Electronic Commerce Research and Applications最新文献_第5页

From reviews to product titles: How to nudge consumer purchase decisions 从评论到产品标题：如何推动消费者购买决策

IF 6.3 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-08-23 DOI: 10.1016/j.elerap.2025.101539

Shizhen Bai , Jiamin Zhou , Chunjia Han , Mu Yang

Amidst the fierce competition in the online retail environment, the key to a retailer’s success lies in achieving and maintaining a product stand out. This study aims to determine the nudging effect of product title phrasing on consumer purchasing behavior, providing insights for online retailers into consumers’ perceived preferences and offering recommendations to enhance purchase intent. This study uses product information and customer-generated reviews from JD.com’s self-branded products to investigate the impact of consumer perception on product titles. To capture the degree of customer perceived fit of product titles in their reviews, we propose a perceived fit intensity index, measured through topic modeling and string matching. Regression models with fixed effects on product sales, find that keywords in product titles can affect consumer purchasing decisions. These findings guide the design of the phrasing nudge for product titles and we used experiments to verify the effectiveness of phrasing nudges. This study focuses on the impact of product titles on sales in online retail platforms, providing a detailed analysis of how keywords influence consumer purchasing behavior. Our findings offer practical insights into optimizing product titles for better sales performance, and contribute to the existing literature on online retailing and nudge theory.

在竞争激烈的网络零售环境中，零售商成功的关键在于实现和保持产品的突出性。本研究旨在确定产品标题措辞对消费者购买行为的推动作用，为在线零售商了解消费者的感知偏好提供见解，并提供建议以增强购买意愿。本研究使用京东自有品牌产品的产品信息和客户评论来调查消费者感知对产品名称的影响。为了捕捉消费者在评论中对产品标题的感知匹配程度，我们提出了一个感知匹配强度指数，通过主题建模和字符串匹配来测量。对产品销售有固定影响的回归模型，发现产品标题中的关键词会影响消费者的购买决策。这些发现为产品标题的措辞推动设计提供了指导，并通过实验验证了措辞推动的有效性。本研究主要关注在线零售平台中产品名称对销售额的影响，详细分析关键词如何影响消费者的购买行为。我们的研究结果为优化产品名称以获得更好的销售业绩提供了实践见解，并对现有的在线零售和助推理论文献做出了贡献。

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引用次数: 0

Attention allocation to customer feedback: Absorbing knowledge for digital innovation in management responses 对客户反馈的关注分配：在管理响应中吸收知识进行数字化创新

IF 6.3 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-08-21 DOI: 10.1016/j.elerap.2025.101538

Qinyi Dong , Xiaoyu Zhang , Lele Kang , Qiqi Jiang

This study addresses a critical yet unexplored question: How does highlighted customer feedback influence subsequent innovation within digital systems, and what role does management play in this process? On mobile app platforms, management responses provide a mechanism through which developers can focus on specific customer feedback and respond accordingly. To investigate the role of management responses in digital innovation, we develop a theoretical framework centered on attention allocation. We identify highlighted customer feedback, corresponding management responses, and subsequent app updates on the Apple iOS platform. Employing text mining techniques, we analyze the content of both feedback and responses to assess goal-directed attention and knowledge absorption in later updates. Our empirical findings reveal that, among responded-to feedback, longer comments as well as feedback related to maintenance and functionality are more strongly associated with knowledge absorption in subsequent updates. Additionally, personalized and actionable developer responses further enhance the likelihood of knowledge absorption. These findings provide empirical support for future research into how developers allocate attention to customer feedback.

本研究解决了一个关键但尚未探索的问题：突出的客户反馈如何影响数字系统中的后续创新，以及管理层在此过程中扮演什么角色？在移动应用平台上，管理响应提供了一种机制，通过这种机制，开发者可以专注于特定的客户反馈，并做出相应的回应。为了研究管理反应在数字创新中的作用，我们建立了一个以注意力分配为中心的理论框架。我们在苹果iOS平台上识别突出的客户反馈、相应的管理层回应以及随后的应用更新。利用文本挖掘技术，我们分析了反馈和回复的内容，以评估后续更新中的目标导向注意力和知识吸收。我们的实证研究结果表明，在响应反馈中，较长的评论以及与维护和功能相关的反馈与后续更新中的知识吸收更强相关。此外，个性化和可操作的开发人员响应进一步提高了知识吸收的可能性。这些发现为未来研究开发者如何分配对客户反馈的关注提供了实证支持。

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引用次数: 0

From hype to reality: Unveiling consumer resistance to NFTs through a hybrid SEM-ANN approach 从炒作到现实：通过混合SEM-ANN方法揭示消费者对nft的抵制

