In this paper, we claim that the online selling process can be improved if the experience of the customer is closer to the one in a retailing store. For this purpose, we aim at providing a virtual selling agent that is proactive and adaptive. Our proactive dialogical agent initiates the dialogue, uses marketing strategies and drives the inquiring process for collecting information in order to m...

Research on online auctions has attracted much attention from both practitioners and academicians. This paper aims to apply stimulus-organism-response (S-O-R) paradigm to construct the model of eloyalty of online auction websites. Technology effectiveness, network effect, and product diversity are determinants proposed to influence customers’ brand perceptions, which in turn, affect e-loyalty. ...

There are two conflicting streams of research findings on pricing strategy: one is high reputation sellers should charge price premium, while the other is high reputation sellers should charge relatively low price. Motivated by this confliction, this study examines pricing strategy in online retailing marketplace of homogeneous goods. We conduct an empirical study using data collected from a do...

Online markets have evolved to harbour not only pure online firms, but are increasingly viewed as another trading avenue for traditional companies. Competition in this domain has revolutionized traditional business models. Using financial services as a case in point, this paper proposes five strategic issues and their broad managerial implications. These include the realization of the online ma...

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A Framework of Individual Consumer's Intention To Adopt Online Shopping