Evaluation of strategic investments in information technology
Communications of the ACM
The productivity paradox of information technology
Communications of the ACM
Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
Development and evaluation of dynamic virtual object catalogs
Information and Management
The Role of the Management Sciences in Research on Personalization
Management Science
An exploratory study of using a user remote tracker to examine web users' personality traits
ICEC '05 Proceedings of the 7th international conference on Electronic commerce
Journal of Management Information Systems
Journal of Management Information Systems
Development and Validation of a Perceptual Instrument to Measure E-Commerce Performance
International Journal of Electronic Commerce
Electronic Commerce and Organizational Innovation: Aspects and Opportunities
International Journal of Electronic Commerce
An Instrument for Measuring the Business Benefits of E-Commerce Retailing
International Journal of Electronic Commerce
Journal of Management Information Systems
Customer-centric marketing with Internet coupons
Decision Support Systems
Web Users' Personality Traits Analysis
ICDCIT '08 Proceedings of the 5th International Conference on Distributed Computing and Internet Technology
International Journal of Electronic Commerce
Information Personalization in a Two-Dimensional Product Differentiation Model
Journal of Management Information Systems
A review of research on e-marketplaces 1997-2008
Decision Support Systems
The Power of Patterns and Pattern Recognition When Developing Information-Based Strategy
Journal of Management Information Systems
Carrying your long tail: Delighting your consumers and managing your operations
Decision Support Systems
Influences on standards adoption in de facto standardization
Information Technology and Management - Special issue on New Theories and Methods for Technology Adoption Research
Retailers' Use of Shipping Cost Strategies: Free Shipping or Partitioned Prices?
International Journal of Electronic Commerce
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The Internet commerce technologies have significantly reduced sellers' costs of collecting buyer preference information and managing multiple prices. Advanced manufacturing technologies have also improved sellers' manufacturing flexibility. These changes allow an online seller to offer custom products at discriminatory prices. We show that these technologies offer significant advantages to an early adopter who gains market share and profits at the expense of the conventional seller. Not only does the customizing seller charge more for customized products, it also provides standard products but charges more for them than in a conventional market. The benefits of customization disappear when both the competing sellers adopt customization. They now compete not just on prices but also on degree of customization. Consequently, we see that the sellers "over-customize," to the detriment of their profits. Both the sellers know this when choosing their customization strategies and yet they both end up choosing to customize. A seller that does not customize sees a sharp decrease in profits if its competitor customizes. This is an instance of the "Prisoners Dilemma" type of situation in technology adoption. This confirms some key findings in IT productivity and strategic IT investments literature.