• Asia pacific journal of information systems
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• v.13 no.4
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• pp.73-96
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• 2003

Shopping is a work and fun for a consumer. Retailers satisfy social and physiological needs through various experiences as well as economic and rational. Do offer online shopping malls fun and hedonic experiences that offline retailers do? This study applied the hedonic-experiential value relating to the consumption dimension of fun and excitement to online shopping. Especially, a model of online hedonic-experiential value, consisted of its antecedents and consequences, was developed and identified through a survey(n=436). As the result, graphic & multi-media, site structure & design, customer services, payment, individualization, product assortment & display, interactivity, dynamic pricing factors influence online hedonic-experiential value. Also, online hedonic-experiential value significantly related to revisiting, purchasing, and word-of mouth intention of the shopping site. The implications for online retailer are discussed and further research is suggested.

• Journal of the Korean Operations Research and Management Science Society
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• v.31 no.3
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• pp.107-125
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• 2006

We introduce a two-stage game theoretic model to support decision making processes for product Positioning and pricing in competitive environment. In the first stage, firms decide on entry and product position, in the second stage, firms compete with price. 'Alpha rule' is used as a choice model. Demand parameters of the choice model are estimated by conjoint analysis. We investigate conditions for the existence of Nash price equilibria in the pricing game. Nash equilibria in the entry and positioning game are produced using a concept of stable sets. An example of the online game industry in Korea is examined.

• Proceedings of the Korean Operations and Management Science Society Conference
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• 2008.10a
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• pp.37-62
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• 2008

Recent market environment shows a new relationship between customer and company. You can easily observe customers take initiatives to get involved in the marketing activities such as product development, pricing and distribution etc. Despite the fact there are a lot of marketing activities initiated by customers in the online travel market, customer participation has been given little attention in the academic literature. Our research is grounded in the well-known commitment-trust theory of relationship marketing, originally proposed by Morgan and Hunt(1994). According to the theory, trust is central to successful relationship marketing. This study explores the effect of trust on customer participation in the online travel market. Consequently, this study suggests some managerial implications for marketing strategies in response to customer initiative in the marketing activities on the online travel market.

• Korean Management Science Review
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• v.26 no.2
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• pp.1-18
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• 2009

Recent market environment shows a new relationship between customer and company. You can easily observe customers take initiatives to get involved in the marketing activities such as product development, pricing and distribution etc. Despite the fact there are a lot of marketing activities initiated by customers in the online travel market, customer participation has been given little attention in the academic literature. Our research is grounded in the well-known commitment-trust theory of relationship marketing, originally proposed by Morgan and Hunt(1994). According to the theory, trust is central to successful relationship marketing. This study explores the effect of trust on customer participation in the online travel market. Consequently, this study suggests some managerial implications for marketing strategies in response to customer initiative In the marketing activities on the online travel market.

• The Journal of Society for e-Business Studies
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• v.12 no.4
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• pp.85-98
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• 2007

This study uses conjoint analysis technique to calculate relative importance of each attribute of a specific online content: video-on-demand (VoD) services of TV soap operas. A series of interviews were conducted to identify and derive critical attributes for VoD services. Conjoint instrument was constructed using attributes identified and administered among actual viewers. Price, genre, additional service, and actors were found to be the most highly valued attributes of the VoD services. While price was the most valued attribute for female viewers, it was genre for male viewers. The result suggests that these attribute differentiation would lead to more profitable pricing scheme, and development of additional services may be critical for online content business' success.

• Knowledge Management Research
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• v.14 no.4
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• pp.1-17
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• 2013

As online communities proliferate, online news sites have received great attention in news media research. Although most of the online news sites provide contents for free, some have adopted the Pay-What-You-Want (PWYW) model by offering a voluntary payment option to the readers. In this study, we investigate the factors which influence subscribers' voluntary payment behavior on an online news site. Drawing upon both the Stimulus-Organism-Response (SOR) framework and the Elaboration Likelihood Model (ELM), we hypothesize that appreciation has a direct effect on the subscribers' voluntary payment behavior, whereas central factors (positive emotional content, cognitive content) and peripheral factors (news sharing, news article length) of the news articles have indirect impacts on voluntary payment behavior through the enhanced appreciation. Based on an empirical analysis of 172 news articles from the Korean online news site that adopted the PWYW pricing model (i.e., Ohmynews.com), we find that appreciation plays a critical role in voluntary payment behavior and that peripheral factors have significant impacts on appreciation. However, the impacts of central factors on appreciation are not found. By identifying influencing factors of subscribers' voluntary payment behavior on online news sites for the first time, this paper suggests a prospective alternative profit model for online news providers faced with fierce competition.

