publication . Other literature type . Article . 1999

The Value of Internet Commerce to the Customer

Ralph L. Keeney;
  • Published: 01 Apr 1999
  • Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
Abstract
Internet commerce has the potential to offer customers a better deal compared to purchases by conventional methods in many situations. To make this potential a reality, businesses must focus on the values of their customers. We interviewed over one-hundred individuals about all the pros and cons of using Internet commerce that they experienced or envisioned. The results were organized into twenty-five categories of objectives that were influenced by Internet purchases. These categories were separated into means objectives and fundamental objectives used to describe the bottom line consequences of concern to customers. These results are applicable to designing an...
Subjects
free text keywords: Internet commerce, customer value, value-focused thinking, value proposition, objectives, Management Science and Operations Research, Strategy and Management, Marketing, Ubiquitous commerce, Economics, Value focused thinking, Value proposition, Customer value, Quantitative model, The Internet, business.industry, business
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