IF 6.3 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-08-11 DOI: 10.1016/j.elerap.2025.101537

Yuchen Zhao , Yihong Zhan

As the initial hype surrounding the Non-Fungible Token (NFT) market has subsided, understanding consumer resistance to NFTs has become crucial for revitalizing the market and ensuring its long-term sustainability. This study develops a model of NFT resistance formation grounded in Innovation Resistance Theory (IRT), while integrating insights from Status Quo Bias Theory (SQB) and consumer haptic research. Using a hybrid structural equation modeling-artificial neural network (SEM-ANN) approach and a sample of 414 respondents, the study examines both linear and nonlinear relationships. The findings reveal that perceived price unfairness, technological uncertainty, and negative word-of-mouth (WOM) directly influence resistance, while self-image incongruence and need for touch indirectly affect resistance through the mediation of inertia. Moreover, the SEM-ANN analysis highlights the distinctive role of perceived price unfairness in shaping resistance within nonlinear contexts. These insights not only contribute to a more comprehensive understanding of consumer attitudes toward NFTs but also offer practical strategies for marketers to reduce resistance and foster broader adoption.

随着围绕不可替代代币（NFT）市场的最初炒作逐渐消退，了解消费者对NFT的抵制对于振兴市场和确保其长期可持续性至关重要。本研究在创新阻力理论（IRT）的基础上，结合现状偏差理论（SQB）和消费者触觉研究的见解，建立了NFT阻力形成模型。使用混合结构方程建模-人工神经网络（SEM-ANN）方法和414名受访者的样本，该研究检查了线性和非线性关系。研究发现，感知价格不公平、技术不确定性和负面口碑直接影响抗拒，而自我形象不一致和触摸需求通过惯性中介间接影响抗拒。此外，SEM-ANN分析强调了感知价格不公平在非线性背景下形成阻力的独特作用。这些见解不仅有助于更全面地了解消费者对nft的态度，而且还为营销人员提供了减少抵制和促进更广泛采用的实用策略。

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引用次数: 0

Just show the option: adding a BNPL payment option in online shopping can nudge purchase intention 只需显示选项：在网上购物中添加BNPL支付选项可以推动购买意愿

IF 6.3 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-08-08 DOI: 10.1016/j.elerap.2025.101536

Ji Li, Xv Liang, Shunzhi Xv

Online retailers are seeking innovative strategies to boost consumer purchases. Previous research has primarily focused on the factors that affect the actual use of BNPL and its impact on consumption, yet neglected the potential presentation effect of a BNPL payment option itself on nudging product consumption. This study examines how the presentation of a BNPL option in e-commerce platforms influences purchase intentions. Five experiments and a supplementary secondary data analysis show that, just adding a BNPL payment option could alleviate consumers’ perceived financial constraints, thereby enhancing their purchase intention. This effect is particularly striking because it affects even those who have no intention of using BNPL or do not possess such accounts, which can be attributed to the high accessibility of BNPL. Furthermore, our study rules out the confounding influence of psychological budget and alternative explanations of increased choice on perceived control and product trust. Examining the moderating effects of purchase type (material vs. experiential) and consumers’ future self-continuity (high vs. low) provides online retailers with more targeted strategies. These insights provide an understanding of how digital nudges, particularly adding a payment option, can subtly shape consumption in e-commerce environments. Our research extends the existing literature on BNPL and consumption, offering practical managerial implications for online retailers to design the payment policy.

在线零售商正在寻求创新策略来促进消费者的购买。以往的研究主要集中在影响BNPL实际使用的因素及其对消费的影响上，而忽略了BNPL支付选项本身对推动产品消费的潜在呈现效应。本研究探讨电子商务平台中BNPL选项的呈现如何影响购买意愿。五个实验和补充的二次数据分析表明，仅仅增加一个BNPL支付选项就可以缓解消费者的财务约束，从而增强消费者的购买意愿。这种影响尤其显著，因为它甚至影响到那些无意使用BNPL或没有此类帐户的人，这可归因于BNPL的高可访问性。此外，我们的研究排除了心理预算和选择增加对感知控制和产品信任的其他解释的混淆影响。考察购买类型（物质与体验）和消费者未来自我连续性（高与低）的调节作用，为在线零售商提供了更有针对性的策略。这些见解让我们了解了数字推动，特别是增加支付选项，如何微妙地影响电子商务环境中的消费。我们的研究扩展了现有的关于BNPL和消费的文献，为在线零售商设计支付政策提供了实际的管理启示。