• Journal of Distribution Science
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• v.20 no.2
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• pp.1-9
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• 2022

Purpose: The online distribution channel has attracted the attention of retailers by potential impact on consumers' purchase intention. The objectives of this study are to provide an insight into how to encourage consumers' impulse buying behavior on commercial website as well as attempts to reveal factors that influence consumers' impulsive buying behavior in the online shopping environment. Research design, data and methodology: The research framework is based on the stimulus-organism-response (S-O-R) framework. The Meta-analysis method carried out the research, gathering data from 37 published studies. Results: The research findings suggest that intrinsic motivations such as perceived ease of use, perceived enjoyment, and online flow experience play a significant role in boosting consumers' hedonic value when buying and online. In addition, these findings help online retailers use appropriate marketing stimuli such as offering pricing incentives, promotion tactics, and improved communication effectiveness. Also, obtaining a better grasp of how to build a website to improve the consumer experience generally helps consumers feel the urge to buy impulsively and act without hesitation. Conclusions: This research confirms a direct positive relationship between marketing stimuli and hedonic shopping value, which may support an applied theoretical framework for future research and provide managerial implications for retailers in online distribution channels.

• Journal of the Korean Operations Research and Management Science Society
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• v.34 no.1
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• pp.85-100
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• 2009

An online marketplace, such as eBay, is an example of two-sided markets. In online marketplaces, there are transactions between sellers and buyers and direct competition effects among sellers and among buyers. Previous research on two-sided market has not handle these competition effects and mostly focused on indirect network externalities between sellers and buyers. We analyze the fee structure of an online marketplace considering direct competition effects among sellers and among buyers. We find that when fees for sellers and buyers can be imposed, an auction or fixed-pricing rule can be chosen according to the characteristics of a product traded. But when only fees for sellers can be imposed, an auction can be taken as a trading mechanism solely.

• Journal of KIISE:Information Networking
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• v.37 no.2
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• pp.94-98
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• 2010

In this paper, we formalize a new adaptive online price control scheme based on the Stackelberg game model. By using the hierarchical interaction strategy, control decisions in each mechanism act cooperatively and collaborate with each other to satisfy conflicting performance criteria. In addition, our dynamic online approach is practical for real network implementation. With a simulation study, the proposed scheme can adaptively adjust the network price to approximate an optimized solution under widely diverse network situations.

• Journal of Distribution Science
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• v.21 no.11
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• pp.103-111
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• 2023

Purpose: This research aims to study the selection attributes influencing the purchasing decisions of the MZ generation in online luxury stores and explores the moderating effects of consumer value. The research aims to validate the impact of reasonable pricing, brand reliability, product variety, comprehensive product information, and user-friendly interfaces on customers' decision to purchase products from online luxury stores. Research design, data and methodology: A survey was conducted with 101 participants, and data analysis included exploratory and confirmatory factor analysis, as well as covariance structure model analysis. Results: The findings reveal that brand trust, product variety, and information sufficiency significantly influence brand affect, which in turn influences purchase intention. Additionally, the study identifies that consumers prioritizing hedonic value are more influenced by brand trust and information, while those prioritizing utilitarian value are more responsive to factors like reasonable price, product variety, and ease of use. Conclusions: The study provides insights into the preferences and behaviors of the MZ generation, highlighting their digital proficiency, mobile-centric lifestyle, desire for product variety, price-consciousness, social media influence, and the availability of personalized shopping experiences as factors contributing to their preference for online luxury stores. These findings contribute to understanding consumer behavior and decision-making processes in the context of online luxury shopping.