{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,4,29]],"date-time":"2026-04-29T16:08:10Z","timestamp":1777478890198,"version":"3.51.4"},"reference-count":44,"publisher":"Springer Science and Business Media LLC","issue":"2","license":[{"start":{"date-parts":[[2022,9,24]],"date-time":"2022-09-24T00:00:00Z","timestamp":1663977600000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.springernature.com\/gp\/researchers\/text-and-data-mining"},{"start":{"date-parts":[[2022,9,24]],"date-time":"2022-09-24T00:00:00Z","timestamp":1663977600000},"content-version":"vor","delay-in-days":0,"URL":"https:\/\/www.springernature.com\/gp\/researchers\/text-and-data-mining"}],"content-domain":{"domain":["link.springer.com"],"crossmark-restriction":false},"short-container-title":["Electron Commer Res"],"published-print":{"date-parts":[[2024,6]]},"DOI":"10.1007\/s10660-022-09600-5","type":"journal-article","created":{"date-parts":[[2022,9,24]],"date-time":"2022-09-24T17:02:45Z","timestamp":1664038965000},"page":"1095-1118","update-policy":"https:\/\/doi.org\/10.1007\/springer_crossmark_policy","source":"Crossref","is-referenced-by-count":19,"title":["Selling through social media influencers in influencer marketing: participation-based contract versus sales-based contract"],"prefix":"10.1007","volume":"24","author":[{"given":"Bin","family":"Shen","sequence":"first","affiliation":[]},{"given":"Ming","family":"Cheng","sequence":"additional","affiliation":[]},{"given":"Renlong","family":"He","sequence":"additional","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0002-0708-1320","authenticated-orcid":false,"given":"Minglei","family":"Yang","sequence":"additional","affiliation":[]}],"member":"297","published-online":{"date-parts":[[2022,9,24]]},"reference":[{"issue":"4","key":"9600_CR1","first-page":"1455","volume":"65","author":"P Feldman","year":"2018","unstructured":"Feldman, P., Papanastasiou, Y., & Segev, E. (2018). Social learning and the design of new experience goods. Management Science, 65(4), 1455\u20131947.","journal-title":"Management Science"},{"key":"9600_CR2","volume-title":"Pre-ordering in luxury fashion: Will additional demand information bring negative effects to the retailer?","author":"B Shen","year":"2022","unstructured":"Shen, B., Zhang, T., Xu, X., Chan, L., & Choi, T. M. (2022). Pre-ordering in luxury fashion: Will additional demand information bring negative effects to the retailer? In Press."},{"issue":"2","key":"9600_CR3","doi-asserted-by":"publisher","first-page":"410","DOI":"10.1287\/mnsc.2014.2134","volume":"62","author":"M Yu","year":"2016","unstructured":"Yu, M., Debo, L., & Kapuscinski, R. (2016). Strategic waiting for consumer-generated quality information: Dynamic pricing of new experience goods. Management Science, 62(2), 410\u2013435.","journal-title":"Management Science"},{"issue":"4","key":"9600_CR4","doi-asserted-by":"publisher","first-page":"713","DOI":"10.1086\/506923","volume":"114","author":"D Bergemann","year":"2006","unstructured":"Bergemann, D., & V\u00e4lim\u00e4ki, J. (2006). Dynamic pricing of new experience goods. Journal of Political Economy, 114(4), 713\u2013743.","journal-title":"Journal of Political Economy"},{"issue":"3","key":"9600_CR5","doi-asserted-by":"publisher","first-page":"627","DOI":"10.1007\/s00199-011-0614-x","volume":"51","author":"T Liu","year":"2012","unstructured":"Liu, T., & Schiraldi, P. (2012). New product launch: Herd seeking or herd preventing? Economic Theory, 51(3), 627\u2013648.","journal-title":"Economic Theory"},{"key":"9600_CR6","doi-asserted-by":"crossref","unstructured":"Berman, R., & Zheng, X. (2020). Marketing with shallow and prudent influencers. Working Paper at The Wharton School University of Pennsylvania.","DOI":"10.2139\/ssrn.3735478"},{"key":"9600_CR7","unstructured":"Qudsi, I.E. (2022). The