Assessing success factors of selling practices in electronic marketplaces

A. Pereira, D. Duarte, W. Meira, P. Góes

Research output: Chapter in Book/Report/Conference proceedingConference contribution

3 Scopus citations

Abstract

Electronic markets have early emerged as an important topic inside e-commerce research. An e-market is a digital ecosystem intended to provide their users with online services that will facilitate information exchange and transactions. This work presents a characterization and analysis of fixed-price online negotiations. Using actual data from a Brazilian marketplace, we analyze selling practices, considering seller profiles and selling strategies. There are important factors that can be considered when analyzing selling practices, such as the seller's reputation and experience, offer's price, duration, among others. We evaluate which factors impact on the success of selling practices in e-markets, which can be used to support seller's decision and recommend selling practices. Moreover, we investigate some important hypotheses about selling practices in online marketplaces, which allow us to state interesting conclusions, such as: a seller profile can achieve success or not in a trade, depending on the adopted strategy; the offer's price and how it is being advertised are two important success factors.

Original languageEnglish (US)
Title of host publicationProceedings of the International Conference on Management of Emergent Digital EcoSystems, MEDES '09
Pages261-268
Number of pages8
DOIs
StatePublished - Dec 1 2009
Event1st ACM International Conference on Management of Emergent Digital EcoSystems, MEDES '09 - Lyon, France
Duration: Oct 27 2009Oct 30 2009

Publication series

NameProceedings of the International Conference on Management of Emergent Digital EcoSystems, MEDES '09

Other

Other1st ACM International Conference on Management of Emergent Digital EcoSystems, MEDES '09
Country/TerritoryFrance
CityLyon
Period10/27/0910/30/09

Keywords

  • B2C
  • Digital ecosystems
  • E-commerce
  • Selling practices

ASJC Scopus subject areas

  • Artificial Intelligence
  • Computational Theory and Mathematics
  • Computer Networks and Communications
  • Software

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