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Publishing R: Mastering the Art of
Online Sales

Mastering the Art of Online Sales

E-Commerce Management: Theory and Case Studies addresses the critical domain of digital commerce, an increasingly vital component of global economic activity. The rapid evolution of online platforms necessitates robust management strategies to navigate international markets, technological shifts, and complex ethical landscapes. Businesses face significant challenges in achieving global expansion, ensuring secure transactions, and adapting to diverse socio-cultural contexts while maintaining competitive advantage.
This book comprehensively explores foundational concepts, including global market entry methods, core technologies like m-commerce and content delivery, and the digital marketing mix. It delves into managing e-commerce platforms, HR strategies, database systems, and web-based retail strategies such as multi-channel approaches and brand management. Strategic business models, ethical considerations, conversion optimization, and the integration of e-commerce within organizational structures are also examined. Furthermore, it covers global dimensions, cultural impact, international payment methods, and key success factors for effective e-commerce leadership.
This resource is essential for students, researchers, and professionals seeking a deep understanding of e-commerce management in a dynamic global environment.

Theory and Case Studies

E-Commerce Management

Bürgerliches Recht, Handelsrecht, Gesellschaftsrecht

Wirtschaftsprivatrecht

Forum Marketing

Online-Shopping erfreut sich großer Beliebtheit. Mit der zunehmenden Nutzung des digitalen Einkaufskanals steigt jedoch auch die Menge an Waren, die zum Anbieter zurückgesandt werden. Retouren gehen wiederum mit erheblichen Problemen für Anbieter, Kunden und die Umwelt einher, weshalb ein großes Interesse daran besteht, das Retourenaufkommen möglichst gering zu halten. Ein großer Teil der Rücksendungen wird dadurch verursacht, dass die gelieferten Waren nicht den Erwartungen der Online-Kunden entsprechen. 

Hier setzt die vorliegende Arbeit an, in der in vier aufeinander aufbauenden Studien produktbezogene Erwartungen von Online-Kunden analysiert werden. Die Arbeit liefert damit einen Beitrag zur Ergänzung der Kenntnisse über Auslöser für Retouren im Online-Handel sowie zur Erweiterung des Wissensstandes zur Bildung, Veränderlichkeit und zum Management von Erwartungen. Für die Praxis ergeben sich aus den Erkenntnissen ebenfalls eine Reihe von praktisch anwendbaren Handlungsimplikationen.

Online-Shopping erfreut sich großer Beliebtheit. Mit der zunehmenden Nutzung des digitalen Einkaufskanals steigt jedoch auch die Menge an Waren, die zum Anbieter zurückgesandt werden. Retouren gehen wiederum mit erheblichen Problemen für Anbieter, Kunden und die Umwelt einher, weshalb ein großes Interesse daran besteht, das Retourenaufkommen möglichst gering zu halten. Ein großer Teil der Rücksendungen wird dadurch verursacht, dass die gelieferten Waren nicht den Erwartungen der Online-Kunden entsprechen. Hier setzt die vorliegende Arbeit an, in der in vier aufeinander aufbauenden Studien produktbezogene Erwartungen von Online-Kunden analysiert werden. Die Arbeit liefert damit einen Beitrag zur Ergänzung der Kenntnisse über Auslöser für Retouren im Online-Handel sowie zur Erweiterung des Wissensstandes zur Bildung, Veränderlichkeit und zum Management von Erwartungen. Für die Praxis ergeben sich aus den Erkenntnissen ebenfalls eine Reihe von praktisch anwendbaren Handlungsimplikationen.

Analyse und Ansätze zum Management produktbezogener Erwartungen von Online-Kunden

Kundenerwartungen als Retourengrund beim Online-Shopping

This book follows the rise of China’s rural e-commerce villages and the struggles to reinvent them after the boom. It reveals how digital platforms, state ambitions, and local entrepreneurship converge to transform village economies, making rural China a testing ground for new approaches to development. Drawing on extensive fieldwork across China, the book moves from national policies and corporate strategies to the everyday efforts of entrepreneurs and communities. It explores commercial expansion, poverty alleviation, changing regulation, and the divergent trajectories of local industries. Through the concept of “digital developmental villages,” it shows how development takes shape through shifting alliances, competing interests, and local experiments—and how these arrangements are reworked when growth falters. The book offers a fresh perspective for readers interested in China’s political economy, rural transformation, platform capitalism, and the politics of digital development.Tianlong You is Associate Professor at the School of Sociology and Anthropology, Sun Yat-sen University, China. His research examines rural e-commerce, digital platforms, development, and migration. His work has appeared in the&nbsp;China Journal,&nbsp;China Information, and&nbsp;Comparative Migration Studies. He serves on the editorial boards of several leading journals.

