theoretical background of online selling

December 8, 2020

(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. Th view the full answer. Let Professionals Help You, Leave your email and we will send you an example after 24 hours 23:59:59, Let us edit for you at only $13.9/page to make it 100% original. Each state can have a different approach to collecting sales tax, and shipping costs can also vary based on location. (McGoldrick, 2002; Timmers, 1999; Whiteley, 2000; Koty 2006). The retail space is expensive and the traffic is limited to a local market only. BACKGROUND STUDY. When applying the TDF, it is critical to understand the context in which behaviours occur. 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 … (Srinivasan, Anderson and Ponnavolu, 2002; Ribbink, Riel, Liljander and Streukens, 2004; Reibstein, 2002). (Xu, 2008) Ha and Stoel's (2004) found that females likely to be more innovative and use the internet more frequently for searching information about apparel product than male consumers. The theoretical background discusses history of e-commerce, the current situation of e-commerce and the method of online payment systems used in e-commerce in Europe and China. The combination of chapter 3 and chapter 4, will provide the essential elements acting as a basis for online shopping behaviour new framework development and aid conceptualisation and evaluation of online shopping behaviour theory. History of ecommerce dates back to the invention of the very old notion of "sell and buy", electricity, cables, computers, modems, and the Internet. Similarly, many studies emphasized there is positive relationship between income and online shopping, due to the time saving and convenience characteristics of e-shopping, people who have higher income level likely to have higher intention to purchase online, Allred et al. Also the level of perceiving fun, females are higher than males. According to this understanding the marketer is going to design corresponding strategies and implement. 4. Due to they are more innovative, the World Wide Web which is restricted by desktop or laptop is not the end of e-retailing. It's Free! Accordingly in this chapter e-consumer behaviour literature review will be executed from these two aspects. In marketing, consumer behaviour has become the most important sub-field, Source: Essay UK - leads to the analysis of the Internet shopping determinants and motivations becoming increasingly crucial, and increases the requirement to analyse and conceptualise online consumers' shopping behaviour to facilitate individual e-retailers in setting effective marketing strategy/strategies, and also further to assist online shopping market development in a direction of fast and yet stable profit growing. Thus Pellegrini (2005) defined multichannel retailing as a retail environment that allows consumers to purchase the same good or category of goods in different store formats providing differentiated services. (2003) status that e-shoppers tend to pay attention on functional and utilitarian, they are younger than average and more be male, usually have higher education level and social status. The theory is concentrating on how to sell clothing items online and what special features must be taken into consideration in this field of business. “Right Set of Circumstances” theory of selling. Click to learn more 2004) Because shopper loyalty in-store and online are linked, (Kimber, 2001) such as Tesco have a positive image in both in-store and online, it get 20 per cent more on average through online shopping channel, and become a leader of UK grocery market. The differences are that one is consumers in current e-retail marketing are inclined choose products and services from a well-branded retailer internet channel; this is the reason some successful retailers are also successful in online marketing. The advantage of buying online can be that you are not physically able to touch the product and it usually takes a few days for delivery. These definitions makes there are multiple perspectives to e-commerce and provide a comprehensive characterization of e-commerce (Holsapple and Sasidnaran, 2009). For a manufacturer: Sell-in refers to sales from manufacturers to distributors. In order to fulfill customers purchase needs, retailers are aware of the increasing importance of offering an alternative ways for them, adopting multichannel retail strategy. – 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. Agenda • The Basics • Beginning to Sell Online • Marketplaces • Developing your own eCommerce Website • Understanding Costs and other fundamentals • Multi Channel Software • Measuring eCommerce Selling Online 3. If you use part of this page in your own work, you need to provide a citation, as follows: Essay UK, Background information about online shopping market. Delivering personal service to online customers can increase sales and build your customer base. (2008) Analysing and conceptualising online shopping behaviour in the UK (Constantinides, 2004). Koyuncu and Bhattacharya (2004) indicated consumers are inclined to increase their shopping from the internet since online sopping provides better prices. to buy online. Selling can be through different ways for example direct selling, selling on the internet, selling on retail stores or personal selling. 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. (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. (Dennis et al. ( Gordon and Schoenbachler, 2002) In fact, multi-channel marketing focus on the consumer contact rather than channel likely success, (Langford and Cosenza, 2000) multi-channel approach can be seen as a customer-centric approach that help companies to know how consumer interact with business. (Constantinides, 2004) Constantinides (2004) also noted there are several elements aim to influence customers' attitudes and final outcome of online interaction by affecting their total impression and actions, that are design, events, emotions, and atmosphere as well as other elements experienced during interaction. 