Available from: In the research of Dennis et al. Nowadays, computers serve an important role in our society, most especially in the school setting. 2. Online shopping is a form of electronic commerce which allows consumers to directly buy goods or services from a seller over the Internet using a web browser or a mobile app. (Schneider, 2004) If retailers want to set up an e-retailing channel, there must have some understandable disadvantages and problems. (Jayawardhena et al., 2007) Nowadays, more and more women are shopping online that lead to the gap between the effects of gender element becoming narrow, (Colley and Maltby 2008) However, the gap is still exist, differences are reflected in (1) attitude towards online shopping; (2) online shopping motivation; (3) online information research and (4) their online purchase intention. Don't Miss a Chance to Connect With Experts. An online store is always cheap and easy to manage. Solution Selling introduced an advanced sales model that worked very well for selling complex products and services. How about receiving a customized one? (Dennis et al., 2009) Kotler (2003) has added the web experience into the traditional buying behaviour frameworks. Theoretical Background of the Study. The process of online buying behavior consists of five steps and it is similar to traditional shopping behavior (Liang and Lai 2000). (Xu, 2008) Ha and Stoel's (2004) found that females likely to be more innovative and use the internet more frequently for searching information about apparel product than male consumers. The retail space is expensive and the traffic is limited to a local market only. 5 Secrets to Selling Products Online 1. Best Online Selling Sites. 2008) research reported that the differences between demographic groups in the UK are gradually degressive which are reflect in the special demographic groups are catching up, such as older people and lower socioeconomic groups. There are millions of people and thousands of businesses getting benefits. Also marketers can influence the consumer behaviour and final outcomes of interaction between seller and consumer through engaging different marketing tools which are known as marketing mix, such as products, price, and promotion. Such as searching, browsing, finding, selecting, comparing, evaluation information as well as interaction and transaction with the online company are all facets of web experience. 2001). . (Srinivasan, Anderson and Ponnavolu, 2002; Ribbink, Riel, Liljander and Streukens, 2004; Reibstein, 2002). First, retailer is required a substantial investment for technical know-how. Davis, H.L. These variables are perceived usefulness, perceived ease of use and perceived enjoyment. You don’t need to pay shop assistants, rent high-street premises, or answer a lot of pre-sales queries. Negotiating & Selling Skills Online Assessments Performance Management Personal Development Personal Style Problem Solving Team Adventure Series Teams & Team-building Time Management Workplace Politics About us; Search; Contact us; Shopping cart (0) 01267 281661 [email protected] Toggle navigation . * Using your online shop as a catalogue for existing customers. In most cases perceived risks are divided into 6 types. . Getting customers for your business is always a tedious task. It has a wide range of retail products such as clothing, clothing accessories, electronic devices, electrical appliances, computer hardware and software, books and magazines, food and beverages, health and personal care items, sporting goods, music and videos, and office equipment and supplies (Holsapple and Sasidnaran, 2009) The scale and growth of internet shopping is impressive. Actually, there are still many challenges when retailers move into multi-channel, because the internet requires a high up-front investment in order to build an effective web presence to compete with exist ones. a theoretical framework for the online consumer response process. 2003) people who has higher level of education tend to pay attention on prior gathering and processing information then making decision, moreover, when dealing with new information, better educated consumer feel more comfortable. In order to fulfill customers purchase needs, retailers are aware of the increasing importance of offering an alternative ways for them, adopting multichannel retail strategy. (Brache and Webb, 2000; White, 2000; Senn, 2000) Online shopping is broadly defined as an activity that includes finding online retailers and products, searching for product information, selecting payment options and communicating with other consumers and retailer as well as purchasing products or services. context of online shopping, and sheds light on t he theoretical relationships bet ween concrete realizable website design options, corresponding latent cons tructs, and f low experience. (2019, Dec 05). The advantages of buying online are that it is quick, prices are usually lower priced, descriptions and comments can be seen by past customers. In order to diminish these risks, building trust has become a precondition for encouraging and nurturing online shopping. History of ecommerce dates back to the invention of the very old notion of "sell and buy", electricity, cables, computers, modems, and the Internet. The benefits of opening an online store are endless: 1 . After