Papers by Jason Kuruzovich
Abstract This paper examines the impact of electronic commerce on markets for time-sensitive good... more Abstract This paper examines the impact of electronic commerce on markets for time-sensitive goods. These goods decrease significantly and rapidly in value, possibly becoming worthless, if not used. Typical examples of time-sensitive goods include tickets to sporting events, fresh produce, or empty seats on a departing flight.
ABSTRACT Online auctions differ from traditional auctions in several ways, but perhaps one of the... more ABSTRACT Online auctions differ from traditional auctions in several ways, but perhaps one of the most significant is the amount of time that bidders interact with the auction mechanism. This paper examines past findings in online auctions and discusses three psychological mechanisms through which bidders may increase their valuations of an item through interaction with the auction mechanism over time.
Journal of …, Jan 1, 2007
This paper focuses on a novel mechanism for market segmentation and price discrimination based on... more This paper focuses on a novel mechanism for market segmentation and price discrimination based on consumers' use of online infomediaries. Using the auto-retailing context as the setting for our study we address the following question: Can online infomediaries serve as a viable mechanism for market segmentation and price discrimination? We draw upon a unique and extensive dataset of consumers who report on the information they found when using online buying services (OBS) as part of their new vehicle purchase process. The analysis of the dataset shows that consumers who obtain price information pay lower prices (for the same product) while consumers who obtain product information pay higher prices. While this points to the existence of distinct consumer segments, this knowledge is of limited value without a viable mechanism that enables firms to specifically identify and target these customer-segments. Based on consumer usage patterns of OBSs, we then uncover distinct OBS clusters and empirically demonstrate that the usage of these different clusters is associated with predicted differences in consumer outcomes. We also show that the differential use of OBS clusters is systematically related to underlying consumer characteristics. We discuss the relevance of our findings for auto-dealers and manufacturers as well as for other industries where online infomediaries have established a significant presence.
… Behavior and Human …, Jan 1, 2008
We discuss three theoretical models from met expectations research in the fields of organizationa... more We discuss three theoretical models from met expectations research in the fields of organizational behavior and consumer psychology. Based on the fundamental arguments in the models, we term these models: disconfirmation, ideal point, and experiences only. We present three-dimensional graphical and analytical representations of the models, with satisfaction being a function of expectations and experiences. We tested the models in the context of a new information system implementation in an organization, with expectations, experiences, and system satisfaction measured for both ease of use and usefulness, the focal constructs of the Technology Acceptance Model (TAM). We found that an experiences only model in which expectations had no measurable effect best explained the data for ease of use. The results for usefulness indicated a modified version of the experiences only model in which the positive effect of experiences becomes slightly stronger-i.e., more positive-as expectations increase.
International Journal of …, Jan 1, 2008
This paper examines the behavioral aspects of bidder conduct in on-line auctions. It utilizes pri... more This paper examines the behavioral aspects of bidder conduct in on-line auctions. It utilizes price data from 113 on-line auctions, surveys of winning bidders, and draws upon the consumer behavior and auctions' literature to examine individual trait differences in shopping preferences that predict a buyer's decision to use "strategic exit," the fi xed-price Buy-It-Now (BIN) functionality. It argues that impulse-buying tendencies, trait competitiveness, and hedonic need fulfi llment are antecedents of strategic exit, and that hedonic need fulfi llment moderates the effect of impulse-buying tendencies on strategic exit. Buyers who exit an auction early by using the BIN feature end up paying a higher than average price. Theoretical and practical implications for the design of electronic auctions and the process of selling goods are offered.
Computers Informatics …, Jan 1, 2008
Information Systems …, Jan 1, 2008
Abstract The growth of the Internet has spawned an increasing number of online information source... more Abstract The growth of the Internet has spawned an increasing number of online information sources (OISs). The effect of OISs on consumer information search processes has been particularly striking in sectors such as auto retailing, where the typical consumer has conventionally been confronted with an unpleasant and inefficient purchase process. However, the relationships between the information found in the online “marketspace,” consumer search in the offline “marketplace,” and other aspects of the multichannel ...
Management Science, Jan 1, 2010
Abstract It has become widely accepted that information technology (IT) has had a profound influe... more Abstract It has become widely accepted that information technology (IT) has had a profound influence on market transactions, with lower search costs for buyers often considered the key to lower prices and higher consumer welfare. However, sellers also use online channels to search for buyers whose product preferences and valuations match the sellers' offerings, and limited research has examined the impact of IT on sellers' search strategies or associated market outcomes. In this study, we investigate how market characteristics, the ...
Abstract As a result of the emergence of the Internet and net-enabled business processes, many in... more Abstract As a result of the emergence of the Internet and net-enabled business processes, many industries have experienced a period of IT-enabled transformation in which organizations and business operations changed very rapidly. A natural question that arises is how can firms survive and even thrive during such transformations? In addressing this question, we show how a firm's strategic change orientation—a meta-construct consisting of technological opportunism, market orientation, and entrepreneurial orientation—can ...
Information about prospective customers (prospects) is an important input into the sales process.... more Information about prospective customers (prospects) is an important input into the sales process. Specialized online sites know as infomediaries provide organizations with the opportunity to purchase prospect information directly. In this research, we examine the role of firms' resources in driving both the investment in prospect information and the sales resulting from these investments. Specifically, we identify information management resources (i.e., an information system for managing leads), electronic commerce resources, and dedicated human resources as important in influencing both the level of investment and resulting sales. We test our model using a detailed survey of auto retailers conducted by a leading market research organization.
This dissertation seeks to answer the following research questions:
hicss, Jan 1, 1899
The provision of services has become an increasingly important component of the economy of indust... more The provision of services has become an increasingly important component of the economy of industrialized economies and the revenue stream for many traditional product companies. This is especially true for companies offering information technology (IT) products, as service revenues are often several times the initial purchase or licensing fees, making the development of a successful services business both a strategic area for growth and a way to diversify revenue streams. This paper examines factors that influence the extent to which IT product companies are able to utilize services as a source of revenue. Drawing literatures from evolutionary economics, service diversification, and organizational decline, we identify architecture knowledge of IT systems, information asymmetry of service offering, and previous performance as key drivers of the percentage of revenues associated with services.
AMCIS 2009 Proceedings, Jan 1, 2009
Abstract This research examines how the portfolio of IT vendor offerings relates to consumer perc... more Abstract This research examines how the portfolio of IT vendor offerings relates to consumer perceptions of vendor quality. Specifically, we examine how the degree of hardware, software, and services technologies—which we refer to collectively as the IT products-services stack—are related to vendor quality ratings. We test our model using over 28,000 IT vendor ratings given by top IT executives between 2004 and 2006. The findings suggest that mean satisfaction and value ratings are such that hardware> software> services and the ...
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Papers by Jason Kuruzovich