Title: Evaluating success factors of selling practices in electronic marketplaces

Authors: Adriano C.M. Pereira; Diego Duarte; Wagner Meira Jr.; Paulo Goes

Addresses: Department of Computer Engineering, Federal Center for Technological Education of Minas Gerais (CEFET-MG), Belo Horizonte, 30510-000, MG, Brazil. ' Department of Computer Science, Federal University of Minas Gerais (UFMG), Belo Horizonte, MG, Brazil. ' Department of Computer Science, Federal University of Minas Gerais (UFMG), Belo Horizonte, MG, Brazil. ' Management Information Systems Department, The University of Arizona, Tucson 85721-0108, AZ, USA

Abstract: Electronic markets have emerged early as an important topic inside e-commerce research. This work presents a characterisation and analysis of fixed-price online negotiations. Using actual data from a Brazilian marketplace, we analyse selling practices, considering seller profiles and selling strategies. There are important factors that can be considered when analysing selling practices, such as the seller's reputation, offer's price and duration. Understanding how these factors affect the result is useful for buyers, sellers and e-market providers. We evaluate which factors impact on the success of selling practices in e-markets, which can be used to support sellers' decisions and recommend selling practices.

Keywords: electronic markets; e-commerce; selling practices; web applications; electronic commerce; digital ecosystems; electronic business; e-markets; e-business; Brazil; fixed-price negotiations; online negotiations.

DOI: 10.1504/IJEB.2011.045287

International Journal of Electronic Business, 2011 Vol.9 No.5/6, pp.454 - 483

Received: 08 May 2021
Accepted: 12 May 2021

Published online: 04 Feb 2012 *

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