利润高于原则:通过代理理论揭示电子商务黑暗模式背后的激励因素

IF 7.4 3区 管理学 Q1 INFORMATION SCIENCE & LIBRARY SCIENCE
Vibhav Singh, Niraj Kumar Vishvakarma, Vinod Kumar
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引用次数: 0

摘要

目的电子商务公司使用操纵性用户界面(UI)设计,即暗模式,以影响互联网平台上的客户决策。尽管众所周知,黑色图案会惹恼用户,侵蚀客户信任,但电子商务公司仍在大量使用它们。因此,本研究确定了激励电子商务公司使用暗模式的因素并进行了排名。设计/方法/方法收集了来自17位行业专家的反馈,并应用了一种称为灰色影响分析(GINA)的新型因果建模技术来发现系统中最重要的激励因素。研究结果满足长期经济目标、利用现有用户的数据和满足短期营销目标成为暗模式使用背后最重要的原因。这些激励因素表明,电子商务公司将利润置于可持续性之上,这与公司治理的代理理论是一致的。研究的局限性/启示考虑到整个电子商务行业,已经确定了激励因素。对于专门的电子商务部门,这些因素可能会有所不同。实际意义该研究的发现可以帮助电子商务管理者采用以用户为中心的方法,并鼓励他们通过其他道德策略来实现黑暗模式背后的动机。此外,公司股东和管理者可以解决利益冲突,避免黑暗模式,采取以客户为中心的方法。这项研究还将引发关于数字道德的讨论,并促使法律当局制定针对黑暗模式的政策。独创性/价值本研究展示了在不同领域使用GINA的系统方法。此外,它推进了暗模式和在线客户操纵的文献。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Profit over principles: unveiling the motivating factors behind dark patterns in e-commerce through the lens of agency theory

Purpose

E-commerce companies use manipulative user interface (UI) designs known as dark patterns to influence customer decisions over internet platforms. Although dark patterns are known to annoy users and erode customer trust, e-commerce companies continue to use them heavily. Therefore, this study identifies and ranks the factors that motivate e-commerce companies to use dark patterns.

Design/methodology/approach

Feedback from 17 industry experts was collected, and a novel causal modelling technique known as the Grey Influence Analysis (GINA) was applied to discover the most important motivating factors in the system.

Findings

Meeting long-term economic goals, leveraging data from the existing users and meeting short-term marketing goals emerged as the most crucial reasons behind dark pattern usage. These motivational factors indicate that e-commerce companies prioritize profits over sustainability and are coherent with the agency theory of corporate governance.

Research limitations/implications

The motivating factors have been identified considering the overall e-commerce industry. The factors may vary for specialized e-commerce sectors.

Practical implications

The study’s findings could help e-commerce managers adopt a user-centric approach and encourage them to fulfil their motivations behind dark patterns via other ethical strategies. Furthermore, company shareholders and managers could resolve conflicts of interest to avoid dark patterns and adopt a customer-centric approach. The study would also spark discussions on digital ethics and prompt legal authorities to devise policies against dark patterns.

Originality/value

The study demonstrates a systematic methodology for utilizing GINA in various domains. Additionally, it advances the literature on dark patterns and online customer manipulation.

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来源期刊
CiteScore
14.80
自引率
6.20%
发文量
30
期刊介绍: The Journal of Enterprise Information Management (JEIM) is a significant contributor to the normative literature, offering both conceptual and practical insights supported by innovative discoveries that enrich the existing body of knowledge. Within its pages, JEIM presents research findings sourced from globally renowned experts. These contributions encompass scholarly examinations of cutting-edge theories and practices originating from leading research institutions. Additionally, the journal features inputs from senior business executives and consultants, who share their insights gleaned from specific enterprise case studies. Through these reports, readers benefit from a comparative analysis of different environmental contexts, facilitating valuable learning experiences. JEIM's distinctive blend of theoretical analysis and practical application fosters comprehensive discussions on commercial discoveries. This approach enhances the audience's comprehension of contemporary, applied, and rigorous information management practices, which extend across entire enterprises and their intricate supply chains.
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