To Personalize or Not to Personalize Online Purchase Interactions: Implications of Self-Selection by Retailers
Published Online:13 Mar 2013https://doi.org/10.1287/isre.1120.0471
References
- (2009) Social interactions and the digital divide: Explaining variations in Internet use. Inform. Systems Res. 20(2):277–294.Link, Google Scholar
- (1997) Interactive home shopping: Consumer, retailer, and manufacturer incentives to participate in electronic marketplaces. J. Marketing 61(3):38–53.Crossref, Google Scholar
- (1997) Strategic response to institutional influences on information systems outsourcing. Organ. Sci. 8(3):235–256.Link, Google Scholar
- (2010) Social contagion and information technology diffusion: The adoption of electronic medical records in US hospitals. Management Sci. 56(8):1219–1241.Link, Google Scholar
- (2003) E-Customization J. Marketing Res. 40(2):131–145.Crossref, Google Scholar
- (2008) Putting one-to-one marketing to work: Personalization, customization, and choice. Marketing Lett. 19(3):305–321.Crossref, Google Scholar
- (2006) The personalization privacy paradox: An empirical evaluation of information transparency and the willingness to be profiled online for personalization. MIS Quart. 30(1):13–28.Crossref, Google Scholar
- (2008) Web sales with a human touch. Strategy + Business (October 30), www.strategy-business.com/article/08313?pg=all.Google Scholar
- (2001) An evaluation of cyber-bookshops: The WebQual method. I Internat. J. Electronic Commerce 6(1):11–30.Crossref, Google Scholar
- (2002) Understanding service convenience. J. Marketing 66(3):1–17.Crossref, Google Scholar
- (1995) Problems with instrumental variables estimation when the correlation between the instruments and the endogenous explanatory variable is weak. J. Amer. Statist. Assoc. 90:443–450.Google Scholar
- (2002) Technology and the customer interface: What consumers want in the physical and virtual store. J. Acad. Marketing Sci. 30(4):411–432.Crossref, Google Scholar
- (1993) Adoption and abandonment of matrix management programs: Effects of organizational characteristics and interorganizational networks. Acad. Management J. 36(1):106–138.Crossref, Google Scholar
- (2008) Addressing the what and how of online services: Positioning supporting-services functionality and service quality for business-to-consumer success. Inform. Systems Res. 19(2):161–181.Link, Google Scholar
- (2004) Self-selection of auditors and audit pricing in private firms. The Accounting Rev. 79(1):51–72.Crossref, Google Scholar
- (2002) Shaping up for E-commerce: Institutional enablers of the organizational assimilation of Web technologies. MIS Quart. 26(2):65–89.Crossref, Google Scholar
- (2011) Consumers' trust in electronic commerce transactions: The role of perceived privacy and perceived security. Working paper. Emory University,.Google Scholar
- (2006) A model of advertiser-portal contracts: Personalization strategies under privacy concerns. Inform. Tech. Management 7(1):7–19.Crossref, Google Scholar
- (2010) Mechanism design for free but no free disposal services: The economics of personalization under privacy concerns. Management Sci. 56(10):1766–1780.Link, Google Scholar
- (2005) Personalization versus privacy: An empirical examination of the online consumer's dilemma. Inform. Tech. Management 6(2–3):181–202.Crossref, Google Scholar
- (2002) Measuring switching costs and determinants of customer retention in Internet-enabled businesses: A study of the online brokerage industry. Inform. Systems Res. 13(3):255–274.Link, Google Scholar
- (2010) The effects of online user reviews on movie box office performance: Accounting for sequential rollout and aggregation across local markets. Marketing Sci. 29(5):944–957.Link, Google Scholar
- (2001) Prices and price dispersion on the Web: Evidence from the online book industry. J. Indust. Econom. 49(4):521–539.Crossref, Google Scholar
- (1999) Applied Regression Including Computing and Graphics (Wiley, New York).Crossref, Google Scholar
- (2009) What people want (and how to predict it). Sloan Management Rev. 50(2):23–31.Google Scholar
- (1999) Propensity score matching methods for nonexperimental causal studies. Rev. Econom. Statist. 84(1):151–161.Crossref, Google Scholar
- (2003) E-loyalty: Elusive ideal or competitive edge? Comm. ACM 46(9):184–191.Crossref, Google Scholar
- (1983) The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. Amer. Sociol. Rev. 48(2):147–160.Crossref, Google Scholar
- (2004) Why are foreign firms listed in the U.S. worth more? J. Financial Econom. 71(2):205–238.Crossref, Google Scholar
- (2005) The corporate digital divide: Determinants of Internet adoption. Management Sci. 51(4):641–654.Link, Google Scholar
- (2009) When should original equipment manufacturers use branded component contracts with suppliers? J. Marketing Res. 46(5):597–611.Crossref, Google Scholar
