Two Sides of the Same Coin? Insights on Motivational Information Systems and Goal Achievement From a User and Firm Perspective
Tobias Wolf
Cumulative thesis
Date of Examination:
2020-11-27
Date of issue:
2021-03-09
Advisor:
Hammschmidt, Maik Prof. Dr.
Referee:
Hammschmidt, Maik Prof. Dr.
Referee:
Toporowski, Waldemar Prof. Dr.
Referee:
Weiger, Welf H. Prof. Dr.
Persistent Address: http://hdl.handle.net/21.11130/00-1735-0000-0005-159D-3
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Dissertation_Tobias_Wolf_01032021_eDIS.pdf
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Abstract
English
More and more people are integrating motivational information systems (e.g., nutrition apps, fitness trackers or self-improvement websites) in their everyday lives. Such systems utilize design principles from hedonic services (i.e., games and social networks) to provide users with motivational support and enhance system engagement. Accordingly, motivational information systems promise to create a win-win situation for their providers and users in which they fulfill the goals of both stakeholders. This thesis is devoted to reveal whether motivational information systems actually support the achievement of user and firm goals and how they drive user behavior. The included articles in this dissertation shed light on these questions by examining the impact of different types of system design (e.g., social interdependence structures) and motivational information system-facilitated user experiences (e.g., self-development, social comparison) on user-beneficial (e.g., engagement) and firm-beneficial behaviors (e.g., willingness to pay more, word-of-mouth) as well as their outcomes (e.g., performance, well-being) under the consideration of different psychological processes (e.g., regulation styles, goal orientations). The findings across various service contexts reveal that while motivational information systems mostly support user and firm goals, unexpected downside effects can reside with their use. Furthermore, motivational information systems are likely to make activities “fun” by satisfying users’ inherent human desires, but they can also “pressure” their users to perform. In sum, the findings presented in this thesis show that motivational information systems can fulfill their promise to create a win-win situation for all stakeholders.
Keywords: Motivational information systems; Gamification; Sociofication; User experiences; Mobile apps; Engagement; Self-determination theory; Gamified services; Firm-beneficial behavior; Motivational experiences; User-beneficial behavior; Well-being; Self-improvement; Competition; Cooperation; Social interdependence; Transformative service research; Achievement goal theory; Goal orientation; Regulation styles
