IDEAS home Printed from https://ideas.repec.org/a/spr/elcore/v23y2023i1d10.1007_s10660-022-09585-1.html
   My bibliography  Save this article

Integrating Information Technology and Marketing to increase e-Book consumption

Author

Listed:
  • Hsiu-Li Liao

    (Chung Yuan Christian University)

  • Su-Houn Liu

    (Chung Yuan Christian University)

Abstract

This research contributes to the interdisciplinary area of marketing and information systems by examining two different strategies to increasing e-book consumption. Information technologies have changed the culture of book purchasing, which provides an opportunity to examine the impact of print-book marketing strategies on e-books. Information technologies facilitate value cocreation, part of service-dominant logic. This research examined the influence of both a technology- and non-technology-based marketing strategy on consumers’ intention and decision to download and/or purchase e-books from an e-book sales platform. 192 participants completed browse-and-purchase tasks in two experimental conditions: with/without a technology-based free e-book preview; with/without a non-technology-based strategy of including a numbered time reference in an e-book title. The results indicated that providing free previews of e-books significantly improved participants’ purchase intentions and purchase behavior. This improvement was more marked for free e-books than for priced e-books. The results also indicate that including a time reference in an e-book title improves participants’ purchase intentions and purchase behavior. This finding was more significant for the leisure genre compared with the how-to genre.

