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Full-Text Articles in Business
Utilitarian And Hedonic Value Across Fulfillment-Product Categories Of Internet Shopping, Julie E. Francis, Lesley White
Utilitarian And Hedonic Value Across Fulfillment-Product Categories Of Internet Shopping, Julie E. Francis, Lesley White
Faculty of Commerce - Papers (Archive)
Extant Internet shopping literature identifies potential sources, and inhibitors, of utilitarian and hedonic value for consumers. However, Internet shopping is oftentimes treated as a relatively homogenous activity or the insights are accompanied by inexact qualifications such as 'in some situations' or 'for some types of products'. The present study enhances these insights in two ways. Firstly, the authors developed a Fulfillment-Product classification scheme that segments Internet shopping situations on the basis of shared marketing-relevant characteristics. Secondly, the study provides a more detailed analysis than has to date been performed by examining the sources and inhibitors of utilitarian and hedonic value …
The Use Of The Internet In The Personal Sales Function For Building Materials B2b Firms: Adding Value With Technology, Robert G. Grant
The Use Of The Internet In The Personal Sales Function For Building Materials B2b Firms: Adding Value With Technology, Robert G. Grant
Faculty of Commerce - Papers (Archive)
This paper seeks to explore the potential of the internet for adding value to members of a highly standardised and largely commodity priced industry. The focus is on the largely interpersonal area of personal sales to give an understanding of the need to look at processes underlying functions to get an appropriate evaluation of the potential benefits derived from the use of such technology. Beyond this, the paper deals with the analysis required to evaluate the potential impact of the adoption of technology based systems by such organisations to illustrate the complexity involved in such adoption. There are conclusions which …