USC Marshall School of Business Research Paper Series最新文献_第2页

Strategic Benefit of Request for Proposal/Quotation 征求建议书/报价的战略效益

USC Marshall School of Business Research Paper Series Pub Date : 2019-10-10 DOI: 10.2139/ssrn.3200030

Leon Yang Chu, Ying Rong, Huan Zheng

引用次数: 8

Connecting Customers and Merchants Offline: Experimental Evidence From the Commercialization of Last-Mile Stations at Alibaba 连接线下客户和商家:来自阿里巴巴最后一英里站点商业化的实验证据

USC Marshall School of Business Research Paper Series Pub Date : 2019-07-01 DOI: 10.2139/ssrn.3452769

Brian Rongqing Han, Lixia Wu, Tianshu Sun, Leon Yang Chu, Yinghui Xu

{"title":"Connecting Customers and Merchants Offline: Experimental Evidence From the Commercialization of Last-Mile Stations at Alibaba","authors":"Brian Rongqing Han, Lixia Wu, Tianshu Sun, Leon Yang Chu, Yinghui Xu","doi":"10.2139/ssrn.3452769","DOIUrl":"https://doi.org/10.2139/ssrn.3452769","url":null,"abstract":"Many e-commerce platforms have established extensive networks of stations as their last-mile logistics infrastructure. In this study, we investigate how this last-mile infrastructure may serve as an offline platform to connect customers and merchants in the physical world and stimulate offline-to-online effect by leveraging the spontaneous walk-in traffic (organic interaction) and by prompting interested customers through online intervention (induced interaction). Using free sample distribution as an example, we design two large-scale experimental studies in collaboration with Alibaba---a quasi-experiment across 1,032 stations and a randomized field experiment among 189,019 customers---to examine the causal effects of organic and induced interactions on customers' subsequent online purchases at the focal brands, respectively. We find that induced interaction drives significantly more online sales compared with organic interaction. We further identify a textit{screening} mechanism underlying its effectiveness. Because of the additional traveling cost on the customer side, induced interaction tends to attract customers who have a stronger preference over the focal products. Such advantageous self-selection, in turn, leads to a large increase in customers' subsequent online engagement. Finally, we propose a customized targeting framework using instrumental forest to further enhance the effectiveness of induced interaction at the last-mile stations.","PeriodicalId":332226,"journal":{"name":"USC Marshall School of Business Research Paper Series","volume":"109 5 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126113133","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 7

The Earnings Announcement Return Cycle 收益公告回归周期

USC Marshall School of Business Research Paper Series Pub Date : 2019-01-07 DOI: 10.2139/ssrn.3183318

Juhani T. Linnainmaa, Yingguang Zhang

引用次数: 11

Persuading Customers to Buy Early: The Value of Personalized Information Provisioning 说服顾客尽早购买:个性化信息供应的价值

USC Marshall School of Business Research Paper Series Pub Date : 2018-10-22 DOI: 10.2139/ssrn.3191629

K. Drakopoulos, Shobhit Jain, R. Randhawa

引用次数: 30

Relational Adaptation Under Reel Authority 卷轴权威下的关系适应

USC Marshall School of Business Research Paper Series Pub Date : 2018-04-18 DOI: 10.2139/ssrn.3153155

Daniel Barron, R. Gibbons, Ricard Gil, Kevin J. Murphy

引用次数: 28

Understanding the Impact of Multi-Dimensional Ratings on Product Sales: An Information-Inconsistency Perspective 多维评级对产品销售的影响:一个信息不一致的视角

USC Marshall School of Business Research Paper Series Pub Date : 2018-03-23 DOI: 10.2139/ssrn.3148033

Xin Zheng, Xingyao Ren, Y. Hong, Jisu Cao, Sha Yang

{"title":"Understanding the Impact of Multi-Dimensional Ratings on Product Sales: An Information-Inconsistency Perspective","authors":"Xin Zheng, Xingyao Ren, Y. Hong, Jisu Cao, Sha Yang","doi":"10.2139/ssrn.3148033","DOIUrl":"https://doi.org/10.2139/ssrn.3148033","url":null,"abstract":"To help consumers evaluate products that often differ along multiple dimensions, many online review platforms have started to implement multi-dimensional rating systems, wherein a user provides product ratings on multiple product dimensions, in addition to an overall product rating. In contrast with prior work that has primarily focused on the effects of overall product evaluation, we explore how dimensional ratings affect product sales from an information-inconsistency perspective. Drawing on the diagnosticity theory, we examine two types of information inconsistency in multi-dimensional rating systems: inconsistency across ratings on different dimensions of a product and inconsistency across reviewers for a product dimension. Based on panel data analysis of a unique proprietary data set combining multi-dimensional rating information on 456 car brand models with their corresponding monthly sales, we find that (1) while the highest rating among different dimensions does not have a significant impact, the lowest rating among different dimensions increases product sales; (2) the rating variance among different dimensions has an inverted U-shaped relationship with product sales; and (3) the negative impact of the variance across reviewers for a dimension is contingent on whether the dimension is a vertical or a horizontal attribute. Our findings offer important theoretical and managerial implications for a better understanding of multi-dimensional rating systems.","PeriodicalId":332226,"journal":{"name":"USC Marshall School of Business Research Paper Series","volume":"26 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-03-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128379034","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Auctions with Endogenous Initiation 具有内生启动的拍卖

