Article ID Journal Published Year Pages File Type
379615 Electronic Commerce Research and Applications 2015 8 Pages PDF
Abstract

•E-selling is defined as a concept separate from e-commerce, e-marketing and e-retailing.•Existing knowledge from HCI, persuasive technology and flow are used to advance e-selling research.•The presented dimensions of e-selling motivate IS practitioners to explore the new areas of application.

E-selling is an activity that is distinct from e-commerce, e-marketing and e-retailing. E-selling is conceptualized to be computer–human dialog characterized by the digital spatio-temporal locus, the psychology of online persuasion, and complex perceptions of value. This definition warrants that flow user experience and human immersion are key premises for understanding e-selling. The ability to combine these with the different value drivers is identified as the key to e-selling success. This theoretical and conceptual article opens new avenues of research and design into online service design and user engagement.

Related Topics
Physical Sciences and Engineering Computer Science Artificial Intelligence
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