Happily much sales development theory takes this positive direction. Here you will also find the best quotations, synonyms and word definitions to make your research paper well-formatted and your essay highly evaluated. There are several reasons of traditional retailers are paying more attention on their electronic channel and evolving into multichannel retailers. Click to learn more https://goo.gl/CYf83b. Online shopping is the consumers shopping behavior to shop online. These words from my wise old friend ring true to this day. The web experience is crucial parameter for pure e-retailer as well as multi-channel firms, an interior quality of web experience does not only influence the internet sale but also damage the physical store profit. Selling online has a number of advantages over selling by conventional methods, including: * Making savings in set-up and operational costs. Nowadays, computers serve an important role in our society, most especially in the school setting. To some extent, the increasing use of internet can diminish financial risk, and experienced online buyers perceive less financial risks than inexperienced ones, furthermore, men perceive financial risks less significant than women. After the Internet established, retailers face the risk that this huge investment channel may cannibalize existing sales rather than serve as an opportunity for new customer acquisition, further decreasing profitability after a short run. These are the financial risk, which means possible monetary loss to a consumer; the product performance risk, it refers the loss incurred when a product or a brand performing less than expected; the social risk, it is defined as consumers' assumptions from other people's attitudes whilst shopping; the psychological risk, it means the possibility of customer discomfort about the purchase, such as disappointment, frustration; the physical risk often refers to the use of senses, like touch and smell; and the time/convenience risk, that means loss of time and inconvenience occurred because of difficulty of navigation and/or submitting orders, or delays of receiving merchandise, or faulty return policy. (Schneider, 2004) If retailers want to set up an e-retailing channel, there must have some understandable disadvantages and problems. In the same year, an estimated 62,000 UK businesses were selling online to households. Introduction. (Parsons,2002)More recent researches reflect the functional benefits are no longer engage online buying; actually e-consumers increasingly tend to enjoy hedonic attributes online. Perceived risks . But people think that online business is relatively simple and Just dunk into it. Management Learning Resources Training … Selling through internet has lots of challenges and requires lots of efforts and patience. .McGoldrick(2002) defined 'electronic shopping' as a form of shopping in which some form of electronic communications technology is used at the offering, ordering and/or payment stage. * Attracting customers who would not normally have investigated your type of high-street outlet. (Dennis, 2004) For the purpose of achieving a consistent customer experience, website design is used to convey the appropriate mix of beauty and functionality. (Schneider, 2004; Levy and Weitz, 2007), In other hands, E-commerce has limitation that not all of business can lend themselves to electronic commerce, for example perishable foods and high-cost, unique items, such as antiques, but in the future technologies might be devised. Available from: Balasubramanian et al (2003) believed that a well designed website and easy navigation can easily create website satisfaction. This chapter reviewed the e-consumer behaviour theories form the synthesis of three different aspects, the e-shopper buying behaviour can be differentiated by consumer orientation and technology orientation, by utilitarian and hedonic motivations and by factors which can be controlled by marketers. (Cai,Y. Consumer behaviour studies have been conducted in many countries of the world. Retail & Distribution ManagementVolume: 30 Issue: 10 Page: 459 - 469. For e.g. Online shopping is a form of electronic commerce which allows consumers to directly buy goods or services from a seller over the Internet using a web browser or a mobile app. The advantages of buying online are that it is quick, prices are usually lower priced, descriptions and comments can be seen by past customers. of service. These variables are perceived usefulness, perceived ease of use and perceived enjoyment. the theoretical background is exploring the online business from the customer service point of view. Cost factor is the biggest advantage of selling your products online. The origins of the word 'sell' provide a useful reminder of its purest meaning. The rise of online action also makes consumers dictate price. Elf you know how to market your business, you can easily sell online. Due to they are more innovative, the World Wide Web which is restricted by desktop or laptop is not the end of e-retailing. a theoretical framework for the online consumer response process. This study first provides a theoretical and conceptual background that illustrates the differences There are millions of people and thousands of businesses getting benefits. The selling theories gained significance due to the emerging role of the salesperson in marketing since a seller … There is no rent to pay, you hire less personnel, and so forth. Due to the development of online shopping and the great potential of multichannel, the future of online market is bright which lead to study of online shopper behaviour has become more and more important. and Silk, A.J. In most cases perceived risks are divided into 6 types. (Parsons,2002; Babin and Attaway,2000 ) Similarly, Childers et al. Selling over the internet is not very much different from selling on the counter. (Haydock, 2000), Customers are more sophisticated in their use of different channels, if technology makes multi-channel possible, the evolution of multi-channel is driven by consumer. 