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Gamblified digital product offerings: an experimental study of loot box menu designs

Author

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  • Adam, Martin
  • Roethke, Konstantin
  • Benlian, Alexander
Abstract
To augment traditional monetization strategies, digital platform providers increasingly draw on gamblification (i.e., the use of gambling design elements). By means of gambling design elements (e.g., lottery tickets, scratch cards, loot boxes), platform providers do not only entertain users but also incentivize them to purchase digital products. Yet, despite the increasing prevalence of gamblified digital platforms, little is known about how gamblification influences user purchase behaviors. Drawing on prospect theory, we investigate gamblification in the form of loot box menu designs and the associated effects of uncertainty, loss experience and behavioral control on user purchase behavior. Specifically, we conducted a contest-based online experiment with 159 participants, finding that platform providers can profit from offering loot boxes with certain (vs. uncertain) rewards in loot box menus. Furthermore, this effect intensifies when participants previously experienced a loss and decreases when they perceive to have more control over the result. Thus, our findings provide theoretical and practical insights for a better understanding of gamblification in general and of loot box menu designs for enhancing digital business models in particular.

Suggested Citation

  • Adam, Martin & Roethke, Konstantin & Benlian, Alexander, 2024. "Gamblified digital product offerings: an experimental study of loot box menu designs," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 144177, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    • Handle: RePEc:dar:wpaper:144177
    DOI: 10.1007/s12525-021-00477-0
    Note: for complete metadata visit http://tubiblio.ulb.tu-darmstadt.de/144177/
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    References listed on IDEAS

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    1. Rachel Croson & James Sundali, 2005. "The Gambler’s Fallacy and the Hot Hand: Empirical Data from Casinos," Journal of Risk and Uncertainty, Springer, vol. 30(3), pages 195-209, May.
    2. Benlian, Alexander & Klumpe, Johannes & Hinz, Oliver, 2020. "Mitigating the Intrusive Effects of Smart Home Assistants by using Anthropomorphic Design Features: A Multi-Method Investigation," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 112151, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    3. Adam, Martin & Wessel, Michael & Benlian, Alexander, 2020. "AI-based chatbots in customer service and their effects on user compliance," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 119304, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    4. Benlian, Alexander, 2015. "Web Personalization Cues and their Differential Effects on User Assessments of Website Value," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 74450, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    5. Benlian, Alexander, 2015. "Web Personalization Cues and their Differential Effects on User Assessments of Website Value," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 73386, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    6. Gediminas Adomavicius & Jesse C. Bockstedt & Shawn P. Curley & Jingjing Zhang, 2013. "Do Recommender Systems Manipulate Consumer Preferences? A Study of Anchoring Effects," Information Systems Research, INFORMS, vol. 24(4), pages 956-975, December.
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