scholarly journals When Less Is More: Empirical Study of the Relation Between Consumer Behavior and Information Provision on Commercial Landing Pages

10.28945/4015 ◽  
2018 ◽  
Vol 21 ◽  
pp. 019-039 ◽  
Author(s):  
Nim Dvir ◽  
Ruti Gafni
Keyword(s):  
Decision Making ◽  
Consumer Behavior ◽  
Information Provision ◽  
The Body ◽  
Future Research ◽  
Empirical Examination ◽  
Less Is More ◽  
Amount Of Information ◽  
Online Decision Making ◽  
The Impact

Aim/Purpose: This paper describes an empirical examination of how users’ willingness to disclose personal data is influenced by the amount of information provided on landing pages – standalone web pages created explicitly for marketing or advertising campaigns. Background: Provision of information is a central construct in the IS discipline. Content is a term commonly used to describe the information made available by a website or other electronic medium. A pertinent debate among scholars and practitioners relate to the behavioral impact of content volume: Specifically, does a greater amount of information elicit engagement and compliance, or the other way around? Methodology: A series of large-scale web experiments (n= 535 and n= 27,900) were conducted employing a between-subjects design and A/B testing. Two variants of landing pages, long and short, were created based on relevant behavioral theories. Both variants included an identical form to collect users’ information, but different amounts of provided content. User traffic was generated using Google AdWords and randomized between the page using Unbounce.com. Relevant usage metrics, such as response rate (called “conversion rate”), location, and visit time were recorded. Contribution: This research contributes to the body of knowledge on information provision and its effectiveness and carries practical and theoretical implications to practitioners and scholars in Information Systems, Informing Science, Communications, Digital Marketing, and related fields. Findings: Analyses of results show that the shorter landing pages had significantly higher conversion rates across all locations and times. Findings demonstrate a negative correlation between the content amount and consumer behavior, suggesting that users who had less information were more inclined to provide their data. Recommendations for Practitioners: At a practical level, results can empirically support business practices, design considerations, and content strategy by informing practitioners on the role of content in online commerce. Recommendation for Researchers: Findings suggest that the amount of content plays a significant role in online decision making and effective informing. They also contradict prior research on trust, persuasion, and security. This study advances research on the paradoxical relationship between the increased level of information and online decision-making and indicates that contrary to earlier work, not all persuasion theories‎ are ‎effective online. Impact on Society: Understanding how information drives behavior has implications in many domains (civic engagement, health, education, and more). This has relevance to system design and public communication in both online and offline contexts. Future Research: Using this research as a starting point, future research can examine the impact of content in other contexts, as well as other behavioral drivers (such as demographic data). This can lead to theoretical, methodological, and practical recommendations.

scholarly journals How Content Volume on Landing Pages Influences Consumer ‎‎Behavior: Empirical Evidence

10.28945/4016 ◽  
2018 ◽  
Keyword(s):  
Decision Making ◽  
Consumer Behavior ◽  
Content Volume ◽  
The Body ◽  
Future Research ◽  
Body Of Knowledge ◽  
Conversion Rates ◽  
Starting Point ◽  
Online Decision Making ◽  
The Impact

Aim/Purpose: This paper describes an empirical investigation on how consumer behavior is influenced by the volume of content on a commercial landing page -- a stand-alone web page designed to collect user data (in this case the user’s e-mail address), a behavior called “conversion.” Background: Content is a term commonly used to describe the information made available by a website or other electronic medium. A pertinent debate among scholars and practitioners relate to information volume and consumer behavior: do more details elicit engagement and compliance, operationalized through conversions, or the other way around? Methodology: A pilot study (n= 535) was conducted in ‎real-world commercial setting, followed by a series of large-scale online experiments (n= 27,083). Both studies employed a between-group design: Two variations of landing pages, long and short, were created based on various behavioral theories. User traffic to the pages was generated using online advertising and randomized between the pages (A/B testing). Contribution: This research contributes to the body of knowledge on the antecedents and outcomes of online commercial interaction, focusing on content as a determinant of consumer decision-making and behavior. Findings: The observed results indicate a negative correlation between content volume and users’ conversions. The shorter pages had significantly higher conversion rates, across locations and time. Findings suggest that content play a significant role in online decision making. They also contradict prior research on trust, persuasion, and security. Recommendations for Practitioners: At a practical level, results can inform practitioners on the importance of content in online commerce. They provide an empirical support to design and content strategy considerations, specifically the use of elaboration in commercial web pages. Recommendation for Researchers: At the theoretical level, this research advances the body of knowledge on the paradoxical relationship between the increased level of information and online decision-making and indicates that contrary to earlier work, not all persuasion theories‎ are ‎effective online. Impact on Society: Understanding how information drive behavior has implications in many domains (civic engagement, health, education and more). This has relevance to system design and public communication in both online and offline contexts, suggesting social value. Future Research: ‎Using this research as a starting point, future research can examine the impact of content in other contexts, as well as other behavioral drivers (such as demographic data). This can lead to theoretical, methodological and practical recommendations.

