The Drivers of E-tailers' Price Levels

Francesca Sotgiu, Fabio Ancarani

Research output: Chapter in Book / Report / Conference proceedingChapterAcademicpeer-review

Abstract

One of the most important topics in online pricing is understanding the drivers of online price levels for different types of retailers, in order to better understand competition across retail channels. We developed a conceptual framework and conducted an empirical analysis on price levels in the books category among different e-tailers (pure play and multichannel) in Italy and obtained a dataset comprising 5,400 price quotes during 2002. We ran a correlation analysis that showed that e-tailer graphics, branding and trust, and shipping services are highly correlated to price levels. Moreover, we developed a regression analysis that showed that first impact attributes like graphics and navigability are the most important drivers of online price levels. We identify some areas of future research and offer some managerial insights. [ABSTRACT FROM AUTHOR]
Original languageEnglish
Title of host publicationInternational Review of Retail, Distribution & Consumer Research
Pages75-89
Number of pages15
DOIs
Publication statusPublished - 2005

Publication series

NameInternational Review of Retail, Distribution & Consumer Research
Volume15

Fingerprint

Price level
Conceptual framework
Regression analysis
Retail competition
Pricing
Shipping
Correlation analysis
Retailers
Empirical analysis
Italy
Branding

Keywords

  • INTERNET marketing
  • ITALY
  • PRICE levels
  • PRICE regulation
  • Pricing
  • REGRESSION analysis
  • RETAIL trade
  • e-commerce
  • internet pricing
  • retailing

Cite this

Sotgiu, F., & Ancarani, F. (2005). The Drivers of E-tailers' Price Levels. In International Review of Retail, Distribution & Consumer Research (pp. 75-89). (International Review of Retail, Distribution & Consumer Research; Vol. 15). https://doi.org/10.1080/0959396042000299139
Sotgiu, Francesca ; Ancarani, Fabio. / The Drivers of E-tailers' Price Levels. International Review of Retail, Distribution & Consumer Research. 2005. pp. 75-89 (International Review of Retail, Distribution & Consumer Research).
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Sotgiu, F & Ancarani, F 2005, The Drivers of E-tailers' Price Levels. in International Review of Retail, Distribution & Consumer Research. International Review of Retail, Distribution & Consumer Research, vol. 15, pp. 75-89. https://doi.org/10.1080/0959396042000299139

The Drivers of E-tailers' Price Levels. / Sotgiu, Francesca; Ancarani, Fabio.

International Review of Retail, Distribution & Consumer Research. 2005. p. 75-89 (International Review of Retail, Distribution & Consumer Research; Vol. 15).

Research output: Chapter in Book / Report / Conference proceedingChapterAcademicpeer-review

TY - CHAP

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Sotgiu F, Ancarani F. The Drivers of E-tailers' Price Levels. In International Review of Retail, Distribution & Consumer Research. 2005. p. 75-89. (International Review of Retail, Distribution & Consumer Research). https://doi.org/10.1080/0959396042000299139