Faculty of Business & Information Technology

Permanent URI for this communityhttps://hdl.handle.net/10155/320

The Faculty of Business & Information Technology (FBIT) offers undergraduate and graduate degree programs in business and information technology. Areas of study include Accounting, Organizational Behaviour and Human Resources Management, Technology Management, Game Development and Interactive Media, Master of Information Technology Security and Master of Information Technology Security.

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Browsing Faculty of Business & Information Technology by Subject "distribution channels"

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    Informational and/or Transactional Websites: Strategic Choices in a Distribution Channel
    (Elsevier, 2017) Karray, Salma; Sigue, Simon Pierre
    While most businesses have faced the decision of whether to operate an informational and/or a transactional website, the literature on website selection in marketing channels remains very sparse. This paper proposes an analytical framework that compares scenarios where a manufacturer uses either an informational, a transactional, or both transactional and informational website in a distribution channel formed by one manufacturer and one retailer. We find that the selection of the optimal website depends on the online market base of the product, the effectiveness of the manufacturer-controlled online communications, and the cross-price effect between online and offline channels. For both the manufacturer and retailer, informational websites are preferable when the online market base is small. With larger online markets, the manufacturer may prefer either informational and transactional websites or exclusively informational websites, while the retailer is always better off with an exclusively informational website. Theoretical and managerial implications of these findings are discussed.