IDEAS home Printed from https://ideas.repec.org/a/spr/elmark/v31y2021i1d10.1007_s12525-020-00405-8.html
   My bibliography  Save this article

IoT-commerce - opportunities for customers through an affordance lens

Author

Listed:
  • Sarah Bayer

    (University of Augsburg)

  • Henner Gimpel

    (University of Augsburg
    Project Group Business & Information Systems Engineering, Fraunhofer FIT)

  • Daniel Rau

    (Project Group Business & Information Systems Engineering, Fraunhofer FIT)

Abstract

Retail commerce is influenced by digital technologies at large scale. After electronic commerce and its evolution into mobile commerce, we now see that the Internet of Things (IoT), one of the most disruptive developments in recent times, is about to radically transform retail commerce from need recognition to post-purchase engagement and service. Extant literature mainly investigates technical features of IoT, missing out on a customer-centric perspective. Theoretically founded in Activity and Affordance Theories, this paper conceptualizes IoT-commerce, identifies opportunities for customers, and links them to the customer buying process. Based on an extensive literature review, twelve affordances are derived and evaluated with a sample of real-world IoT devices. All affordances offered by electronic and mobile commerce are still valid for IoT-commerce but extended by three affordances unique to IoT-commerce: context-aware services, natural interactions, and automated customer processes. Affecting all steps of the customer buying process, IoT-commerce is worth to be understood by researchers, customers, and companies.

