Coordinating Internet Sales with Other Channels

A Performance Measurement Model

  • Authors
  • Andreas┬áPinterits

About this book


Since the Internet has become a common tool of daily life, many companies have introduced e-commerce channels in addition to their traditional sales channels. Such e-commerce channels typically share the same markets with traditional channels which exposes them to a set of chances and challenges. In order to benefit from the chances and to master the challenges of e-commerce, an appropriate performance measurement is essential.

Andreas Pinterits develops a performance measurement system to cope with the different requirements of offline and online sales channels. The author discusses different methods for measuring customer channel switching behaviour during the purchasing process. Finally, he demonstrates the practical use of the model by a showcase implementation.


Channels E-Commerce Internet Sales Multi-Channel Retailing PerformanceMmeasurement Sales internet

Bibliographic information

  • DOI
  • Copyright Information Gabler Verlag | GWV Fachverlage GmbH, Wiesbaden 2009
  • Publisher Name Gabler
  • eBook Packages Business and Economics
  • Print ISBN 978-3-8349-0845-2
  • Online ISBN 978-3-8349-9950-4
  • Buy this book on publisher's site