A Structural Model for Sales in the E-retailing Industry

Mar-Molinero, C. and Serrano-Cinca, C. and Fuertes-Callen, Y. (2010) A Structural Model for Sales in the E-retailing Industry. Journal of the Operational Research Society, 61 (9). pp. 1377-1388. ISSN 0160-5682. (The full text of this publication is not available from this repository)

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Official URL
http://dx.doi.org/10.1057/jors.2009.93

Abstract

This article analyses intangible constructs that affect sales on the Internet retailing industry. We suggest an explanatory model for the success of retailers that operate on the Internet. Non-financial information has been used to identify several intangible constructs: 'web traffic generation', 'relevance in search engines', 'link popularity', and 'blogs popularity'. The success is measured through items derived from financial statements: sales and profits. The model has been built within a structural modelling framework. It has been estimated using Partial Least Squares with a sample of USA e-tailers. The results show that there is a significant relationship between the intangible constructs and accounting figures. This relationship is stronger when we consider Sales from Internet Operations rather than Total Sales or Net Profit.

Item Type: Article
Uncontrolled keywords: Partial Least Squares (PLS); structural equation model (SEM); dot com; electronic commerce; non-financial information; search engine optimization (SEO)
Subjects: H Social Sciences > H Social Sciences (General)
Divisions: Faculties > Social Sciences > Kent Business School > Management Science
Depositing User: Jennifer Knapp
Date Deposited: 01 Sep 2010 11:09
Last Modified: 23 Nov 2011 11:26
Resource URI: http://kar.kent.ac.uk/id/eprint/25433 (The current URI for this page, for reference purposes)
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