The impact of digital books on marketing communications

Wilson Ozuem, Kerry E. Howell, Geoff Lancaster*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

3 Citations (Scopus)


Determining how notions of digital books influence digital divide and decision-making for organisations is problematic, not least because it is an evolving concept, rooted in consumer and organisational awareness in relation to levels of technological adoption. The concept represents a phenomenon that is elusive and prone to misconception. This paper examines how individual choices about IT products impact on social conceptualisations concerning rapid diffusion of information and utilisation of technological innovations. A two-stage research design solicited perspectives regarding online marketing challenges to marketing in the bookstore industry. Themes emerged that were developed into a conceptual model. It is suggested that firms must manage different customer segments through different value propositions, based on a multidimensional segmentation scheme that recognises the dynamic nature of value and value propositions to help managers classify customer portfolios and create effective value propositions.

Original languageEnglish
Pages (from-to)131-137
Number of pages7
JournalJournal of Retailing and Consumer Services
Early online date11 May 2019
Publication statusPublished - 1 Sept 2019
Externally publishedYes


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