Broader product line: a necessity to achieve success?
Management Science
Cyberspace 2000: dealing with information overload
Communications of the ACM
Electronic Commerce Research
A Configuration Tool to Increase Product Competitiveness
IEEE Intelligent Systems
Computers in Industry - Stimulating manufacturing excellence in small and medium enterprises
Guidelines for multimodal user interface design
Communications of the ACM - Multimodal interfaces that flex, adapt, and persist
Towards a general ontology of configuration
Artificial Intelligence for Engineering Design, Analysis and Manufacturing
Shifting Innovation to Users via Toolkits
Management Science
Personalised hypermedia presentation techniques for improving online customer relationships
The Knowledge Engineering Review
Issues of mass customisation and supporting IT-solutions
Computers in Industry
Multimedia-based interactive advising technology for online consumer decision support
Communications of the ACM - Special issue: RFID
A method and advisor tool for multimedia user interface design
International Journal of Human-Computer Studies
Improving the quotation process with product configuration
Computers in Industry
Mass Customization Information Systems in Business
Mass Customization Information Systems in Business
Overchoice and Assortment Type: When and Why Variety Backfires
Marketing Science
Journal of Management Information Systems
Optimizing customer's selection for configurable product in B2C e-commerce application
Computers in Industry
Research Note: User Design of Customized Products
Marketing Science
Integrated Vehicle Configuration System-Connecting the domains of mass customization
Computers in Industry
The “I Designed It Myself” Effect in Mass Customization
Management Science
Rapid development of knowledge-based conversational recommender applications with advisor suite
Journal of Web Engineering
Definition and evaluation of product configurator development strategies
Computers in Industry
Advance Selling When Consumers Regret
Management Science
Comparing or configuring products: are we getting the right ones?
Proceedings of the Eighth International Workshop on Variability Modelling of Software-Intensive Systems
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Sales configurators are applications designed to support potential customers in choosing, within a company's product offer, the product solution that best fits their needs. These applications can help firms avoid the risk that offering more product variety and customization in an attempt to increase sales, paradoxically results in a loss of sales. Relatively few studies, however, have focused on the characteristics sales configurators should have so as to avoid this paradox. Furthermore, empirical investigation on the effectiveness of the recommendations made by these studies has been hindered by the lack of psychometrically sound measurement items and scales. This paper conceptualizes, develops and validates five capabilities that sales configurators should deploy in order to avoid the product variety paradox: namely, focused navigation, flexible navigation, easy comparison, benefit-cost communication, and user-friendly product-space description capabilities. It is hoped that this study will provide a parsimonious measurement instrument to advance theory testing in the field. Moreover, this instrument may be a useful diagnostic and benchmarking tool for companies seeking to assess and/or improve sales configurators they use or develop.