On-Line Retailing: What Drives Success? Evidence from Ireland

On-Line Retailing: What Drives Success? Evidence from Ireland

William Golden (National University of Ireland Galway, Ireland), Martin Hughes (National University of Ireland Galway, Ireland) and Patricia Gallagher (IBM Global Services, Ireland)
Copyright: © 2004 |Pages: 16
DOI: 10.4018/978-1-59140-257-2.ch003
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This research is a descriptive study to identify some of the factors that contribute to the successful use of e-business. The research was focused on the retail industry in Ireland and more specifically on existing on-line retailers of Irish made gifts. The study was conducted using a postal survey. The research found that specific organizational factors—early adoption of web technology, internal IS/IT expertise, having an e-business strategy and a person who champions the e-business project—result in more successful e-business websites. Further, the research found no evidence to support the belief that certain product types are more likely to be successful on the Web.

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