A relationship‐building model for the Web retail marketplace

Fang Wang (Fang Wang is a PhD candidate at the Michael G. DeGroote School of Business, McMaster University, Hamilton Ontario, Canada.)
Milena Head (Milena Head is an Assistant Professor of Information Systems at the Michael G. DeGroote School of Business, McMaster University, Hamilton Ontario, Canada.)
Norm Archer (Norm Archer is a Professor of Information Systems, all at the Michael G. DeGroote School of Business, McMaster University, Hamilton Ontario, Canada.)

Internet Research

ISSN: 1066-2243

Publication date: 1 December 2000

Abstract

Electronic commerce has existed in the business‐to‐business marketplace since the 1970s, in forms such as electronic data interchange (EDI) and electronic funds transfer (EFT). With the emergence of the Internet, and the World Wide Web in particular, electronic commerce entered a new era which opened the door for an electronic business‐to‐consumer marketplace. Although the retail side of electronic commerce is still in its infancy, the Web medium offers great potential for building the customer‐base, promoting sales, and improving after‐sales service. Examines the concept of relationship marketing, which has caused a paradigm shift in business‐to‐business marketing during recent years. Extends the concepts of network marketing to the Web retail marketplace, and develops a market process model for Web retailing that outlines the stages of the relationship building process.

Keywords

Citation

Wang, F., Head, M. and Archer, N. (2000), "A relationship‐building model for the Web retail marketplace", Internet Research, Vol. 10 No. 5, pp. 374-384. https://doi.org/10.1108/10662240010349381

Download as .RIS

Publisher

:

MCB UP Ltd

Copyright © 2000, MCB UP Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.