{"id":"https://openalex.org/W104633648","doi":null,"title":"Online and Offline Sales Channels for Enterprise Software: Cannibalization or Complementarity?","display_name":"Online and Offline Sales Channels for Enterprise Software: Cannibalization or Complementarity?","publication_year":2013,"publication_date":"2013-01-01","ids":{"openalex":"https://openalex.org/W104633648","mag":"104633648"},"language":"en","primary_location":{"id":"mag:104633648","doi":null,"is_oa":false,"landing_page_url":"http://aisel.aisnet.org/cgi/viewcontent.cgi?article=1216&context=icis2013","pdf_url":null,"source":{"id":"https://openalex.org/S4306419566","display_name":"International Conference on Information Systems","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"conference"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"International Conference on Information Systems","raw_type":null},"volume":null,"type":"conference-paper","indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":null,"display_name":"Francesco Novelli","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Francesco Novelli","raw_affiliation_strings":[],"raw_orcid":null,"affiliations":[]},{"author_position":"last","author":{"id":null,"display_name":"Stefan Wenzel","orcid":"https://orcid.org/0000-0002-5791-8520","observed_orcids":["https://orcid.org/0000-0002-5791-8520"]},"institutions":[],"countries":[],"is_corresponding":false,"raw_author_name":"Stefan Wenzel","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0002-5791-8520","affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":6.3624,"has_fulltext":false,"cited_by_count":5,"citation_normalized_percentile":{"value":0.95567282,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":96},"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12885","display_name":"Digital Innovation in Industries","score":0.19300000369548798,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12885","display_name":"Digital Innovation in Industries","score":0.19300000369548798,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10068","display_name":"Technology Adoption and User Behaviour","score":0.18549999594688416,"subfield":{"id":"https://openalex.org/subfields/1802","display_name":"Information Systems and Management"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11437","display_name":"Digital Platforms and Economics","score":0.1761000007390976,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/enterprise-software","display_name":"enterprise software","score":0.953000009059906},{"id":"https://openalex.org/keywords/online-sales-channels","display_name":"online sales channels","score":0.9160000085830688},{"id":"https://openalex.org/keywords/multi-channel-sales","display_name":"multi-channel sales","score":0.7889999747276306},{"id":"https://openalex.org/keywords/organizational-buyers","display_name":"organizational buyers","score":0.800000011920929}],"concepts":[{"id":"https://openalex.org/C2777538425","wikidata":"https://www.wikidata.org/wiki/Q1154300","display_name":"Cannibalization","level":2,"score":0.9431895613670349},{"id":"https://openalex.org/C202269582","wikidata":"https://www.wikidata.org/wiki/Q2644277","display_name":"Complementarity (molecular biology)","level":2,"score":0.6658098101615906},{"id":"https://openalex.org/C2777904410","wikidata":"https://www.wikidata.org/wiki/Q7397","display_name":"Software","level":2,"score":0.5967069864273071},{"id":"https://openalex.org/C2780102126","wikidata":"https://www.wikidata.org/wiki/Q10928179","display_name":"Online and offline","level":2,"score":0.48368650674819946},{"id":"https://openalex.org/C175133352","wikidata":"https://www.wikidata.org/wiki/Q1254596","display_name":"Software as a service","level":4,"score":0.4817502498626709},{"id":"https://openalex.org/C185765463","wikidata":"https://www.wikidata.org/wiki/Q1318054","display_name":"Enterprise software","level":2,"score":0.4748808741569519},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.4625972807407379},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.4372996687889099},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.43457329273223877},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.3740917444229126},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.32311663031578064},{"id":"https://openalex.org/C529173508","wikidata":"https://www.wikidata.org/wiki/Q638608","display_name":"Software