Documents disponibles écrits par cet auteur

Goodbye pareto principle, hello long tail / Erik Brynjolfsson in Management science, Vol. 57 N° 8 (Août 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 8 (Août 2011) . - pp. 1373-1386 Titre : Goodbye pareto principle, hello long tail : The effect of search costs on the concentration of product sales Type de document : texte imprimé Auteurs : Erik Brynjolfsson, Auteur ; Yu (Jeffrey) Hu, Auteur ; Duncan Simester, Auteur Année de publication : 2011 Article en page(s) : pp. 1373-1386 Note générale : Management Langues : Anglais (eng) Mots-clés : Long  tail  Search  cost  Product  variety  Concentration  Product  sales  Internet  Electronic  commerce Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Many markets have historically been dominated by a small number of best-selling products. The Pareto principle, also known as the 80/20 rule, describes this common pattern of sales concentration. However, information technology in general and Internet markets in particular have the potential to substantially increase the collective share of niche products, thereby creating a longer tail in the distribution of sales. This paper investigates the Internet's “long tail” phenomenon. By analyzing data collected from a multichannel retailer, it provides empirical evidence that the Internet channel exhibits a significantly less concentrated sales distribution when compared with traditional channels. Previous explanations for this result have focused on differences in product availability between channels. However, we demonstrate that the result survives even when the Internet and traditional channels share exactly the same product availability and prices. Instead, we find that consumers' usage of Internet search and discovery tools, such as recommendation engines, are associated with an increase the share of niche products. We conclude that the Internet's long tail is not solely due to the increase in product selection but may also partly reflect lower search costs on the Internet. If the relationships we uncover persist, the underlying trends in technology portend an ongoing shift in the distribution of product sales. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/8.toc [article] Goodbye pareto principle, hello long tail : The effect of search costs on the concentration of product sales [texte imprimé] / Erik Brynjolfsson, Auteur ; Yu (Jeffrey) Hu, Auteur ; Duncan Simester, Auteur . - 2011 . - pp. 1373-1386. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 8 (Août 2011) . - pp. 1373-1386 Mots-clés : Long  tail  Search  cost  Product  variety  Concentration  Product  sales  Internet  Electronic  commerce Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Many markets have historically been dominated by a small number of best-selling products. The Pareto principle, also known as the 80/20 rule, describes this common pattern of sales concentration. However, information technology in general and Internet markets in particular have the potential to substantially increase the collective share of niche products, thereby creating a longer tail in the distribution of sales. This paper investigates the Internet's “long tail” phenomenon. By analyzing data collected from a multichannel retailer, it provides empirical evidence that the Internet channel exhibits a significantly less concentrated sales distribution when compared with traditional channels. Previous explanations for this result have focused on differences in product availability between channels. However, we demonstrate that the result survives even when the Internet and traditional channels share exactly the same product availability and prices. Instead, we find that consumers' usage of Internet search and discovery tools, such as recommendation engines, are associated with an increase the share of niche products. We conclude that the Internet's long tail is not solely due to the increase in product selection but may also partly reflect lower search costs on the Internet. If the relationships we uncover persist, the underlying trends in technology portend an ongoing shift in the distribution of product sales. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/8.toc

