The Web's Impact on Selling Techniques:
Historical Perspective and Early Observations
Janis L. Gogan
International Journal of Electronic Commerce
Volume 1, Number 2, Winter 1996-97, pp. 89-108.
Abstract: Marketing and sales techniques evolve in response
to the emergence of new information technologies. This article reviews how
marketing and sales changed in response to telecommunications and database
technologies in the late 1970s; EDI, database marketing, personal computing
and other technologies in the 1980s; imaging, video, CD-ROM, facsimile, and
other technologies in the early 1990s; and the technologies associated with
the World Wide Web in the mid-1990s. Research examining the early
experiences of companies selling industrial and consumer products and
services on the Web is discussed, followed by suggestions for further
research.
Key Words and Phrases: direct marketing, electronic
commerce, Internet sales, World Wide Web.