Pengaruh Lintas Budaya Pada Pemasaran Internasional Dengan Pendekatan Perilaku Konsumen

2017 ◽  
Vol 1 (2) ◽  
pp. 168-176
Author(s):  
Endy Gunanto ◽  
Yenni Kurnia Gusti
Keyword(s):  
Consumer Behavior ◽  
Marketing Strategy ◽  
Consumer Culture ◽  
International Organization ◽  
Future Research ◽  
Special Issue ◽  
Cross Culture ◽  
Several Variables ◽  
Cultural Orientations ◽  
The Impact

In this article we present a conceptual of the effect of cross culture on consumer behavior incorporating the impact of globalization. This conceptual idea shows that culture inûuences various domains of consumer behavior directly as well as through international organization to implement marketing strategy. The conceptual identify several factors such as norm and value in the community, several variables and also depicts the impact of other environmental factors and marketing strategy elements on consumer behavior. We also identify categories of consumer culture orientation resulting from globalization. Highlights of each of the several other articles included in this special issue in Asia region. We conclude with the contributions of the articles in terms of the consumer cultural orientations and identify directions for future research.

The impact of patient narratives on medical students’ perceptions of shared decision making: A randomized controlled trial

2020 ◽  
Author(s):  
Martina Bientzle ◽  
Marie Eggeling ◽  
Simone Korger ◽  
Joachim Kimmerle
Keyword(s):  
Decision Making ◽  
Medical Students ◽  
Shared Decision Making ◽  
Medical Training ◽  
Controlled Trial ◽  
Future Research ◽  
Shared Decision ◽  
Randomized Controlled ◽  
Information Text ◽  
The Impact

BACKGROUND: Successful shared decision making (SDM) in clinical practice requires that future clinicians learn to appreciate the value of patient participation as early as in their medical training. Narratives, such as patient testimonials, have been successfully used to support patients’ decision-making process. Previous research suggests that narratives may also be used for increasing clinicians’ empathy and responsiveness in medical consultations. However, so far, no studies have investigated the benefits of narratives for conveying the relevance of SDM to medical students.METHODS: In this randomized controlled experiment, N = 167 medical students were put into a scenario where they prepared for medical consultation with a patient having Parkinson disease. After receiving general information, participants read either a narrative patient testimonial or a fact-based information text. We measured their perceptions of SDM, their control preferences (i.e., their priorities as to who should make the decision), and the time they intended to spend for the consultation.RESULTS: Participants in the narrative patient testimonial condition referred more strongly to the patient as the one who should make decisions than participants who read the information text. Participants who read the patient narrative also considered SDM in situations with more than one treatment option to be more important than participants in the information text condition. There were no group differences regarding their control preferences. Participants who read the patient testimonial indicated that they would schedule more time for the consultation.CONCLUSIONS: These findings show that narratives can potentially be useful for imparting the relevance of SDM and patient-centered values to medical students. We discuss possible causes of this effect and implications for training and future research.

Understanding how the contextual variables influence political behaviour in strategic decision-making

2014 ◽  
Vol 7 (3) ◽  
pp. 226-250 ◽  
Author(s):  
Said Elbanna ◽  
Ioannis C. Thanos ◽  
Vassilis M. Papadakis
Keyword(s):  
Decision Making ◽  
Strategic Decision ◽  
Strategic Decision Making ◽  
Strategic Decisions ◽  
Empirical Examination ◽  
Content Type ◽  
Political Behaviour ◽  
Practitioner Education ◽  
The Impact ◽  
Practical Implications

Purpose – The purpose of this paper is to enhance the knowledge of the antecedents of political behaviour. Whereas political behaviour in strategic decision-making (SDM) has received sustained interest in the literature, empirical examination of its antecedents has been meagre. Design/methodology/approach – The authors conducted a constructive replication to examine the impact of three layers of context, namely, decision, firm and environment, on political behaviour. In Study 1, Greece, we gathered data on 143 strategic decisions, while in Study 2, Egypt, we collected data on 169 strategic decisions. Findings – The evidence suggests that both decision-specific and firm factors act as antecedents to political behaviour, while environmental factors do not. Practical implications – The findings support enhanced practitioner education regarding political behaviour and provide practitioners with a place from which to start by identifying the factors which might influence the occurrence of political behaviour in SDM. Originality/value – The paper fills important gaps in the existing research on the influence of context on political behaviour and delineates interesting areas for further research.