state of influencer marketing: Top insights for 2022. Forbes. Retrieved January 14, 2022 from https:\/\/www.forbes.com\/sites\/forbesagencycouncil\/2022\/01\/14\/the-state-of-influencer-marketing-top-insights-for-2022\/?sh=3cf310bd5c78"},{"issue":"4","key":"9600_CR8","first-page":"332","volume":"13","author":"IP Fainmesser","year":"2021","unstructured":"Fainmesser, I. P., & Galeotti, A. (2021). The market for online influence. American Economic Journal: Microeconomics, 13(4), 332\u2013372.","journal-title":"American Economic Journal: Microeconomics"},{"key":"9600_CR9","unstructured":"Qi, A., Sethi, S.P., Wei, L., & Zhang, J. (2022) Top or regular influencer? Contracting in live-streaming platform selling. Working Paper."},{"issue":"1","key":"9600_CR10","doi-asserted-by":"publisher","first-page":"5","DOI":"10.1177\/0008125620958166","volume":"63","author":"M Haenlein","year":"2020","unstructured":"Haenlein, M., Andol, E., & Farnsworth, T. (2020). Navigating the new era of influencer marketing: How to be successful on Instagram TikTok, & Co. California Management Review, 63(1), 5\u201325.","journal-title":"California Management Review"},{"key":"9600_CR11","unstructured":"Kulke, C. (2021). Five influencer campaigns that raised the bar for luxury fragrance marketing in 2021. CreatorIQ. Retrieved May 10, 2021 from https:\/\/www.creatoriq.com\/blog\/five-influencer-campaigns-luxury-fragrance-marketing-2021"},{"key":"9600_CR12","unstructured":"Bluth, J. (2020). Affiliate marketing: How to make money from home. Amazon Associates. Retrieved Oct 6, 2020 from https:\/\/amazon-affiliate.eu\/en\/affiliate-marketing-guide\/"},{"key":"9600_CR13","unstructured":"Proserpio, D., Hollenbeck, B., & He, S. (2020). How fake customer reviews do: And don\u2019t\u2014work. Harvard Business Review. Retrieved Nov 24, 2020 from https:\/\/hbr.org\/2020\/11\/how-fake-customer-reviews-do-and-dont-work"},{"key":"9600_CR14","unstructured":"Carlson, N. (2022). Five reasons to do affiliate campaigns in 2022. Forbes. Retrieved Feb 1, 2020 from https:\/\/www.forbes.com\/sites\/theyec\/2022\/02\/01\/five-reasons-to-do-affiliate-campaigns-in-2022\/?sh=77504660282d"},{"key":"9600_CR15","doi-asserted-by":"publisher","first-page":"329","DOI":"10.1007\/s10660-019-09353-8","volume":"21","author":"M Schreiner","year":"2021","unstructured":"Schreiner, M., Fischer, T., & Riedl, R. (2021). Impact of content characteristics and emotion on behavioral engagement in social media: Literature review and research agenda. Electronic Commerce Research, 21, 329\u2013345.","journal-title":"Electronic Commerce Research"},{"issue":"5","key":"9600_CR16","doi-asserted-by":"publisher","first-page":"1406","DOI":"10.1111\/poms.13328","volume":"30","author":"Z Wei","year":"2021","unstructured":"Wei, Z., Xiao, M., & Rong, R. (2021). Network size and content generation on social media platforms. Production and Operations Management., 30(5), 1406\u20131426.","journal-title":"Production and Operations Management."},{"issue":"4","key":"9600_CR17","doi-asserted-by":"publisher","first-page":"571","DOI":"10.1509\/jmr.14.0643","volume":"55","author":"J Peng","year":"2018","unstructured":"Peng, J., Agarwal, A., Hosanagar, K., & Iyengar, R. (2018). Network overlap and content sharing on social media platforms. Journal of Marketing Research, 55(4), 571\u2013585.","journal-title":"Journal of Marketing Research"},{"issue":"3","key":"9600_CR18","doi-asserted-by":"publisher","first-page":"425","DOI":"10.1509\/jmkr.48.3.425","volume":"48","author":"K Zsolt","year":"2011","unstructured":"Zsolt, K., Peter Pal, Z., & Miklos, S. (2011). Network effects and personal influences: The diffusion of an online social network. Journal of Marketing Research, 48(3), 425\u2013443.","journal-title":"Journal