A relationship-building model for the Web retail marketplace

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 opene...

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Bibliographic Details
Published in:Internet research 2000-01, Vol.10 (5), p.374-384
Main Authors: Wang, Fang, Head, Milena, Archer, Norm
Format: Article
Language:English
Subjects:
Access to information
Business
Business to business commerce
Communication
Consumers
Customer Relations
Customer retention
Customers
Data Analysis
Data base marketing
Data collection
Electronic Commerce
Electronic data interchange
Information systems
Interaction
Internet
Market shares
Market strategy
Marketing
Online Systems
Permission marketing
Relationship
Relationship marketing
Retail stores
Retailing
World Wide Web
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Summary: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.
ISSN:1066-2243
2054-5657
DOI:10.1108/10662240010349381