The Economics of Electronic Commerce
The Economics of Electronic Commerce
Individual Marketing with Imperfect Targetability
Marketing Science
Competitive One-to-One Promotions
Management Science
Frictionless Commerce? A Comparison of Internet and Conventional Retailers
Management Science
Consumer Behavior in Web-Based Commerce: An Empirical Study
International Journal of Electronic Commerce
International Journal of Electronic Commerce
A Study of Consumer Switching Behavior Across Internet Portal Web Sites
International Journal of Electronic Commerce
International Journal of Electronic Finance
Ushering Buyers into Electronic Channels: An Empirical Analysis
Information Systems Research
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This paper considers the interaction between investment to increase Web site stickiness (consumer switching costs) and competition. A duopoly model is used to examine investment by a superior firm to increase consumer switching costs and competition for customer acquisition and customer retention between the investing firm and a noninvesting firm. Gaining a competitive advantage in customer retention is the purpose of strategic technology investment, but the model shows that where consumers are myopic about the benefits they will derive from the technology investment, aggressive price competition by a non-investing firm can prevent the investing firm from acquiring a larger market share and consequently reduce its incentive to invest. However, an investing firm that can persuade consumers of the benefits of the technology investment will have an advantage in customer acquisition and thus may have an incentive to invest.