In today’s fast marketing over the Internet or online, many retailers want to trade at the same time and change their marketing strategy to attract more customers. Some of the customers may decide to cancel their orders partially with a retailer due to various reasons such as increase in customer’s waiting time, loss of customer’s goodwill on retailer’s business, attractive promotional schemes ...

Streaming music services have exploded in popularity in the past few years, variously raising optimism and concern about their impacts on recorded music revenue. Even if streaming displace sales, it may still raise overall revenue if the streaming payment is large enough in relation to the extent of sales displacement. We make use of the growth streaming during the years 2013-2015 to measure th...

Retailers did not immediately extend their business to the Internet environment, fearing that on-line activities could adversely impact their off-line sales. To facilitate assessment of the impact of on-line activities on offline sales, we develop a method that allows retailers to use readily available market data for making informed decisions. The proposed method determines (1) the extent to w...

The value co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this paper empirically contributes to existing research by presenting authentic B2B sales meetings that were video recorded and analyzed using observation and qualitative content analy...

This paper presents a novel approach for classifying the sales data using neural networks, whose result may be helpful in making sales data analysis and optimizing the sales. Radial Basis Function neural networks are widely used for classification problems with multi-class attributes because of their gradient-descent feature. Our objective is to classify the sales data into three classes: high ...

Online retail sales of goods and services are projected to grow from $45 billion in 2000, or 1.5% of total retail sales, to $155 billion in 2003, and to $269 billion in 2005, or 7.8% of total retail sales projected for that year (Dykema 2000). In addition to this substantial growth in online sales, consumers increasingly rely on information collected online to research a lot of purchases that a...

Requirements engineering (RE) is not only part of the process while delivering or creating a service or product. In the pre-sales phase, RE activities play an important role during the offer preparation. Although this sounds like business as usual there is a major difference: the pre-sales phase entails challenges (e.g., a limited duration or the contractor’s pre-investment) having a tremendous...