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The Impact of Sales Effort on Lead Conversion Cycle Time in a Business-to-Business Opportunity Pipeline 在企业对企业的机会管道中,销售努力对潜在客户转换周期时间的影响
Pub Date : 2016-09-09 DOI: 10.2139/ssrn.2866954
William Bradford, W. Johnston, D. Bellenger
While much is written about the adoption, usage, and failures of Customer Relationship Management (CRM), little empirical research exists to fully examine the levers to improve the conversion performance of leads in a sales funnel, particularly in a business-to-business (B2B) industrial context. This research examined sales effort as a key capability, within the high technology B2B sector, to understand its impact on sales lead conversion cycle time. By studying the extensive CRM sales funnel of a large semiconductor company, along with employee survey results, a quantitative study was performed to address this research question, and assist sales managers seeking to improve the lead conversion performance of their organizations. Sales effort was shown to accelerate sales cycle times, particularly for the small non-key customer base. This is a notable contribution to research, as previous studies of sales cycle time influences have been inconclusive.
虽然有很多关于客户关系管理(CRM)的采用、使用和失败的文章,但很少有实证研究全面研究如何提高销售渠道中潜在客户的转化绩效,特别是在企业对企业(B2B)的工业环境中。本研究考察了销售努力作为高科技B2B领域的一项关键能力,以了解其对销售线索转换周期时间的影响。通过研究一家大型半导体公司广泛的CRM销售漏斗,以及员工调查结果,进行了定量研究,以解决这一研究问题,并协助销售经理寻求提高其组织的潜在客户转换绩效。销售努力被证明可以加速销售周期时间,特别是对于小的非关键客户群。这是对研究的一个显著贡献,因为之前关于销售周期时间影响的研究一直没有定论。
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引用次数: 7
Determinants of Consumer Participation in Online Group Buying: An Example of Luggage 消费者参与网络团购的决定因素:以行李箱为例
Pub Date : 2016-08-26 DOI: 10.16980/JITC.12.4.201608.1
Hui-Tzu Lin, Hyun-Jee Kim, Li-wen Wang
Under the rise of network group-buying, consumers can form groups of strangers through the Internet, under the leadership of an coordinator, to integrate internal opinions and negotiate with vendors. Therefore, the coordinator gradually becomes a business. In this newly developed business, the coordinators compete with each other. In the past, most of research studies with regard to Internet group-buying focused on exploring the internet factors of consumer willingness or intention to repurchase. However, studies about applying the characteristics of an coordinator as a moderator to determine the impact of the repurchase intention were rare and thus, this is what this study set out to do. In this study, data was collected through an online questionnaire to examine the relationship between commodity eWOM, the features of the coordinator, online contexts and consumer repurchase intention. Empirical results show that: (1) eWOM has a significant impact on repurchase intention, (2) the features of the coordinator have a significant impact on repurchase intention, (3) online contexts have a significant impact on repurchase intention, (4) the features of coordinator have a negative moderate effect on eWOM and repurchase intention, and (5) online contexts do not have a moderating effect on eWOM and repurchase intention.