development","level":3,"score":0.2942872643470764},{"id":"https://openalex.org/C54355233","wikidata":"https://www.wikidata.org/wiki/Q7162","display_name":"Genetics","level":1,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C199360897","wikidata":"https://www.wikidata.org/wiki/Q9143","display_name":"Programming language","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"mag:104633648","doi":null,"is_oa":false,"landing_page_url":"http://aisel.aisnet.org/cgi/viewcontent.cgi?article=1216&context=icis2013","pdf_url":null,"source":{"id":"https://openalex.org/S4306419566","display_name":"International Conference on Information Systems","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"conference"},"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":"International Conference on Information Systems","raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":36,"referenced_works":["https://openalex.org/W222770","https://openalex.org/W144344450","https://openalex.org/W189291605","https://openalex.org/W264368751","https://openalex.org/W583059643","https://openalex.org/W1467526212","https://openalex.org/W1511480331","https://openalex.org/W1517087321","https://openalex.org/W1529470078","https://openalex.org/W1529561187","https://openalex.org/W1536964132","https://openalex.org/W1538366924","https://openalex.org/W1557533776","https://openalex.org/W1558083196","https://openalex.org/W1586291495","https://openalex.org/W1741321747","https://openalex.org/W1791587663","https://openalex.org/W1965516070","https://openalex.org/W1968672558","https://openalex.org/W1990513740","https://openalex.org/W2008439612","https://openalex.org/W2018665410","https://openalex.org/W2030119363","https://openalex.org/W2037091440","https://openalex.org/W2038605051","https://openalex.org/W2075760735","https://openalex.org/W2093998754","https://openalex.org/W2099697766","https://openalex.org/W2100379340","https://openalex.org/W2103101935","https://openalex.org/W2150495094","https://openalex.org/W2156579583","https://openalex.org/W2324020900","https://openalex.org/W2492698264","https://openalex.org/W2784230270","https://openalex.org/W3147181238"],"related_works":["https://openalex.org/W2408329253","https://openalex.org/W1532168051","https://openalex.org/W2055160219","https://openalex.org/W753357362","https://openalex.org/W2501132268","https://openalex.org/W1764365772","https://openalex.org/W2807921295","https://openalex.org/W1662908306","https://openalex.org/W1984530827","https://openalex.org/W3161714406"],"abstract_inverted_index":{"Lured":[0],"by":[1,71],"the":[2,9,31,66,92,100,129,137],"success":[3],"of":[4,34,118,131,140],"online":[5,19,32],"sales":[6,133],"channels":[7,20,109],"in":[8],"consumer":[10],"software":[11,14,36,78,120,142],"market,":[12],"enterprise":[13,119,141],"vendors":[15],"have":[16,64,81,124],"launched":[17],"proprietary":[18],"alongside":[21],"their":[22,97],"traditional":[23],"offline":[24,108],"ones.":[25],"However,":[26],"it":[27,46],"is":[28,38,47],"disputable":[29],"whether":[30],"purchase":[33,76],"a":[35,54,59,83],"application":[37],"as":[39,45],"compelling":[40],"for":[41,48,128],"an":[42,49],"organizational":[43,72],"buyer":[44],"individual":[50],"consumer.":[51],"Relying":[52],"on":[53],"qualitative":[55,84],"research":[56,61],"strategy":[57],"and":[58,95,99,144],"cross-sectional":[60],"design,":[62],"we":[63],"explored":[65],"channel":[67,85],"adoption":[68,86],"decision":[69],"made":[70],"entities":[73],"when":[74],"they":[75],"business":[77],"applications.":[79],"We":[80,123],"constructed":[82],"model":[87],"which":[88],"takes":[89],"into":[90],"account":[91],"relevant":[93],"drivers":[94],"barriers,":[96],"interdependences,":[98],"buying":[101],"process":[102],"phases.":[103],"Our":[104],"findings":[105],"suggest":[106],"that":[107],"will":[110],"not":[111],"be":[112],"cannibalized":[113],"unless":[114],"some":[115],"peculiar":[116],"characteristics":[117],"applications":[121],"change.":[122],"also":[125],"derived":[126],"recommendations":[127],"design":[130],"multichannel":[132],"systems":[134],"according":[135],"to":[136],"main":[138],"classes":[139],"products":[143],"services.":[145]},"counts_by_year":[{"year":2019,"cited_by_count":1},{"year":2016,"cited_by_count":1},{"year":2015,"cited_by_count":1},{"year":2014,"cited_by_count":2}],"updated_date":"2026-09-29T14:09:16.559479","created_date":"2016-06-24T00:00:00"}