Chapter 3: On-Line Retailing: What Drives Success? Evidence From Ireland

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William Golden, National University of Ireland Galway, Ireland

Martin Hughes, National University of Ireland Galway, Ireland

Patricia Gallagher, IBM Global Services, Ireland

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Abstract

This research is a descriptive study to identify some of the factors that contribute to the successful use of e-business. The research was focused on the retail industry in Ireland and more specifically on existing on-line retailers of Irish made gifts. The study was conducted using a postal survey. The research found that specific organizational factors—early adoption of web technology, internal IS/IT expertise, having an e-business strategy and a person who champions the e-business project—result in more successful e-business websites. Further, the research found no evidence to support the belief that certain product types are more likely to be successful on the Web.

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