Internet strategies and performance of Dutch retailers

Weltevreden, Jesse; Boschma, Ron

doi:10.1016/j.jretconser.2007.06.006

Cited by 17 publications

(17 citation statements)

References 43 publications

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“…Only limited extant research investigates the components of TR, so knowledge about TR at the firm level is till lacking. Given the novelty of this research stream and the paucity of empirical research into this context, studies of business adoption of the Internet were investigated to identify potential antecedents to TR (Del Aguila-Obra & Padilla-Melendez, 2006;Doherty et al, 2003;Teo & Pian, 2004;Weltevreden & Boschma, 2008). Antecedents such as depth of knowledge, e-business know-how, and innovation experience (Oliveira & Martins, 2010;Pavlou & Gefen, 2004;Bordonaba-Juste, Lucia-Palacios & Polo-Redondo, 2012) were identified, which encouraged us to use past inexperience as a construct.…”

Section: Constructsmentioning

confidence: 99%

“…This study focuses on the fit between retailers and their external WSSPs by looking at the impact of past inexperience, industry trust and switching costs on technology readiness, and then the effect these antecedents have on small and medium-sized retailers' evaluations of their web developments. This industry sector was chosen as such organizations have often been found to be relatively late adopters of new technology, adopting a "wait and see" attitude to developing online retail channels (Del Aguila-Obra & Padilla-Melendez 2006, Weltevreden & Boschma, 2008). Previous internet retail research has largely focused on the behavior of large firms and on consumers' interactions with virtual shopping environments (Doherty & Ellis-Chadwick, 2010b), rather than exploring issues associated with how businesses get online, and how they develop the technology solutions needed to create and manage retail web sites.…”

Section: Introductionmentioning

confidence: 99%

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Technology readiness in a B2B online retail context: An examination of antecedents and outcomes

Vize

Coughlan

Kennedy

et al. 2013

Industrial Marketing Management

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This paper develops and empirically tests a model that examines the role of Technology Readiness (TR) in the Business-to-Business (B2B) context. It examines how the antecedents of TR affect the construct, and how the construct affects evaluations of a complex credence based B2B service. The research investigates how the retailers' TR impacts their evaluation of web solution service providers (WSSPs). It responds to previous research calls by extending the TR construct from the business-to-consumer (B2C) perspective that is traditional in the extant literature into the B2B domain. The key findings of a survey conducted with 133 firms in the retail industry are that TR is an important contributor to the eventual achievement of service quality and satisfaction. The key contributions of this study are; first it develops and validates a measure of TR in a B2B context; second it investigates the antecedents of TR in this domain, demonstrating the impact of past inexperience, industry trust and switching costs on firms' level of technology readiness to adopt online operations; and third, it finds that service quality and satisfaction are outcomes of TR. The key management implication for WSSPs is the need to address the TR levels of existing and potential clients if they wish to deliver successful e-business solutions to them, and that their clients' TR can be better managed by making the offerings more easily understood, building relational rapport, reducing risk perceptions and adopting a client centric perspective throughout the process.

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Section: Constructsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Technology readiness in a B2B online retail context: An examination of antecedents and outcomes

Vize

Coughlan

Kennedy

et al. 2013

Industrial Marketing Management

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“…Not only has selling through more than one channel become commonplace for many retailers [Lovett and Anand 2007], recent research also suggests that it is potentially an extremely rewarding strategy. As Weltevrenden and Boschma [2008] have recently found, established high-street retailers that have ventured on-line tend to enjoy an increased footfall, improved customer relationships and enhanced promotional exposure. Moreover, they suggest that it is those leading edge retailers that have developed the most sophisticated web-site that will enjoy the greatest comparative advantage from their on-line ventures [Weltevrenden & Boschma, 2008].…”

mentioning

confidence: 96%

“…As Weltevrenden and Boschma [2008] have recently found, established high-street retailers that have ventured on-line tend to enjoy an increased footfall, improved customer relationships and enhanced promotional exposure. Moreover, they suggest that it is those leading edge retailers that have developed the most sophisticated web-site that will enjoy the greatest comparative advantage from their on-line ventures [Weltevrenden & Boschma, 2008]. This important conclusion was echoed by Wolk & Skiera [2009] who found that a retailer's overall financial and strategic performance could be positively affected by the addition of Internet channel.…”

mentioning

confidence: 96%

“…By contrast, most established retailers were reluctant to commit themselves to this challenging new environment because of fears about cannibalisation, security and the Internet's longevity, as a retail channel [Weltevrenden & Boschma, 2008]. Indeed, many Internet businesses achieved massive stock market valuations on the basis of ideas and potential, rather than actual performance, and a rapidly expanding dot.com bubble was created.…”

mentioning

confidence: 99%

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Internet retailing: the past, the present and the future

Doherty

Ellis‐Chadwick

2010

International Journal of Retail &Amp; Distribution Management

139

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Purpose -The primary aim of this paper is to critically review the literature that explicitly addresses the adoption, application and impact of Internet technologies, by retailers, for the promotion and sale of merchanidise. In particular, this study seeks to: 1) present a holistic and critical review of the early predictions, with regard to the uptake and impact of Internet retailing; 2) critically reappraise these claims in light of current trends in Internet retailing; and 3) explore where e-tailing may be heading in the coming years.Design / Methodology /Approach -The study adopts an extensive and critical review of the literature, with regard to the adoption, uptake and impact of Internet retailing, as published in the academic literature over the past twenty years.Findings -In hindsight it can be seen that many of the original predictions, made at the dawn of the Internet era, have not become a reality: retailers aren't cannibalising their own custom, virtual merchants aren't dominating the market-place, and the high-street hasn't, as yet, been put out of business. By contrast other predications have come to pass: electronic intermediaries are playing an increasingly important role, 'one-to-one' marketing has become a reality, prices are more competitive, and perhaps most importantly the consumer has become more powerful.Research limitations / implications -Providing a brief review of the past, present and future of online retailing is an extremely ambitious undertaking, especially given the vast amount of literature that has been published in this area. In attempting to provide an overall impression of the broad themes, and most important findings, to emerge from this important body of literature, it is inevitable that we will have either missed or underplayed many important pieces of work. Consequently, there is a need for follow-up studies that aim to provide deeper and richer reviews of more narrowly defined elements of this vast landscape.Originality / value -This study presents one of the first and most thorough reappraisals of the initial literature with regard to the likely development, implications and impact of Internet retailing. Moreover the paper seeks to break new ground by attempting to use the current literature to help predict future directions and trends for on-line shopping.

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