This book follows the rise of China’s rural e-commerce villages and the struggles to reinvent them after the boom. It reveals how digital platforms, state ambitions, and local entrepreneurship converge to transform village economies, making rural China a testing ground for new approaches to development. Drawing on extensive fieldwork across China, the book moves from national policies and corporate strategies to the everyday efforts of entrepreneurs and communities. It explores commercial expansion, poverty alleviation, changing regulation, and the divergent trajectories of local industries. Through the concept of “digital developmental villages,” it shows how development takes shape through shifting alliances, competing interests, and local experiments—and how these arrangements are reworked when growth falters. The book offers a fresh perspective for readers interested in China’s political economy, rural transformation, platform capitalism, and the politics of digital development.

The Rise and Limits of China’s Rural E-Commerce

Digital Developmental Villages

This book addresses the theoretical and practical dimensions of digital trade amid the rapid global expansion of the digital economy. Structured around the themes of “digital trade models – ecosystems – integrated services – global governance,” this book provides a clear and comprehensive overview of key concepts, operating mechanisms, and future trends in digital trade. Going beyond traditional approaches that focus on e-commerce or cross-border online retail, the book adopts a broader and forward-looking perspective to include topics such as digital content trade, data trade, and digital services trade. It also integrates key enabling sectors including smart manufacturing, digital payments, intelligent logistics, and overseas warehousing, presenting readers with a holistic picture that connects both theoretical foundations and real-world practices.Shuzhong Ma
 is a Professor at the China Academy of Digital Trade, Zhejiang University, China.
 Jiwen Guo
 is an Associate Professor at the School of Economics &amp; Trade, Hunan University, China.
 Gangjian Pan
 is a Lecturer at the School of Economics, Huazhong University of Science and Technology, China.
 Fangqing Pu
 is a Lecturer at the School of Economics and Management, Zhejiang Sci-Tech University, China.
 Yuxi Chai
 is an Associate Research Scientist at the Donghai Institute, Ningbo University, China.

This book addresses the theoretical and practical dimensions of digital trade amid the rapid global expansion of the digital economy. Structured around the themes of “digital trade models – ecosystems – integrated services – global governance,” this book provides a clear and comprehensive overview of key concepts, operating mechanisms, and future trends in digital trade. Going beyond traditional approaches that focus on e-commerce or cross-border online retail, the book adopts a broader and forward-looking perspective to include topics such as digital content trade, data trade, and digital services trade. It also integrates key enabling sectors including smart manufacturing, digital payments, intelligent logistics, and overseas warehousing, presenting readers with a holistic picture that connects both theoretical foundations and real-world practices.

Digital Trade

The Little Book of Business

Studienarbeit aus dem Jahr 2025 im Fachbereich BWL - Beschaffung, Produktion, Logistik, Note: 1,7, Fachhochschule Koblenz - Standort RheinAhrCampus Remagen, Sprache: Deutsch, Abstract: Ziel dieser Arbeit ist es, die Auswirkungen des E-Commerce auf das traditionelle logistische Management systematisch zu analysieren und die daraus resultierenden Veränderungen in Prozessen, Strukturen und Zielsystemen herauszuarbeiten. Dabei sollen sowohl die technologischen und organisatorischen Transformationsanforderungen als auch normative und nachhaltigkeitsbezogene Einflussfaktoren berücksichtigt werden. Auf Grundlage dieser Analyse soll aufgezeigt werden, welche strategischen Konsequenzen sich für Unternehmen ergeben, um Wettbewerbsfähigkeit, Effizienz und ökologische Verantwortung im E-Commerce gleichzeitig sicherzustellen. Die Arbeit schafft damit eine inhaltliche Grundlage für die Bewertung zentraler Handlungsfelder, an denen sich Logistikunternehmen in einem digitalisierten Marktumfeld orientieren müssen.

