skip to main content
10.1145/1052220.1052258acmotherconferencesArticle/Chapter ViewAbstractPublication PagesicecConference Proceedingsconference-collections
Article

Strategies and business models in electronic retailing: indications from the U.S. and the UK

Published: 25 March 2004 Publication History

Abstract

In e-commerce a large variety of business models for selling goods online has emerged. But most known approaches are focused on e-commerce in general and do not reflect characteristics of e-tailing. The objective of this paper is the development of a research framework and an empirical evaluation in order to analyze e-tail business models on behalf of retail functions. This framework is extended to multi-channel retailing, and is applied for an empirical study among 60 online shops of major U.S. and UK multi-channel retailers. The main findings of the website analysis show that two main approaches can be identified: there are retailers that focus on the pure shopping function of their online shops. In contrast, there are also players that enrich their online shops with additional functions such as information, communities, and service. In many cases a strong integration of online with store-based distribution channels can be shown.

References

[1]
Alt, R. and Zimmermann, H.-D. Preface: Introduction to Special Section - Business Models, Electronic Markets, 11, 1 (2001), 3--9.
[2]
Berekoven, L. Erfolgreiches Einzelhandelsmarketing. 2nd ed., Beck, Munich, Germany, 1995.
[3]
Berman, B. and Evans, J. R. Retail Management: A Strategic Approach, Prentice Hall, Upper Saddle River, NJ, 2001.
[4]
Calkins, J. D., Farello, M. J. and Smith Shi, C. From retailing to e-tailing, The McKinsey Quarterly, 1, (2000), http://www.gwu.edu/~ibus266j/GlobalB2C/ARTICLES/MQ e-tailingN.htm, accessed 2003-08-08.
[5]
Chan, P. S. and Pollard, D. Succeeding in the Dotcom Economy: Challenges for Brick & Mortar Companies, International Journal of Management, 20, (2003), 11--16.
[6]
Christensen, C. M. and Tedlow, R. S. Patterns of Disruption in Retailing, Harvard Business Review, 78, 1 (2000), 42--45.
[7]
Cowles, D. L., Kiecker, P. and Little, M. W. Using key informant insights as a foundation for e-tailing theory development, Journal of Business Research, 55, 8 (2002), 629--636.
[8]
Delaney-Klinger, K., Boyer, K. K. and Frohlich, M. The return of online grocery shopping: a comparative analysis of Webvan and Tesco's operational methods, The TQM Magazine, 15, 3 (2003), 187--196.
[9]
Dunne, P. and Lusch, R. F. Retailing, Dryden, Fort Worth, Texas, 1999.
[10]
Enders, A. and Jelassi, T. The Converging Business Models of Internet and Bricks-and-Mortar Retailers, European Management Journal, 18, 5 (2002), 542--550.
[11]
Evans, P. B. and Wurster, T. S. Strategy and the new economics of information, Harvard Business Review, 75, 5 (1999), 70--82.
[12]
Finn, A.; Kayandé, U. Unmasking a Phantom: A Psychometric Assessment of Mystery Shopping, Journal of Retailing, 75, 2 (1999), 195--217.
[13]
Ghose, S. and Dou, W. Interactive Functions and Their Impacts on the Appeal of Internet Presence Sites, Journal of Advertising Research, 38, 2 (1998), 29--43.
[14]
Gilbert, D. Retail Marketing Management, Prentice Hall, Financial Times, Harlow, 1999.
[15]
Golden, W., Hughes, M. and Gallagher, P. On-line retailing: what drives success? Evidence from Ireland, Journal of Organizational and End User Computing, 15, 3 (2003), 32--44.
[16]
Hansen, H. R.; Neumann, G. Wirtschaftsinformatik 1, Stuttgart, Germany: Lucius & Lucius.
[17]
Huizingh, E. K. R. E. The Content and Design of Web Sites: An Empirical Study, Information & Management, 37, 3 (2000), 123--134.
[18]
Kalyanam, K. and McIntyre, S. The E-Marketing Mix: A Contribution of the E-Tailing Wars, Journal of the Academy of Marketing Science, 30, 4 (2002), 487--499.
[19]
Kinder, T. Emerging e-commerce business models: an analysis of case studies from West Lothian, Scotland, European Journal of Innovation Management, 5, 3 (2002), 130--151.
[20]
Kleindl, B. Competitive Dynamics and New Business Models for SMEs in the Virtual Marketplace, Journal of Developmental Entrepreneurship, 5, 1 (2000), 73--85.
[21]
Kolbe, R. H.; Burnett, M. S. Content-Analysis Research: An Examination of Applications with Directives for Improving Research Reliability and Objectivity, Journal of Consumer Research, 18, 2 (1991), 243--250.
[22]
Kotzab, H.; Madlberger, M. European retailing in e-transition? An empirical evaluation of web-based retailing - indications from Austria, International Journal of Physical Distribution & Logistics Management, 31, 6 (2001), 440--462.
[23]
Lee, C.-S. An analytical framework for evaluating e-commerce business models and strategies, Internet Research, 11, 4 (2001), 349--359.
[24]
Levy, M. and Weitz, B. A. Retailing Management, Irwin, Homewood-Boston, 1992.
[25]
Liu, C. and Arnett K. P. Exploring the Factors Associated with Web Site Success in the Context of Electronic Commerce, Information & Management, 38, 1 (2000), 23--33.
[26]
Madlberger, M. Electronic Retailing, Wiesbaden, Germany: Deutscher Universitaetsverlag.
[27]
Madlberger, M.; Kotzab, H. State of the art of electronic retailing in Austria, Electronic Markets, 11, 1 (2001), 64--74.
[28]
Mahadevan, B. Business Models for Internet-Based E-Commerce: An Anatomy, California Management Review, 42, 4 (2000), 55--69.
[29]
Mehrtens, J., Cragg, P. B. and Mills, A. M. A model of Internet adoption by SMEs, Information & Management, 39, 3 (2001), 165--176.
[30]
Mintel International Group, Top 50 UK Retailers, Retail Intelligence's UK Retail Rankings 2001.
[31]
OECD Measuring the Information Economy. Information and Communication Statistics, http://www.oecd.org/dataoecd/16/14/ 1835738.pdf, 2002, accessed 2003-09-09.
[32]
Omar, O. Retail Marketing, Financial Times Management, London, 1999.
[33]
Pearce, M. R. Retail Marketing Management, Nelson Canada, Scarborough, Ontario, 1992.
[34]
Perry, M. and Bodkin, C. Content Analysis of Fortune 1000 Company Web Sites, Corporate Communications, 5, 2 (2000), 87--96.
[35]
Raymond, L. Determinants of Web site implementation in small businesses, Internet Research, 11, 5 (2001), 411--422.
[36]
Saeed, K. A., Hwang, Y. and Yi, M. Y. Toward an Integrative Framework for Online Consumer Behavior Research: A Meta-Analysis Approach, Journal of End User Computing, 15, 4 (2003), 1--26.
[37]
Schoenbachler, D. D. and Gordon, G. L. Multi-channel shopping: understanding what drives channel choice, Journal of Consumer Marketing, 19, 1 (2002), 42--53.
[38]
Simon, H. E-Business - Quo vadis? Analyses and Perspectives, Zeitschrift fuer Betriebswirtschaftliche Forschung, Special Issue 1 (2003), 1--16.
[39]
Steinfield, C.; Bouwman, H.; Adelaar, T. The dynamics of click-and-mortar electronic commerce: opportunities and management strategies, International Journal of Electronic Commerce, 7, 1, (2002), 93--119.
[40]
Stores, Top 100 Retailers 2001, http://www.stores.org/2001top100_1.html, accessed 2003-5-12.
[41]
Timmers, P. Business Models for Electronic Markets, Electronic Markets, 8, 2 (1998), 3--8.
[42]
U.S. Census Bureau, "United States Department of Commerce News." 1st quarter release. URL: http://www.census.gov/mrts/www/current.html (2004).
[43]
Wang, F., Head, M. and Archer, N. E-Tailing: An Analysis of Web Impacts on the Retail Market, Journal of Business Strategies, 19, 1 (2002), 73--93.
[44]
Zott, C., Amit, R. and Donlevy, J. Strategies for Value Creation in E-Commerce: Best Practice in Europe, European Management Journal, 18, 5 (2000), 463--475.