of Marketing Research"},{"issue":"3","key":"9600_CR19","doi-asserted-by":"publisher","first-page":"867","DOI":"10.1287\/mnsc.2015.2160","volume":"62","author":"M Hu","year":"2016","unstructured":"Hu, M., Milner, J., & Wu, J. (2016). Liking and following and the newsvendor: Operations and marketing policies under social influence. Management Science, 62(3), 867\u2013879.","journal-title":"Management Science"},{"issue":"5","key":"9600_CR20","doi-asserted-by":"publisher","first-page":"812","DOI":"10.1287\/mksc.2019.1179","volume":"38","author":"D Kuksov","year":"2019","unstructured":"Kuksov, D., & Liao, C. (2019). Opinion leaders and product variety. Marketing Science, 38(5), 812\u2013834.","journal-title":"Marketing Science"},{"key":"9600_CR21","doi-asserted-by":"publisher","first-page":"119","DOI":"10.1007\/s10660-018-09329-0","volume":"20","author":"W Jung","year":"2020","unstructured":"Jung, W., Yang, S., & Kim, H. (2020). Design of sweepstakes-based social media marketing for online customer engagement. Electronic Commerce Research, 20, 119\u2013146.","journal-title":"Electronic Commerce Research"},{"issue":"1","key":"9600_CR22","doi-asserted-by":"publisher","first-page":"75","DOI":"10.1287\/mnsc.2020.3899","volume":"68","author":"RR Mallipeddi","year":"2022","unstructured":"Mallipeddi, R. R., Kumar, S., Sriskandarajah, C., & Zhu, Y. (2022). A framework for analyzing influencer marketing in social networks: Selection and scheduling of influencers. Management Science, 68(1), 75\u2013104.","journal-title":"Management Science"},{"key":"9600_CR23","doi-asserted-by":"crossref","unstructured":"Hou, J., Shen, H., & Xu, F. (2021). A model of livestream selling with online influencers. Working Paper.","DOI":"10.2139\/ssrn.3896924"},{"issue":"1","key":"9600_CR24","doi-asserted-by":"publisher","first-page":"3","DOI":"10.1111\/1756-2171.12359","volume":"52","author":"M Mitchell","year":"2021","unstructured":"Mitchell, M. (2021). Free ad(vice): Internet influencers and disclosure regulation. RAND Journal of Economics, 52(1), 3\u201321.","journal-title":"RAND Journal of Economics"},{"key":"9600_CR25","volume-title":"How the attributes of content distributors influence the intentions of users to pay for content shared on social media","author":"W Su","year":"2021","unstructured":"Su, W., Li, Y., Zhang, H., & Wang, T. (2021). How the attributes of content distributors influence the intentions of users to pay for content shared on social media. In press."},{"issue":"3","key":"9600_CR26","doi-asserted-by":"publisher","first-page":"951","DOI":"10.1016\/j.ejor.2019.10.050","volume":"294","author":"Y Hu","year":"2021","unstructured":"Hu, Y., Ou, S., Li, G., & Sethi, S. P. (2021). Power structure and channel integration strategy for online retailers. European Journal of Operational Research, 294(3), 951\u2013964.","journal-title":"European Journal of Operational Research"},{"issue":"10","key":"9600_CR27","doi-asserted-by":"publisher","first-page":"3713","DOI":"10.1111\/poms.13460","volume":"30","author":"G Li","year":"2021","unstructured":"Li, G., Tian, L., & Zheng, H. (2021). Information sharing in an online marketplace with co-opetitive Sellers. Production and Operations Management, 30(10), 3713\u20133734.","journal-title":"Production and Operations Management"},{"key":"9600_CR28","doi-asserted-by":"publisher","first-page":"106","DOI":"10.1016\/j.ijpe.2019.04.003","volume":"214","author":"X Wang","year":"2019","unstructured":"Wang, X., Tao, Z., Liang, L., & Gou, Q. (2019). An analysis of salary mechanisms in the sharing economy: The interaction between streamers and unions. International Journal of Production Economics., 214, 106\u2013124.","journal-title":"International Journal of Production Economics."