USC Marshall School of Business Research Paper Series Pub Date : 2018-02-16 DOI: 10.2139/ssrn.3014110

Alexander S. Gorbenko, A. Malenko

引用次数: 8

The 'Make and/or Buy' Decisions of Corporate Political Lobbying: Integrating the Economic Efficiency and Legitimacy Perspectives 企业政治游说的“制造或购买”决策:整合经济效率和合法性视角

USC Marshall School of Business Research Paper Series Pub Date : 2017-06-16 DOI: 10.2139/ssrn.2943585

Nan Jia

{"title":"The 'Make and/or Buy' Decisions of Corporate Political Lobbying: Integrating the Economic Efficiency and Legitimacy Perspectives","authors":"Nan Jia","doi":"10.2139/ssrn.2943585","DOIUrl":"https://doi.org/10.2139/ssrn.2943585","url":null,"abstract":"This paper examines political lobbying and investigates firms’ decisions regarding whether to employ internal functionalities (i.e., to “make” or insource), to contract with external professionals (i.e., to “buy” or outsource), or to do both (i.e., to “make and buy” or plural source). I first develop an integrated framework based on the twin perspectives of economic efficiency and legitimacy. When the political audience faces little uncertainty about lobbying content, firms make sourcing decisions to maximize economic efficiency in producing such content in line with transaction cost economics and the capabilities view. However, when the political audience faces substantial uncertainty about lobbying content, it relies on the perceived legitimacy of the lobbying entity to draw inferences about the quality of the such content; therefore, the legitimacy of a potential lobbying entity matters to firms making sourcing decisions related to lobbying. Then, I connect firms’ sourcing decisions with several concrete characteristics of lobbying entities that can affect political audiences’ judgment regarding their legitimacy. Finally, I examine the tension that develops when legitimacy and economic efficiency considerations call for different forms of sourcing, and I examine how complementarities in plural sourcing help resolve this tension in certain situations.","PeriodicalId":332226,"journal":{"name":"USC Marshall School of Business Research Paper Series","volume":"03 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-06-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130695226","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 5

Retail Prices: New Evidence from Argentina 零售价格:阿根廷的新证据

USC Marshall School of Business Research Paper Series Pub Date : 2017-05-09 DOI: 10.2139/ssrn.2989324

Diego Daruich, J. Kozlowski

引用次数: 2

Network Isolates: Entrepreneurial Bootstrapping and the Social Disconnection of New Organizations in the Mobile App Ecosystem 网络隔离:移动应用生态系统中新组织的创业启动和社会脱节

USC Marshall School of Business Research Paper Series Pub Date : 2017-01-12 DOI: 10.2139/ssrn.2907526

Benjamin L. Hallen, Jason P. Davis, Pai-Ling Yin

{"title":"Network Isolates: Entrepreneurial Bootstrapping and the Social Disconnection of New Organizations in the Mobile App Ecosystem","authors":"Benjamin L. Hallen, Jason P. Davis, Pai-Ling Yin","doi":"10.2139/ssrn.2907526","DOIUrl":"https://doi.org/10.2139/ssrn.2907526","url":null,"abstract":"Extensive prior literature has studied how young organizations are impacted by and often benefit from embeddedness in key industry networks. Indeed, some research advises that entrepreneurs “don’t go it alone” (Baum, Calabrese, and Silverman, 2000). This literature has also highlighted a dynamic whereby young organizations with higher quality are most likely to sort into these networks. Yet this perspective often fails to consider the drivers and prevalence of high-quality young organizations not becoming embedded, and instead remaining network isolates. Drawing on resource dependence and exchange theory’s emphasis on network ties arising from mutual and balanced interdependence, we explicate how organizational design decisions, current performance, and competitive pressures influence whether a young organization remains a network isolate. We test and find support for our arguments using an unusually rich, complete, and large “big data” dataset that captures all competitors in the mobile app ecosystem on the Apple iPhone ecosystem over a period of 5 years, showing that a substantial fraction of high-performing mobile app developers remain outside of the venture finance network.","PeriodicalId":332226,"journal":{"name":"USC Marshall School of Business Research Paper Series","volume":"10 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-01-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125005177","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 6