Ushering Buyers into Electronic Channels: An Empirical Analysis

Material TypeArticleLanguageEnglish
TitleUshering Buyers into Electronic Channels: An Empirical Analysis Author(S)Nishtha Langer (Author)
Abstract  Despite many success stories, B2B e-commerce penetration remains low. Many firms introduce electronic channels in addition to their traditional sales channels but find that buyer usage of the e-channel over time does not keep up with initial expectations. Firms must understand the underlying factors that drive channel usage and how these factors change over time and across buyers. Using panel data pertaining to the purchase histories of 683 buyers over a 43-month period, we estimate a dynamic discrete choice model in a B2B setting that (i) recognizes how price ...Paginationp1212-1231
SubjectManagementDescriptorsComputers Computers
Journal TitleInformation Systems Research  
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