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	March 14, 2008 Shipping Issues Continue To Plague Online Retailers 2007 Holiday Data Reveals Consumers' Discontent With Delivery Costs by Sucharita Mulpuru with Peter Hult, Carrie Johnson

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Executive Summary

More US Web buyers experienced problems or complications while shopping online in the 2007 holiday season than in 2006. Nearly one in two online shoppers had difficulties. Chief among the site disturbances was dissatisfaction with higher-than-anticipated shipping prices. To allay customer frustration with elevated shipping fees without resorting to a possibly margin-eroding free shipping strategy, eBusiness executives need to audit shipping costs, employ A/B testing of shipping offers, monitor call center data for complaints about shipping fees, and tactfully dispense follow-up email promotions to shopping cart abandoners.

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