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Authors: Luca Canetta ; Naoufel Cheikhrouhou and Rémy Glardon

Affiliation: Ecole Polytechnique Fédérale de Lausanne (EPFL), Laboratory for Production Management and Processess, Switzerland

Keyword(s): e-Commerce, customer behaviour, decision support system.

Related Ontology Subjects/Areas/Topics: B2B, B2C and C2C ; Communication and Software Technologies and Architectures ; e-Business ; e-Business and e-Commerce ; Enterprise Information Systems ; Society, e-Business and e-Government ; Software Agents and Internet Computing ; Web Information Systems and Technologies

Abstract: Many parameters have a significant influence on e-commerce evolution. This complicates the assessment of the requirements for and the consequences of e-sales adoption. In order to support the decisions of companies thinking about a possible e-sales channels introduction a Decision Support System (DSS) is proposed. The relevant e-commerce success factors, which constitute the DSS input, have been identified and their influence described relying upon a literature review. The DSS output aims at describing typical ecommerce evolution patterns taking into account the speed of adoption and the steady state potential diffusion (saturation level). These variables point out the considerable discrepancies between the ecommerce evolution charactering different industrial sectors. The DSS, which is based on a system of rules, allows to qualitatively predict the expected e-sales evolution for companies introducing a specific e-sales channels strategy in a given environment and to explain it in terms of different e-commerce success factor configurations. (More)

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Paper citation in several formats:
Canetta, L.; Cheikhrouhou, N. and Glardon, R. (2007). A RULE-BASED DSS FOR THE QUALITATIVE PREDICTION OF THE EVOLUTION OF E-SALES. In Proceedings of the Third International Conference on Web Information Systems and Technologies - Volume 3: WEBIST; ISBN 978-972-8865-79-5; ISSN 2184-3252, SciTePress, pages 97-106. DOI: 10.5220/0001268100970106

@conference{webist07,
author={Luca Canetta. and Naoufel Cheikhrouhou. and Rémy Glardon.},
title={A RULE-BASED DSS FOR THE QUALITATIVE PREDICTION OF THE EVOLUTION OF E-SALES},
booktitle={Proceedings of the Third International Conference on Web Information Systems and Technologies - Volume 3: WEBIST},
year={2007},
pages={97-106},
publisher={SciTePress},
organization={INSTICC},
doi={10.5220/0001268100970106},
isbn={978-972-8865-79-5},
issn={2184-3252},
}

TY - CONF

JO - Proceedings of the Third International Conference on Web Information Systems and Technologies - Volume 3: WEBIST
TI - A RULE-BASED DSS FOR THE QUALITATIVE PREDICTION OF THE EVOLUTION OF E-SALES
SN - 978-972-8865-79-5
IS - 2184-3252
AU - Canetta, L.
AU - Cheikhrouhou, N.
AU - Glardon, R.
PY - 2007
SP - 97
EP - 106
DO - 10.5220/0001268100970106
PB - SciTePress