Suggested Citation

  • Hsiu-Li Liao & Su-Houn Liu, 2023. "Integrating Information Technology and Marketing to increase e-Book consumption," Electronic Commerce Research, Springer, vol. 23(1), pages 137-153, March.
    • Handle: RePEc:spr:elcore:v:23:y:2023:i:1:d:10.1007_s10660-022-09585-1
    DOI: 10.1007/s10660-022-09585-1
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10660-022-09585-1
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10660-022-09585-1?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Kapil Bawa & Robert Shoemaker, 2004. "The Effects of Free Sample Promotions on Incremental Brand Sales," Marketing Science, INFORMS, vol. 23(3), pages 345-363, November.
    2. Shaw, Gareth & Bailey, Adrian & Williams, Allan, 2011. "Aspects of service-dominant logic and its implications for tourism management: Examples from the hotel industry," Tourism Management, Elsevier, vol. 32(2), pages 207-214.
    3. David Bounie & Bora Eang & Marvin Sirbu & P. Waelbroeck, 2013. "Superstars and Outsiders in Online Markets: An Empirical Analysis of Electronic Books," Post-Print hal-02286446, HAL.
    4. Hua, Guowei & Cheng, T.C.E. & Wang, Shouyang, 2011. "Electronic books: To "E" or not to "E"? A strategic analysis of distribution channel choices of publishers," International Journal of Production Economics, Elsevier, vol. 129(2), pages 338-346, February.
    5. Angela Aerry Choi & Daegon Cho & Dobin Yim & Jae Yun Moon & Wonseok Oh, 2019. "When Seeing Helps Believing: The Interactive Effects of Previews and Reviews on E-Book Purchases," Information Systems Research, INFORMS, vol. 30(4), pages 1164-1183, December.
    6. Mehwish Waheed & Kiran Kaur & NoorUl Ain & Shamsudeen Sanni, 2015. "Emotional attachment and multidimensional self-efficacy: extension of innovation diffusion theory in the context of eBook reader," Post-Print hal-03882180, HAL.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Lu, Qihui & Shi, Victor & Huang, Jiazhou, 2018. "Who benefit from agency model: A strategic analysis of pricing models in distribution channels of physical books and e-books," European Journal of Operational Research, Elsevier, vol. 264(3), pages 1074-1091.
    2. Steven M. Shugan, 2005. "Brand Loyalty Programs: Are They Shams?," Marketing Science, INFORMS, vol. 24(2), pages 185-193.
    3. Kretschmer, Tobias & Peukert, Christian, 2014. "Video killed the radio star? Online music videos and digital music sales," LSE Research Online Documents on Economics 60276, London School of Economics and Political Science, LSE Library.
    4. Dina Loncaric & Jasmina Dlacic & Andrijana Kos Kavran, 2018. "Improving Quality Of Life Through Co-Creating Tourist Experience €“ What Does Experience Marketing Have To Do With It?," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 27(1), pages 103-121, june.
    5. Papavasileiou, Emmanouil & Lyons, Sean & Shaw, Gareth & Georgiou, Anthimos, 2017. "Work values in tourism: Past, present and future," Annals of Tourism Research, Elsevier, vol. 64(C), pages 150-162.
    6. Niu, Baozhuang & Xu, Jingwen & Lee, Carman K.M. & Chen, Lei, 2019. "Order timing and tax planning when selling to a rival in a low-tax emerging market," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 123(C), pages 165-179.
    7. Carmen Berne-Manero & Maria Gómez-Campillo & Mercedes Marzo-Navarro & Marta Pedraja-Iglesias, 2018. "Reviewing the Online Tourism Value Chain," Administrative Sciences, MDPI, vol. 8(3), pages 1-18, August.
    8. Maria Rosario Perello-Marín & Gabriela Ribes-Giner & Odette Pantoja Díaz, 2018. "Enhancing Education for Sustainable Development in Environmental University Programmes: A Co-Creation Approach," Sustainability, MDPI, vol. 10(1), pages 1-17, January.
    9. Inyoung Chae & Jihyeon Ha & David A. Schweidel, 2023. "Paywall Suspensions and Digital News Subscriptions," Marketing Science, INFORMS, vol. 42(4), pages 729-745, July.
    10. Stephen L. Vargo & Robert F. Lusch, 2016. "Institutions and axioms: an extension and update of service-dominant logic," Journal of the Academy of Marketing Science, Springer, vol. 44(1), pages 5-23, January.
    11. Li, Yongjian & Lin, Zhangxi & Xu, Lei & Swain, Ajaya, 2015. "“Do the electronic books reinforce the dynamics of book supply chain market?”–A theoretical analysis," European Journal of Operational Research, Elsevier, vol. 245(2), pages 591-601.
    12. Ting Liu & Monic Jiayin Sun, 2007. "Informal Payments in Developing Countries' Public Health Sectors¤," Boston University - Department of Economics - Working Papers Series WP2007-032, Boston University - Department of Economics.
    13. Norvell, Tim & Horky, Alisha, 2017. "Gift card program incrementality and cannibalization: The effect on revenue and profit," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 250-257.
    14. Wen Zhang & Qiang Wang & Jian Li & Zhenzhong Ma & Gokul Bhandari & Rui Peng, 2023. "What makes deceptive online reviews? A linguistic analysis perspective," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-14, December.
    15. Ramboll & The Evaluation Partnership & Europe Economics, 2015. "Economic Study on Publications on all Physical Means of Support and Electronic Publications in the context of VAT," Taxation Studies 0057, Directorate General Taxation and Customs Union, European Commission.
    16. Alexander E. Saak, 2012. "Dynamic Informative Advertising of New Experience Goods," Journal of Industrial Economics, Wiley Blackwell, vol. 60(1), pages 104-135, March.
    17. Hamari, Juho & Hanner, Nicolai & Koivisto, Jonna, 2017. "Service quality explains why people use freemium services but not if they go premium: An empirical study in free-to-play games," International Journal of Information Management, Elsevier, vol. 37(1), pages 1449-1459.
    18. Yanqing Han & Zongming Zhang, 2018. "Impact of free sampling on product diffusion based on Bass model," Electronic Commerce Research, Springer, vol. 18(1), pages 125-141, March.
    19. Stephanie Schwipper & Severine Peche & Gertrud Schmitz, 2020. "Mobile Location-Based Services’ Value-in-Use in Inner Cities: Do a Customer’s Shopping Patterns, Prior User Experience, and Sales Promotions Matter?," Schmalenbach Business Review, Springer;Schmalenbach-Gesellschaft, vol. 72(4), pages 511-564, October.
    20. Bronnenberg, Bart & Dube, Jean-Pierre & Sanders, Robert, 2018. "Consumer Misinformation and the Brand Premium: A Private Label Blind Taste Test," CEPR Discussion Papers 13283, C.E.P.R. Discussion Papers.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:elcore:v:23:y:2023:i:1:d:10.1007_s10660-022-09585-1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.