The Scandinavian e-commerce market is growing exponentially. Denmark, Norway, and Sweden were all ranked in the top 10 of cross-border countries. This is an annual ranking of the best 16 European countries in cross-border online shopping by CBCommerce. These countries are thus of high interest for e-retailers to expand to. Furthermore, these countries are frontrunners leading the way for the rest of Europe in technology and sustainability. But what is important to know about these countries?
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The launch of MyBank – the EU wide online payment system that provides consumers the possibility to make payments for goods and services in other EU countries via their own online banking environment – may give a boost to cross-border e-commerce within the European Union.
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Cross-border e-commerce is flourishing worldwide and is particularly intriguing because it allows sellers and buyers to regularly cross national borders to distant and distinct countries via the Internet. Marketers need to understand the challenges retailers and consumers may face to develop effective marketing strategies, attract foreign consumers to retailers’ websites, and convert their visits into actual purchases. This dissertation contributes to the growing literature on cross-border e-commerce by examining how e-retailers can shape their marketing strategy to reach foreign consumers who may make a purchase and what drives consumers’ perceptions and preferences before making thatpurchase. To this end, study 1 examines how and to what extent small e-retailers can shape their marketing strategies to increase their use of digital marketing tactics and thereby improve their performance in foreign markets by comparing e-retailers originating from developed and emerging e-commerce markets. Study 2 focuses on how store values and country stereotype perceptions leadto higher trust between consumers and retailers in foreign e-stores, and how this differs for European consumers shopping at U.S. and Chinese e-stores. The thirdstudy addresses why consumers buy from foreign e-stores when they can buy domestically. It examines three different categories of determinants across generational cohorts: e-store characteristics, domain-specific values, and human values. Overall, this dissertation demonstrates the drivers of small retailers’ business performance and consumers’ purchase intentions in cross-bordere-commerce while showing that neither e-retailers nor consumers should be considered uniform or generalizable.
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