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引用次数: 0

Power of visuals: The impact of user-generated image richness on the helpfulness of online reviews 视觉效果的力量：用户生成的图像丰富性对在线评论有用性的影响

IF 6.3 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-07-30 DOI: 10.1016/j.elerap.2025.101535

Dujuan Wang , Yunuo Zhu , Yi Feng , T.C.E. Cheng

As customers are increasingly opting to reference reviews with images before making purchasing decisions, images have become an indispensable component of online reviews. However, research on the content of images remains insufficient. Combining deep learning and econometric modelling, we examine the impact of the richness of user-generated images in online reviews on review helpfulness. By analyzing 10,406 reviews and 21,776 images collected from TripAdvisor, we obtain the following findings: (1) an inverted U-shaped relationship exists between image richness in reviews and review helpfulness; and (2) the popularity of hotels moderates the image richness-review helpfulness link, where higher popularity leads to a flatter inverted U-shaped relationship. This work advances research on online reviews and demonstrates the application of deep learning techniques in tourism and hotel studies. It also provides practical guidance for hotel and platform managers.

随着消费者越来越多地选择在做出购买决定之前参考带有图片的评论，图片已经成为在线评论不可或缺的组成部分。然而，对图像内容的研究仍然不足。结合深度学习和计量经济模型，我们研究了在线评论中用户生成图像的丰富性对评论有用性的影响。通过对TripAdvisor收集的10406条点评和21776张图片进行分析，我们发现：(1)点评中图片丰富度与点评有用性之间存在倒u型关系；(2)酒店知名度调节了形象丰富性与评价有用性之间的关系，知名度越高，形象丰富性与评价有用性之间的关系越扁平。这项工作推进了在线评论的研究，并展示了深度学习技术在旅游和酒店研究中的应用。同时也为酒店和平台管理者提供了实践指导。

引用次数: 0

Decentralized autonomous organizations in e-commerce supply chains: A bayesian method to barrier identification and interrelationship mapping 电子商务供应链中的分散自治组织：基于贝叶斯方法的障碍识别和相互关系映射

IF 6.3 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-07-26 DOI: 10.1016/j.elerap.2025.101533

Haotian Xie , Yung Po Tsang

Decentralized Autonomous Organizations (DAO) hold significant promise for enhancing transparency, efficiency, and collaborative synergy among stakeholders in e-commerce supply chain ecosystems. However, integrating DAO into these supply chains presents substantial challenges due to a variety of complex barriers. This study conducts an empirical analysis to identify and evaluate these barriers using the Bayesian Best-Worst Method-Adversarial Interpretive Structural Modeling (BBWM-AISM) framework. The findings reveal that contract law, governance models, decision-making processes, trust, and ethics are foundational barriers. Additionally, scalability and legal status are highlighted as critical barriers requiring immediate attention. The study provides targeted technical recommendations to help stakeholders understand the strategic potential of DAO and facilitate their integration and operational deployment in e-commerce supply chains.

去中心化自治组织（DAO）在提高电子商务供应链生态系统中利益相关者之间的透明度、效率和协同效应方面具有重要的前景。然而，由于各种复杂的障碍，将DAO集成到这些供应链中面临着巨大的挑战。本研究使用贝叶斯最佳-最差方法-对抗解释结构建模（BBWM-AISM）框架进行实证分析，以识别和评估这些障碍。研究结果表明，合同法、治理模式、决策过程、信任和道德是基本障碍。此外，可扩展性和法律地位被强调为需要立即关注的关键障碍。该研究提供了有针对性的技术建议，以帮助利益相关者了解DAO的战略潜力，并促进其在电子商务供应链中的整合和运营部署。

引用次数: 0

Nudges in email marketing campaigns: The role of the authority principle and time-sensitive dynamics 电子邮件营销活动中的推动：权威原则和时间敏感动态的作用

IF 5.9 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-07-22 DOI: 10.1016/j.elerap.2025.101534

Chrysopigi Vardikou , Agisilaos Konidaris , Androniki Kavoura

This study explores how behavioral nudges, specifically the authority principle, influence open rates in email marketing campaigns. Through field experiments conducted with an e-commerce business specializing in hair products, we tested the impact of authority-based sender names and subject lines on open and click rates. Subscribers were randomly assigned to treatment and control groups using Mailchimp, an email marketing platform that is considered the global leader in email marketing software. In Experiment 1 (N = 1,252), we examined the effect of an authority-based sender name, while Experiments 2 and 3 tested authority appeals in subject lines (N = 5,184 and N = 4,353, respectively). Findings reveal that authority-based cues in both sender names and subject lines may increase open rates but not click rates, although the result on open rate was statistically significant only by the time the winning version was selected, but not in the long-term, showing a potential fade-out effect. The temporal dimension (time of winning version selection) that is highlighted in this study offers a critical methodological insight for future research in the application of nudges in digital marketing. These results offer practical insights for marketers, while also advancing the understanding of consumer susceptibility to behavioral nudges in email marketing and enhance the development of standardized methodologies for measuring outcomes in email marketing campaigns.

