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Revenue Management and E. Andrew Boyd, E-Commerce Ioana C. Bilegan

We trace the history of revenue management in an effort to illustrate a successful e-commerce model of dynamic, automated sales. Our discourse begins with a brief overview of electronic distribution as practiced in the airline industry, emphasizing the fundamental role of central reservation and revenue management systems. Methods for controlling the sale of inventory are then introduced along with related techniques for optimization and forecasting. Research contributions and areas of significant research potential are given special attention. We conclude by looking at how revenue management is practiced outside of the airline industry, its relationship to dynamic pricing, and future directions for the discipline. Dynamic Conversion Wendy W. Moe, Behavior at EPeter S. Fader Query=%22E-Commerce Commerce Sites %22&gw=jtx&prq=%22ECommerce+Future+in+Pakistan %22&hp=25&wc=on


This paper develops a model of conversion behavior (i.e., converting store visits into purchases) that predicts each customer's probability of purchasing based on an observed history of visits and purchases. We offer an individual-level probability model that allows for different forms of customer heterogeneity in a very flexible manner. Specifically, we decompose an individual's conversion behavior into two components: one for accumulating visit effects and another for purchasing threshold effects. Each component is allowed to vary across households as well as over time. Visit effects capture the notion that store visits can play different roles in the purchasing process. For example, some visits are motivated by planned purchases, while others are associated with hedonic browsing (akin to window shopping); our model is able to accommodate these (and several other) types of visit-purchase relationships in a logical, parsimonious manner. The purchasing threshold captures the psychological resistance to online purchasing that may grow or shrink as a customer gains more experience with the purchasing process at a given website. We test different versions of the model that vary in the complexity of these two key components and also compare our general framework with popular alternatives such as logistic regression. We find that the proposed model offers excellent statistical properties, including its performance in a holdout validation sample, and also provides useful managerial diagnostics about the patterns underlying online buyer behavior.

Electronic Contract Drafting Based on Risk and Trust Assessment Yao-Hua Tan. is determined in part by whether .jstor. among whom are statisticians. Data Mining in Electronic David L. as well as to respect the limitations of our expertise. Query=%22E-Commerce Said %22&gw=jtx&prq=%22ECommerce+Future+in+Pakistan %22&hp=25&wc=on Abstract Modern business is rushing toward e-commerce. Contracts protect the parties involved in a commercial transaction. but the negotiating and drafting processes are often so unstructured that the parties cannot be certain that their interests are indeed Consumer Internet Efraim Query=%22E-Commerce Shopping Turban %22&gw=jtx&prq=%22ECommerce+Future+in+Pakistan %22&hp=25&wc=on 5.jstor. especially through the development and application of data mining methods. Query=%22E-Commerce %22&gw=jtx&prq=%22ECommerce+Future+in+Pakistan %22&hp=25&wc=on Abstract 4. Abstract E-commerce success. A Trust Model for Matthew K. Walter Thoen http://www. Lee. This paper proposes a structured. model-driven approach to contracting that each party to a contract can use to assess the personal risk and trust it entails and decide whether it adequately protects their interests.jstor. and the topics we cover are chosen to avoid overlap with other papers in this special issue. This is a very large area. Success depends on skilled information technologists. Banks. the model can support negotiations to amend the contract. The risk/trust model is based on the authors' earlier research on a generic model of trust for use in developing trust services for e-commerce. http://www. it enables better management. and we try to emphasize those challenges. O. new services. lower transaction costs and better customer relations. electronic commerce has raised and is raising fresh research problems in a very wide range of statistical Commerce Yasmin H. especially in the business-to-consumer area. http://www. This paper focuses on some of the contributions that statisticians are making to help change the business world.3. If it does not. If the transition is done properly.

