Professor Sunil Wattal measures the business value of personalization in a forthcoming article on firms’ use of different types of information for email advertising. When firms use product-based personalization, consumers respond positively. On the other hand, consumers respond negatively when firms are explicit in their use of personally identifiable information (e.g., a personalized greeting). The negative response to personalized greetings is more intense for consumers who are not familiar with the firm.
The study shows the the benefits of personalized e-mails and also highlights consumers’ concerns over the use of information in personalization. The research is based on a unique data set of over 10 million e-mail advertisements sent by a website to over 600,000 customers.
The article titled ‘What’s in a “Name”? Impact of Use of Customer Information in E-Mail Advertisements’ has been accepted for publication in Information Systems Research.



The community is based on the FOX MIS community platform, a set of software tools and templates based on
During the period, November 01, 2011 to December 01, 2011, the main site received 12,706 unique visitors with a total of 25,713 visits, and 81,115 page views. Each visitor spent an average of about 4 minutes on the site and 43% of the visitors were new for that month. 45% of the visitors found the site through a search engine while about 37% directly entered the URL. The most frequently used identifiable search term was “foxmis”. The most frequently visited page was the home page, followed by the login page, and then the grade book page.



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