Impact and paybacks of biomedical research findings in Malaysia 2005–2015

2021 ◽  
Author(s):  
Pei Kuan Lai ◽  
S Nalliah ◽  
CL Teng ◽  
NLP Chen
Keyword(s):  
Decision Making ◽  
Health System ◽  
Capacity Building ◽  
Biomedical Research ◽  
Knowledge Production ◽  
Future Research ◽  
Relevant Research ◽  
Research Findings ◽  
The Impact ◽  
Health System Policy

Background: Impact in research encompasses health, economic, and cultural benefits beyond adding to the knowledge base. Funders are under immense pressure to be accountable for the paybacks from funded research.Aims and objectives: The aim of this study was to look into the impact of funded biomedical research between the years 2005 and 2015 in Malaysia from the aspects of knowledge production, research targeting and capacity building, as well as health system policy and decision making.Methods: This study employed a convergent parallel mixed-methods research design. Biomedical projects related to breast cancer, coronary heart disease, and dengue, funded by the Ministry of Health (MOH), Ministry of Higher Education (MOHE), and Ministry of Science, Technology, and Innovation (MOSTI) between the years 2005 and 2015, were included.Findings: From the questionnaire responses (n=58), on average each funded project managed to produce two outputs and one higher degree student. More than half (61.4%) of the funded projects led to subsequent future research. However, low citations in systematic reviews (10.3%), health policies (6.9%), and clinical practice guidelines (5.2%) were reported. In-depth interviews with the key opinion leaders also saw that most of the local research findings were found to be irrelevant to be adopted into policies by the policymakers.Discussion and conclusions: Paybacks on knowledge production as well as research targeting and capacity building had been achieved, but impact on health system policy and decision making had not been well attained, due to the lack of relevant research findings needed by the policymakers.<br />Key messages<br /><ul><li>Payback on knowledge production was achieved, as there had been a lot of new knowledge generated as captured in academic publications, conference proceedings, policy briefs, technical reports, and research highlights, which is important to advance the frontiers of knowledge.</li><br /><li>Payback on research targeting was achieved, with the current research leading to future study with identification of the knowledge gap and generation of new ideas for new research.</li><br /><li>Payback on capacity building was achieved with the training of researchers, building up research capacity and competencies, production of MSc and PhD graduates, promotion of lecturers, and development of new partnerships and networks.</li><br /><li>Impact on health system policy and decision making was not well attained. There had been a lack of relevant research data and findings being incorporated into policymaking, due to the basic and fundamental nature of most of the funded biomedical research in Malaysia.</li></ul>

scholarly journals Do it Helps SMEs Gain Better Performance: A Conceptual Analysis on RBV Theory

2014 ◽  
Vol 3 (5) ◽  
pp. 307-320
Author(s):  
Wan Nur Syahida Wan Ismail ◽  
Mohd Zulkifli Mokhtar ◽  
Azwadi Ali ◽  
Mohd Shaari Abdul Rahman
Keyword(s):  
Conceptual Analysis ◽  
Business Environment ◽  
The Body ◽  
Future Research ◽  
It Adoption ◽  
It Investment ◽  
It Resources ◽  
Performance Results ◽  
Value Of It ◽  
The Impact

Nowadays, competition is everywhere in the business environment. The survival of Small and medium-sized enterprises (SMEs) depend on their ability to take full advantage of the resources available. Prior research had identified that IT is an important resource to the success of the firms. However, despite the common consensus that IT influences firm’s performance, results of previous studies on the effect of IT resources on firm’s performance are often inconsistent. Given these inconsistent results, it is unclear whether any direct effect exists between IT resources in organizations and their firm’s performance. For that reason, several authors highlighted the need for more research to investigate the impact of IT adoption on the firm’s performance. In response to this, this conceptual paper attempts to analyze relevant literatures on whether IT investment would help firms gain better performance. Understanding whether and how IT has affected firm’s performance is an important research issue as it allows the firms to know the value of IT investment and whether such innovation is worth to be adopted. Grounding in RBV theory, this study concluded that the combination of IT assets and IT capabilities (IT infrastructure) provides competitive advantage to the firm. This study also suggested that SMEs that adopt IT would perform better than those that do not adopt IT. This conceptual analysis is hoped to consolidate the body of knowledge in the area and significant to the researchers as it directs to the hypotheses development for future research.

scholarly journals HR analytics a roadmap for decision making: case study

2019 ◽  
Vol 15 (2) ◽  
pp. 979 ◽  
Author(s):  
Brahim Jabir ◽  
Noureddine Falih ◽  
Khalid Rahmani
Keyword(s):  
Operating System ◽  
Decision Making ◽  
Literature Review ◽  
Human Resources ◽  
Management Model ◽  
Amount Of Information ◽  
Vast Amount ◽  
The People ◽  
The Impact

