in a recent research report that included over 40,000 interviews, predicts
the amount of commerce conducted over the Web will reach more than $400 billion
with 128 million buyers by 2002. These numbers confirm the growing importance
of the Web as a retailing channel.
Consumer E-Commerce Needs More Customer Focus by the Software & Information Industry Association, December 29, 1999. Summary of a survey of online shoppers. Participants answered questions about product information, order fulfillment, return policies, how they located a retail site (ex. going direct or through a search at a portal or comparison site and other themes.
Shops the Internet and Why by
Inside Retailing. Summary and analysis of the results of marketing research
to learn about Internet shoppers. There are separate disucssions about three
Internet groups: heavy shoppers, light shoppers and nonshopper browsers of the
Internet. For example, heavy shoppers are knowledgeable about the products they
are buying and seek price advantages when shopping the Internet. Also, some
of the myths about the Internet are explored, such as the idea that Internet
shopping will take away sales from traditional retail stores in the community.
Priceline.com A new retailing approach via the Web: "Priceline is a buying service that lets you name your price. Simply post your request 24 hours a day and guarantee your offer with a major credit card. Priceline then goes about finding a seller who decides whether or not to fill the request."
Xtreme Retailing by Janet Ginsburg, BusinessWeek, December 20, 1999. This article covers some of the latest efforts by "bricks and mortar" retailers to compete with online retailers. One of the key strategies: enhance the shopping experience so that it is enjoyable and entertaining in ways that online retailers cannot match. It also describes how the "dot.com" retailers are trying to expand their appeal by offering real shopping experiences to complement their online stores (ex.: eBay's efforts to "stage live auctions in selected malls"). A related BusinessWeek article, No Web Site is an Island ( by Catherine Yang, March 22, 1999), provides examples of retailers using both "real world" and online efforts to sell their products.
Retail Insights by Deloitte & Touche. Key international retail trends are discussed, including retailers who expand into service offerings (ex. Wal-Mart offering check-cashing outlets), emphasize private labels, open do-it-yourself stores (ex. Home Depot) and enter e-commerce.
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