Please use this identifier to cite or link to this item: http://hdl.handle.net/10125/63889

Loot Box Purchase Decisions in Digital Business Models: The Role of Certainty and Loss Experience

File Size Format  
0120.pdf 835.09 kB Adobe PDF View/Open

Item Summary

Title:Loot Box Purchase Decisions in Digital Business Models: The Role of Certainty and Loss Experience
Authors:Roethke, Konstantin
Adam, Martin
Benlian, Alexander
Keywords:Gamification
availability heuristic
certainty effect
free-to-play business models
prospect theory
show 1 morerandomized online experiment
show less
Date Issued:07 Jan 2020
Abstract:Game providers are increasingly employing and selling loot boxes, which can be considered virtual goods that consist of further virtual goods on a randomized basis. As such, game providers can foster profitability without impeding user experience. Drawing on prospect theory, we investigate ideas for the design of loot box menus to optimize revenue generation and user well-being. By conducting a contest-based online experiment with 159 participants, our analyses reveal that including certain (vs. uncertain) content in loot boxes can influence users’ purchase behaviors and thus increase revenues. Moreover, this effect increases when participants previously experienced a loss. Thus, our findings demonstrate that game providers can profit from offering certain content in loot boxes.
Pages/Duration:10 pages
URI:http://hdl.handle.net/10125/63889
ISBN:978-0-9981331-3-3
DOI:10.24251/HICSS.2020.150
Rights:Attribution-NonCommercial-NoDerivatives 4.0 International
https://creativecommons.org/licenses/by-nc-nd/4.0/
Appears in Collections: Gamification


Please email libraryada-l@lists.hawaii.edu if you need this content in ADA-compliant format.

This item is licensed under a Creative Commons License Creative Commons