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Paper Type
Complete
Description
This study investigates factors affecting consumer-to-consumer (C2C) sales performance, specifically in the context of second-hand luxury goods. Using a large dataset of users from a French C2C luxury fashion website, the research identifies factors influencing C2C sales beyond current knowledge. Findings show that the number of followers a seller has, as well as the number of products a seller wishes for and likes, are associated with increased sales. Additionally, the study uncovers unexpected results: sellers listing many products also buy many products, and the number of users a seller follows is associated with increased sales. These findings contribute to a better understanding of the unique characteristics of C2C e-commerce. The article provides practical implications for sellers and C2C platforms to improve their sales performance, catering to the dual-role nature of users in C2C transactions.
Paper Number
1826
Recommended Citation
El Arabaty, Ashraf and Okoli, Chitu, "Factors that Affect Consumer-to-Consumer Sales: An Inductive Predictive Analytics Approach" (2023). AMCIS 2023 Proceedings. 14.
https://aisel.aisnet.org/amcis2023/sig_dsa/sig_dsa/14
Factors that Affect Consumer-to-Consumer Sales: An Inductive Predictive Analytics Approach
This study investigates factors affecting consumer-to-consumer (C2C) sales performance, specifically in the context of second-hand luxury goods. Using a large dataset of users from a French C2C luxury fashion website, the research identifies factors influencing C2C sales beyond current knowledge. Findings show that the number of followers a seller has, as well as the number of products a seller wishes for and likes, are associated with increased sales. Additionally, the study uncovers unexpected results: sellers listing many products also buy many products, and the number of users a seller follows is associated with increased sales. These findings contribute to a better understanding of the unique characteristics of C2C e-commerce. The article provides practical implications for sellers and C2C platforms to improve their sales performance, catering to the dual-role nature of users in C2C transactions.
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