Cited By

View all
  • (2017)Value and RiskApps Management and E-Commerce Transactions in Real-Time10.4018/978-1-5225-2449-6.ch013(274-292)Online publication date: 2017
  • (2017)Apps-Commerce in Emerging MarketsApps Management and E-Commerce Transactions in Real-Time10.4018/978-1-5225-2449-6.ch003(51-69)Online publication date: 2017
  • (2006)Measuring performance in the retail industry (position paper)Proceedings of the 2006 international conference on Business Process Management Workshops10.1007/11837862_14(129-140)Online publication date: 4-Sep-2006

Recommendations

Comments

Information & Contributors

Information

Published In

cover image ACM Other conferences
ICEC '04: Proceedings of the 6th international conference on Electronic commerce
March 2004
684 pages
ISBN:1581139306
DOI:10.1145/1052220
Permission to make digital or hard copies of all or part of this work for personal or classroom use is granted without fee provided that copies are not made or distributed for profit or commercial advantage and that copies bear this notice and the full citation on the first page. Copyrights for components of this work owned by others than ACM must be honored. Abstracting with credit is permitted. To copy otherwise, or republish, to post on servers or to redistribute to lists, requires prior specific permission and/or a fee. Request permissions from [email protected]

Sponsors

  • ICEC: International Center for Electronic Commerce

Publisher

Association for Computing Machinery

New York, NY, United States

Publication History

Published: 25 March 2004

Permissions

Request permissions for this article.

Check for updates

Author Tags

  1. business models
  2. digital distribution channels
  3. electronic commerce
  4. electronic retailing
  5. multi-channel retailing

Qualifiers

  • Article

Acceptance Rates

Overall Acceptance Rate 150 of 244 submissions, 61%

Contributors

Other Metrics

Bibliometrics & Citations

Bibliometrics

Article Metrics

  • Downloads (Last 12 months)3
  • Downloads (Last 6 weeks)1
Reflects downloads up to 20 Jan 2025

Other Metrics

Citations

Cited By

View all
  • (2017)Value and RiskApps Management and E-Commerce Transactions in Real-Time10.4018/978-1-5225-2449-6.ch013(274-292)Online publication date: 2017
  • (2017)Apps-Commerce in Emerging MarketsApps Management and E-Commerce Transactions in Real-Time10.4018/978-1-5225-2449-6.ch003(51-69)Online publication date: 2017
  • (2006)Measuring performance in the retail industry (position paper)Proceedings of the 2006 international conference on Business Process Management Workshops10.1007/11837862_14(129-140)Online publication date: 4-Sep-2006

View Options

Login options

View options

PDF

View or Download as a PDF file.

PDF

eReader

View online with eReader.

eReader

Media

Figures

Other

Tables

Share

Share

Share this Publication link

Share on social media