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Interactive Decision Aids: Effects on Consumers, Retailers, and Manufacturers: Marken- und Produktmanagement

Autor Nina Mazar
en Limba Engleză Paperback – 12 dec 2003
In a time where the Internet and online retailing play a proliferating role in the world-wide economy, it is of major concern to understand e-commerce's advantages and pitfalls. Only then retailers and manufacturers can act effectively in this extremely competitive market. In this context interactive decision aids, or so called smart agents, are becoming more and more important. While it is known that their key advantage lies in offering various levels of interac­ tivity with which information can be tailored to each consumer's idiosyncratic needs, little is known about its particular advantages for consumers, retailers, or manufacturer when com­ pared to the alternative of offline shopping. Nina Maiar's work targets exactly this shortcoming. To be more precise, she deals with one of the currently most feasible interactive decision aids in order to show its usefulness for dif­ ferent product categories and effects on all actors in the market. Based on profound findings from research on constructive consumer preferences and economics of information, Nina Maiar analyses the consequences in an experimental simulation and demonstrates the deci­ sion aid's effectiveness and boundaries.
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Specificații

ISBN-13: 9783824480203
ISBN-10: 3824480204
Pagini: 160
Ilustrații: XVIII, 138 p. 16 illus.
Dimensiuni: 148 x 210 x 8 mm
Greutate: 0.2 kg
Ediția:Softcover reprint of the original 1st ed. 2003
Editura: Deutscher Universitätsverlag
Colecția Deutscher Universitätsverlag
Seria Marken- und Produktmanagement

Locul publicării:Wiesbaden, Germany

Public țintă

Research

Cuprins

1 Introduction.- 2 Conceptual Framework.- 2.1 The Adaptive Decision Maker.- 2.2 Interactive Decision Aids.- 2.3 Overview of Existing Research.- 3 Hypotheses.- 3.1 Attribute Importance Weights.- 3.2 Consumer Welfare.- 3.3 Objective Differences in Product Choice.- 3.4 Perceived Purchase Risk and Applied Processing Method.- 4 Experiment.- 4.1 Method.- 4.2 Results.- 5 Integrated Discussion of Results.- 5.1 Summary of Results.- 5.2 Managerial Implications.- 6 Conclusions and Future Research.- Appendix 107.- References 113.

Notă biografică

Dr. Nina Mazar promovierte bei Prof. Dr. Andreas Herrmann am Lehrstuhl für allgemeine Betriebswirtschaftslehre und Marketing I der Universität Mainz. Sie ist Post-Doktorandin und Lehrbeauftragte für Marketing, insbesondere Marketing Management, Consumer Behavior, Decision Making, Behavioral Economics und eCommerce an der MIT Sloan School of Management sowie Teil der eRationality Group im MIT Medialab in Cambridge, USA.

Textul de pe ultima copertă

It is accepted that interactive decision aids, also referred to as agents, are the central component of e-commerce. However, little is known about their advantages and pitfalls for consumers, retailers, and manufacturers in the context of different types of product or attribute categories. How can we then apply these tools effectively?

Nina Mazar examines the effects of an interactive tool that can tailor information extremely fast: the interactive comparison matrix (CM). It provides product related information in a 'product by attribute' matrix and allows products to be sorted by any attribute. The author shows that the interactive CM has the potential to represent a useful and practicable solution matching the needs of both consumers and online retailers. On the one hand, it increases consumers' welfare, and hence might be a solution to escape the threat of increased price fixation of consumers shopping online. On the other hand, it offers retailers the possibility to systematically influence consumers' preference construction and choice. In addition, since retailers' incentives affect the derived demand for manufacturers' brands, these two results show that manufacturers can face a very different situation in an artificial marketplace.