Suggested Citation

  • Sarah Bayer & Henner Gimpel & Daniel Rau, 2021. "IoT-commerce - opportunities for customers through an affordance lens," Electronic Markets, Springer;IIM University of St. Gallen, vol. 31(1), pages 27-50, March.
    • Handle: RePEc:spr:elmark:v:31:y:2021:i:1:d:10.1007_s12525-020-00405-8
    DOI: 10.1007/s12525-020-00405-8
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s12525-020-00405-8
    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/s12525-020-00405-8?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. Catherine Baethge & Julia Klier & Mathias Klier, 2016. "Social commerce—state-of-the-art and future research directions," Electronic Markets, Springer;IIM University of St. Gallen, vol. 26(3), pages 269-290, August.
    2. Yan Wan & Baojun Ma & Yu Pan, 2018. "Opinion evolution of online consumer reviews in the e-commerce environment," Electronic Commerce Research, Springer, vol. 18(2), pages 291-311, June.
    3. Lee, In & Lee, Kyoochun, 2015. "The Internet of Things (IoT): Applications, investments, and challenges for enterprises," Business Horizons, Elsevier, vol. 58(4), pages 431-440.
    4. Shahriar Akter & Samuel Fosso Wamba, 2016. "Big data analytics in E-commerce: a systematic review and agenda for future research," Electronic Markets, Springer;IIM University of St. Gallen, vol. 26(2), pages 173-194, May.
    5. Gordon Xu & Jairo A. Gutierrez, 2006. "An Exploratory Study of Killer Applications and Critical Success Factors in M-Commerce," Journal of Electronic Commerce in Organizations (JECO), IGI Global, vol. 4(3), pages 63-79, July.
    6. Yi Cui & Jian Mou & Yanping Liu, 2018. "Knowledge mapping of social commerce research: a visual analysis using CiteSpace," Electronic Commerce Research, Springer, vol. 18(4), pages 837-868, December.
    7. John G. Lynch , Jr. & Dan Ariely, 2000. "Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution," Marketing Science, INFORMS, vol. 19(1), pages 83-103, April.
    8. Erik Brynjolfsson & Michael D. Smith, 2000. "Frictionless Commerce? A Comparison of Internet and Conventional Retailers," Management Science, INFORMS, vol. 46(4), pages 563-585, April.
    9. Yue Ma & Guoqing Chen & Qiang Wei, 2017. "Finding users preferences from large-scale online reviews for personalized recommendation," Electronic Commerce Research, Springer, vol. 17(1), pages 3-29, March.
    10. Xiaopu Shang & Runtong Zhang & Ying Chen, 2012. "Internet of Things (IoT) Service Architecture and its Application in E-Commerce," Journal of Electronic Commerce in Organizations (JECO), IGI Global, vol. 10(3), pages 44-55, July.
    11. Donna L Hoffman & Thomas P Novak & Eileen FischerEditor & Robert KozinetsAssociate Editor, 2018. "Consumer and Object Experience in the Internet of Things: An Assemblage Theory Approach," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(6), pages 1178-1204.
    12. Xinxin Li & Lorin M. Hitt, 2008. "Self-Selection and Information Role of Online Product Reviews," Information Systems Research, INFORMS, vol. 19(4), pages 456-474, December.
    13. Qihua Liu & Shan Huang & Liyi Zhang, 2016. "The influence of information cascades on online purchase behaviors of search and experience products," Electronic Commerce Research, Springer, vol. 16(4), pages 553-580, December.
    14. Nan Jing & Tao Jiang & Juan Du & Vijayan Sugumaran, 2018. "Personalized recommendation based on customer preference mining and sentiment assessment from a Chinese e-commerce website," Electronic Commerce Research, Springer, vol. 18(1), pages 159-179, March.
    15. Lifang Peng & Qinyu Liao & Xiaorong Wang & Xuanfang He, 2016. "Factors affecting female user information adoption: an empirical investigation on fashion shopping guide websites," Electronic Commerce Research, Springer, vol. 16(2), pages 145-169, June.
    16. Dongpu Fu & Yili Hong & Kanliang Wang & Weiguo Fan, 2018. "Effects of membership tier on user content generation behaviors: evidence from online reviews," Electronic Commerce Research, Springer, vol. 18(3), pages 457-483, September.
    17. Felix Wortmann & Kristina Flüchter, 2015. "Internet of Things," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 57(3), pages 221-224, June.
    18. Yi-Chun (Chad) Ho & Junjie Wu & Yong Tan, 2017. "Disconfirmation Effect on Online Rating Behavior: A Structural Model," Information Systems Research, INFORMS, vol. 28(3), pages 626-642, September.
    19. Butler, Patrick & Peppard, Joe, 1998. "Consumer purchasing on the Internet:: Processes and prospects," European Management Journal, Elsevier, vol. 16(5), pages 600-610, October.
    20. Robert V Kozinets & J Jeffrey InmanEditor & Margaret C CampbellEditor & Amna KirmaniEditor & Linda L PriceEditor, 2019. "Consuming Technocultures: An Extended JCR Curation," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 46(3), pages 620-627.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Gunasekaran Manogaran & Naveen Chilamkurti & Ching-Hsien Hsu, 2021. "Internet of Things for Electronic Markets," Electronic Markets, Springer;IIM University of St. Gallen, vol. 31(1), pages 13-15, March.
    2. Sonia Camacho & Andrés Barrios, 2022. "Social commerce affordances for female entrepreneurship: the case of Facebook," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(3), pages 1145-1167, September.

