A strategic analysis of electronic marketplaces
MIS Quarterly - Special issue on the strategic use of information systems
Distribution Channels: An Extension of Exclusive Retailership
Management Science
Predictors of online buying behavior
Communications of the ACM
Electronic Commerce
When and How is the Internet Likely to Decrease Price Competition?
Marketing Science
Frictionless Commerce? A Comparison of Internet and Conventional Retailers
Management Science
Impacts of the electronic marketplace on transaction cost and market structure
International Journal of Electronic Commerce - Special section: Diversity in electronic commerce research
Reintermediation strategies in business-to-business electronic commerce
International Journal of Electronic Commerce - Special issue: Electronic intermediaries and networks in business-to-business electronic commerce
How Hypertext Links Influence Consumer Perceptions to Build and Degrade Trust Online
Journal of Management Information Systems
Optimal Multi-Channel Delivery of Expertise: An Economic Analysis
International Journal of Electronic Commerce
Profit sharing and firm performance in the manufacturer-retailer dual-channel supply chain
Electronic Commerce Research
A Privacy-Protecting Business-Analytics Service for On-Line Transactions
International Journal of Electronic Commerce
Pricing display ads and contextual ads: Competition, acquisition, and investment
Electronic Commerce Research and Applications
A strategy-based process for effectively determining system requirements in eCRM development
Information and Software Technology
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Web-based channels are fast becoming an integral part of the channel strategy of traditional off-line retailers. This paper uses a game-theoretic approach to study the impact of Web-based e-commerce on retailers' choices of distribution channel strategies. At present most firms adopt a multi-channel strategy that includes both Web-based channels and pre-existing off-line channels. The analysis identifies this trend as an equilibrium of the game resulting from competitive pressure by other retailers, but shows that it is not the only possible short-run outcome. Other possible outcomes are: all sellers continue to sell via traditional off-line channels; some sellers adopt a coordinated dual-channel strategy (i.e., both on-line and off-line) when faced with competition from Web-based entrants; off-line sellers continue to sell via off-line channels when faced with purely on-line competition. The conditions for these equilibriums depend on the proportion of buyers unlikely to buy on-line and their level of discomfort with on-line channels. Traditionally off-line sellers can preempt competition from on-line channels by improving such features as convenience, personalized after-sale service, and trust. In so doing, they will also increase the factor of buyer discomfort associated with relatively new and unknown on-line channels.