Abstract
With the continuous development of e-commerce, more and more types of goods are sold online, so merchants should develop different sales strategies for different types of goods. This paper firstly selects 15 variables to build a stepwise regression model. In the analysis of influencing factors on sales of products in different categories, we find that there are significant differences in the impact of the number of appended reviews and pictures reviews on the sales of utilitarian and hedonic products. In the analysis of influencing factors on sales of products in the same category, we find that the factors influencing the sales of different clothing products are also different to some extent. At last, we put forward some suggestions on adjusting price and title length, and writing product details. This paper is more detailed in variable selection and product classification than some previous studies. It is meaningful for merchants to optimize sales plans and improve product sales.
Recommended Citation
Xu, Mengyao; Guo, Daomeng; and Li, Yiran, "Multi-category Comparative Analysis of Factors Affecting E-commerce Sales" (2020). WHICEB 2020 Proceedings. 48.
https://aisel.aisnet.org/whiceb2020/48