- (2001) Do international entry decisions of retail chains matter in the long run? Internat. J. Res. Marketing 18(3):235–259.Crossref, Google Scholar
- (2003) Econometric Analysis, 5th ed. (Prentice Hall, NJ).Google Scholar
- (2003) Correcting for endogeneity in strategic management research. Strategic Organ. 1(1):53–80.Crossref, Google Scholar
- (1999) Winning in smart markets. Sloan Management Rev. 41(Summer):59–69.Google Scholar
- (2000) Internet Marketing (South Western College Publishing, OH).Google Scholar
- (2000) Consumer decision making in online shopping environments: The effects of interactive decision aids. Marketing Sci. 19(1):4–21.Link, Google Scholar
- (1979) Sample selection bias as a specification error. Econometrica 47(January):153–161.Crossref, Google Scholar
- (2001a) A product-process matrix for electronic retailing: Implications for delivery of customer value. J. Service Res. 3(4):286–299.Crossref, Google Scholar
- (2001b) Operational drivers of customer loyalty in electronic retailing: An empirical analysis of electronic food retailers. Manufacturing Service Oper. Management 3(3):264–271.Link, Google Scholar
- (2005) An empirical examination of the effects of Web personalization at different stages of decision making. Internat. J. Human—Comput. Interaction 19(1):95–112.Crossref, Google Scholar
- (2011) Timing of adaptive Web personalization and its effects on online consumer behavior. Inform. Systems Res. 22(3):660–679.Link, Google Scholar
- (2008) Does focus improve operational performance? Lessons from the management of clinical trials. Strategic Management J. 29(2):173–193.Crossref, Google Scholar
- (1997) Consumer reactions to electronic shopping on the World Wide Web. Internat. J. Electronic Commerce 1(2):59–88.Crossref, Google Scholar
- (1994) Self-interest, altruism, incentives, and agency theory. J. Appl. Corporate Finance 7(2):40–45.Crossref, Google Scholar
- (2003) A Guide to Econometrics, Fifth ed. (The MIT Press, Cambridge).Google Scholar
- (2002) Business as buildings: Metrics for the architectural quality of Internet businesses. Inform. Systems Res. 13(3):239–254.Link, Google Scholar
- (2006) The effects of personalization and familiarity on trust and adoption of recommendation agents. MIS Quart. 30(4):941–960.Crossref, Google Scholar
- (2002) Applying the technology acceptance model and flow theory to online consumer behavior. Inform. Systems Res. 13(2):205–223.Link, Google Scholar
- (2000) The human element: A user-centered design approach to personalization. Comm. ACM 43(8):44–48.Crossref, Google Scholar
- (2006) The influence of recommendations and consumer reviews on evaluations of websites. Inform. Systems Res. 17(4):425–439.Link, Google Scholar
- (2004) Applied Linear Regression Models, 4th ed. (McGraw Hill/Irwin, New York).Google Scholar
- (2007) Self-selection models in corporate finance. Handbook of Corporate Finance: Empirical Corporate Finance, Vol. 1 (North-Holland, Amsterdam).Google Scholar
- (2002) Exploring the impact of online service quality on portal site usage. Proc. 35th Annual Hawaii Internat. Conf. System Sci.Crossref, Google Scholar
- (2010) Resource allocation policies for personalization in content delivery sites. Inform. Systems Res. 21(2):227–248.Link, Google Scholar
- (1983) Limited Dependent and Qualitative Variables in Econometrics (Cambridge University Press, Cambridge, UK).Crossref, Google Scholar
- (1991) A perspective on the use of limited-dependent and qualitative variables models in accounting research. The Accounting Rev. 66(4):788–807.Google Scholar
- (1999) Agents that buy and sell. Comm. ACM 42(3):81–91.Crossref, Google Scholar
- (1993) Transaction costs, mistakes, and performance: Assessing the importance of governance. Managerial and Decision Econom. 14(2):119–129.Crossref, Google Scholar
- (1991) The costs of organization. J. Law, Econom., Organ. 7(3):1–25.Google Scholar
- (1995) Information technology and sustained competitive advantage: A resource-based analysis. MIS Quart. 19(4):487–505.Crossref, Google Scholar
- (2002) The impact of enterprise information technology adoption on operational performance: An empirical investigation. Production Oper. Management 11(1):33–53.Crossref, Google Scholar
- (2002) The measurement of Web-customer satisfaction: An expectation and disconfirmation approach. Inform. Systems Res. 13(3):296–315.Link, Google Scholar
- (2000) Automatic personalization based on Web usage mining. Comm. ACM 43(8):142–151.Crossref, Google Scholar
- (2003) The role of the management sciences in research on personalization. Management Sci. 49(10):1344–1362.Link, Google Scholar
- (1980) Migration and income: The question of self-selection. Southern Econom. J. 46(3):840–851.Crossref, Google Scholar
- (1996) Applied Linear Statistical Models, 4th ed. (McGraw Hill/Irwin, New York).Google Scholar
