publication . Article . Other literature type . 2009

Battle of the Retail Channels: How Product Selection and Geography Drive Cross-Channel Competition

Brynjolfsson, Erik; Hu, Yu (Jeffrey); Rahman, Mohammad S.;
Open Access
  • Published: 01 Nov 2009 Journal: Management Science, volume 55, issue 11 November, pages 1,755-1,765
Abstract
A key question for Internet commerce is the nature of competition with traditional brick-and-mortar retailers. Although traditional retailers vastly outsell Internet retailers in most product categories, research on Internet retailing has largely neglected this fundamental dimension of competition. Is cross-channel competition significant, and if so, how and where can Internet retailers win this battle? This paper attempts to answer these questions using a unique combination of data sets. We collect data on local market structures for traditional retailers, and then match these data to a data set on consumer demand via two direct channels: Internet and catalog. ...
Subjects
ACM Computing Classification System: TheoryofComputation_MISCELLANEOUS
free text keywords: Internet markets, electronic commerce, cross-channel, competition, retailing, channel, niche products, geography, long tail, Commerce, Product (business), Economics, Advertising, Microeconomics, Communication channel, Market structure, Niche market, The Internet, business.industry, business, Product (category theory), Battle, media_common.quotation_subject, media_common, Mainstream
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