},{"key":"9600_CR29","unstructured":"Shen, B., Xu, X., & Yuan, Q., (2021a). Demand learning through social media exposure in the luxury fashion industry: See Now Buy Now versus See Now Buy Later. IEEE Transactions on Engineering Management. In Press."},{"key":"9600_CR30","doi-asserted-by":"publisher","first-page":"108068","DOI":"10.1016\/j.ijpe.2021.108068","volume":"235","author":"B Shen","year":"2021","unstructured":"Shen, B., Xu, X., Chan, H. L., & Choi, T. M. (2021). Collaborative innovation in supply chain systems: Value creation and leadership structure. International Journal of Production Economics., 235, 108068.","journal-title":"International Journal of Production Economics."},{"issue":"2","key":"9600_CR31","doi-asserted-by":"publisher","first-page":"686","DOI":"10.1080\/00207543.2021.2013562","volume":"60","author":"X Ji","year":"2022","unstructured":"Ji, X., Li, G., & Sethi, S. P. (2022). How social communications affect product line design in the platform economy. International Journal of Production Research, 60(2), 686\u2013703.","journal-title":"International Journal of Production Research"},{"key":"9600_CR32","doi-asserted-by":"publisher","first-page":"101860","DOI":"10.1016\/j.tre.2020.101860","volume":"135","author":"TM Choi","year":"2020","unstructured":"Choi, T. M., Guo, S., & Luo, S. (2020). When blockchain meets social-media: Will the result benefit social media analytics for supply chain operations management? Transportation Research Part E, 135, 101860.","journal-title":"Transportation Research Part E"},{"key":"9600_CR33","doi-asserted-by":"publisher","first-page":"107663","DOI":"10.1016\/j.ijpe.2020.107663","volume":"227","author":"X Xu","year":"2020","unstructured":"Xu, X., & Lee, C. (2020). Utilizing the platform economy effect through EWOM: Does the platform matter. International Journal of Production Economics., 227, 107663.","journal-title":"International Journal of Production Economics."},{"issue":"23","key":"9600_CR34","doi-asserted-by":"publisher","first-page":"5143","DOI":"10.1016\/j.ins.2011.07.023","volume":"181","author":"Y Li","year":"2011","unstructured":"Li, Y., Lai, C., & Chen, C. (2011). Discovering influencers for marketing in the blogosphere. Information Sciences, 181(23), 5143\u20135157.","journal-title":"Information Sciences"},{"issue":"1","key":"9600_CR35","doi-asserted-by":"publisher","first-page":"37","DOI":"10.1287\/isre.2019.0874","volume":"31","author":"H Sun","year":"2020","unstructured":"Sun, H., Fan, M., & Tan, Y. (2020). An empirical analysis of seller advertising strategies in an online marketplace. Information System Research, 31(1), 37\u201356.","journal-title":"Information System Research"},{"issue":"5","key":"9600_CR36","doi-asserted-by":"publisher","first-page":"1201","DOI":"10.1111\/poms.13320","volume":"30","author":"H Sun","year":"2021","unstructured":"Sun, H., Chen, J., & Fan, M. (2021). Effect of live chat on traffic-to-sales conversion: Evidence from an online marketplace. Production and Operations Management, 30(5), 1201\u20131219.","journal-title":"Production and Operations Management"},{"issue":"4","key":"9600_CR37","doi-asserted-by":"publisher","first-page":"356","DOI":"10.1287\/mksc.17.4.356","volume":"17","author":"T Randall","year":"1998","unstructured":"Randall, T., Ulrich, K., & Reibstein, D. (1998). Brand equity and vertical product line extent. Marketing Science, 17(4), 356\u2013379.","journal-title":"Marketing Science"},{"key":"9600_CR38","unstructured":"Sinelnikov, D. (2022). The rise of influencer marketing: Take your business international in 2022. Forbes. Retrieved March 18, 2022 from https:\/\/www.forbes.com\/sites\/forbesagencycouncil\/2022\/03\/18\/the-rise-of-influencer-marketing-take-your-business-international-in-2022\/?sh=1837fa096d9c"},{"issue":"8","key":"9600_CR39","doi-asserted-by":"publisher","first-page":"1611","DOI":"10.1111\/poms.12886","volume":"27","author":"CH