An official website of the United States government
Product search serves as an important entry point for online shopping. In contrast to web search, the retrieved results in product search not only need to be relevant but also should satisfy customers' preferences in order to elicit purchases. Starting from the same query, customers may purchase different products due to their personal taste or needs. Previous work has shown the efficacy of purchase history in personalized product search. However, customers with little or no purchase history do not benefit from personalized product search. Furthermore, preferences extracted from a customer's purchase history are usually long-term and may not always align with her short-term interests. Hence, in this paper, we leverage clicks within a query session, as implicit feedback, to represent users' hidden intents, which further act as the basis for re-ranking subsequent result pages for the query. To further solve the word mismatch problem between queries and items, we proposed an end-to-end context-aware embedding model which can capture long-term and short-term context dependencies. Our experimental results on the datasets collected from the search log of a commercial product search engine show that short-term context leads to much better performance compared with long-term and no context. Our results also show that our proposed model is more effective than word-based context-aware models.
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Not Registered? Please Sign Up First: A Randomized Field Experiment on the Ex Ante Registration Request
Online commerce websites often request users to register in the online shopping process. Recognizing the challenges of user registration, many websites opt to delay their registration request until the end of the conversion funnel (i.e., ex post registration request). Our study explores an alternative approach by asking users to register with the website at the beginning of their shopping journey (i.e., ex ante registration request). Guided by a stylized analytical model, we conducted a large-scale randomized field experiment in partnership with an online retailer in the United States to examine how the ex ante request affects users’ registration decisions, short-term customer conversions, and long-term purchase behaviors. Specifically, we randomly assigned the new users in the website’s incoming traffic to one of two experimental groups: one with an ex ante registration request preceding the ex post request (treatment) and the other with only an ex post registration request (control). Our results show that the ex ante request leads to an increased probability of user registration; that is, the users in the treatment group, on average, are 58.08% relatively more likely to register with the website than those in the control group. Furthermore, the ex ante request leads to significant increases in customer purchases in the long run. Based on our estimation of the local average treatment effects, the ex ante registered users are 10.89% relatively more likely to make a purchase, place a 16.76% relatively greater number of orders, and generate 13.22% relatively higher total revenue for the firm in the long run. Finally, the ex ante request also does not impact customer conversion in the short-term. Further investigation into the long-term and short-term effects provides suggestive evidence on several potential mechanisms, such as firm-initiated interaction and screening of low-interest users. Our study provides managerial implications to the e-commerce websites on customer acquisition and contributes to the research on IT artifact design.
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- Award ID(s):
- 1953356
- PAR ID:
- 10330411
- Date Published:
- Journal Name:
- Information Systems Research
- Volume:
- 32
- Issue:
- 3
- ISSN:
- 1047-7047
- Page Range / eLocation ID:
- 914 to 931
- Format(s):
- Medium: X
- Sponsoring Org:
- National Science Foundation
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- Free Publicly Accessible Full Text
-
Accepted Manuscript1.0
- Journal Article:
- https://doi.org/10.1287/isre.2021.0999
