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Antecedents and consequences of Internet channel performance

journal contribution
posted on 2009-05-01, 00:00 authored by A Wolk, Bernd SkieraBernd Skiera
Internet distribution channels may be either advantageous or detrimental for a company. Therefore, this study analyzes their performance, antecedents, and effect on company performance. Using survey data from multichannel retailers and structural equation model methodology, the authors show that Internet channel performance contributes to both financial and strategic company performance, with a greater effect on the latter. Similar and uncoordinated channels hinder Internet channel performance, but experience with direct channels and channel power are not required to pursue an Internet channel successfully. Customer migration and managerial commitment to the Internet channel have strong positive influences on financial performance. Overall, the results encourage the adoption and development of Internet channels.

History

Journal

Journal of retailing and consumer services

Volume

16

Pagination

163-173

Location

Amsterdam, The Netherlands

ISSN

0969-6989

Language

eng

Publication classification

C1.1 Refereed article in a scholarly journal

Copyright notice

2008, Elsevier

Issue

3

Publisher

Elsevier