- (1978) Psychometric Theory (Mc-Graw Hill Publishing Company, New York).Google Scholar
- (1995) Consumer trade-offs and evaluation of services. J. Marketing 59(1):17–28.Crossref, Google Scholar
- (2002) Web site usability, design, and performance metrics. Inform. Systems Res. 13(2):151–167.Link, Google Scholar
- (2003) Why aren't the prices of the same item the same at Me.com and You.com?: Drivers of price dispersion among E-tailers. Working paper, SSRN-id328820.Google Scholar
- (1994) Implementation of electronic data interchange: An innovation diffusion perspective. J. Management Inform. Systems 11(2):157–186.Crossref, Google Scholar
- (2002) From many to one: Personalized product fulfillment systems. Pal N, Rangaswamy A, eds., The Power of One: Leveraging Value from Personalization Technologies (eBRC Press, University Park, PA).Google Scholar
- (2002) What attracts customers to online stores, and what keeps them coming back? J. Acad. Marketing Sci. 30(4):465–473.Crossref, Google Scholar
- (2000) E-loyalty—Your secret weapon on the Web. Harvard Bus. Rev. 78(4):105–114.Google Scholar
- (1983) The central role of the propensity score in observational studies for causal effects. Biometrika 70(1):41–55.Crossref, Google Scholar
- (1994) Reliability measures for qualitative data: Theory and implications. J. Marketing Res. 31(4):1–14.Crossref, Google Scholar
- (2003) Shaping agility through digital options: Reconceptualizing the role of information technology in contemporary firms. MIS Quart. 27(2):237–263.Crossref, Google Scholar
- (2003) Customer satisfaction and loyalty in online and offline environments. Internat. J. Res. Marketing 20(2):153–175.Crossref, Google Scholar
- (1999) Information Rules: A Strategic Guide to the Network Economy (Harvard Business School Press, Boston).Google Scholar
- (1998) Accounting for endogeneity when assessing strategy performance: Does entry mode choice affect FDI survival? Management Sci. 44(4):571–585.Link, Google Scholar
- (1991) Self-selection bias and the economic consequences of accounting regulation: An application of two-stage switching regression to SFAS No. (2). The Accounting Rev. 66(4):768–787.Google Scholar
- (2005) Determinants of customer's responses to customized offers: Conceptual framework and research propositions. J. Marketing 69(1):32–45.Crossref, Google Scholar
- (1974) The focused factory. Harvard Bus. Rev. 52(3):113–121.Google Scholar
- (2009) Competing with free: The impact of movie broadcasts on DVD sales and Internet piracy. MIS Quart. 33(2):321–338.Crossref, Google Scholar
- (2002) Customer loyalty in e-commerce: An exploration of its antecedents and consequences. J. Retailing 78(1):41–50.Crossref, Google Scholar
- (2005) Web personalization as a persuasion strategy: An elaboration likelihood model perspective. Inform. Systems Res. 16(3):271–291.Link, Google Scholar
- (2006) Understanding the impact of Web personalization on user information processing, behavior and judgment. MIS Quart. 30(4):865–890.Crossref, Google Scholar
- (2003) Predicting intention to adopt interorganizational linkages: An institutional persepctive. MIS Quart. 27(1):19–49.Crossref, Google Scholar
- (2007) Determinants of e-repurchase intentions: An integrative model of quadruple retention drivers. Inform. Management 44(3):231–239.Crossref, Google Scholar
- (2006) Understanding the confluence of retailer characteristics, market characteristics, and online pricing strategies. Decision Support Systems 42(3):1759–1775.Crossref, Google Scholar
- (2007) Do market characteristics impact the relationship between retailer characteristics and online prices? J. Retailing 83(3):309–324.Crossref, Google Scholar
- (1990) Environment-strategy coalignment: An empirical test of its performance implications. Strategic Management J. 11(1):1–23.Crossref, Google Scholar
- (2009) Information personalization in a two dimensional product differentiation model. J. Management Inform. Systems 26(2):69–95.Crossref, Google Scholar
- (2000) E-commerce crusader: BizRate's Farhad Mohit sees himself at the forefront of an e-tailing revolution. Business Week (June 5):EB77–EB82.Google Scholar
- (2003) eTailQ: Dimensionalizing, measuring and predicting eTail quality. J. Retailing 79(3):183–198.Crossref, Google Scholar
- (2002) Service quality delivery through Web sites: A critical review of extant knowledge. J. Acad. Marketing Sci. 30(4):362–375.Crossref, Google Scholar
- (2002) E-commerce metrics for net-enhanced organizations: Assessing the value of e-commerce to firm performance in the manufacturing sector. Inform. Systems Res. 13(3):275–295.Link, Google Scholar
- (2006) The process of innovation assimilation by firms in different countries: A technology diffusion perspective on E-business. Management Sci. 52(10):1557–1576.Link, Google Scholar