the Internet established, retailers face the risk that this huge investment channel may cannibalize existing sales rather than serve as an opportunity for new customer acquisition, further decreasing profitability after a short run. It clearly identifies the factors that influence marketer's decision making process and tells marketer who are involved and how is the buying done. More innovative in their shopping activities. Management Learning Resources Training … (Marketing) ABSTRACT The study evaluated the impact of personal selling on sales volume. McCormic believed that ease of use, visual appearance, information quality and interactivity are considerations of online environment building up. Generally, it is also known as internet buying, electronic shopping, online purchasing or internet shopping. : Cisco) is viewed as dealing with manufacturing and wholesale activity, and B2C (e.g. How about make it original at only $13.9/page? Selling over the internet is not very much different from selling on the counter. Selling through internet has lots of challenges and requires lots of efforts and patience. * consumer TRINITY INSTITUTE OF PROFESSIONAL STUDIES Sector – 9, Dwarka Institutional Area, New Delhi-75 Affiliated to Institution of G.G.S.IP.U, Delhi Course: BBA (G) Subject :Sales Management Paper ID : 17303 Theories of Selling Mr. Pramod Kumar Nayak Asst. By clicking "Send Message", you agree to our, Victoria TurkDr Rachel BlackburnTheatre HistoryLiterature, Brick-and-mortar stores should be replaced by online retail shops, Improving Your Online Shopping Experience31 August, PESTLE Analysis for SelfridgesPolitical Due to Selfridges selling, What Is The Key Benefit Of Having An Online Presence For A Business, Essay Online Shopping Advantages And Disadvantages, Increase of online shopping and an access to online, Advantages Of Online Business Transaction, https://paperap.com/paper-on-significance-of-the-study-online-selling/, terms AIDAS theory of personal selling. In physical store customer navigate product through store layout which designed in one or more types, this is also applied for online shopping environment, Ha et al (2007) addressed this problem by setting product departments and merchandise directories to online merchandising categories like setting in offline store. For example, Ebay is an online auction company which obtains growth in popularity with thousands of buyers and seller bidding daily. (Jayawardhena et al., 2007) besides the characteristics that are younger, higher income, and better educated, online shoppers have more 'computer literacy' (Swinyard and Smith, 2003; Allred et al. (Nicholson et al. It has also made significant contributions to the economy. Online Selling Research Title. Want to add some juice to your work? 2. [05-12-20]. that it is insightful to extend the current Constantinides (2004) gave a comprehensive literature review which concluded the main factors influence e-consumer behaviour, these factors are divided into two categories, consumer characteristics and environmental influences are controllable factors and product/ service characteristics, medium charateristics and merchant/intermediary characteristics are unctrollable factors. Over 20 million UK adults shopped online in 2005, with 56 per cent of internet shoppers participate in the survey having spent over £500 each during the year. Happily much sales development theory takes this positive direction. But one some major differences are shopping environment and marketing communication. (2003) status that e-shoppers tend to pay attention on functional and utilitarian, they are younger than average and more be male, usually have higher education level and social status. * Competing with larger businesses by being able to open 24 hours a day, seven days a week. The goal of TAM is to provide an explanation of the determinants of acceptance of computer-related applications that depends on two particular perceptions; perceived usefulness and perceived ease of … You don’t need to pay shop assistants, rent high-street premises, or answer a lot of pre-sales queries. Adobe Stock. Brown et al. The level of a perceived risk depends on many factors; Fenech (cited in Dennis, 2004) status that risk is a multi-dimensional construct for online shopping. 2003; Vijayasarathy, 2003 and Swinyard, 2003), In fact, the effects of gender about online shopping is multifarious, the first adopters of e-shopping are male consumer. Due to the development of online shopping and the great potential of multichannel, the future of online market is bright which lead to study of online shopper behaviour has become more and more important. Background. With the increase of online shopping and application of multi-channel, the study of e-consumer behaviour is increasingly crucial for retailer (Dennis et al., 2004). . The web experience is crucial parameter for pure e-retailer as well as multi-channel firms, an interior quality of web experience does not only influence the internet sale but also damage the physical store profit. ( Gordon and Schoenbachler, 2002) In fact, multi-channel marketing focus on the consumer contact rather than channel likely success, (Langford and Cosenza, 2000) multi-channel approach can be seen as a customer-centric approach that help companies to know how consumer interact with business.