Effective product assortment communication: overcoming the "product variety paradox" on the net

Fabrizio Salvador ()
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Fabrizio Salvador: Instituto de Empresa

Working Papers Economia from Instituto de Empresa, Area of Economic Environment

Abstract: When a firm offers customized products, variants and options may end up confusing the customer, instead of increasing sales. Recent developments in Information and Communication Technology made available a class of software products, often termed as "product configurators", which appears to offer new solutions to support the sale of customized products. The present paper analyzes the underlying principles on which successful sales configurators have been built. In doing so, the paper attempts a formalization of the mechanisms through which a firm´s product assortment can be efficiently and effectively presented to the customer.

Keywords: e-commerce; Product Variety; Product configuration; Customization (search for similar items in EconPapers)
Pages: 24 pages
Date: 2004-06
New Economics Papers: this item is included in nep-bec and nep-ino
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Persistent link: https://EconPapers.repec.org/RePEc:emp:wpaper:wp04-20

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