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Article
Publication date: 1 January 2004

Helen White and Elizabeth Daniel

In the wake of some fairly spectacular “dot.com” crashes in the recent past, it is appropriate to open debate on the success (or otherwise) of new Internet “start‐ups”…

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4160

Abstract

In the wake of some fairly spectacular “dot.com” crashes in the recent past, it is appropriate to open debate on the success (or otherwise) of new Internet “start‐ups” versus large incumbent conventional industry players (in retailing) starting their own Internet activities as separate “bolt‐on” businesses (and new distribution/communication channels.) This paper examines exploratory interviews with senior managers from a selection of “established” organisations in contrasting retailing sectors. Its purpose is to explore the challenges and issues faced by these large retailing organisations in establishing competitive Internet businesses. Insights and reflections are provided for other managers who are also following this line of business expansion. Some of the companies that participated in the research include Dell Corporation, IBM, Tesco Direct, Lotus Notes, Interflora, Flying Flowers, Virgin, Charles Schwab, Waterstones and Thomas Cook.

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Marketing Intelligence & Planning, vol. 22 no. 1
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 1 February 2005

Sally Harridge‐March and Sarah Quinton

Managing potential customers' perception of risk is essential to successful Internet wine retailing. If on‐line providers can minimise risk thus instilling a level of…

Abstract

Managing potential customers' perception of risk is essential to successful Internet wine retailing. If on‐line providers can minimise risk thus instilling a level of trust, then the initiation of an on‐line purchasing relationship can commence. This paper reviews the literature surrounding trust and risk and describes early findings of the elements of trust based on recent primary research. In addition, the paper develops an illustrative framework showing the links between the elements of trust and the parameters of risk for on‐line wine purchasing. Finally, the paper offers recommendations to on‐line wine providers to encourage trust, and these are outlined under the three discrete functions of an on‐line provider: site design, marketing and the e‐tailing function, on‐line wine purchasing. Finally, the paper offers recommendations to on‐line wine providers to encourage trust, and these are outlined under the three discrete functions of an on‐line provider: site design, marketing and the e‐tailing function.

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International Journal of Wine Marketing, vol. 17 no. 2
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 1 September 2000

Cathy Hart, Neil Doherty and Fiona Ellis‐Chadwick

To date, most of the commentary on the impact of the Internet on retail marketing has been anecdotal, offering exaggerated speculative forecasts of its future potential…

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13312

Abstract

To date, most of the commentary on the impact of the Internet on retail marketing has been anecdotal, offering exaggerated speculative forecasts of its future potential. One view contends that the Internet will become a major new retail format, replacing the traditional dominance of fixed location stores. However, little academic research exists to either disprove or support the claims of Internet penetration by retailers. Seeks to redress the balance by presenting a comprehensive and rigorous review of UK retailer Internet activities. A sampling frame of 1,099 UK retail multiples was used, and each Web site individually inspected to categorise the range of marketing functions and services offered. The findings indicated that, despite the hype, the majority of retail organisations surveyed have not yet registered a Web site address. Moreover, of those retail organisations that have developed a Web site, the vast majority are using it primarily as a communication tool to promote corporate or product information to Internet users, rather than to support direct sales. In conclusion, summarises the implications of these current levels of Internet activity for the future of retail marketing.

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European Journal of Marketing, vol. 34 no. 8
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 May 2004

Dennis L. Duffy

Chronicles the launch of a new e‐commerce business. Reviews the implications and considerations of such a venture and documents the critical lessons learned. Concludes…

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1292

Abstract

Chronicles the launch of a new e‐commerce business. Reviews the implications and considerations of such a venture and documents the critical lessons learned. Concludes that the Internet provides an effective place for the development of a new business.

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Journal of Consumer Marketing, vol. 21 no. 3
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 1 December 2003

Anne M. Findlay

The article provides an introduction to obtaining and using Web‐based retail data for countries outwith the UK. The potential and accessibility of such data are reviewed…

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1956

Abstract

The article provides an introduction to obtaining and using Web‐based retail data for countries outwith the UK. The potential and accessibility of such data are reviewed and assessed. The article is a rough guide to data sources and is pragmatic in nature. A summary table provides a ready guide by country. Worked examples are included for Brazil, Japan, Spain, Australia and the USA.

