Culture and e-commerce: An exploration of the perceptions and attitudes of Egyptian internet users

This paper examines the perceptions and attitudes that Egyptian users hold towards electronic shopping sites. Internet sites are globally available, opening up huge potential markets for online retailers. However, it remains unclear whether sites designed for the US or European markets will be acceptable in other cultures. This paper describes an exploratory card sorting study conducted with Egyptian consumers. The study was designed to examine the e-commerce interface features that are most salient to this user group and to explore how these relate to user intentions to engage in internet shopping. The results support the role of site familiarity in predicting purchase intentions within this cultural setting

Adding Bricks to Clicks: The Contingencies Driving Cannibalization and Complementarity in Multichannel Retailing

This paper empirically explores the contingencies that drive cannibalizing and complementary effects across channels to provide sales forecasting, promotion planning, and customer relationship management guidance to multichannel managers. We investigate three contingencies in a sales analysis of a leading U.S. retailer who adds a new retail store channel to existing catalog and online channels. We show that the emergence and strength of cannibalizing and complementary effects varies over time, across type of channel, and by type of customer, and provide insight into when and where managers can expect these effects to dominate and how to counter cannibalization and promote complementarity across channels. We find that opening retail stores cannibalizes sales in the catalog and online channels in the short term, but produces complementary effects in both channels in the long term; cannibalization is magnified in the catalog channel, while complementarity is magnified in the online channel. Customer analysis suggests that opening retail stores paves the way for higher rates of customer acquisition and higher rates of repeat purchasing among existing customers in the direct channels in the long term.Multichannel Retailing, Channels of Distribution, Direct Marketing, E-commerce, Channel Management

Using Online Search Data to Forecast New Product Sales

This dissertation focuses on online search as a measure of consumer interest. Internet use is at an all-time high in the United States, and according to the Pew Internet & American Life Project, 91% of Internet users use search engines to find information. Consumers' choices of search terms are not well understood. However, we argue that people will focus their searches on terms that are of interest to them. As such, data on the search terms used can provide valuable measures and indicators of consumer interest in a market. This can be particularly valuable to managers in search of tools to gauge potential product interest in a new product launch. In this research, we develop a model of pre-launch search activity. We find search term usage to follow rather predictable patterns in the pre-launch and post-launch periods. As such, we extend our pre-launch search model to link pre-release search behavior to release-week sales - providing a very valuable forecasting tool. We illustrate this approach in the context of motion pictures. Our modeling framework links search activity to sales and incorporates product characteristics. Our results indicate consistent patterns of search over time and systematic relationships between search volume, sales, and product attributes. We extend our model by studying the role of advertising. This allows us to better understand the relationship between advertising and online search activity and also allows us to compare the forecasting performances of each of the two approaches. We find that search data offers significant forecasting power in opening-weekend box-office revenues. We further find that advertising, combined with search data, offers improved forecasting ability

How do fashion retail customers search on the Internet?: Exploring the use of data mining tools to enhance CRM

This paper seeks to determine the usefulness of data mining tools to SMEs in developing customer relationship management (CRM) in the fashion retail sector. Kalakota & Robinson’s (1999, p.114) model of ‘The Three Phases of CRM’ acts as a basis to explore the use of data mining software. This paper reviews the nature and type of data that is available for collection and its relevance to CRM; providing an advisory framework for practitioners for them to examine the scope and limitations of using data analysis to improve CRM. The data mining tool examined was Google Analytics (GA); an online freeware tool that enables businesses to understand how people find their site, how they navigate through it, and, ultimately, how they do or don’t become customers of it (Google Analytics, 2009). Establishing these relationships should lead to retailer development of enhanced web site aesthetics and functionality to coincide with consumer expectations. The paper finds that the competitive nature and homogeneity of the fashion retail sector requires retailers to improve the ‘reach, richness and affiliation’ (Hackney et al) of their sites by using technology to explore CRM

Quality Uncertainty And Adverse Selection In Online Sponsored-Search Markets

Sponsored-search mechanisms, where advertisers bid for better placement in the listing of search results on Yahoo! and Google, have emerged as the dominant revenue model for online search engines. Interestingly, Yahoo! and Google employ different mechanisms to determine the placement of bidders’ advertisements. This provides an unprecedented opportunity to extend the research relating quality and advertising in traditional markets to the online setting, and also examine whether intervention by the search intermediary impacts the outcomes observed in these markets. Using data from online sponsored-search auctions, we examine the relationship between advertisers’ quality and their advertising-intensity, indicated by their willingness to pay for search listings. We assess how this relationship differs across search, experience, and credence products characterized by differing degrees of quality uncertainty as well as across the two markets. We find significant differences in the quality-advertising relationships across the three product categories as well as across the two market mechanisms. We discuss the implications of our findings for consumers as well as intermediaries, and provide directions for future research in this emerging context

Price Elasticity in Electronic Markets: Evaluating Quality and Product Information for Search and Experience Products

Evidence has shown that the provision of product information in electronic markets decreases the price elasticity of demand due to the ‘fit’ cost. This effect, however, could differ according to how consumers perceive the value of the product information to their quality evaluation procedures. If the information has very limited value, then they may not rely on it; thus, the demand elasticity may not decrease as predicted. The value of information to the quality evaluation procedure is determined by the consumer’s difficulty in judging product quality. Specifically, product attributes related to the quality of experience products cannot be ascertained by prior search and the value of information in this case is therefore low. Based on this prediction, this research investigates how the price elasticity of demand differs in relation to the difficulty of evaluating quality and how it affects the influence of product information provided in electronic markets on elasticity. Groupon sales data are used to empirically test these questions. The findings confirmed that elasticity is lower for experience products than for search products. This also suggests that the provision of product information lowers elasticity in differentiated product markets and that its effect is stronger for search products than experience products

In Trusts We Trust: Pension Funds Between Social Protection and Financial Speculation.

les réformes européennes des retraites ont pris pour référence le système américain. cet article propose de comprendre les origines d'une telle croyance persistante dans les vertus des fonds de pension. l'analyse met en évidence le rôle joué par leur structure juridique, le trust, dans la légitimation de la "pension industry".Recent reforms of European pension schemes have largely taken the American system as a reference.The remarks which follow are aimed at understanding the origins of such a persistent belief in the virtues of the pension funds. The analysis brings out the role played by their legal structure, the trust, in the legitimisation of the ‘pension industryFonds de pension; Trust;

Retail positioning through customer satisfaction: an alternative explanation to the resource-based view

Through exploring factors influencing effective retail positioning strategies in an emerging market environment, this paper challenges the role of isolation mechanism and heterogeneous idiosyncrasy argued by the resource-based view theory. By drawing on a sample of 11,577 customers from hypermarkets, electronic appliance specialty stores and department stores in major Chinese cities, we set up ten hypotheses and confirm a nine-item model for customeroriented retail positioning (perceived price, store image, product, shopping environment, customer service, payment process, after-sales service, store policies, and shopping convenience). Our results show that different retail formats achieve success through the implementation of similar positioning strategies, in which case, it is not heterogeneity but homogeneity that contributes to retailers' success greatly at the development stage of retail expansion. Our results challenge previously proved effectiveness of inimitability to success by the resource-based view, and support homogenous idiosyncrasy of retailers in the implementation of customer-oriented positioning strategies in an emerging market