在网络团购兴起的情况下,消费者可以通过互联网组成陌生人小组,在协调员的领导下,整合内部意见,与供应商进行谈判。因此,协调器逐渐成为一门生意。在这个新发展的行业中,协调者相互竞争。过去,关于网络团购的研究大多侧重于探讨影响消费者再购买意愿或意向的网络因素。然而,关于运用协调人的特征作为调节因素来确定回购意愿影响的研究很少,因此,这是本研究的目的。在本研究中,通过在线问卷收集数据来检验商品eom、协调者特征、在线情境与消费者再购买意愿之间的关系。实证结果表明:(1)网络释义对回购意愿有显著影响,(2)协调者特征对回购意愿有显著影响,(3)网络语境对回购意愿有显著影响,(4)协调者特征对网络释义和回购意愿有负向调节作用,(5)网络语境对网络释义和回购意愿没有调节作用。
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引用次数: 0
Digital Trust and Peer-to-Peer Collaborative Consumption Platforms: A Mediation Analysis 数字信任与点对点协作消费平台:中介分析
Pub Date : 2016-07-22 DOI: 10.2139/ssrn.2813367
Mareike Möhlmann
This paper investigates the nature of digital trust in the context of P2P collaborative consumption platforms. We have analyzed data from the website Trustpilot (N=5,606), survey data from users of the online sharing platform Airbnb (N=232), and data retrieved from an online experiment conducted among current non-users of a fictitious online sharing platform (N=462). The findings reveal that trust in P2P collaborative consumption platforms (Airbnb, Lyft, and Uber) is lower than trust in P2P exchange first generation platforms (Ebay), as well as large online retail services and non-P2P platforms (Walmart, Zappos, Amazon). Furthermore, we find that the three trust-building management measures: ‘reliable insurance cover’, ‘simultaneous reviews’, and a ‘large network: many offers worldwide’ had a positive effect on ‘trust in the platform provider’. The findings confirm the hierarchical nature of the two-fold trust construct, meaning that ‘trust in the platform provider’ has a positive effect on the ‘trust in peers’ sharing on this platform. A mediation analysis reveals that ‘trust in the platform’ fully mediates all statistically significant effects of trust-building measures on the ‘trust in peers’ variable.
本文研究了P2P协同消费平台背景下数字信任的本质。我们分析了来自Trustpilot网站的数据(N= 5606),来自在线共享平台Airbnb用户的调查数据(N=232),以及来自虚拟在线共享平台当前非用户的在线实验数据(N=462)。研究结果显示,人们对P2P协作消费平台(Airbnb、Lyft和Uber)的信任度低于对P2P交换第一代平台(Ebay)、大型在线零售服务和非P2P平台(沃尔玛、Zappos、亚马逊)的信任度。此外,我们发现三种信任建立管理措施:“可靠的保险覆盖”、“同步审查”和“大型网络:全球许多报价”对“对平台提供商的信任”有积极影响。研究结果证实了双重信任结构的层次性质,这意味着“对平台提供者的信任”对在该平台上分享的“对同伴的信任”有积极影响。中介分析显示,“对平台的信任”完全中介了信任建立措施对“对同伴的信任”变量的所有统计显著影响。
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引用次数: 71
A Contingency Model of Bidding Strategies in Online Auctions in China 中国网络拍卖竞价策略的权变模型
Pub Date : 2016-07-15 DOI: 10.2139/ssrn.2810629
Xiling Cui, L. Law, P. Lowry, Qiuzhen Wang
Online auctions have undergone rapid development in recent years. New features of online auctions, together with new bidding strategies different from those used in offline auctions, make research in this area compelling. The existing research mainly focuses on the description of bidding strategies; only a handful of studies focus on the antecedents of bidding strategies. This research aims to fill this gap by constructing a contingency framework to investigate why bidders bid differently in online auctions, and use unique bidding strategies. Environmental factors, bidding tasks, bidders’ characteristics, and bidding motivations are included in the framework. We conducted in-depth interviews with professional, experienced bidders in China to reveal the specific reasons why bidders adopt different bidding strategies during online auctions. Finally, we discuss the implications for both global research and practice.