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International Journal of Retail & Distribution Management, vol. 31 no. 12
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 1 April 1977

Dave Powell

All the evidence from retail companies who have invested in recent years in the computer field is that it is the inventory‐intensive businesses that can benefit the most…

Abstract

All the evidence from retail companies who have invested in recent years in the computer field is that it is the inventory‐intensive businesses that can benefit the most. This article summarises what management's attitude should be to the potentialities of the computer, and includes three case studies of American companies. Gamma Telecommunications is a recently formed company which developed out of Gamma Associates, an established British consultancy specialising in minicomputers, and AW Consultants, an American company.

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Retail and Distribution Management, vol. 5 no. 4
Type: Research Article
ISSN: 0307-2363

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Article
Publication date: 11 July 2016

Johan Anselmsson, Niklas Bondesson and Frans Melin

The purpose of this study is to investigate the relationship between an organization’s human resource management (HRM) image and its customer-based brand equity. Research…

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4843

Abstract

Purpose

The purpose of this study is to investigate the relationship between an organization’s human resource management (HRM) image and its customer-based brand equity. Research into HRM in relation to branding has mostly dealt with how to attract and maintain employees through employer branding. The present study attempts to link HRM directly to marketing and branding aimed at customers as an altruistic dimension of the brand image and as something that applies to customers’ sociological needs.

Design/methodology/approach

The study is based on a survey of Swedish customers in two different retail categories: groceries and home decoration.

Findings

The results show that HRM image is distinct from a more traditional service image and that there is a significant relationship between favourable customer perceptions of an organization’s HRM and customers’ willingness to buy and pay a premium for products provided by the retail chain. This finding leads to the conclusion that HRM is not only relevant for employer branding, internal branding and operations management but also plays a significant role in building customer-based brand equity. The results show that further integration of HRM and brand management is needed, both in theory and practice.

Originality/value

This study takes a holistic approach to marketing and is one of the first attempts to incorporate HRM and employer branding into the customer-based brand equity framework. Implications for future research, retailing and other businesses are discussed in the conclusion.

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European Journal of Marketing, vol. 50 no. 7/8
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 12 March 2010

Alex M. Susskind and Michael A. Stefanone

A model of the relationships between individuals' perceptions of internet use and internet usage behaviors is presented and tested. The purpose of this paper is to propose…

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5035

Abstract

Purpose

A model of the relationships between individuals' perceptions of internet use and internet usage behaviors is presented and tested. The purpose of this paper is to propose that a lack of perceived responsiveness to on‐line communication is positively related to individuals' general resistance to use the internet as a communication information exchange medium, termed general internet apprehensiveness (GIA). Perceptions of GIA are negatively associated with on‐line information‐seeking behavior, and positively associated with individuals' resistance to or fear of using the internet for on‐line retail transactions, termed transactional internet apprehensiveness (TIA).

Design/methodology/approach

College‐aged students reported their attitudes about on‐line information seeking, on‐line purchasing, and their on‐line information seeking and purchasing behaviors. The model presented is tested with path analysis to assess the variables' interrelationships.

Findings

Ultimately, lack of responsiveness is positively related to GIA, GIA is negatively related to information‐seeking behavior, and TIA is negatively related to consumers' on‐line purchasing of goods and services.

Research limitations/implications

The student sample used in this study prevents us from making broad‐based generalizations. While students represent a large base of internet users and have been presented as a viable population to study in investigations for both academic audiences and marketing practitioners, future research will continue to benefit from more diverse samples of internet users.

Practical implications

This study offers hospitality professionals a better understanding of the elements that inhibit or encourage on‐line information seeking and purchasing behaviors.

Originality/value

This paper further defines the socio‐demographic factors that inhibit consumers from using the internet as both an information‐sharing tool and purchasing medium.

Details

Journal of Hospitality and Tourism Technology, vol. 1 no. 1
Type: Research Article
ISSN: 1757-9880

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Article
Publication date: 1 March 2001

H. Joseph Wen, Houn‐Gee Chen and Hsin‐Ginn Hwang

The rapid adoption of the Web as a commercial medium has caused firms to experiment with innovative ways of doing business. Those firms that effectively market themselves…

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13520

Abstract

The rapid adoption of the Web as a commercial medium has caused firms to experiment with innovative ways of doing business. Those firms that effectively market themselves on the Web have a distinct advantage. This paper presents two e‐commerce Web site design strategies and 12 e‐commerce models for gaining that advantage.

Details

Information Management & Computer Security, vol. 9 no. 1
Type: Research Article
ISSN: 0968-5227

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Article
Publication date: 7 March 2016

Angus McIntosh

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198

Abstract

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Journal of Property Investment & Finance, vol. 34 no. 2
Type: Research Article
ISSN: 1463-578X

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