The extroverted firm / Prasanna Tambe in Management science, Vol. 58 N° 5 (Mai 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 5 (Mai 2012) . - pp. 843-859 Titre : The extroverted firm : How external information practices affect innovation and productivity Type de document : texte imprimé Auteurs : Prasanna Tambe, Auteur ; Lorin M. Hitt, Auteur ; Erik Brynjolfsson, Auteur Année de publication : 2012 Article en page(s) : pp. 843-859 Note générale : Management Langues : Anglais (eng) Mots-clés : Information  technology  Productivity  Organizational  practices  External  focus  Complementarities  High-performance  work  practices  Product  development  High-tech  clusters Résumé : We gather detailed data on organizational practices and information technology (IT) use at 253 firms to examine the hypothesis that external focus—the ability of a firm to detect and therefore respond to changes in its external operating environment—increases returns to IT, especially when combined with decentralized decision making. First, using survey-based measures, we find that external focus is correlated with both organizational decentralization, and IT investment. Second, we find that a cluster of practices including external focus, decentralization, and IT is associated with improved product innovation capabilities. Third, we develop and test a three-way complementarities model that indicates that the combination of external focus, decentralization, and IT is associated with significantly higher productivity in our sample. We also introduce a new set of instrumental variables representing barriers to IT-related organizational change and find that our results are robust when we account for the potential endogeneity of organizational investments. Our results may help explain why firms that operate in information-rich environments such as high-technology clusters or areas with high worker mobility have experienced especially high returns to IT investment and suggest a set of practices that some managers may be able to use to increase their returns from IT investments. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/5/843.abstract [article] The extroverted firm : How external information practices affect innovation and productivity [texte imprimé] / Prasanna Tambe, Auteur ; Lorin M. Hitt, Auteur ; Erik Brynjolfsson, Auteur . - 2012 . - pp. 843-859. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 5 (Mai 2012) . - pp. 843-859 Mots-clés : Information  technology  Productivity  Organizational  practices  External  focus  Complementarities  High-performance  work  practices  Product  development  High-tech  clusters Résumé : We gather detailed data on organizational practices and information technology (IT) use at 253 firms to examine the hypothesis that external focus—the ability of a firm to detect and therefore respond to changes in its external operating environment—increases returns to IT, especially when combined with decentralized decision making. First, using survey-based measures, we find that external focus is correlated with both organizational decentralization, and IT investment. Second, we find that a cluster of practices including external focus, decentralization, and IT is associated with improved product innovation capabilities. Third, we develop and test a three-way complementarities model that indicates that the combination of external focus, decentralization, and IT is associated with significantly higher productivity in our sample. We also introduce a new set of instrumental variables representing barriers to IT-related organizational change and find that our results are robust when we account for the potential endogeneity of organizational investments. Our results may help explain why firms that operate in information-rich environments such as high-technology clusters or areas with high worker mobility have experienced especially high returns to IT investment and suggest a set of practices that some managers may be able to use to increase their returns from IT investments. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/5/843.abstract

Three-way complementarities / Sinan Aral in Management science, Vol. 58 N° 5 (Mai 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 5 (Mai 2012) . - pp. 913-931 Titre : Three-way complementarities : Performance pay, human resource analytics, and information technology Type de document : texte imprimé Auteurs : Sinan Aral, Auteur ; Erik Brynjolfsson, Auteur ; Lynn Wu, Auteur Année de publication : 2012 Article en page(s) : pp. 913-931 Note générale : Management Langues : Anglais (eng) Mots-clés : Incentive  systems  Information  technology  Performance  pay  Human  resource  analytics  Complementarity  Enterprise  systems  ERP  Productivity  Production  function  Principal–agent  model Résumé : We test for three-way complementarities among information technology (IT), performance pay, and human resource (HR) analytics practices. We develop a principal–agent model examining how these practices work together as an incentive system that produces a larger productivity premium when the practices are implemented in concert rather than separately. We assess our model by combining fine-grained data on human capital management (HCM) software adoption over 11 years with detailed survey data on incentive systems and HR analytics practices for 189 firms. We find that the adoption of HCM software is greatest in firms that have also adopted performance pay and HR analytics practices. Furthermore, HCM adoption is associated with a large productivity premium when it is implemented as a system of organizational incentives, but has less benefit when adopted in isolation. The system of three-way complements produces disproportionately greater benefits than pairwise interactions, highlighting the importance of including all three complements. Productivity increases significantly when the HCM systems “go live” but not when they are purchased, which can be years earlier. This helps rule out reverse causality as an explanation for our findings. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/5/913.abstract [article] Three-way complementarities : Performance pay, human resource analytics, and information technology [texte imprimé] / Sinan Aral, Auteur ; Erik Brynjolfsson, Auteur ; Lynn Wu, Auteur . - 2012 . - pp. 913-931. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 5 (Mai 2012) . - pp. 913-931 Mots-clés : Incentive  systems  Information  technology  Performance  pay  Human  resource  analytics  Complementarity  Enterprise  systems  ERP  Productivity  Production  function  Principal–agent  model Résumé : We test for three-way complementarities among information technology (IT), performance pay, and human resource (HR) analytics practices. We develop a principal–agent model examining how these practices work together as an incentive system that produces a larger productivity premium when the practices are implemented in concert rather than separately. We assess our model by combining fine-grained data on human capital management (HCM) software adoption over 11 years with detailed survey data on incentive systems and HR analytics practices for 189 firms. We find that the adoption of HCM software is greatest in firms that have also adopted performance pay and HR analytics practices. Furthermore, HCM adoption is associated with a large productivity premium when it is implemented as a system of organizational incentives, but has less benefit when adopted in isolation. The system of three-way complements produces disproportionately greater benefits than pairwise interactions, highlighting the importance of including all three complements. Productivity increases significantly when the HCM systems “go live” but not when they are purchased, which can be years earlier. This helps rule out reverse causality as an explanation for our findings. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/5/913.abstract