    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. Bin Gu & Jaehong Park & Prabhudev Konana, 2012. "Research Note ---The Impact of External Word-of-Mouth Sources on Retailer Sales of High-Involvement Products," Information Systems Research, INFORMS, vol. 23(1), pages 182-196, March.
    2. Ya-Ling Chiu & Jiangze Du & Jying-Nan Wang, 2022. "The Effects of Price Dispersion on Sales in the Automobile Industry: A Dynamic Panel Analysis," SAGE Open, , vol. 12(3), pages 21582440221, August.
    3. Hongpeng Wang & Rong Du & Jin Li & Weiguo Fan, 2020. "Subdivided or aggregated online review systems: Which is better for online takeaway vendors?," Electronic Commerce Research, Springer, vol. 20(4), pages 915-944, December.
    4. Zheng, Lili, 2021. "The classification of online consumer reviews: A systematic literature review and integrative framework," Journal of Business Research, Elsevier, vol. 135(C), pages 226-251.
    5. Hui, Xiang & Klein, Tobias & Stahl, Konrad, 2022. "Learning from Online Ratings," CEPR Discussion Papers 17006, C.E.P.R. Discussion Papers.
    6. Edgardo Arturo Ayala Gaytán, 2009. "Social network externalities and price dispersion in online markets," Ensayos Revista de Economia, Universidad Autonoma de Nuevo Leon, Facultad de Economia, vol. 0(2), pages 1-28, November.
    7. Nitin Walia & Mark Srite & Wendy Huddleston, 2016. "Eyeing the web interface: the influence of price, product, and personal involvement," Electronic Commerce Research, Springer, vol. 16(3), pages 297-333, September.
    8. Ting Li & Robert J. Kauffman & Eric van Heck & Peter Vervest & Benedict G. C. Dellaert, 2014. "Consumer Informedness and Firm Information Strategy," Information Systems Research, INFORMS, vol. 25(2), pages 345-363, June.
    9. Grewal, Dhruv & Iyer, Gopalkrishnan R. & Krishnan, R. & Sharma, Arun, 2003. "The Internet and the price-value-loyalty chain," Journal of Business Research, Elsevier, vol. 56(5), pages 391-398, May.
    10. Akhtar, Pervaiz & Khan, Zaheer & Tarba, Shlomo & Jayawickrama, Uchitha, 2018. "The Internet of Things, dynamic data and information processing capabilities, and operational agility," Technological Forecasting and Social Change, Elsevier, vol. 136(C), pages 307-316.
    11. Sarv Devaraj & Ming Fan & Rajiv Kohli, 2002. "Antecedents of B2C Channel Satisfaction and Preference: Validating e-Commerce Metrics," Information Systems Research, INFORMS, vol. 13(3), pages 316-333, September.
    12. Zhang, Yufei & Voorhees, Clay M. & Lin, Chen & Chiang, Jeongwen & Hult, G.Tomas M. & Calantone, Roger J., 2022. "Information Search and Product Returns Across Mobile and Traditional Online Channels," Journal of Retailing, Elsevier, vol. 98(2), pages 260-276.
    13. Shiri Melumad & Rhonda Hadi & Christian Hildebrand & Adrian F. Ward, 2020. "Technology-Augmented Choice: How Digital Innovations Are Transforming Consumer Decision Processes," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 7(3), pages 90-101, October.
    14. Satish Kumar & Weng Marc Lim & Nitesh Pandey & J. Christopher Westland, 2021. "20 years of Electronic Commerce Research," Electronic Commerce Research, Springer, vol. 21(1), pages 1-40, March.
    15. Nathan M. Fong, 2017. "How Targeting Affects Customer Search: A Field Experiment," Management Science, INFORMS, vol. 63(7), pages 2353-2364, July.
    16. Zheyin (Jane) Gu & Xinxin Li, 2023. "Social Sharing, Public Perception, and Brand Competition in a Horizontally Differentiated Market," Information Systems Research, INFORMS, vol. 34(2), pages 553-569, June.
    17. Peng He & Tong-Yuan Wang & Qi Shang & Jun Zhang & Henry Xu, 2024. "Knowledge mapping of e-commerce supply chain management: a bibliometric analysis," Electronic Commerce Research, Springer, vol. 24(3), pages 1889-1925, September.
    18. Bistra Vassileva & Yordan Ivanov, 2017. "“3G” Business Model for Marketing 4.0: Implications for Circular Economy," Journal of Emerging Trends in Marketing and Management, The Bucharest University of Economic Studies, vol. 1(1), pages 124-134, October.
    19. Suri, Rajneesh & Cai, Jane Zhen & Monroe, Kent B. & Thakor, Mrugank V., 2012. "Retailers’ Merchandise Organization and Price Perceptions," Journal of Retailing, Elsevier, vol. 88(1), pages 168-179.
    20. Zhang, Xubing & Jiang, Bo, 2014. "Increasing Price Transparency: Implications of Consumer Price Posting for Consumers' Haggling Behavior and a Seller's Pricing Strategies," Journal of Interactive Marketing, Elsevier, vol. 28(1), pages 68-85.

    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:elmark:v:31:y:2021:i:1:d:10.1007_s12525-020-00405-8. 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.