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| Author: | Swann, G. M. P. |
| Title: | Sales practice and market evolution: the case of virtual reality |
| Journal: | International Journal of Industrial Organization
2001 : JUL, VOL. 19:7, p. 1119-1139 |
| Index terms: | VIRTUAL REALITY SALES MARKETS |
| Language: | eng |
| Abstract: | This paper analyses how sales practices of industry pioneers influence the evolution of a new market - with particular reference to the case of virtual reality (VR). In the underlying diffusion process, the probability of a new user adopting this technology depends on the quality of experience enjoyed by existing users. Good sales practice is expensive but leads to a high proportion of satisfied users, which is good for subsequent diffusion. The paper draws on a detailed study of the selling process in VR to develop a simulation model, which is used to explore how sales practice influences adoption decisions, customer satisfaction and the ultimate evolution of the market. |
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