网上拍卖近年来发展迅速。网上拍卖的新特点,加上不同于线下拍卖的新竞价策略,使得这一领域的研究引人注目。现有的研究主要集中在对招投标策略的描述;只有少数研究关注投标策略的前因。本研究旨在通过构建一个权变框架来调查为什么竞标者在网上拍卖中出价不同,并使用独特的竞标策略来填补这一空白。该框架包括环境因素、投标任务、投标人特征和投标动机。我们对中国专业的、经验丰富的竞标者进行了深度访谈,以揭示竞标者在网上拍卖中采用不同竞价策略的具体原因。最后,我们讨论了对全球研究和实践的影响。
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引用次数: 1
Heterogeneous Submission Behavior and its Implications for Success in Innovation Contests with Public Submissions 异质提交行为及其对公众提交创新竞赛成功的影响
Pub Date : 2016-07-01 DOI: 10.2139/ssrn.1961244
J. Bockstedt, Cheryl T. Druehl, Anant Mishra
Innovation contests are increasingly adopting a format where submissions are viewable by all contestants and the information structure changes during the contest. In such an “unblind” format, contestants must weigh the costs of revealing their submissions against the benefits of improving their submissions through emerging information. We take a closer look at how contestants solve problems in innovation contests with public submission of solutions—that is, unblind contests, by examining the implications of their submission behavior for contest outcomes. We analyze the submission behavior in terms of three dimensions: the position of first submission by the contestant, the number of submissions the contestant makes, and the length of active participation by the contestant. The econometric analysis of a large dataset of unblind innovation contests and participating contestants indicates that, despite the potential for free riding and intellectual property loss from disclosure of submissions, contestants who have a lower position of first submission are more likely to succeed in the contest. Further, we find some evidence of a curvilinear relationship between a contestant's number of submissions and her likelihood of success, indicating a potential “quality–quantity” trade-off in unblind innovation contests. Finally, our findings indicate that increasing the length of participation in a contest has a positive effect on a contestant's likelihood of success. Departing from prior studies on innovation contests, where a contestant's success is assumed to be a function of her prior experience and problem-solving skills, our study provides new empirical evidence that, in innovation contests with public submissions, the submission behavior of a contestant also plays an explanatory role in a contestant's success.
创新竞赛越来越多地采用一种形式,即所有参赛者都可以看到提交的内容,并且在竞赛期间信息结构会发生变化。在这种“无盲目性”的形式下,参赛者必须权衡暴露他们的作品的成本和通过新出现的信息改进他们的作品的好处。我们仔细研究了参赛者是如何通过公开提交解决方案来解决创新竞赛中的问题的——也就是说,通过检查他们的提交行为对竞赛结果的影响。我们从三个维度来分析投稿行为:选手首次投稿的位置、选手投稿的次数、选手积极参与的时长。对开放创新竞赛和参赛选手的大型数据集进行的计量经济学分析表明,尽管有可能因提交内容披露而搭便车和知识产权损失,但首次提交位置较低的参赛者更有可能在竞赛中取得成功。此外,我们发现一些证据表明,参赛者提交的数量与她的成功可能性之间存在曲线关系,这表明在非盲目创新竞赛中存在潜在的“质量-数量”权衡。最后,我们的研究结果表明,增加参加比赛的时间对参赛者成功的可能性有积极的影响。在以往的创新竞赛研究中,参赛者的成功被认为是其先前经验和解决问题能力的函数。与此不同,我们的研究提供了新的经验证据,即在公开提交的创新竞赛中,参赛者的提交行为也对参赛者的成功起着解释作用。
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引用次数: 16
Adoption of E-Marketing: The Case of Ecobank, Ghana 采用电子营销:以加纳Ecobank为例
Pub Date : 2016-06-23 DOI: 10.2139/ssrn.2804456
R. Simmons
In the past two decades, Information and Communication Technology (ICT) applications have become more advanced, diversified and globalized. Concomitantly, electronic marketing (e-marketing) has become increasingly germane to the operations of financial institutions in both developing and developed countries. This research specifically explores and discusses the scope of e-marketing at Ecobank focusing on three thematic areas namely: types and impact of e-marketing in Ghana; how Ecobank examines its e-marketing Infrastructure in Ghana; and Ecobank technological readiness for e-marketing. Two sets of questions were used to collect both qualitative and quantitative data from the sampled bank in Ghana. Analyses of the data and the research findings highlight the relevance of e-marketing in Ghana. Some recommendations were offered for condition policy in the banking sectors of Ghana to improve the e-marketing products and services, and also improve Ghana’s knowledge economy. Finally, some recommendations were made to enhance e-marketing at Ecobank and all banking sectors.
