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How to Acquire Customers on the Web

Today, more than 1.6 million commercial sites operate on the Web, all in fierce competition for the attention of potential buyers. E-tailers are finding that it takes enormous marketing expenditures to set themselves out from the crowd, inspire Web shoppers to visit their sites, and then get them to actually make a purchase.

A version of this article appeared in the May–June 2000 issue of Harvard Business Review.

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