Chiu","year":"2018","unstructured":"Chiu, C. H., Choi, T. M., Dai, X., Shen, B., & Zheng, J. (2018). Optimal advertising budget allocation in luxury fashion markets with social influences. Production and Operations Management, 27(8), 1611\u20131629.","journal-title":"Production and Operations Management"},{"key":"9600_CR40","doi-asserted-by":"crossref","unstructured":"Shen, B., Xin, Y., Choi, T.M., & Zhang, K. (2022c). Integration strategies of luxury rental operations: Is it wise to operate with the manufacturer or co-operate with the competitor?. International Journal of Production Research.","DOI":"10.1080\/00207543.2022.2051091"},{"key":"9600_CR41","doi-asserted-by":"publisher","first-page":"102695","DOI":"10.1016\/j.tre.2022.102695","volume":"161","author":"Y Cao","year":"2022","unstructured":"Cao, Y., & Shen, B. (2022). Adopting blockchain technology to block less sustainable products\u2019 entry in global trade. Transportation Research Part E: Logistics and Transportation Review, 161, 102695.","journal-title":"Transportation Research Part E: Logistics and Transportation Review"},{"key":"9600_CR42","doi-asserted-by":"crossref","unstructured":"Shen, B., Cheng, M., Dong, C., & Xiao, Y. (2022a). Battling counterfeit masks during the COVID-19 outbreak: quality inspection versus blockchain adoption. International Journal of Production Research.","DOI":"10.1080\/00207543.2021.1961038"},{"issue":"1","key":"9600_CR43","doi-asserted-by":"publisher","first-page":"138","DOI":"10.1111\/poms.13456","volume":"31","author":"B Shen","year":"2022","unstructured":"Shen, B., Dong, C., & Minner, S. (2022). Combating copycats in the supply chain with permissioned blockchain technology. Production and Operations Management., 31(1), 138\u2013154.","journal-title":"Production and Operations Management."},{"key":"9600_CR44","doi-asserted-by":"publisher","first-page":"102066","DOI":"10.1016\/j.tre.2020.102066","volume":"142","author":"B Shen","year":"2020","unstructured":"Shen, B., Xu, X., & Yuan, Q. (2020). Selling secondhand products through an online platform with blockchain. Transportation Research Part E: Logistics and Transportation Review., 142, 102066.","journal-title":"Transportation Research Part E: Logistics and Transportation Review."}],"container-title":["Electronic Commerce Research"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/link.springer.com\/content\/pdf\/10.1007\/s10660-022-09600-5.pdf","content-type":"application\/pdf","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/link.springer.com\/article\/10.1007\/s10660-022-09600-5\/fulltext.html","content-type":"text\/html","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/link.springer.com\/content\/pdf\/10.1007\/s10660-022-09600-5.pdf","content-type":"application\/pdf","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2024,7,22]],"date-time":"2024-07-22T14:44:05Z","timestamp":1721659445000},"score":1,"resource":{"primary":{"URL":"https:\/\/link.springer.com\/10.1007\/s10660-022-09600-5"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2022,9,24]]},"references-count":44,"journal-issue":{"issue":"2","published-print":{"date-parts":[[2024,6]]}},"alternative-id":["9600"],"URL":"https:\/\/doi.org\/10.1007\/s10660-022-09600-5","relation":{},"ISSN":["1389-5753","1572-9362"],"issn-type":[{"value":"1389-5753","type":"print"},{"value":"1572-9362","type":"electronic"}],"subject":[],"published":{"date-parts":[[2022,9,24]]},"assertion":[{"value":"18 July 2022","order":1,"name":"accepted","label":"Accepted","group":{"name":"ArticleHistory","label":"Article History"}},{"value":"24 September 2022","order":2,"name":"first_online","label":"First Online","group":{"name":"ArticleHistory","label":"Article History"}}]}}