在过去的二十年里,信息通信技术(ICT)的应用变得更加先进、多样化和全球化。与此同时,电子营销(e-marketing)与发展中国家和发达国家的金融机构的运作越来越密切相关。本研究特别探讨和讨论了Ecobank的电子营销范围,重点关注三个主题领域,即:加纳电子营销的类型和影响;Ecobank如何检查其在加纳的电子营销基础设施;以及Ecobank为电子营销做好的技术准备。两组问题用于收集加纳抽样银行的定性和定量数据。对数据和研究结果的分析强调了加纳电子营销的相关性。对加纳银行业的条件政策提出了一些建议,以改善电子营销产品和服务,促进加纳知识经济的发展。最后,提出了一些建议,以加强电子银行和所有银行部门的电子营销。
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引用次数: 0
Direction of Online Retailing (In the Context of United Arab Emirates) 网络零售的发展方向(以阿联酋为例)
Pub Date : 2016-06-02 DOI: 10.2139/ssrn.2790739
Dr. Ashok Chopra
The primary objective of this research paper is to generally examine and analyze the scope and future of online retailing in U.A.E. In order to get more accurate results, the main objective of this research is divided into very specific contexts which all explored the concept of online retailing in U.A.E. One particular concept to examine was to find out the current attitude of the U.A.E population towards online shopping on U.A.E based web stores.Furthermore, it is vital to identify what this population bought in general and specify which category of products they are mostly interested in.The other area to look at was to find out what commonly motivated the UAE people to go online and buy their preferred items instead of going to a physical shop. Finally, to discover how a typical online retailer performed in U.A.E in terms of security, costs, product offerings, and attracting customers.The final stage includes an analysis of the information and findings, hence a more in depth look at the whole issue. Therefore, a conclusion is drawn to foresee the future of online retailing in the UAE and how to succeed in this particular field.
本研究论文的主要目标是总体检查和分析阿联酋在线零售的范围和未来。为了获得更准确的结果,本研究的主要目标分为非常具体的上下文,这些上下文都探讨了阿联酋在线零售的概念。其中一个要检查的特定概念是找出阿联酋人口对基于阿联酋的网络商店的在线购物的当前态度。此外,重要的是要确定这些人一般都买了什么,并指定他们最感兴趣的产品类别。另一个研究领域是找出阿联酋人上网购买他们喜欢的商品而不是去实体店的动机。最后,了解阿联酋典型的在线零售商在安全性、成本、产品供应和吸引客户方面的表现。最后阶段包括对信息和调查结果的分析,因此对整个问题进行更深入的研究。因此,得出结论,预测阿联酋在线零售的未来以及如何在这一特定领域取得成功。
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引用次数: 1
New Product Design Under Channel Acceptance: Brick-and-Mortar, Online Exclusive, or Brick-and-Click 渠道接受下的新产品设计:实体、线上独家或实体点击
Pub Date : 2016-06-01 DOI: 10.1111/POMS.12587
L. Luo, Jiong Sun
Many product markets today are characterized by the existence of a retailer (e.g., Home Depot, Toys R Us) that serves as gatekeeper of new product introductions. Recently, virtually all such retailers have established online stores to expand their shelf spaces as well as their customer bases. In these markets, the retailer is fully in control of: 1) whether or not to stock the new product; and 2) whether to carry the new product in his brick-and-mortar store, online only, or both. We examine how a manufacturer should design a new product in the presence of such a retailer. We find that the retailer's online-only option gives him additional leverage in accepting the manufacturer's new product offering into his physical store. In particular, the manufacturer may enhance the quality of the new product to ensure that the dual-channel retailer does not carry it as online exclusive. This in turn results in a higher profit for the retailer. When the retailer's participation constraint for carrying a new product offline is sufficiently high, the manufacturer's profit may also improve by designing a product of a lower quality for the retailer's online store.