<p>In the socio-economic world, the human resources are in the most top phase of the enterprise evolution. This evolution began when the arithmetic, statistics are applicable over a vast of opportunities and used to identify problems and support decision. However, analytics has been emerged to provide predictions and understand the people performance based on available data.</p>In light of this vast amount of information, human resources services need to deploy a predictive management model and operating system of analytics that can be an efficient and an instead solution that can respond to the gaps of the traditional existing ones and facilitate the decision making. In this paper, we present a literature review of this HR analytics concept and a case study concerning the impact of interventions using an analytics solution.<p> </p>

Improving Fire Safety by Understanding the Fire Performance of Engineered Floor Systems and Providing the Fire Service with Information for Tactical Decision Making

2012 ◽  
Author(s):  
Steve Kerber ◽  
◽  
Daniel Madrzykowski ◽  
James Dalton ◽  
Bob Backstrom
Keyword(s):  
Decision Making ◽  
Multiple Scales ◽  
Fire Service ◽  
Metal Plate ◽  
The Body ◽  
Fuel Load ◽  
Firefighter Safety ◽  
Floor Systems ◽  
Floor System ◽  
The Impact

This research project was a collaboration of several research organizations, product manufacturers and fire service representatives to examine hazards associated with residential flooring systems to improve firefighter safety. Funding for this project was provided through the National Institute of Standards and Technology’s American Recovery and Reinvestment Act Grant Program. The main objective of this study was to improve firefighter safety by increasing the level of knowledge on the response of residential flooring systems to fire. Several types (or series) of experiments were conducted and analyzed to expand the body of knowledge on the impact of fire on residential flooring systems. The results of the study have been prepared to provide tactical considerations for the fire service to enable improved decision making on the fire scene. Experiments were conducted to examine several types of floor joists including, dimensional lumber, engineered I-joists, metal plate connected wood trusses, steel C-joists, castellated I-joists and hybrid trusses. Experiments were performed at multiple scales to examine single floor system joists in a laboratory up through a full floor system in an acquired structure. Applied load, ventilation, fuel load, span and protection methods were altered to provide important information about the impact of these variables to structural stability and firefighter safety. There are several tactical considerations that result from this research that firefighters can use immediately to improve their understanding, safety and decision making when sizing up a fire in a one or two family home. 
 This report summarizes the results from each of the experimental series and provides discussion and conclusions of the results. 


Success Factors in the Implementation of a Collaborative Technology and Resulting Productivity Improvements in a Small Business

2005 ◽  
pp. 129-150
Author(s):  
Nory B. Jones ◽  
Thomas R. Kochtanek
Keyword(s):  
Decision Making ◽  
Success Factors ◽  
Future Research ◽  
Collaborative Technology ◽  
Performance Improvements ◽  
Effective Implementation ◽  
Potential Success ◽  
Effective Use ◽  
The Impact ◽  
The Relationship

Practitioners and academics often assume that investments in technology will lead to productivity improvements. While the literature provides many examples of performance improvements resulting from adoption of different technologies, there is little evidence demonstrating specific, generalizable factors that contribute to these improvements. Furthermore, investment in technology does not guarantee effective implementation. This qualitative study examined the relationship between four classes of potential success factors on the adoption of a collaborative technology and whether they were related to performance improvements in a small service company. Users of a newly adopted collaborative technology were interviewed to explore which factors contributed to their initial adoption and subsequent effective use of this technology. The results show that several factors were strongly related to adoption and effective implementation. The impact on performance improvements was further explored. Results showed a qualitative link to several performance improvements including timesavings and improved decision-making. These results are discussed in terms of generalizability as well as suggestions for future research.

Impact of Digital Communication on Consumer Behaviour Processes in Luxury Branding Segment

2018 ◽  
pp. 132-157
Author(s):  
Harsha Gupta
Keyword(s):  
Decision Making ◽  
Consumer Behavior ◽  
Consumer Behaviour ◽  
Digital Communication ◽  
Consumer Decision Making ◽  
Online Questionnaire ◽  
Consumer Decision ◽  
Luxury Branding ◽  
Buying Behaviour ◽  
The Impact

With a boom in digital marketing and the luxury sector in India, research in both the segments have become crucial for mining insights that guide consumer buying behaviour. However, both these constructs are comparatively new and have not been researched much. Hence, research in this field will help marketers across the corporate and academic sectors to understand deeper insights about consumer decision making process. This research will help in understanding how different vehicles of digital communication impact consumer behavior processes in the luxury brand apparel segment. The data for this research has been collected using an online questionnaire from respondents across India. Hence, this chapter will enable the readers in identifying which digital vehicles are most suitable for the different stages of the consumer behaviour process when marketing to luxury consumers; identifying the ranking of digital vehicles during consumer buying behaviour process; and analyzing the impact of various digital communications at different stages of the consumer behaviour process.

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