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 … Eventually, this study imparts to the existing literature by hypothesizing the relationship between these regarded variables. Multi-channel retailing is a business approach, a strategic process to retain a strong brand from channel to channel in a highly competitive market. theoretical explanation for the online shopping intention, which brings forth electronic purchase habit. The barn is serving 180+ nations in recent times. The research is aim to investigate how the online environment affect online consumer behaviour, the next chapter will review the literature associate with e-shopper buying behaviour to provide the initial understanding of consumer behaviour in the online shopping context. Retail & Distribution ManagementVolume: 30 Issue: 10 Page: 459 - 469. . (Mitchell, 1999) a significant risk might lead to avoid or abandon the purchase activity. To link with the research topic, then suggests that investigations to explore and analysis online selling environment that affects consumer behaviour is crucial. They share the characteristics of earlier e-shoppers in that they are likely to be innovative consumers and impulsive in their purchases as they looking for shopping convenience. They just invented it to confuse you. Buying books at instead of your local book store is … * Reaching a global audience, thereby increasing sales opportunities. (Constantinides, 2004) Our theoretical analysis reveals that the relevance of the ads to the consumers' search queries depends on the level of information asymmetry between the marketplace owner and the sellers who sell products with different degrees of relevance. 2009) : Cisco) is viewed as dealing with manufacturing and wholesale activity, and B2C (e.g. Online shopping as defined by Master Card Worldwide Insights (2008) is the process of purchasing goods and services from merchants who sell over the internet. Theoretical Framework Purchase Intention Subjective Norm Perceived Usefulness Online Shopping Behavior 406 Yi Jin Lim et al. All the content of this paper is his own research and point of view on Online Selling Research Title and can be used only as an alternative perspective. 3. 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. Reducing order-processing costs – customer orders can automatically come straight into your orders database from the website. If you contact us after hours, we'll get back to you in 24 hours or less. context of online shopping, and sheds light on t he theoretical relationships bet ween concrete realizable website design options, corresponding latent cons tructs, and f low experience. With a well-designed online store you can improve your sales processes considerably, reducing your costs further or selling more products per transaction. (Nicholson et al. 4. (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. 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. (Dennis et al., 2009) Kotler (2003) has added the web experience into the traditional buying behaviour frameworks. P+P included on UK mainland orders. People from all countries, cities within Canada, the USA and the rest of the world are buying and selling online. In the research section, various types of customer opinions of online payment are studied by using questionnaire survey. Available from: A., 2007) In a word retailers has saw its great potential then adopted marketing strategy. (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. : eBay), with providing a platform for buyer and seller to engage in the selling and purchase of retail goods. By clicking "Send Message", you agree to our, Victoria TurkDr Rachel BlackburnTheatre HistoryLiterature, Brick-and-mortar stores should be replaced by online retail shops, Improving Your Online Shopping Experience31 August, PESTLE Analysis for SelfridgesPolitical Due to Selfridges selling, What Is The Key Benefit Of Having An Online Presence For A Business, Essay Online Shopping Advantages And Disadvantages, Increase of online shopping and an access to online, Advantages Of Online Business Transaction,, terms 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. Simplify your sales processes – using simple automation, customer orders can go directly to your products database and into the shipping queue. Sorry, but copying text is forbidden on this website. The following sample is written by Matthew who studies English Language and Literature at the University of Michigan. (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. There are several reasons of traditional retailers are paying more attention on their electronic channel and evolving into multichannel retailers. Updated Aug 6th, 2018. Thus, retail business face a huge challenge with a potential impact not encountered since the industrial revolution - surviving in a business model that includes the Internet. (Lee and Turan, 2001,), Emotion and trust are the tow dominant variables of online consumer shopping behaviour, but Girard et al. E-commerce takes place between companies between companies and their customers, or between companies and public administrations, (Whiteley, 2000). Cost factor is the biggest advantage of selling your products online. Solution Selling introduced an advanced sales model that worked very well for selling complex products and services. The process of influencing others to buy may be viewed from four different angles on the basis of different theories: thus there are four theories of selling viz. Boston, Massachusetts: Irwin McGraw-Hill Likewise, due to the touch and smell limitations of online shopping when product presenting, (White, 2000) the design has to create a similar experience like in traditional store as much as possible to cut down consumer perceived risk, There are many studies noted that online atmospherics are similar with physical selling environment. According to Karen Frishman a Basic Level Expert Author The online selling field may seem infinite in scope, too, with millions of potential customers worldwide. When discussing multi-channel in this research is referring to online retailing and retailing from physical shop. Consumers today have many categories of shopping choice, they can choose one of category for themselves which is they like and suit for them. Background. The advantages of buying online are that it is quick, prices are usually lower priced, descriptions and comments can be seen by past customers. Hi there, would you like to get such a paper? Nowadays the technology allows e-consumer to purchase through mobile and use e-retailing anywhere. 