1. Payne and Frow (2005) and Boulding, Staelin, Ehret and Johnston (2005) carried out research concerning customer relationship management, emphasising that the key point to multi-channel retailing is to create a strategy that adds more value for the customer, enabling the firm to achieve better results. We use cookies to give you the best experience possible. Ecommerce became possible in 1991 when the Internet was opened to commercial use. (Dennis et al. Theoretical Background of the Study. (2004) discussed that the awareness and image built for online store can be transferred to brick and mortar stores. 2003; Vijayasarathy, 2003 and Swinyard, 2003), In fact, the effects of gender about online shopping is multifarious, the first adopters of e-shopping are male consumer. This chapter includes the background of this research whith includes the definition of e-commerce, e-retailing and their relative merits; the current situation of online market, especially introduce the multi-channel retail retailing, that encompasses definition of multi-channel, challenges retailers might face and the great potential of this retail style. Taiwan", Industrial Marketing Management, 36 (1), pp 5-57. (Gordon and Schoenbachler, 2002) Generally, it is also known as internet buying, electronic shopping, online purchasing or internet shopping. Don't Miss a Chance to Connect With Experts. The Theoretical Domains Framework (TDF) is one of the most commonly used frameworks for this purpose. Theoretical Background Offline and Online Consumer Decision-making Process The process of making decision are very similar whether the consumer is offline or online. Reducing order-processing costs – customer orders can automatically come straight into your orders database from the website. According to Nua Internet survey (2002) which showed that 60 percent clients who have a negative shopping experience either online shopping or store shopping tend to change opinions and select another brands to purchase, and also underline web experience has positive effects on traditional channel. Then, you have the capability to run any type of business. Usually the elements may refer to security features of sites, website layout and linkages to other websites (O' Cass, and Fenech 2003) which are relevant with technical specification of an online store. * Improving your offerings using the data gathered by tracking customer purchases. (2009), consumer behaviour is divided into two orientations, consumer orientation which includes shopping orientation, motivation for e-shopping, perceptions of risks and benefits, demographics of consumer and psychological characteristics. Theoretical Background of Amazon The business of Amazon was created in 1994 and is the largest brand of the globe with the best of income globally. (Chang et al., 2005). This helps retailers improve the efficiency of marketing strategies such as target females with non-price promotional offers. Generally, it is also known as internet buying, electronic shopping, online purchasing or internet shopping. These three key models of E-commerce B2B (e.g. The process of online buying behavior consists of five steps and it is similar to traditional shopping behavior (Liang and Lai 2000). As I continually learn about the new ever-changing and ever-evolving customer, I remember something an old mentor of mine told me that still rings true today: "You gotta understand the game if you want to win." In early research, e-consumers were different from the typical traditional shopper. . * Using your online shop as a catalogue for existing customers. (Dennis et al., 2009) Kotler (2003) has added the web experience into the traditional buying behaviour frameworks. This can be done by following a five-step process as part of your digital marketing strategy.A successful online sales presence can guide your customers through … 2008) 2004; McCormick, 2009), First of all, for retail companies in term of location is the most important. (Forsythe and Shi, 2003) There are many key issues affect consumer trust in internet shopping, for instance, credit card assurance policies, product warranty policies, policy on returned products, availability of escrow service, and ability o fuser friendly, reliable, efficient web navigation and animated shopping environment. Previous question Next question Get more help from Chegg. Buying books at Amazon.com instead of your local book store is … According to this understanding the marketer is going to design corresponding strategies and implement. Since that date thousands of businesses have taken up residence at web sites. History and Background Amazon was founded in 1994 by Jeff Bezos, who is still the head of the company at the time. As the internet is growing and increasing on a daily basis and computers being in every home the ability to buy and sell directly online has become the internet number one commodity. E-commerce takes place between companies between companies and their customers, or between companies and public administrations, (Whiteley, 2000). / Procedia Economics and Finance 35 ( 2016 ) 401 – 410 4. Delivering personal service to online customers can increase sales and build your customer base. 550 (Cho and Park, 2001) marketers directly control online marketing tools to affect buying behaviour of virtual consumer, and resulting the total impression of consumer towards online retailer named web