Social Influence and Monetization of Freemium Social Games

Bin Fang, Zhiqiang (Eric) Zheng, Qiang Ye, Paulo B. Goes

Research output: Contribution to journalArticlepeer-review

1 Scopus citations

Abstract

One fundamental economic challenge in social gaming is how to monetize players. We address this problem from the lens of social influence. Specifically, we examine how players’ paying behaviors in a social game are associated with their pure friends and Simmelian-tie friends. Analyzing a comprehensive social game dataset provided by Tencent.com, we find that the cohesion effect emanating from players’ direct connections in the social gaming network exhibits positive impacts on players’ willingness to pay. Surprisingly, the cohesion effect of pure friends is found to be significantly stronger than that of Simmelian-tie friends, contrary to the common findings in the literature. These new findings have direct implications for companies tasked with designing social games or gamification systems and, more broadly, to help better understand the mechanism behind the microscopic economic behavior of individuals in a virtual economy.

Original languageEnglish (US)
Pages (from-to)730-754
Number of pages25
JournalJournal of Management Information Systems
Volume36
Issue number3
DOIs
StatePublished - Jul 3 2019
Externally publishedYes

Keywords

  • freemium social gaming
  • online games
  • online monetization
  • player cohesion
  • Simmelian tie
  • social games

ASJC Scopus subject areas

  • Management Information Systems
  • Computer Science Applications
  • Management Science and Operations Research
  • Information Systems and Management

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