Does Lower Transaction Price Attract More Customers?: An Empirical Study on the Short and Long Term Impacts of Online Brokerage Services

We examine price and quality as variables to examine the determinants of online brokerage’s market share and empirically investigate the effects using panel data during an eight-year span. Panel data not only allows us to isolate the short-term from that of the long-term impacts of online services on firm performance, but also to avoid the problem of studying “disequilibrium” in a “land rush” period of e-commerce. Our study identifies the significant role of interest revenue in the brokerage business and the central contribution of service quality in increasing interest revenue. We show that the businesses’ adequate management of the two generic strategies – price leadership and quality differentiation – can maximize aggregate revenues from various sources. Our study helps various businesses understand the underlying businesses principles by unraveling the effects of the interaction between price and quality strategies and their contribution to the respective and aggregate revenues

The Customer-Centered B2C Literature through the Lens of Activity Theory: A Review and Research Agenda

A multitude of published research studies investigate the B2C phenomenon from the customer point of view. At this point, making sense of such a large number of studies is a difficult task. The aim of this paper is to organize the literature to provide a clear depiction of what we know and what we don\u27t know about it in order to identify specific areas where future research efforts are needed. A review of the B2C literature of the past seven years yielded 115 papers investigating the phenomenon from the user/customer perspective, 74 of these were empirical. This literature is organized according to the Activity Theory framework, allowing for an enhanced understanding of the phenomenon through a social context perspective. Future research directions are identified and discussed

Gestion de la virtualité dans les relations commerciales : la préférence du consommateur pour un canal

Le concept de virtualité et revue de littérature sur les théories de la sélection du média -- Revue de littérature sur les facteurs qui influencent la préférence du consommateur pour un canal -- Développement du cadre conceptuel et des hypothèses -- Méthodologie -- Analyse des résultats -- Discussion et conclusion