experience. There’s good news in the sales profession: 65 percent of B2B buyers say remote selling is either equal to or better than selling methods before the … (Constantinides, 2004). First, retailer is required a substantial investment for technical know-how. Selling online has a number of advantages over selling by conventional methods, including: * Making savings in set-up and operational costs. Orientation of consumer behaviour research and make an initial analyzing changes of e-shopper behaviour from past to now. Another one, the internet application increase consumer price sensitivity, e-shopper can easily make a price comparison from different retailers. Accordingly in this chapter e-consumer behaviour literature review will be executed from these two aspects. Th view the full answer. The Impact Of Personal Selling On Sale Volume of mobile phones in Calabar municipality. Usually the key components of e-commerce are distinguished between electronic commerce between businesses (B2B), between consumers and businesses (B2C) and that between consumer each other. 2005), Consumers usually feel worry or risk when making a purchase, and the general results from related studies indicate that consumers who are online shoppers have a higher level risk than purchase in store. Online shopping is defined as purchasing items from Internet retailers as opposed to a shop or store. (2008) Analysing and conceptualising online shopping behaviour in the UK Chapter 4 will provide an analysis of the literature and detailed evaluations of online shopping determinants, motivations, information search and purchase decisions in online shopping. Even if you have a physical shop, an online store can be a big help in marketing your business, as well a being a supplementary sales outlet that can add to your bottom line. spaced), Paper type: Essay , Finally, for oversea customers, the after-sell service could be difficult. In the competitive market place, it is important that the product is communicated across to the customers. Multi-channel retailing is a business approach, a strategic process to retain a strong brand from channel to channel in a highly competitive market. (2002) "Switching to electronic stores. (2003) believed that demographics determinants, such as internet usage ,age, gender, education, income and employment status have critical role to play. After analysis of e- business diversity, conceptual model illustrating the competitiveness of … Each state can have a different approach to collecting sales tax, and shipping costs can also vary based on location. (2019, Dec 05). Based in Seattle, Amazon started out as an online bookseller and went on to become the world's largest non-travel e-commerce business. 4. According to Aquino (2005), Importance of computer application is increasing day by day, In the latest decades of the millennium winning organizations are those which are willing to integrate business strategy and computer information technology Davis, H.L. 393 Downloads; This study aims to extend the present financially-dominated understanding of divestiture performance implications by highlighting them from an institutionally- based organizational perspective. “Buying Formula” theory of selling. 2008) meanwhile, research also indicated that financial, time/convenience and privacy issues are the most important concerns influence the use of e-shopping. Instead of the sales rep forcing the product down the customer’s throat regardless of need, the rep would ask a series of questions in order to identify if there is a fit. Customer acquisition and retention are strongly affected by effective retail environment, McGoldrick (2002) noted that store selling environment is the key to decide that whether shopping experience is convenient and attractive, it has been using as a powerful weapon to differentiate brand image, retailers realize that they are in an "experience" economy, even no exception with electronic shopping. But you need to have some common sense and need to be a business fanatic. In order to diminish these risks, building trust has become a precondition for encouraging and nurturing online shopping. Ribbink et al. There is a large number of people buying online and if they are all satisfied you will be too. “Right Set of Circumstances” theory of selling. that it is insightful to extend the current Personal selling involves person in selling activity.Personal presentation by the firm’s sales force for the purpose of making sales and building customer relationships is called Personal selling. – Finding the best Online selling sites is the most important part of being an Online seller.The most profitable products in the world won’t keep your business running, if the marketplace has low customer volume, high fees or a poor checkout experience. The study of Consumer behaviour can provide a series of significant information to the marketer about how the consumer behaves before, during and after purchase. An online storefront has a number of very powerful advantages over a brick-and-mortar location that can yield big dividends for surprisingly little investment of time and money. (Parson, 2002) The barn is serving 180+ nations in recent times. (Brache and Webb, 2000; White, 2000; Senn, 2000) Online shopping is broadly defined as an activity that includes finding online retailers and products, searching for product information, selecting payment options and communicating with other consumers and retailer as well as purchasing products or services. Definition: The theories of selling implies to the behaviour of the salesperson towards the prospect or the customer, which ensures the active sale of goods or services. 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