The information system as a competitive weapon
Communications of the ACM - Special section on management of information systems
Determinants of financial performance: a meta-analysis
Management Science
Communications of the ACM
Exploring the factors associated with Web site success in the context of electronic commerce
Information and Management
Blown to Bits: How the New Economics of Information Transforms Strategy
Blown to Bits: How the New Economics of Information Transforms Strategy
Digital Capital: Harnessing the Power of Business Webs
Digital Capital: Harnessing the Power of Business Webs
Understanding Post-Adoption Behavior in the Context of Online Services
Information Systems Research
The Value of Internet Commerce to the Customer
Management Science
Web Site Usability, Design, and Performance Metrics
Information Systems Research
The effect of service quality and partnership on the outsourcing of information systems functions
Journal of Management Information Systems
Consumer reactions to electronic shopping on the world wide web
International Journal of Electronic Commerce
A classification of internet retail stores
International Journal of Electronic Commerce
User Expectations and Rankings of Quality Factors in Different Web Site Domains
International Journal of Electronic Commerce
Consumer Behavior in Web-Based Commerce: An Empirical Study
International Journal of Electronic Commerce
Managing electronic commerce retail transaction costs for customer value
Decision Support Systems
Journal of Management Information Systems
Efficiency analysis for display ads and contextual search
Proceedings of the ninth international conference on Electronic commerce
Pricing display ads and contextual ads: Competition, acquisition, and investment
Electronic Commerce Research and Applications
A Benchmarking-Based Requirement Analysis Methodology for Improving Web Sites
International Journal of Electronic Commerce
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The failure of many B2C companies has triggered widespread concern about the future prospects of such firms. Surviving and newly formed companies are reevaluating their strategies and struggling to build a sustainable business model. This paper empirically examines how customer value created through Web site interface and advertising affects firm performance in an electronic commerce context. Advertising can increase the number of visitors to a Web site. Web site features that facilitate presale, sale, and postsale tasks by increasing visitor-to-customer conversion can augment bottom-line performance measured in terms of economic value added (EVA). The results demonstrate that advertising spending alone has only a negligible impact on firm performance. A more appropriate profit-enhancing strategy for B2C companies is to complement advertising spending with a superior shopping experience that augments the value customers gain from the purchase experience. Advertising spending may act as a stimulus to increase Web site traffic. If complemented with Web site features that support customers' purchase-requirements determination and product-ownership experience, it can enhance the performance of B2C firms.