A strategic analysis of electronic marketplaces
MIS Quarterly - Special issue on the strategic use of information systems
The emerging role of electronic marketplaces on the Internet
Communications of the ACM
Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
Product Customization and Price Competition on the Internet
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
Adoption of Internet-Based Product Customization and Pricing Strategies
Journal of Management Information Systems
Journal of Management Information Systems
How Information Changes Consumer Behavior and How Consumer Behavior Determines Corporate Strategy
Journal of Management Information Systems
HICSS '10 Proceedings of the 2010 43rd Hawaii International Conference on System Sciences
Business Network-Based Value Creation in Electronic Commerce
International Journal of Electronic Commerce
An enhanced model framework of personalized material flow services
Information Technology and Management
Sustainable revenue management: A smart card enabled agent-based modeling approach
Decision Support Systems
The influence of online word-of-mouth on long tail formation
Decision Support Systems
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The growing ability to sell a wider range of goods, in smaller quantities, while still making a profit, is now widely called a long tail strategy. Profiting from greater product diversity represents a real change in optimal business strategy, which is based on real changes in customer behavior. Many firms want to develop long tail strategies, avoiding competition in mass market fat spots, and harvesting the superior margins available through selling in market sweet spots. Sweet spot offerings resonate with customers, allowing customers to find what they truly want and to avoid compromises; consequently, customers pay more while remaining happier with their purchases, and firms earn more and are more profitable. Evidence from earlier recessions suggests that in an era of excess capacity and pressures on consumers to find the best possible prices, competing through resonance offerings may represent an important source of protected profits. And yet, carrying a long tail and selling into sweet spots requires new skills, both for locating targets of opportunities and for controlling costs.