本研究探讨了行为推动，特别是权威原则，如何影响电子邮件营销活动的打开率。通过与一家专门从事美发产品的电子商务企业进行实地实验，我们测试了基于权威的发件人姓名和主题行对打开率和点击率的影响。使用Mailchimp的订阅者被随机分配到实验组和对照组。Mailchimp是一个电子邮件营销平台，被认为是电子邮件营销软件的全球领导者。在实验1 （N = 1,252）中，我们研究了基于权威的发件人姓名的影响，而实验2和3测试了主题行中的权威呼吁（N = 5,184和N = 4,353）。研究结果显示，发件人姓名和主题行中基于权威的提示可能会增加打开率，但不会增加点击率，尽管打开率的结果仅在选择获胜版本时具有统计学意义，但从长远来看却不是这样，显示出潜在的淡出效应。本研究强调的时间维度（获胜版本选择的时间）为推动在数字营销中的应用的未来研究提供了重要的方法论见解。这些结果为营销人员提供了实用的见解，同时也促进了对电子邮件营销中消费者对行为推动的敏感性的理解，并促进了电子邮件营销活动中衡量结果的标准化方法的发展。

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引用次数: 0

Confront with manufacturer encroachment: The impact of big data techniques on product design enhancement 面对制造商的蚕食：大数据技术对产品设计提升的影响

IF 5.9 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-07-19 DOI: 10.1016/j.elerap.2025.101530

Wenhui Zhou, Hongmei Yang, Fanjie Yang

The booming of the global retailing industry attracts many manufacturers to encroach on the market by opening direct channels. Many scholars have widely studied manufacturer encroachment but the strategic interplay between manufacturer encroachment and retailer BDTs deployment-an issue to be reckoned with in the era of big data, is not well understood. Assuming that the retailer may deploy BDTs to assist the manufacturer in improving product design capability, we explore how the retailer’s option of deploying BDTs affects manufacturer encroachment. We find that the retailer has three deployment decisions based on different deployment costs and the manufacturer’s encroachment strategies: unconditional deployment, conditional deployment, and no deployment. We show that there are two effects of the option to deploy BDTs on manufacturer encroachment. The first is the incentive effect where BDTs deployment stimulates the manufacturer to encroach, occurring in the situation of unconditional deployment. The second is the deterrence effect where BDTs deployment deters encroachment, occurring in the circumstance of conditional deployment. More interestingly, the manufacturer will give up encroaching thoroughly to stimulate the retailer to deploy BDTs under some conditions. We also study several model extensions to show that the major findings of the base model are robust.

全球零售业的蓬勃发展吸引了许多制造商通过开辟直销渠道来抢占市场。许多学者对制造商入侵进行了广泛的研究，但制造商入侵与零售商部署bdt之间的战略相互作用——这是大数据时代必须考虑的问题——却没有得到很好的理解。假设零售商可能会部署bdt来帮助制造商提高产品设计能力，我们将探讨零售商部署bdt的选择如何影响制造商的入侵。研究发现，基于不同的部署成本和制造商的入侵策略，零售商有三种部署决策：无条件部署、有条件部署和不部署。我们展示了部署bdt选项对制造商入侵的两种影响。首先是在无条件部署的情况下，bdt的部署刺激了制造商的入侵，产生了激励效应。二是威慑效应，即在有条件部署的情况下，部署导弹防御系统对入侵产生威慑作用。更有趣的是，在某些条件下，制造商会彻底放弃入侵，以刺激零售商部署bdt。我们还研究了几个模型扩展，以表明基本模型的主要发现是鲁棒的。

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引用次数: 0

Speculation or collection? The impact of owner and item characteristics on polarized price premium in metaverse resale markets 投机还是收藏？业主特征与物品特征对虚拟转售市场极化溢价的影响

IF 5.9 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-07-18 DOI: 10.1016/j.elerap.2025.101532

