International Journal of Human-Computer Studies
Managing electronic commerce retail transaction costs for customer value
Decision Support Systems
When Do Price Thresholds Matter in Retail Categories?
Marketing Science
Web Personalization as a Persuasion Strategy: An Elaboration Likelihood Model Perspective
Information Systems Research
Journal of Management Information Systems
Journal of Management Information Systems
The Role of Mutual Trust in Building Members' Loyalty to a C2C Platform Provider
International Journal of Electronic Commerce
Inventory Management of a Fast-Fashion Retail Network
Operations Research
Consumer feelings and behaviours towards well designed websites
Information and Management
Information and Management
Assessing the impact of recommender agents on on-line consumer unplanned purchase behavior
Information and Management
Information and Management
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The web-based product catalog is a central element of online retailing. Although the extant research has studied the effect of design elements, such as product presentation, recommendation agents, and image and text on consumer choice, little is known about how Internet vendors could distribute products in a multi-page online product catalog for better performance. It is well-known that the first page of an online product catalog is particularly important to a vendor. Based on price signaling literature and cue consistency theory, this study investigates how price and product popularity cues could be carefully designed for the first page to achieve better sale performance. This study suggests there is a delicate balance point where price cues and popularity cues can achieve consistency and synergy and lead to better page value perceptions for the first page. The boosted page value perceptions, in turn, lead to better sales from the first page. This study extends the theory of cue consistency to the product group level.