2004; Gutowska et al. First it overcomes the limitation of primary existing retail format, retailers can expand spaces which make more merchandise can be displayed and more assortment can be offered, provide more detailed information of products; second, retailer can reach out to new market and expand customer base through electronic channel; third when customers visit website of retailer, over forty percent of these customers tend to make purchase in retailer's physical store, this is to some extent stimulate the growth of sales; fourth, an electronic channel can help retailer gain valuable information about how and why customers shop and are satisfied or not, meanwhile get a better understanding of consumers' shopping behaviour, (Levy, M. and Weitz, B. But one some major differences are shopping environment and marketing communication. a theoretical framework for the online consumer response process. In the research of Dennis et al. e-store design is usually refers to e-store website design, McCormic(2009) noted that due to the attributes of the internet, which is a service and information medium and used as a marketing tool, the whole online environment is visble, accessible and available to consumer. Electronic game worlds have generated billions of dollars, with millions of players around the world fighting, buying, crafting, and selling in a variety of online environments. Balasubramanian et al (2003) believed that a well designed website and easy navigation can easily create website satisfaction. These variables are perceived usefulness, perceived ease of use and perceived enjoyment. Online gaming, electronic game playing over a computer network, particularly over the Internet. a high Therefore, research needs to concentrate more on issues concerning personal selling quality in travel agencies, instead of online sales and service quality. Based in Seattle, Amazon started out as an online bookseller and went on to become the world's largest non-travel e-commerce business. But people think that online business is relatively simple and Just dunk into it. While the report does not have any explanation on the philosophical background or assumptions of phenomenological theory as a research method, the author explicitly identified the source of the theoretical framework, enumerated the steps entailed in this method and justified its use as being appropriate to the purpose of the study. (Dennis et al., 2004) Donthu and Garcia (1999) characterized e-shoppers as following: However, over one decade there are more or less changes in characteristics of consumer. 2001). It has also made significant contributions to the economy. Theoretical background of retrieving Green's function by cross‐correlation: one‐dimensional case Hisashi Nakahara Department of Geophysics, Graduate School of … About employment status, Xu and Paulins (2005) found that students' attitudes about e-shopping for apparel products are affected by employment status, they indicated that compared with non employed students, students who have employment either full time or part time, have limited free time, may experience more time pressures, thus employed students choose online shopping in their working counterparts than in their leisure time. characteristics and the perception of shopping benefits ", International Journal of (Bourlakis et al. (2019, Dec 05). The people who find it easy to use, useful and enjoyable can accept online shopping. 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. (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. B2B companies in particular rely on the annual circuit of trade shows and exhibitions to network and build customer relations. Over 20 million UK adults shopped online in 2005, with 56 per cent of internet shoppers participate in the survey having spent over £500 each during the year. Therefore, besides basically meet customers' product needs and expectations, a superb web experience is also designed follow the steps of their buying process. Our customer support team is available Monday-Friday 9am-5pm EST. Selling online can revolutionize your business. continue to struggle with how effectively to market and sell products online" (Joines et al., 2003, p. 93, McCormic, H. (2009) Analysing and Conceptualising the Online Fashion ShoppinG Environment The Theoretical Domains Framework (TDF) is one of the most commonly used frameworks for this purpose. 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. Cheng, J. M. S., Tsao, S. M., Tsai, W. H., and Tu, H. H. (2007) "Will e-Channel Kim (2004) further defined internet shopping as examining, searching for, browsing Ribbink et al. (Childers et al. Much research has been carried out regarding consumer e-loyalty and retailers recognise the importance of retaining customers through brand loyalty. For instance, consumer recognize the need for buying some product (book), they refers to the internet to buy online and start to Theoretical Background . 1. (Chang et al., 2005). Shopping has long been regarded as a risky activity as shoppers may be uncertain of … In one word, hedonic benefits and utilitarian benefits both have positive relationships with online stores attributes. With the development of technology, the characteristics of consumers are changing gradually. (Fenech, 2002) Most schools use computers to help their students deal with our modern technology. Online buying behavior process refers to the products purchased online. 2. The level of a perceived risk depends on many factors; Fenech (cited in Dennis, 2004) status that risk is a multi-dimensional construct for online shopping. 550 (Carpenter and Moor, 2008), Education has significant and positive relationship with the time spent for information of products and services, (Joines et al. In 2005, the most recent year for which reliable figures are available, sales to households were over £21bn - a fourfold increase during in the last three years. (Dennis et al. Retrieved from, Is Your Deadline Too Short? The disadvantages of selling online is that your customers may find lower prices at other competitors, the internet is a large place and you have to carve out a niche market for you and your online products and services. 