in the U.S. is widely acknowledged. Prior research suggests that individual, household, and regional differences are responsible for this disparity. We argue for an alternative explanation: that individual choice is subject to...

This study seeks to examine how different types of information – product-related and price-related information provided by retailers – impact purchase-related outcomes for consumers belonging to different states of shopping. Using mixture-modeling techniques on clickstream data obtained from...

Using detailed social broadcasting data from an online charitable giving campaign on Twitter, we evaluate two competing models of economic incentives on online pro-social behavior. Specifically, we focus on the effectiveness of gratitude-embedded messages on online charitable giving behavior,...

Pay-for-performance (P4P) pricing schemes such as pay-per-click and pay-per-action have grown in popularity in Internet advertising. Meanwhile, the traditional pay-per-impression (PPI) scheme persists, and several advertising publishers have started to offer a hybrid mix of PPI and P4P schemes....

We study whether and how a firm can enhance social contagion by simply varying the message shared by customers with their friends. We focus on two key components of information contained in the message – information about the sender's purchase status prior to referral, and information about...

In this paper we combine three theories of attitude and behavior change in an attempt to inform the under-studied concept of sustained technology usage over time. We address two broad research questions (1) what specific processes act to drive behavior change? and (2) does the route of...

Electronic health records and health information technology are the focus of attention due, in part, to the President's Health Information Technology Plan, which calls for a 10-year adoption plan for electronic health records (EHR). We examine one component of HIT, the electronic personal health...

The goal of this study was to investigate the use and impact of wireless Voice over Internet Protocol (VoIP) communication technology developed by Vocera Communications and used by clinicians and mobile workers in a healthcare setting. Of particular interest for this study was the impact of a...