TY  - JOUR
A1  - Krasnova, Hanna
A1  - Veltri, Natasha F.
A1  - Spengler, Klaus
A1  - Günther, Oliver
T1  - "Deal of the Day" Platforms what drives Consumer loyalty?
JF  - Business & information systems engineering : the international journal of Wirtschaftsinformatik
N2  - "Deal of the Day" (DoD) platforms have quickly become popular by offering savings on local services, products and vacations. For merchants, these platforms represent a new marketing channel to advertise their products and services and attract new customers. DoD platform providers, however, struggle to maintaining a stable market share and profitability, because entry and switching costs are low. To sustain a competitive market position, DoD providers are looking for ways to build a loyal customer base. However, research examining the determinants of user loyalty in this novel context is scarce. To fill this gap, this study employs Grounded Theory methodology to develop a conceptual model of customer loyalty to a DoD provider. In the next step, qualitative insights are enriched and validated using quantitative data from a survey of 202 DoD users. The authors find that customer loyalty is in large part driven by monetary incentives, but can be eroded if impressions from merchant encounters are below expectations. In addition, enhancing the share of deals relevant for consumers, i.e. signal-to-noise ratio, and mitigating perceived risks of a transaction emerge as challenges. Beyond theoretical value, the results offer practical insights into how customer loyalty to a DoD provider can be promoted.
KW  - Deal of the Day
KW  - Loyalty
KW  - Grounded theory
KW  - Structural equation modeling
Y1  - 2013
U6  - https://doi.org/10.1007/s12599-013-0268-2
SN  - 1867-0202
VL  - 5
IS  - 3
SP  - 165
EP  - 177
PB  - Springer
CY  - Heidelberg
ER  - 
TY  - JOUR
A1  - Krasnova, Hanna
A1  - Veltri, Natasha F.
A1  - Günther, Oliver
T1  - Self-disclosure and privacy calculus on social networking sites the role of culture intercultural dynamics of privacy calculus
JF  - Business & information systems engineering : the international journal of Wirtschaftsinformatik
N2  - Social Network Sites (SNSs) rely exclusively on user-generated content to offer engaging and rewarding experience to its members. As a result, stimulating user communication and self-disclosure is vital for the sustainability of SNSs. However, considering that the SNS users are increasingly culturally diverse, motivating this audience to self-disclose requires understanding of their cultural intricacies. Yet existing research offers only limited insights into the role of culture behind the motivation of SNS users to self-disclose. Building on the privacy calculus framework, this study explores the role of two cultural dimensions - individualism and uncertainty avoidance - in self-disclosure decisions of SNS users. Survey responses of US and German Facebook members are used as the basis for our analysis. Structural equation modeling and multi-group analysis results reveal the distinct role of culture in the cognitive patterns of SNS users. The authors find that trusting beliefs play a key role in the self-disclosure decisions of users from individualistic cultures. At the same time, uncertainty avoidance determines the impact of privacy concerns. This paper contributes to the theory by rejecting the universal nature of privacy calculus processes. The findings provide for an array of managerial implications for SNS providers as they strive to encourage content creation and sharing by their heterogeneous members.
KW  - Social networking sites
KW  - Self-disclosure
KW  - Privacy
KW  - Trust
KW  - Culture
Y1  - 2012
U6  - https://doi.org/10.1007/s12599-012-0216-6
SN  - 1867-0202
VL  - 4
IS  - 3
SP  - 127
EP  - 135
PB  - Springer
CY  - Heidelberg
ER  -