Jeongha Kim , Eric Hyoekkoo Kwon , Dongwon Lee , Kyumin Lee

The burgeoning resale market, encompassing both physical and digital domains, has attracted considerable attention, particularly within the nascent metaverse. A key characteristic of this market is the decentralized pricing mechanism, wherein resellers autonomously determine prices based on individual valuations. This often results in significant price volatility due to the absence of established pricing benchmarks within the metaverse ecosystem. This study investigates the multifaceted determinants of resale pricing within this context, employing data from a prominent metaverse platform. Our analysis demonstrates a positive impact on resale price premiums from several factors: owner wealth, speculative value, extended holding periods, and item popularity. Conversely, items exhibiting collector tendencies or those with limited sales histories are associated with lower price premiums. This research contributes to the existing literature by delineating the distinct influences of item-specific and owner-specific characteristics on resale pricing Furthermore, the utilization of metaverse-generated data not only mitigates traditional data acquisition challenges but also provides novel insights into the dynamics of pricing within this emerging digital environment. These findings offer valuable implications for stakeholders seeking to optimize pricing strategies and achieve competitive advantage within the metaverse resale market.

迅速发展的转售市场，包括实体和数字领域，吸引了相当多的关注，特别是在新生的虚拟世界中。这个市场的一个关键特征是分散的定价机制，其中经销商根据个人估值自主确定价格。由于在元生态系统中缺乏既定的定价基准，这通常会导致显著的价格波动。本研究在此背景下调查了转售定价的多方面决定因素，采用了来自一个著名的虚拟平台的数据。我们的分析显示了几个因素对转售价格溢价的积极影响：所有者财富、投机价值、延长持有期限和物品受欢迎程度。相反，表现出收藏家倾向或销售历史有限的商品，其溢价较低。本研究通过描述特定物品和所有者特定特征对转售定价的不同影响，为现有文献做出了贡献。此外，利用元数据生成的数据不仅减轻了传统数据获取的挑战，而且为新兴数字环境下的定价动态提供了新的见解。这些发现为寻求优化定价策略并在虚拟转售市场中获得竞争优势的利益相关者提供了有价值的启示。

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引用次数: 0

Examining the interplay of affect and cognition in online information disclosure in E-commerce: insights from two empirical studies 电子商务网络信息披露中情感与认知的相互作用：两项实证研究的启示

IF 5.9 3区管理学 Q1 BUSINESS

Electronic Commerce Research and Applications

Pub Date : 2025-07-11 DOI: 10.1016/j.elerap.2025.101531

Jongtae Yu

This study explores how shifting from a general to a specific decision-making context influences the interaction between affect and cognition in online information sharing with e-commerce vendors. While previous research has primarily examined these factors separately, their interplay—especially in relation to situational context—remains underexplored. To address this gap, two studies were conducted: a scenario-based survey and a controlled experiment. The first study found that in a general decision-making context, individuals tend to rely on heuristic processing, investing minimal cognitive effort due to perceived low relevance, limited accuracy requirements, and the absence of specific objectives. In contrast, in a specific decision-making context, cognitive evaluation played a greater role in determining whether to share personal information, while the influence of affect decreased. The second study examined how inconsistencies in cognitive evaluations between a general and a specific situation shape the role of affect in specific decision-making contexts. Participants were assigned to one of three experimental conditions (consistency, upward inconsistency, and downward inconsistency) and assessed the impact of affect, perceived benefits, and privacy risks on information sharing. The findings revealed that in inconsistency conditions, the influence of cognitive evaluations related to benefits and privacy risks weakened significantly. Moreover, the impact of affect varied across experimental conditions depending on the level of perceived risk. These results highlight the critical role of situational factors—such as goals, engagement levels, and perceived relevance—in shaping online information-sharing behavior.

本研究探讨了从一般决策情境到特定决策情境的转变对电子商务供应商在线信息共享中情感与认知互动的影响。虽然以前的研究主要是单独考察这些因素，但它们的相互作用——尤其是与情景背景的关系——仍然没有得到充分的探索。为了解决这一差距，进行了两项研究：基于场景的调查和对照实验。第一项研究发现，在一般的决策环境中，个体倾向于依赖启发式处理，由于感知到低相关性，有限的准确性要求和缺乏具体目标，投入最小的认知努力。相反，在特定决策情境下，认知评价对是否分享个人信息的影响更大，而情感的影响则减弱。第二项研究考察了一般情况和特定情况下认知评估的不一致性如何影响情感在特定决策环境中的作用。参与者被分配到三种实验条件（一致性、向上不一致性和向下不一致性）中的一种，并评估情感、感知利益和隐私风险对信息共享的影响。结果表明，在不一致条件下，利益和隐私风险相关的认知评价的影响显著减弱。此外，影响的影响在不同的实验条件下取决于感知风险的水平。这些结果强调了情境因素——如目标、参与水平和感知相关性——在塑造在线信息共享行为中的关键作用。

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引用次数: 0