Luca Canetta

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This paperproposes aframework to describe the influence of customer behaviour in the esfablishmerit of a sotisfving business-lo-business e-commerce sfrafe&y. A description of electronic sales chonnels IypOlogieS as well 11s af the attributes characterising them is provided. The approach, based on conjoint analysis, allowing calculation of customer utili&(More)
Swiss MTO Network Swiss Federal Institute of Technology, Lausanne (EPFL) **Indian Institute of Technology Madras, Department of Management Studies ***University of Applied Sciences of Southern Switzerland (SUPSI) Department of Technology and Innovation, Institute CIM for Sustainable Innovation (ICIMSI) & Swiss(More)
This paper is dedicated to the quantitative analysis and description of the adoption and assimilation phases of e-sales. The focus is placed on quantitative models of e-sales adoption relying upon Diffusion Of Innovation (DOI) mathematical models. Various models have been compared in order to determine that better describing e-sales adoption evolution, in(More)
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