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Evaluating success factors of selling practices in electronic marketplaces

Electronic markets have emerged early as an important topic inside e–commerce research. This work presents a characterisation and analysis of fixed–price online negotiations. Using actual data from a Brazilian marketplace, we analyse selling practices, considering seller profiles and selling strategies. There are important factors that can be considered when analysing selling practices, such as the seller's reputation, offer's price and duration. Understanding how these factors affect the result is useful for buyers, sellers and e–market providers. We evaluate which factors impact on the success of selling practices in e–markets, which can be used to support sellers' decisions and recommend selling practices.