[{"title":"Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents","conference":{"location":"Siegen, Germany","end_date":"2019-02-27","start_date":"2019-02-24","name":"14th International Conference on Wirtschaftsinformatik"},"oa":"1","date_updated":"2022-01-06T07:03:09Z","author":[{"first_name":"Veronika","last_name":"Schuhbeck","full_name":"Schuhbeck, Veronika"},{"last_name":"Siegfried","full_name":"Siegfried, Nils","first_name":"Nils"},{"last_name":"Dorner","full_name":"Dorner, Verena","first_name":"Verena"},{"first_name":"Alexander","last_name":"Benlian","full_name":"Benlian, Alexander"},{"first_name":"Michael","last_name":"Scholz","full_name":"Scholz, Michael"},{"last_name":"Schryen","id":"72850","full_name":"Schryen, Guido","first_name":"Guido"}],"date_created":"2019-01-08T14:06:32Z","place":"Siegen, Germany","year":"2019","page":"55-64","citation":{"chicago":"Schuhbeck, Veronika, Nils Siegfried, Verena Dorner, Alexander Benlian, Michael Scholz, and Guido Schryen. “Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents.” In <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>, 55–64. Siegen, Germany, 2019.","ieee":"V. Schuhbeck, N. Siegfried, V. Dorner, A. Benlian, M. Scholz, and G. Schryen, “Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents,” in <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>, Siegen, Germany, 2019, pp. 55–64.","ama":"Schuhbeck V, Siegfried N, Dorner V, Benlian A, Scholz M, Schryen G. Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents. In: <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>. Siegen, Germany; 2019:55-64.","apa":"Schuhbeck, V., Siegfried, N., Dorner, V., Benlian, A., Scholz, M., &#38; Schryen, G. (2019). Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents. In <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i> (pp. 55–64). Siegen, Germany.","bibtex":"@inproceedings{Schuhbeck_Siegfried_Dorner_Benlian_Scholz_Schryen_2019, place={Siegen, Germany}, title={Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents}, booktitle={Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik}, author={Schuhbeck, Veronika and Siegfried, Nils and Dorner, Verena and Benlian, Alexander and Scholz, Michael and Schryen, Guido}, year={2019}, pages={55–64} }","short":"V. Schuhbeck, N. Siegfried, V. Dorner, A. Benlian, M. Scholz, G. Schryen, in: Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik, Siegen, Germany, 2019, pp. 55–64.","mla":"Schuhbeck, Veronika, et al. “Walking the Middle Path: How Medium Trade-off Exposure Leads to Higher Consumer Satisfaction in Recommender Agents.” <i>Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik</i>, 2019, pp. 55–64."},"has_accepted_license":"1","keyword":["Recommender Agents","Preference Elicitation Method","Trade-off Exposure","Customer Satisfaction"],"ddc":["000"],"file_date_updated":"2021-08-13T13:26:11Z","language":[{"iso":"eng"}],"_id":"6514","department":[{"_id":"277"}],"user_id":"61579","abstract":[{"text":"Recommender Agents (RAs) facilitate consumers’ online purchase decisions for complex, multi-attribute products. As not all combinations of attribute levels can be obtained, users are forced into trade-offs. The exposure of trade-offs in a RA has been found to affect consumers’ perceptions. However, little is known about how different preference elicitation methods in RAs affect consumers by varying degrees of trade-off exposure. We propose a research model that investigates how different levels of trade-off exposure cognitively and affectively influence consumers’ satisfaction with RAs. We operationalize these levels in three different RA types and test our hypotheses in a laboratory experiment with 116 participants. Our results indicate that with increasing tradeoff exposure, perceived enjoyment and perceived control follow an inverted Ushaped relationship. Hence, RAs using preference elicitation methods with medium trade-off exposure yield highest consumer satisfaction. This contributes to the understanding of trade-offs in RAs and provides valuable implications to e-commerce practitioners.","lang":"eng"}],"status":"public","file":[{"content_type":"application/pdf","relation":"main_file","date_updated":"2021-08-13T13:26:11Z","date_created":"2019-01-08T14:07:17Z","creator":"hsiemes","file_size":371490,"access_level":"closed","file_name":"WALKING THE MIDDLE PATH.pdf","file_id":"6515"},{"date_updated":"2021-08-13T13:25:53Z","date_created":"2021-08-13T13:25:53Z","creator":"hsiemes","file_size":331001,"file_id":"23393","access_level":"open_access","file_name":"Walking the Middle Path_ How Medium Trade-Off Exposure Leads to H.pdf","content_type":"application/pdf","relation":"main_file"}],"publication":"Proceedings of the 14. Internationale Tagung Wirtschaftsinformatik","type":"conference"},{"intvolume":"        88","page":"356-366","citation":{"ama":"Evanschitzky H, Wangenheim F v, Wünderlich N. Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops. <i>Journal of Retailing</i>. 2012;88(3):356-366.","ieee":"H. Evanschitzky, F. v Wangenheim, and N. Wünderlich, “Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops.,” <i>Journal of Retailing</i>, vol. 88, no. 3, pp. 356–366, 2012.","chicago":"Evanschitzky, Heiner, Florian v Wangenheim, and Nancy Wünderlich. “Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops.” <i>Journal of Retailing</i> 88, no. 3 (2012): 356–66.","mla":"Evanschitzky, Heiner, et al. “Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops.” <i>Journal of Retailing</i>, vol. 88, no. 3, Elsevier, 2012, pp. 356–66.","short":"H. Evanschitzky, F. v Wangenheim, N. Wünderlich, Journal of Retailing 88 (2012) 356–366.","bibtex":"@article{Evanschitzky_Wangenheim_Wünderlich_2012, title={Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops.}, volume={88}, number={3}, journal={Journal of Retailing}, publisher={Elsevier}, author={Evanschitzky, Heiner and Wangenheim, Florian v and Wünderlich, Nancy}, year={2012}, pages={356–366} }","apa":"Evanschitzky, H., Wangenheim, F. v, &#38; Wünderlich, N. (2012). Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops. <i>Journal of Retailing</i>, <i>88</i>(3), 356–366."},"publication_status":"published","date_updated":"2022-01-06T07:02:37Z","volume":88,"author":[{"first_name":"Heiner","full_name":"Evanschitzky, Heiner","last_name":"Evanschitzky"},{"full_name":"Wangenheim, Florian v","last_name":"Wangenheim","first_name":"Florian v"},{"full_name":"Wünderlich, Nancy","id":"36392","last_name":"Wünderlich","first_name":"Nancy"}],"status":"public","type":"journal_article","article_type":"original","_id":"5716","department":[{"_id":"181"}],"user_id":"37741","year":"2012","issue":"3","title":"Perils of Managing the Service Profit Chain: The Role of Time Lags and Feedback Loops.","publisher":"Elsevier","date_created":"2018-11-16T09:37:06Z","abstract":[{"text":"The tendency of managers to focus on short-term results rather than on sustained company success is of particular importance to retail marketing managers, because marketing activities involve expenditures which may only pay off in the longer term. To address the issue of myopic management, our study shows how the complexity of the service profit chain (SPC) can cause managers to make suboptimal decisions. Hence, our paper departs from past research by recognizing that understanding the temporal interplay between operational investments, employee satisfaction, customer satisfaction, and operating profit is essential to achieving sustained success. In particular, we intend to improve understanding of the functioning of the SPC with respect to time lags and feedback loops. Results of our large-scale longitudinal study set in a multi-outlet retail chain reveal time-lag effects between operational investments and employee satisfaction, as well as between customer satisfaction and performance. These findings, along with evidence of a negative interaction effect of employee satisfaction on the relationship between current performance and future investments, show the substantial risk of mismanaging the SPC. We identify specific situations in which the dynamic approach leads to superior marketing investment decisions, when compared to the conventional static view of the SCP. These insights provide valuable managerial guidance for effectively managing the SPC over time.","lang":"eng"}],"publication":"Journal of Retailing","keyword":["Employee satisfaction","Customer satisfaction","Performance","Service profit chain","Feedback loops","Time lags","Myopic marketing management"],"language":[{"iso":"eng"}]}]