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Home-Tutoring Services Assisted with Technology: Investigating the Role of Artificial Intelligence Using a Randomized Field Experiment

JOURNAL OF MARKETING RESEARCH2022-02

Kim, Jun Hyung | Kim, Minki | Kwak, Do Won | Lee, Sol

Despite a rising interest in artificial intelligence (AI) technology, research in services marketing has not evaluated its role in helping firms learn about customers' needs and increasing the adaptability of service employees. Therefore, the authors develop a conceptual framework and investigate whether and to what extent providing AI assistance to service employees improves service outcomes. The randomized controlled trial in the context of tutoring services shows that helping service employees (tutors) adapt to students' learning needs by providing AI-generated diagnoses significantly improves service outcomes measured by academic performance. However, the authors find that some tutors may not utilize AI assistance (i.e., AI aversion), and factors associated with unforeseen barriers to usage (i.e., technology overload) can moderate its impact on outcomes. Interestingly, tutors who significantly contribute to the firm's revenue relied heavily on AI assistance but unexpectedly benefited little from AI in improving service outcomes. Given the wide applicability of AI assistance in a variety of services marketing contexts, the authors suggest that firms should consider the potential difficulties employees face in using the technology rather than encourage them to use it as it is.

Publisher
SAGE PUBLICATIONS INC
Issue Date
2022-02
Article Type
Article
Citation
JOURNAL OF MARKETING RESEARCH, Vol.59, No.1, pp.79 - 96
ISSN
0022-2437
DOI
10.1177/00222437211050351
Contact : Joo, Sunhee ( shjoo2006@kaist.ac.kr )

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