Now showing 1 - 4 of 4
  • Publication
    Scopus© Citations 75
  • Publication
    The Trump-Induced G20 Stress Test on Trade: Did the German Presidency Pass?
    (Oxford Academic, 2018-05-17) ;
    At the beginning of its G20 year, the German Presidency attached little priority to trade policy. That stance had to change with the ascension to office of a U.S. President unwilling to follow the diplomatic niceties on trade policy of his predecessors. Moreover, following the U.S. withdrawal from the Trans-Pacific Partnership (TPP) in the first quarter of 2017, the fear grew that election-era protectionist slogans might be converted into action by the United States. This article assesses how effectively the German Presidency and the G20 process in general managed the Trump-induced 'stress test' on trade policy. The non-binding form of international economic cooperation, evident with the Leaders’ Summit appears, in our opinion, to have been only partially successful.
  • Publication
    Increasing the Odds of Survival: How Peer Influence and Reward Programs affect Customer Churn in Social Networks
    ( 2018-01)
    Customer churn is a severe threat for firms operating online social networks. While prior research highlighted the role of peer influence for examining churn in social networks, little is known about the underlying network e ects accounting for this relationship and how firms can proactively prevent churn resulting from peer influence. Combining research on self-determination theory and social networks, I examine to which degree network e ects on an individual and group level a ect churn and how di erent types of reward programs can be used to manage churn. Based on longitudinal field data from a large-scale social network, my results indicate that exposure toward already defected peers has a positive influence on churn, whereas interconnectedness with remaining peers has a negative influence on churn. Furthermore, I show that gamified rewards (i.e., “earning” a reward) as opposed to monetary rewards (i.e., merely receiving a reward) decrease customer churn and moderate the e ects of peer influence. Specifically, gamified rewards attenuate the positive influence of exposure and facilitate the negative influence of interconnectedness on churn. These findings contribute to our current understanding of customer churn in social networks and provide practitioners with implications on how to increase social networks’ odds of survival.
  • Publication
    Contagious Consumption: The Social Dynamics of Sharing Purchase Information on Spending in Freemium Networks
    Social networks that o er the basic functionalities of a product for free, but charge a premium for additional features (“freemium networks”) have become a prevalent business model in today’s digital economy. In these networks, firms often encourage their customers to share information about their purchases of premium features with other customers. Drawing on social impact theory and social network theory, this article examines whether and how sharing of purchase information a ects other customers’ spending on premium features. Results of a large-scale longitudinal field study show that sharing is contagious and has a positive, yet temporarily decaying e ect on spending. The study also reveals that social characteristics of customers’ ego and global network account for this e ect. Specifically, customers not only spend more on premium features when they are shared by knowledgeable, interconnected, and numerous peers, but also when customers—themselves—operate as information “brokers” in the network. These findings advance the current understanding about the dynamic e ects of social interactions on spending in social networks and provide implications for firms running freemium models.