BACKGROUND STUDY. Simplify your sales processes – using simple automation, customer orders can go directly to your products database and into the shipping queue. Then, you have the capability to run any type of business. 2008) meanwhile, research also indicated that financial, time/convenience and privacy issues are the most important concerns influence the use of e-shopping. 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. Google Scholar Donaldson, B. (Verhoef and Donkers, 2005) There is a chance to increase consumer expenditure and increase financial performance if the firm applies multi-channel strategy, Myers, Pickersgill and Metre (2004) found that multi-channel consumer spend more 20%- 30% than general consumer, moreover, the consumers with higher purchase frequency and spending levels (heavy users) likely prefer shopping through multiple channels. Background. The purpose of this chapter is aim to provide a background information about online shopping market. 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. Reducing order-processing costs – customer orders can automatically come straight into your orders database from the website. Management Learning Resources Training … Xu, X.G. * Competing with larger businesses by being able to open 24 hours a day, seven days a week. Subject: Online Shopping. The purpose of this chapter is aim to provide a background information about online shopping market. 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. Solution Selling introduced an advanced sales model that worked very well for selling complex products and services. If you are the original author of this content and no longer wish to have it published on our website then please click on the link below to request removal: Essay UK offers students a complete range of free resources for undergraduate, post graduate, PhD and professional courses. Each state can have a different approach to collecting sales tax, and shipping costs can also vary based on location. Selling is a wonderful profession when approached ethically, constructively and helpfully. 2004) Due to the security concern, online consumers prefer to shop form their recognized retailers. Constantinides (2004) gave a comprehensive literature review which concluded the main factors influence e-consumer behaviour, these factors are divided into two categories, consumer characteristics and environmental influences are controllable factors and product/ service characteristics, medium charateristics and merchant/intermediary characteristics are unctrollable factors. In the same year, an estimated 62,000 UK businesses were selling online to households. Updated Aug 6th, 2018. For example, Ebay is an online auction company which obtains growth in popularity with thousands of buyers and seller bidding daily. Theoretical Framework Purchase Intention Subjective Norm Perceived Usefulness Online Shopping Behavior 406 Yi Jin Lim et al. Sell-out: how many units of a product is selling out to the customer (from the retailer) Sell-through is the same as sell out. 1. There is a widespread recognition that consumer behaviour is the key to contemporary marketing success (Hawkins et al., 2003). Theoretical Background of Amazon. : eBay), with providing a platform for buyer and seller to engage in the selling and purchase of retail goods. 2008) Balasubramanian et al (2003) believed that a well designed website and easy navigation can easily create website satisfaction. The following sample is written by Matthew who studies English Language and Literature at the University of Michigan. Previous question Next question Get more help from Chegg. (Brown et al. (2007) get an opposite result that indicate the consumer behaviour in both traditional market and online market are very similar, there are non-functional motives for e-consumer about recreational and psychological gratification(Parsons, 2002) and it reflects in social networking sites and e-word of mouth. Also, consumers may have a need to exam and feel the products and to meet friends and get some more comments about the products before purchasing. Selling online can revolutionize your business. Another one, the internet application increase consumer price sensitivity, e-shopper can easily make a price comparison from different retailers. People love shopping but a lot people do not have time to go to a shopping mall, they do not have time to waste riving to and from stores. 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. For e.g. Happily much sales development theory takes this positive direction. Analysing, and The next chapter will review the literature associated with the online shopping market, Chapter 3 will review the literature associated with consumer behaviour models; Chapter 4 will review literature related the variables affecting online shopping behaviour, Sites delivering superb Web experience are designed in a way not only addressing the client's product needs and expectations but also assisting the customers through the steps of the buying process that many online firms still do not completely understand the needs and behavior of the online consumer (Lee, 2002) while many of them ". (Chang et al., 2005). (Vijayasarathy and Jones, 2000; Forsythe and Shi, 2003; Featherman and Pavlon, 2003, Bourlakis et al. Dholakia, R. R., Uusitalo, 0. The probability of success increases if a marketer knows his consumer well and has done proper research of his behaviour. This helps retailers improve the efficiency of marketing strategies such as target females with non-price promotional offers. Also the level of perceiving fun, females are higher than males. Reduce your costs – setup and operational costs are much less than selling from a hysterical store, directly improving your bottom line. Accordingly, people who shop online are considered as time-poor that restrict them to do regular shopping and they would like to spend their non-work time in more recreational pursuits. 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. (Pellegrini, 2005) This is not a comprehensive definition, Pellegrini (2005) mentions it can be extended in tow ways, it could be a retailer using all of channels, both physical (different store formats) and virtual (TV, the internet, catalogues) otherwise, it could be summarized as respect to the retail environment and the choice of channels open to consumers, without making reference to a specific retail company. If you contact us after hours, we'll get back to you in 24 hours or less. A key component of the implementation process is identifying potential barriers and facilitators that need to be addressed. Boston, Massachusetts: Irwin McGraw-Hill (Dennis et al. 1. (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. However, in recent research, Jayawardhena et al. 2. Shopping has long been regarded as a risky activity as shoppers may be uncertain of … It has also made significant contributions to the economy. The goal of TAM is to provide an explanation of the determinants of acceptance of computer-related applications that depends on two particular perceptions; perceived usefulness and perceived ease of … (2001) found that the attitude to internet shopping was strongly affected by enjoyment. The people who find it easy to use, useful and enjoyable can accept online shopping. Don't use plagiarized sources. However, when businesses moving into the multi-channel, how to improve the channel has been a focus, another issue the multi-channel should face I how to drive customer to the channel with out offending other channel members. (2003) believed that demographics determinants, such as internet usage ,age, gender, education, income and employment status have critical role to play. (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. There is a large number of people buying online and if they are all satisfied you will be too. Personal Selling; Personal selling defines as hand to hand exchange goods and money or Face-to-face selling in which a seller attempts to persuade a buyer to make a purchase. 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 (Constantinides, 2004) Best Online Selling Sites. words(double TRINITY INSTITUTE OF PROFESSIONAL STUDIES Sector – 9, Dwarka Institutional Area, New Delhi-75 Affiliated to Institution of G.G.S.IP.U, Delhi Course: BBA (G) Subject :Sales Management Paper ID : 17303 Theories of Selling Mr. Pramod Kumar Nayak Asst. 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