285
Views
8
CrossRef citations to date
0
Altmetric
ARTICLES

Selling Tourism on the Internet: Analysis of the Balance of Power Between Seller and Consumer During Information Exchange and Negotiation

, &
Pages 49-64 | Received 25 Aug 1998, Accepted 01 Oct 1999, Published online: 13 Oct 2008

References

  • Alba , J. , Lynch , J. , Weitz , B. , Janiszewski , C. , Lutz , R. , Sawyer , A. and Wood , S. 1997 . Interactive Home Shopping: Consumer, retailer, and manufacturer incentives to participate in electronic marketplaces . Journal of Marketing , 61 : 38 – 53 .
  • Berthon , P. , Pitt , L. F. and Watson , R. T. 1996 . The World Wide Web as an advertising medium: Toward an understanding of conversion efficiency . Journal of Advertising Research , January-February : 43 – 54 .
  • Berthon , P. , Pitt , L. F. and Watson , R. T. 1996 . Re-surfing W3: Research perspectives on marketing communication and buyer behavior on the World Wide Web . International Journal of Advertising , 15 : 287 – 301 .
  • Davin , K. 1997 . Effects of computer support on group decisions . Journal of Hospitality and Tourism Research , 21 ( N.2 ) : 44 – 57 .
  • Druker , P. 1991 . “ The coming of the new organization ” . In Revolution in real time , 3 – 16 . Cambridge, MA : Harvard Business Review Press .
  • Dubrovsky , V. 1985 . Real time computer conferencing versus electronic mail . Proceeding of the Human Factors Society , 29 : 380 – 384 .
  • Dubrovsky , V. , Kiesler , S. and Sethna , B. 1991 . The equalization phenomenon: Status effects in computer-mediated and face to face decision-making groups . Human Computer Interaction , 6 : 119 – 146 .
  • Ducoffe , R. H. 1996 . Advertising value and advertising on the Web . Journal of Advertising Research , September-October : 21 – 35 .
  • Fischer-Lokou , J. and Gueguen , N. 1997 . Processus d'influence dans la situation de mediation et modele de la conversion minoritaire . Cahiers Internationaux de Psychologie Sociale , 38 : 1 – 10 .
  • Hoffman , D. L. and Novak , T. P. 1996 . Marketing in Hypermedia Computer-Mediated Environments: Conceptual foundations . Journal of Marketing , 60 July : 50 – 68 .
  • Huseman , R. and Miles , E. 1988 . Organizational communication in the information age: Implication of computer-based systems . Journal of'Management , 14 : 181 – 204 .
  • Kelman , H. C. 1958 . Compliance, identification and internalization: Three processes of attitude change . Journal of Conflict Resolution , 2 : 51 – 60 .
  • Kelman , H. C. and Horland , C. I. 1953 . Reinstatement' of the communicator in delayed measurement of opinion change . Journal of Abnormal and Social Psychology , 48 : 327 – 335 .
  • Kiesler , S. and Sproull , L. 1992 . Group decision making and communication technology . Organizational Behavior and Human Decision Processes , 52 : 96 – 123 .
  • Marcussen , C. H. 1997 . Geography and tourism , Edited by: Oppermann , Martin . 23 – 34 . The Ha-worth Press, Inc. .
  • McLeod . 1992 . An assessment of experimental literature on electronic support of group work: Results of a meta-analysis . Human Computer Interaction , 7 : 257 – 280 .
  • Mehta , R. and Sivadas , E. 1995 . Direct marketing on the Internet: An empirical assessment of consumer attitudes . Journal of Direct Marketing (summer) , 9 ( 3 ) : 21 – 32 .
  • Rapaport , M. 1991 . Computer mediated communication: Bulletin boards, computer conferencing electronic mail, information retrieval , New York : John Wiley .
  • Rheingold , H. 1993 . The virtual community: Homesteading on the electronic frontier , Reading, MA : Addison-Wesley .
  • Turrof , M. 1991 . Computer-mediated communication requirements for group support . Journal of Organizational Computing , 1 : 85 – 113 .
  • Walle , A. H. 1996 . Tourism and the Internet opportunities for direct marketing . Journal of Travel Research , 35 : 72 – 77 . (1 Summer)
  • Warkentin , M. E. , Sayeed , L. and Hightower , R. 1997 . Virtual team versus Face-to Face teams: An exploratory study of a Web-based conference system . Decision Sciences , 28 : 975 – 996 . (4 Fall)
  • Weisband , S. W. 1992 . Group discussion and first advocacy effects in computer-mediated and face to face decision making groups . Organizational Behavior and Human Decision Processes , 53 : 325 – 380 .
  • Widing , R. E. and Talarzyk , W W. 1993 . Electronic information systems for consumer: An evolution of computer-assisted formats in multiple decision environments . Journal of Marketing Research , 30 May : 125 – 141 .
  • Winer , R. S. , Deighton , J. , Gupta , S. , Johnson , E. J. , Mellers , B. , Morwitz , V. G. , O'Guinn , T. , Rangaswamy , A. and Sawyer , A. G. 1997 . Choice in computer-mediated environments . Marketing Letters , 8 ( 3 ) : 287 – 296 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.