Internet Strategies for Established Retailers: Four New Zealand Case Studies

This paper reports the findings of research on the strategic responses of established retailers to the challenges and opportunities offered by the Internet and the development of electronic commerce (e-commerce). The paper presents a framework for categorizing Internet strategies based on a review of the literature on Internet retailing. It then illustrates the framework using four case studies of New Zealand retailing companies, identifying a range of factors that influence the adoption of Internet retailing.