Die Auswirkungen des E-Commerce auf das traditionelle logistische Management

The first practice-oriented manual that recognizes supply chain losses as a silent, gradual process ('Leaky Pipe') and delivers concrete solutions for the most critical retail loss points through three validated methodologies.

The first practice-oriented manual that recognizes supply chain losses as a silent, gradual process ('Leaky Pipe') and delivers concrete solutions for the most critical retail loss points through three validated methodologies.

How optimizing your supply chain can save you millions

The Leaky Pipe

Analytics is taught as inference from a dataset. Much of an analyst's work is the opposite problem: the quantity a decision requires is absent, and no further query will produce it. This book develops three methods for constructing missing values, proxy-based temporal disaggregation, projection by analogy to a comparable unit, and synthetic generation of a rare class, alongside a procedure for designing measurements that do not exist until derived. Its claim is that every constructed quantity is part observation and part assumption, and that the division can be established before implementation begins.

Constructing Business Measurements Under Incomplete Observation

Estimation, Proxies, and Data Synthesis in E-commerce Analytics

Why do some pop-up stores create lasting impact while others disappear without a trace? 

The Pop-Up Strategy explores how temporary retail can become a powerful strategic tool in a post-pandemic, omni-channel world. Building on research first conducted in 2013 and comprehensively revised for 2026, the book combines retail strategy, consumer psychology, experience design and practical implementation to explain what makes a pop-up work and why temporariness alone is never enough. 

In this book, you will learn when a pop-up is the right format, why limited-time experiences can generate urgency and engagement, and how to turn an initial idea into a strategically coherent and operationally viable concept. You will learn how to identify the right audience, select a location and timing that fit customer behaviour, design memorable physical and phygital experiences, build anticipation and community, manage the compressed operational timeline, and measure what remains after the doors close. 

At the heart of the book is a seven-domain model of pop-up success potential, designed to help brands, entrepreneurs, marketers and retail professionals evaluate a concept before committing substantial resources. Practical tools - including a planning checklist, worked example, sample budget and implementation timeline - translate the framework into action. 

Rather than treating the pop-up as a smaller version of a permanent store, The Pop-Up Strategy shows how temporary retail can test ideas, strengthen brands, create communities and generate insights that last far beyond the activation itself. The store may disappear. Its value does not have to. 

First publication 2013 · Revised English edition 2026

Mastering the Success Factors of Ephemeral Retail in the Post-Pandemic Era

The Pop-Up Strategy

Contemporary Issues in Air Transport

Transforming Air Cargo: Innovations, Challenges, and Sustainable Solutions in a Dynamic Market examines the rapidly evolving air cargo industry, addressing the critical factors shaping its future. Sections delve into the impacts of e-commerce growth, technological advancements, the COVID-19 pandemic, and global supply chain restructuring. Topics covered include commercial and regulatory contexts such as air cargo demand forecasting and revenue management, resiliency and sustainability, air cargo flow networks, economic development, strategies for reducing CO2 emissions, including the adoption of sustainable aviation fuel (SAF), and emerging strategies such as innovative approaches of air cargo carriers and key players like Amazon Prime Air. Final sections investigate technological innovations, including advanced air mobility and digital transformation within the industry. This book is an invaluable tool for industry professionals, including air cargo operators, logistics managers, and supply chain experts, as well as academics and students in logistics, transportation, and business management. Readers will gain critical insights into market trends and challenges, empowering them to make informed strategic decisions.

Innovations, Challenges, and Sustainable Solutions in a Dynamic Market

Transforming Air Cargo

In Networked Business, Paul Grefen returns with the third edition of his tried and tested BOAT framework for advanced e-business, covering the spectrum from business models via organization structures and digital system architectures to information technology.Today's successful organizations are complex; they are part of dynamic business networks built on digital channels, going far beyond traditional e-commerce. This book provides invaluable insights of modern digitally enabled networked business, going much further than the usual analysis of traditional e-business texts. It is heavily expanded and updated with the latest developments of digitally connected business, including new topics like value-oriented business, business optimization loops, (generative) artificial intelligence, and technology hype cycles.This essential text provides a compact roadmap to networked business for engineering, information systems or business students as well as professionals in the field.

Charting Digitally Enabled Business Collaboration

Networked Business

Mastering the Art of Online Sales

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