Proceedings of the 2025 5th International Conference on Business Administration and Data Science (BADS 2025)

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A Systematic Research on Methods for Cross-Border E-commerce Enterprises to Identify and Select Customer Value—A Case Study of SHEIN

Authors
Xuhui Yan1, *, Kailun Yan2
1South China Normal University, Guangzhou, 510630, China
2Lancaster University Business School, Lancaster, LA1 4YW, UK
*Corresponding author. Email: yanxuhui@m.scnu.edu.cn
Corresponding Author
Xuhui Yan
Available Online 26 December 2025.
DOI
10.2991/978-94-6463-980-3_4How to use a DOI?
Keywords
Cross-border E-commerce; Customer Perceived Value; SHEIN; soft system methodology; Interpretivism
Abstract

With the rapid development of economic globalization, cross-border e-commerce enterprises face challenges brought by factors such as the diversity of the global market and the complexity of global supply chain distribution when expanding into overseas markets. These factors directly affect the judgment and selection of customer perceived value by cross-border e-commerce enterprises, which in turn influences the accurate positioning of products and services in overseas markets. Taking the “small-batch quick replenishment” business model of SHEIN as an example, this paper uses soft system methodology (SSM) to conduct an in-depth analysis of the methods for identifying and selecting customer perceived value. Based on SHEIN’s successful experience, this paper proposes three optimization suggestions for identifying and selecting customer value: learning customer perceived value by system methodology, leveraging digital technology to empower supply chain, and emphasizing customer participation to achieve co-created value.

Copyright
© 2025 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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Volume Title
Proceedings of the 2025 5th International Conference on Business Administration and Data Science (BADS 2025)
Series
Advances in Computer Science Research
Publication Date
26 December 2025
ISBN
978-94-6463-980-3
ISSN
2352-538X
DOI
10.2991/978-94-6463-980-3_4How to use a DOI?
Copyright
© 2025 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Cite this article

risenwbib
TY  - CONF
AU  - Xuhui Yan
AU  - Kailun Yan
PY  - 2025
DA  - 2025/12/26
TI  - A Systematic Research on Methods for Cross-Border E-commerce Enterprises to Identify and Select Customer Value—A Case Study of SHEIN
BT  - Proceedings of the 2025 5th International Conference on Business Administration and Data Science (BADS 2025)
PB  - Atlantis Press
SP  - 24
EP  - 43
SN  - 2352-538X
UR  - https://doi.org/10.2991/978-94-6463-980-3_4
DO  - 10.2991/978-94-6463-980-3_4
ID  - Yan2025
ER  -