WebQual assesses Web site quality from the . makes an examination of its ethical dimensions critical.. and experience. and electronic systems with which they have no previous experience. Barnes. but have different manifestations at the most specific level. Though ethical lag has heretofore hindered our explorations of e-commerce ethics. opt-out debate. This paper describes a theoretical model for investigating the four main antecedent influences on consumer trust in Internet Bookshops: The WebQual Richard Vidgen hp=25&la=&wc=on&acc=off&gw=jtx&jcpsi Method =1&artsi=1&Query=%22E-Commerce %22&sbq=%22E-Commerce%22&prq= %22E-Commerce+Future+in+Pakistan %22&si=51&jtxsi=51 7." We support our answer by showing that the current issues in ecommerce ethics and brick-and-mortar business are fundamentally the same.jstor.0 to evaluate Internet bookshop Web sites. trustworthiness of the Internet as a shopping medium. a major form of business-to-consumer e-commerce: trustworthiness of the Internet merchant. An Evaluation of CyberStuart J. WebQual 2. a key value in the success of e-commerce. but that e-commerce issues have different manifestations and scope. Based on the research model. focusing on the question. We then examine the ethical foundation of e-commerce. culture. it is now time to identify and confront them. consumers trust sellers and products they cannot see or touch. Abstract This paper describes the use of WebQual 2. which reflects personality traits. http://www. Its development draws on an analysis of the service-quality literature.g. third-party certification).6. infrastructural (contextual) factors (e. We conclude with a call for research on trust. We then demonstrate that ethical principles and rules in e-commerce and brick-and-mortar business are fundamentally the same. The findings indicate that merchant integrity is a major positive determinant of consumer trust in Internet shopping. In this paper we define e-commerce and describe the characteristics that set it apart from traditional brick and-mortar business.jstor. company size. We elucidate this point by discussing the use of personal information and the opt-in. http://www. "Is there a special e-commerce ethics?" Our answer is "no. faster and more pervasively than any other entity in history. Initially applied in the domain of information-intensive Web Commerce Ethics? Cynthia L. Is There a Special EBeverly Kracher.g.0 has been extended and refined to encompass an interaction-quality perspective on e-commerce Web sites. security. demographic variables).. Some of the hypotheses are tested empirically to demonstrate the applicability of the theoretical model. and that its effect is moderated by the individual consumer's trust propensity. hp=25&la=&wc=on&acc=off&gw=jtx&jcpsi Corritore =1&artsi=1&Query=%22E-Commerce %22&sbq=%22E-Commerce%22&prq= %22E-Commerce+Future+in+Pakistan %22&si=26&jtxsi=26 Abstract The speed and degree to which e-commerce is infiltrating the very fabric of our society. and other factors (e. a comprehensive set of hypotheses is formulated and a methodology for testing them is outlined. The antecedent variables are moderated by the individual consumer's degree of trust propensity.

8. Data are collected from students using an on-line questionnaire. The Value Relevance of Shivaram Rajgopal. Three UK-based Internet bookshops are assessed using a natural experiment. Also. hp=25&la=&wc=on&acc=off&gw=jtx&jcpsi Airline Planning. B. The findings and their implications for ecommerce are discussed. low-cost communications via the Internet is providing new modeling challenges within the airline industry and is also providing similar opportunities in other industries. http://www. and conclusions and directions for further research are provided. and practiced dynamic pricing through yield management. Airlines continue to derive billions of dollars annually from these and derivative models. . one of the more mature areas of Internet commerce. The availability of reliable. network advantages are positively associated with one-year-ahead and two-year-ahead earnings forecasts provided by equity analysts. %22&sbq=%22E-Commerce%22&prq= Distribution Ratliff %22E-Commerce+Future+in+Pakistan %22&si=51&jtxsi=51 Abstract Many e-commerce principles were pioneered in the airline industry. Günther. =1&artsi=1&Query=%22E-Commerce Firms Suresh Kotha %22&sbq=%22E-Commerce%22&prq= %22E-Commerce+Future+in+Pakistan %22&si=51&jtxsi=51 9. These include the first business-to-business electronic information exchange and industrywide electronic marketplace. http://www. It is used to assess customer perceptions of on-line bookshops. an approach adopted in quality-function deployment. E-Commerce and Barry C. This environment provided unprecedented opportunity for operations research (OR) modeling. Richard M.jstor. By the mid-1980s airlines used customer shopping data to calibrate traveler-demand-and-choice models. For a sample of e-commerce firms. and Rao. Abstract We show that network advantages constitute an important intangible asset that goes unrecognized in the financial statements. analyzed multichannel product-distribution strategies with simulation. Analysis of the results demonstrates considerable variations in the offerings of the Web sites. When we allow network advantages to be endogenously determined by managerial actions. we find that at least part of the value relevance of network effects stems from the presence of affiliate referral programs and higher media visibility. "voice of the customer" Operations Research in Dirk P. Network Advantages: The Mohan hp=25&la=&wc=on&acc=off&gw=jtx&jcpsi Case of E-Commerce Venkatachalam. we find that network advantages created by Web site traffic have substantial explanatory power for stock prices over and above traditional summary accounting measures such as earnings and book value of equity. Venkateshwara =1&artsi=1&Query=%22E-Commerce Marketing.jstor.

. BarnesandNoble. this article estimates the impacts of several competitive strategies on the values of the well-known Internet retailer hp=25&la=&wc=on&acc=off&gw=jtx&jcpsi =1&artsi=1&Query=%22E-Commerce %22&sbq=%22E-Commerce%22&prq= %22E-Commerce+Future+in+Pakistan %22&si=76&jtxsi=76 Abstract Which strategies generate value in e-commerce environments? In a step toward answering this and Its Early Competitors http://www. and N2K. from their IPO dates until exit or the end of 2001. The Impact of EDarren Filson Commerce Strategies on Firm Value: Lessons from Amazon. The strategies analyzed include alliance formation.jstor.10. offline expansion. product line expansion. CDNOW. pricing. and service improvement. The results provide insight into the usefulness of various ways of competing online and could be applied in other settings where firms enter new environments about which they have little and three of its early competitors.