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1、MaximizingcarinsuranceonlinesalesbydevelopingsuperiorwebshopPaulaPylväsMaster’sThesisDegreeProgrammeinInformationSystemsManagement2014AbstractPäiväys28.9.2014AuthorPaulaPylväsDegreeprogrammeInformationSystemsManagement,Master'sDegreeReport/thesistitleNumberofpagesandMa

2、ximizecarinsuranceonlinesalesbydevelopingsuperiorwebshopappendixpages65+AppendixThepurposeofthisthesisworkwastoinvestigatewhatkindofwebshopandwhatkindofimprove-mentswouldincreasecustomersatisfactionandmaximizecarinsuranceonlinesalesbyvolumeandbyvalue.Mainmeasureforthis

3、istheconversionrate,percentageofthepotentialbuyersenter-ingthesitewhoactuallymakeapurchase.Thisthesisconsideredonlinepurchasetheories,insuranceonlinestudiesandmobilecommercestudies.ThroughdatacollectionIhavetestedthetheoriesandproposemyownsynthesisoffactorsaffectingcon

4、sumeronlineinsurancepurchasedecision.Mainfindingsofthisthesisarethatdifferentcustomerjourneysindifferentcontextsinthebuyingprocessshouldbesupportedandmainfactorsaffectingpurchasedecisionshouldbeconsideredineachstepofthecustomerspurchasingprocess.Mainfactorsaffectingthe

5、purchasedecisionareCostAttractivenessSimplicityInformativenessTrustSocialinfluenceContextofusePersonalassistanceAgeGenderSkillsPainpointsofthewebshopinthiscasewerefoundtoberelatedtocost,trust,Informativenessandsimplicity.Conversionratecouldbeimprovedbyimprov

6、ingsalesfunneloptimization,buildingtrustandim-provingInformativenessandsupport.Agilemethodologywouldhelptogainsmallimprovementsinshortcycles.KeywordsCarinsuranceonlinesales,webshop,onlinepurchasedecision,improveconversionrateTableofcontents1Introduction................

7、...........................................................................................................11.1Background...................................................................................................................31.2Purpose......................

8、....................................................................................................31.3Objectives...