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

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

Research output: Contribution to journalArticleScientificpeer-review

25 Citations (Scopus)


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 languageEnglish
Pages (from-to)214-221
JournalElectronic Commerce Research and Applications
Issue number4
Publication statusPublished - 2015


  • E-selling
  • Flow
  • Human immersion
  • Persuasive technology


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