Does the Quality of Online Customer Experience Create a Sustainable Competitive Advantage for E-Commerce Firms?

37 Pages Posted: 8 Nov 2000

See all articles by Shivaram Rajgopal

Shivaram Rajgopal

Columbia Business School

Mohan Venkatachalam

Duke University - Fuqua School of Business

Suresh Kotha

Foster School of Business

Date Written: December 20, 2000

Abstract

Claims have often been made that the quality of the online customer experience in terms of web site ease of use, selection of goods offered, quality of customer service, the effectiveness of virtual community building, and site personalization are crucial to the success of e-commerce firms. If differences in the quality of online experiences provide a long-term competitive advantage, we would expect a positive relation between quality of online experience and shareholder value. Skeptics, however, argue that any competitive edge arising from the quality of online customer experiences would simply be competed away through imitation and innovation by competitors. To test these competing views, we use scorecards of online customer experience provided by Gomez Advisors for a sample of 48 e-commerce firms during the period 4Q:1999 to 3Q:2000 and examine the relation between the scores and shareholder value. We measure shareholder value as the price-to-sales ratio, a measure commonly used for e-commerce firms. On average, we find that the association between online experience scores and the price-to-sales ratio is positive. In addition, the magnitude of the positive association is decreasing in the extent of competition (especially from brick and mortar firms) and the probability of failure, as measured by the amount of cash left to fund operations. The stock market appears to view differences in the quality of online customer experience as a viable competitive advantage even after the April 2000 stock market crash.

Note: Previously titled "Does Online Customer Experience Affect the Performance of E-commerce Firms?"

JEL Classification: G12, G14, M41

Suggested Citation

Rajgopal, Shivaram and Venkatachalam, Mohan and Kotha, Suresh, Does the Quality of Online Customer Experience Create a Sustainable Competitive Advantage for E-Commerce Firms? (December 20, 2000). Available at SSRN: https://ssrn.com/abstract=242774 or http://dx.doi.org/10.2139/ssrn.242774

Shivaram Rajgopal (Contact Author)

Columbia Business School ( email )

3022 Broadway
New York, NY 10027
United States

Mohan Venkatachalam

Duke University - Fuqua School of Business ( email )

Box 90120
Durham, NC 27708-0120
United States
919-660-7859 (Phone)
919-660-7971 (Fax)

Suresh Kotha

Foster School of Business ( email )

University of Washington
Seattle, WA
United States
206-543-4466 (Phone)
206-683-9392 (Fax)

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