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BUILDING TRUST TO DEVELOP COMPETITIVE ADVANTAGE IN EBUSINESS RELATIONSHIPS

BUILDING TRUST TO DEVELOP COMPETITIVE ADVANTAGE IN EBUSINESS RELATIONSHIPS The intricacies of electronic commerce via the Internet and World Wide Web have provided marketers with a host of interesting challenges. From using the Internet and World Wide Web sites as communication and promotional tools to performing distribution functions, marketers are finding an entirely new world of consumer purchasing behavior. Issues such as store layout, traffic patterns, and salesperson interactions within a retail store are vastly different in EBusiness marketing. As in a directmarketing exchange, trust becomes a central issue in the negotiation process. Winning the customers' trust, and keeping their trust, is essential to EBusiness. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Competitiveness Review: An International Business Journal incorporating Journal of Global Competitiveness Emerald Publishing

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
1059-5422
DOI
10.1108/eb046409
Publisher site
See Article on Publisher Site

Abstract

The intricacies of electronic commerce via the Internet and World Wide Web have provided marketers with a host of interesting challenges. From using the Internet and World Wide Web sites as communication and promotional tools to performing distribution functions, marketers are finding an entirely new world of consumer purchasing behavior. Issues such as store layout, traffic patterns, and salesperson interactions within a retail store are vastly different in EBusiness marketing. As in a directmarketing exchange, trust becomes a central issue in the negotiation process. Winning the customers' trust, and keeping their trust, is essential to EBusiness.

Journal

Competitiveness Review: An International Business Journal incorporating Journal of Global CompetitivenessEmerald Publishing

Published: Feb 1, 2000

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