Title:	TEMPORAL ANALYSIS OF SELLING STRATEGIES IN ELECTRONIC MARKETS
Author(s):	Adriano Pereira , Diego Duarte , Sara Guimarães , Wagner Meira Jr.
ISBN:	978-972-8924-93-5
Editors:	Pedro Isaías, Bebo White and Miguel Baptista Nunes
Year:	2009
Edition:	1
Keywords:	Electronic markets, selling strategies, temporal analysis, electronic commerce, e-business
Type:	Full Paper
First Page:	461
Last Page:	468
Language:	English
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Full Contents:	click to dowload
Paper Abstract:	Recently there has been a continuous increase of online commerce enabled by the Web. Now there are many consumers less attracted to online auctions, preferring to buy merchandise quickly using fixed-price marketplaces. This work is part of a research to characterize and analyze selling practices in a fixed-price e-market. An important part of this research is to evaluate qualitatively how the e-market changes through time, considering the selling strategies and their impact in terms of outcomes, such as sales’ qualification and price. We use real data from a large Brazilian marketplace. From the results we find out some interesting conclusions, such as: strategies that achieve high values of transactions’ qualification have adopted the safe payment mechanism, suggesting it contributes to satisfy buyer’s expectation; and offers with prices above the average market values present a number of visits smaller or equal to average value of this attribute, suggesting that price plays an important role in buyer’s decision. The results provided in this work can be applied in the design of new personalization and recommendation techniques for e-market traders.
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