Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
Digital Marketing: Global Strategies from the World's Leading Experts
Digital Marketing: Global Strategies from the World's Leading Experts
One-to-One Web Marketing: Build a Relationship Marketing Strategy One Customer at a Time with Cdrom
One-to-One Web Marketing: Build a Relationship Marketing Strategy One Customer at a Time with Cdrom
Hyper-Differentiation Strategies: Delivering Value, Retaining Profits
HICSS '03 Proceedings of the 36th Annual Hawaii International Conference on System Sciences (HICSS'03) - Track 8 - Volume 8
The Role of the Management Sciences in Research on Personalization
Management Science
Journal of Management Information Systems - Special section: Strategic and competitive information systems
The Long Tail: Why the Future of Business Is Selling Less of More
The Long Tail: Why the Future of Business Is Selling Less of More
When Online Reviews Meet Hyperdifferentiation: A Study of the Craft Beer Industry
Journal of Management Information Systems
The future of advertising and the value of social network websites: some preliminary examinations
Proceedings of the ninth international conference on Electronic commerce
Electronic Commerce Research and Applications
Journal of Management Information Systems
Special Section: Competitive Strategy, Economics, and Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Electronic Commerce Research and Applications
Business Network-Based Value Creation in Electronic Commerce
International Journal of Electronic Commerce
The Power of Patterns and Pattern Recognition When Developing Information-Based Strategy
Journal of Management Information Systems
Drivers of the Long Tail Phenomenon: An Empirical Analysis
Journal of Management Information Systems
Journal of Management Information Systems
À la carte pricing and price elasticity of demand in air travel
Decision Support Systems
Carrying your long tail: Delighting your consumers and managing your operations
Decision Support Systems
Information Technology and Management - Special issue on New Theories and Methods for Technology Adoption Research
Strategic Market and Customer Driven IS/IT Planning Model
International Journal of Strategic Information Technology and Applications
Examining the impact of rich media on consumer willingness to pay in online stores
Electronic Commerce Research and Applications
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Information availability has increased consumers' informedness, the degree to which they know what is available in the marketplace, with precisely which attributes and at precisely what price. This informedness has altered the demand side of market behavior: customers now discount more heavily when comparable products are available from competitors and when products do not meet their wants, needs, cravings, and longings, but they no longer discount as heavily when purchasing unfamiliar products. Changes in the demand side are producing comparable changes in the supply side: firms earn less than their expectations when competing in traditional mass-market fat spots, while earning far more than previously when entering newly created resonance marketing sweet spots. We trace the impact of hyperdifferentiation and resonance marketing on strategy, with a clear progression from a limited number of fat spots, through reliance on line extensions, and ultimately to fully differentiated market sweet spots.