今天许多产品市场的特点是存在一个零售商(例如,家得宝,玩具反斗城),作为新产品介绍的看门人。最近,几乎所有这样的零售商都建立了网上商店,以扩大他们的货架空间和客户群。在这些市场中,零售商完全控制着:1)是否库存新产品;2)是在实体店销售新产品,还是只在网上销售,还是两者兼而有之。我们将研究制造商应该如何在这样的零售商存在的情况下设计新产品。我们发现,零售商的在线选择使他在接受制造商的新产品进入其实体店时具有额外的杠杆作用。特别是,制造商可能会提高新产品的质量,以确保双渠道零售商不会将其作为在线独家销售。这反过来又会给零售商带来更高的利润。当零售商在线下销售新产品的参与约束足够高时,制造商也可以通过为零售商的在线商店设计质量较低的产品来提高利润。
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引用次数: 45
A New Business Model for E-Commerce: T-Commerce and Its Implications on Financial Institutions 电子商务的新商业模式:电子商务及其对金融机构的启示
Pub Date : 2016-05-12 DOI: 10.20294/JGBT.2016.12.1.37
Taewon Kang
Since the mid-1990s, due to the worldwide spread of the internet, the new frontier of E-commerce has evolved from narrowly defined E-commerce to M-commerce and T-commerce. T-commerce can be defined as follows: customers using Interactive DTV (iDTV) and telecontrollers to make inquiries, orders, or payments regarding certain products, or to conduct financial transactions such as banking and stock trading. This thesis constitutes an examination of T-commerce in the aspects of its business model, value chain and future development, and a proposed plan for financial institutions to utilize T-commerce.
自20世纪90年代中期以来,由于互联网在全球范围内的普及,电子商务的新前沿已经从狭义的电子商务演变为移动电子商务和电子商务。电子商务可以定义如下:客户使用交互式数字电视(iDTV)和遥控器对某些产品进行查询、订购或支付,或进行金融交易,如银行和股票交易。本文从电子商务的商业模式、价值链和未来发展三个方面对电子商务进行了考察,并提出了金融机构利用电子商务的方案。
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引用次数: 2
Impact of On-Line Education on Higher Education System 网络教育对高等教育体系的影响
Pub Date : 2016-05-10 DOI: 10.5281/ZENODO.62029
Sreeramana Aithal, S. Aithal
Education is the most important thing for any country to develop and prosper. Education moulds the character and intelligence of individuals. It also provides the talent and motivation to every person. The conventional education system at higher education level is analogous to brick and mortar type business system, where a student gets systematic education from college/University by personally attending required courses regularly (Full time/part Time). However, the conventional education system has many drawbacks and lot of improvements are expected in future days. One of the possible developments in next generation education system is online education. In this paper, we have discussed the online education system as next generation education system and impact of online education system in higher education on development of science & society. The types of online education models and their importance are discussed. The advantages, benefits, constraints and disadvantages of online education systems are discussed. The features some of the online portals are studied by considering some of the important online education models e.g., edX, Alison, NPTEL and UZity as case examples. Finally, the online education system is compared with a hypothetical system called "Ideal education system."
教育对任何国家的发展和繁荣都是最重要的。教育塑造人的性格和智力。它也为每个人提供了才能和动力。高等教育水平的传统教育体系类似于实体商业体系,学生通过定期参加必修课(全日制/兼职)从学院/大学获得系统的教育。然而,传统的教育系统有许多缺点,在未来的日子里,人们期望有很多改进。下一代教育系统可能的发展之一是在线教育。本文讨论了作为下一代教育系统的网络教育系统,以及高等教育网络教育系统对科学和社会发展的影响。讨论了网络教育模式的类型及其重要性。讨论了在线教育系统的优点、优点、限制和缺点。以edX、Alison、NPTEL和UZity等重要的在线教育模式为例,研究了一些在线门户网站的特点。最后,将网络教育系统与一个假想的“理想教育系统”进行了比较。
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引用次数: 95
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eBusiness & eCommerce eJournal
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