A multichannel model of separating equilibrium in the face of the digital divide

Journal of Management Information Systems

Volumn 21, Issue 2, 2004, Pages 161-179

  Riggins, Frederick J ^a  

^a UNIVERSITY OF MINNESOTA   (United States)

Author keywords

Digital divide; Electronic commerce; Market segmentation; Multichannel marketing; Pricing strategy

Indexed keywords

INTERNET; MARKETING; MATHEMATICAL MODELS; ONLINE SYSTEMS; PRODUCTIVITY;

DIGITAL DIVIDE; MARKET SEGMENTATION; MULTICHANNEL MARKETING; PRICING STRATEGY;

ELECTRONIC COMMERCE;

EID: 7444252868     PISSN: 07421222     EISSN: None     Source Type: Journal    
DOI: 10.1080/07421222.2004.11045807     Document Type: Article

References (16)

1. Besanko, D., and Winston, W.L. Optimal price skimming by a monopolist facing rational consumers. Management Science, 36, 5 (1990), 555-567.
2. Conner, K.R. Strategies for product cannibalization. Strategic Management Journal, 9, (Special Issue, 1988), 9-26.
3. Hoffman, D.L., and Novak, T.P. Bridging the racial digital divide on the Internet. Science, 280, 5362 (April 17, 1998), 390-391.
4. Hoffman, D.L., and Novak, T.P. The growing digital divide: Implications for an open research agenda. In E. Brynjolfsson and B. Kahin (eds.), Understanding the Digital Economy. Cambridge, MA: MIT Press, 2000, 245-260.
5. Landsberger, M.I., and Meilijson, M.I. Intertemporal price discrimination and sales strategy under incomplete information. RAND Journal of Economics, 16, 3 (Autumn 1985), 424-430.
6. Levinthal, D.A., and Purohit, D. Durable goods and product obsolescence. Marketing Science, 8, 1 (1989), 35-56.
7. Mason, C.H., and Milne, G.R. An approach identifying cannibalization within product line extensions and multi-brand strategies. Journal of Business Research, 31, 1-2 (1994), 163-170.
8. Moorthy, K.S., and Png, I.P.L. Market segmentation, cannibalization, and the timing of product introductions. Management Science, 38, 3 (1992), 345-359.
9. National Telecommunications and Information Administration. A nation online: How Americans are expanding their use of the Internet. United States Department of Commerce, Washington, DC, February 2002 (available at www.ntia.doc.gov/ntiahome/dn/index.html).
10. Pew Internet. The ever-shifting Internet populations: A new look at Internet access and the digital divide. A. Lenhart (principal author), Pew Internet and American Life Project, Washington, DC, April 16, 2003 (available at www.pewinternet.org).
11. Pew Internet. America's online pursuits: The changing picture of who's online and what they do. M. Madden (principal author), Pew Internet and American Life Project, Washington, DC, December 22, 2003 (available at www.pewinternet.org).
12. Purohit, D. Dual distribution channels: The competition between rental agencies and dealers. Marketing Science, 16, 3 (1997), 228-245.
13. Riggins, F.J., and Narasimhan, S. Overcoming product cannibalization in the online channel using personalization technology, community access, and intertemporal price discrimination. Working paper, MIS Research Center, Carlson School of Management, University of Minnesota, Minneapolis, 2003.
14. Stokey, N. Intertemporal price discrimination. Quarterly Journal of Economics, 93, 8 (1979), 355-371.
15. Whatis?com: Part of the TechTarget network of enterprise IT Web sites. TechTarget, Needham, MA (available at whatis.techtarget.com).
16. Zettelmeyer, F. Expanding to the Internet: Pricing and communications strategies when firms compete on multiple channels. Journal of Marketing Research, 37, 3 (2000), 292-308.