Publications

1999
Working Paper

Machines and Mindlessness: Social Responses to Computers

By: Clifford Nass and Youngme Moon

December 1999
Article

The Effects of Physical Distance and Response Latency on Persuasion in Computer-mediated Communication and Human-computer Interaction

Keywords: Information Technology; Communication

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October 1999 (Revised October 2005)
Case

Autobytel.com

Autobytel enjoys first-mover advantage in the Internet new car buying space. According to a number of metrics, it is the online leader in this category. However, a number of competitors have sprung up, raising questions about the long-term viability of Autobytel's... View Details

Keywords: Growth and Development Strategy; Internet and the Web; Marketing Channels; Strategy; Internet and the Web; Competition; Business Model; Service Operations; Budgets and Budgeting; Growth and Development; Auto Industry

August 1999
Teaching Note

Onsale, Inc. TN

Teaching Note for (9-599-091). View Details

Keywords: Retail Industry

March 1999 (Revised January 2000)
Background Note

Interactive Technologies and Relationship Marketing Strategies

Outlines the role of interactive technologies in the development of relationship marketing strategies. View Details

Keywords: Marketing Strategy; Customer Relationship Management; Technology

March 1999 (Revised January 2000)
Background Note

Network Technology and the Role of Intermediaries

Outlines some of the ways network technology is changing the role of intermediaries in the market. View Details

Keywords: Technology Networks

March 1999 (Revised August 1999)
Case

Coop, The: Market Research

By: Ruth Bolton and Youngme E. Moon

Daryl Buckmeister, CEO of The Chicken Coop, must decide whether to invest in market research, how much money to spend, and which programs to fund. His two vice presidents (of quality and marketing) have presented very different proposals. View Details

Keywords: Marketing; Cost; Research; Markets; Quality; Decisions; Management Teams; Food and Beverage Industry; Retail Industry

February 1999 (Revised May 1999)
Case

Onsale, Inc.

Onsale has been a pioneer in electronic commerce, offering excess and refurbished goods using an online auction format. The company is now planning to become a player in the highly competitive world of first-run computer merchandise as well. However, unlike other... View Details

Keywords: Business Model; Transformation; Customers; Brands and Branding; Auctions; Network Effects; Strategic Planning; Competitive Strategy; Internet and the Web; Retail Industry

1998
Working Paper

Intimate Self-Disclosure Exchanges: Using Computers to Build Reciprocal Relationships with Consumers

1998
Working Paper

Are People Polite to Computers? Responses to Computer-Based Interviewing Systems

By: Clifford Nass, Youngme Moon and Paul Carney

1998
Working Paper

The Effects of "Canned" Personalization on Outcomes in an Interactive Marketing Situation

1998
Working Paper

The Effects of Physical Distance and Response Latency on Persuasion in Computer-Mediated Communication and Human-Computer Communication

1998
Working Paper

When the Computer Is the "Salesperson": Consumer Responses to Computer "Personalities" in Interactive Marketing Situations

Research Summary