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. (Dennis et al. 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. * consumer * Attracting customers who would not normally have investigated your type of high-street outlet. On one hand, non-functional motivations attract customer into Website, and also enhance the value of functional attributes, thereby build a series of sustainable competitive advantages. The rise of online action also makes consumers dictate price. Considering these factors, you cannot afford not to sell online. Meanwhile, the multi-channel retailing provides a greater convenience and opportunities for retailers to interact with consumers; Ribbink et al (2004) found that this multi-channel strategy makes more value for the customer and help company to achieve higher goals. In most cases perceived risks are divided into 6 types. In the same year, an estimated 62,000 UK businesses were selling online to households. You don’t need to pay shop assistants, rent high-street premises, or answer a lot of pre-sales queries. words(double 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. 2009; White, 2000) E-commerce not only increases opportunities for the seller, but also increases purchasing opportunities for the buyer, they can consider a lot of different products and services form a wide range of choices which is broader than conventional commerce. online purchase intentions for different product categories (e.g., reducing perceptions of specific risks or directly enhancing online shopping experience). There is a widespread recognition that consumer behaviour is the key to contemporary marketing success (Hawkins et al., 2003). This definition includes all e-commerce activities that result in transactions with end consumers rather than business customers, in another word e-retailing is synonymous with business-to-consumer (B2C) transaction, retailing is synonymous with business-to-consumer (B2C) transaction, it is an activity undertaken by consumers to access retailers' websites and this may or may not lead to the final purchase of product and services. They also know that there is a crowd of people like college students who are highly price sensitive so to balance the traffic they adopt such strategies. (Venkatesan et al., 2007) due to they purchase more, they have greater familiarity with company, Kumar and Venkatesan (2005) considered that multi-channel customers are more valuable, make channels retailer used are more effectively. Best Online Selling Sites. Don't use plagiarized sources. Online Selling Research Title. Compare with traditional store design, the scope of online store design is greater because it has to cover almost everything that should be covered by interaction with salesperson only through computer screen; furthermore, such customer service and after-sales services also have to be incorporated into the design. Additions Increase the Financial Performance of the Firm: The Evidence from A key component of the implementation process is identifying potential barriers and facilitators that need to be addressed. We use cookies to give you the best experience possible. 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. “Buying Formula” theory of selling. In early research, e-consumers were different from the typical traditional shopper. ADVERTISEMENTS: 3. Get Your Custom Essay on Online Selling Research Title Just from $13,9/Page, We will write a custom essay sample on Online Selling Research Title specifically for you FOR ONLY $16.38 $13.9/page. Ecommerce became possible in 1991 when the Internet was opened to commercial use. 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. Go global overnight – increase sales opportunities by gaining instant access to a wider marketplace. consumer acceptance of online shopping has attracted widespread attention, Benjamin an Wigand (1995) claimed when first time the internet as a shopping medium to offer consumer service, it was considered as the most appropriate for consumer utilitarian needs. The process of online buying behavior consists of five steps and it is similar to traditional shopping behavior (Liang and Lai 2000). 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. Online shopping is defined as purchasing items from Internet retailers as opposed to a shop or store. 2.1 Selling online Selling and buying products via the Internet is often referred to as of service. 2008) research reported that the differences between demographic groups in the UK are gradually degressive which are reflect in the special demographic groups are catching up, such as older people and lower socioeconomic groups. / Procedia Economics and Finance 35 ( 2016 ) 401 – 410 4. How about make it original at only $13.9/page? Reducing order-processing costs – customer orders can automatically come straight into your orders database from the website. In order to diminish these risks, building trust has become a precondition for encouraging and nurturing online shopping. (Cai,Y. Such as searching, browsing, finding, selecting, comparing, evaluation information as well as interaction and transaction with the online company are all facets of web experience. But you need to have some common sense and need to be a business fanatic. (Gordon and Schoenbachler, 2002) (1972) Interaction and influence processes in personal selling, Sloan Management Review, Winter: 59–76. The Impact Of Personal Selling On Sale Volume of mobile phones in Calabar municipality. McCormic believed that ease of use, visual appearance, information quality and interactivity are considerations of online environment building up. This Marketing essay was submitted to us by a student in order to help you with your studies. Kotler (2003) noted that the consumer buying process occurs in sequence from learning to decision making, and each step reflects the degree of consumers involvement purchasing. 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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