A preliminary evaluation of professional accounting services: direct marketing on the Internet

Abstract

Recent advances in the Internet have afforded professional accounting firms a form of promotion to enhance their image as technologically competent. Currently, over 2,000 accounting firms have Web sites registered with The List of CPA Firms Directory. The objective of this paper is to conduct a preliminary content analysis of the web pages of accounting firms. A total of 346 Web sites were randomly selected. The contents of the Web pages were examined and analysed for inclusion of client choice factors, basic company information, value added features, and graphics. The registration of the accounting firms' Web sites by search engines, Web yellow pages, CPA directories, and state CPA societies was also investigated. Generally, firms did a good job of providing basic client desired information about the firm, but they must register their Web sites with search engines that are commonly available and must encourage more interactivity with existing and potential clients by providing free information such as newsletters and links to relevant Web sites. They need to develop greater expertise in using the specific features and advantages of the Internet medium.

Marketing of competence: Exploring the resource-based content of value-for-customers through a case study analysis

“…The tacit nature of competencies did not, however, allow them to rely on the business markets' established communication practices, which are traditionally based on codified technical content (e.g. Gilliland & Johnston, 1997) and one-way channels (Roxas, Peek, Peek, & Thorsten, 2000).…”

Communicating customer references on industrial companies' Web sites

“…Given the shift in focus from products to solutions with various service elements (e.g. Bosworth, 1995;Cova & Salle, 2008;Davies, Brady, & Hobday, 2007), the significance of reference customers and their referrals is most likely to become further strengthened (Roxas, Peek, Peek, & Hagemann, 2000).…”

E-commerce: privacidade, segurança e qualidade das informações como preditores da confiança

“…Se o site não fornece as informações necessárias, os usuários tendem a ficar insatisfeitos e, em seguida, poderão deixá-lo, não voltando a considerar este site como uma alternativa para suas compras futuras (BAI; LAW; WEN, 2008). Porém, quando o site apresenta informações úteis e atualizadas, isso provavelmente não acontecerá (ROXAS et al, 2000).…”