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

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Title:	E-selling: A new avenue of research for service design and online engagement
Author(s):	Parvinen, P.; Oinas-Kukkonen, H.; Kaptein, M.C.
Publication year:	2015
Source:	Electronic Commerce Research and Applications, vol. 14, iss. 4, (2015), pp. 214-221
Number of Pages:	8 p.
ISSN:	1567-4223
DOI:	http://dx.doi.org/10.1016/j.elerap.2014.10.007
Publication type:	Article / Letter to editor
Please use this identifier to cite or link to this item : https://hdl.handle.net/2066/143340
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Subject:	Cognitive artificial intelligence DI-BCB_DCC_Theme 4: Brain Networks and Neuronal Communication
Organization:	SW OZ DCC KI
Journal title:	Electronic Commerce Research and Applications
Volume:	vol. 14
Issue:	iss. 4
Page start:	p. 214
Page end:	p. 221
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.