E-selling: A new avenue of research for service design and online engagement

Petri Parvinen; Harri Oinas-Kukkonen; M.C. Kaptein

doi:10.1016/j.elerap.2014.10.007

E-selling: A new avenue of research for service design and online engagement

Petri Parvinen, Harri Oinas-Kukkonen, M.C. Kaptein

Methodology and Statistics

Research output: Contribution to journal › Article › Scientific › peer-review

27 Citations (Scopus)

Abstract

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.
Keywords: E-selling, Flow, Human immersion, Persuasive technology

Original language	English
Pages (from-to)	214-221
Journal	Electronic Commerce Research and Applications
Volume	14
Issue number	4
DOIs	https://doi.org/10.1016/j.elerap.2014.10.007
Publication status	Published - 2015

Keywords

E-selling
Flow
Human immersion
Persuasive technology

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10.1016/j.elerap.2014.10.007

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abstract = "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.Keywords: E-selling, Flow, Human immersion, Persuasive technology",

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KW - E-selling

KW - Flow

KW - Human immersion

KW - Persuasive technology

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E-selling: A new avenue of research for service design and online engagement

Abstract

Keywords

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