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Online Shopper Behavior: Influences of Online Shopping Decision

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... Mobile payment is a technical innovation, which represents a traditional method of payment, and it is defined as "any payment where a mobile device is used to initiate, authorize, and confirm an exchange of financial value in return for goods and services" (Au & Kauffman, 2008;Kim, 2010). The ultimate goal of m-payment is to master the time and place of the traditional payment and cash-centric payment (Katawetawaraks & Wang, 2011). Specifically, Chinese mobile payment services benefit from third-party payment platforms, such as Alipay and WeChat pay (Huang, 2017;Katawetawaraks & Wang, 2011). ...
... The ultimate goal of m-payment is to master the time and place of the traditional payment and cash-centric payment (Katawetawaraks & Wang, 2011). Specifically, Chinese mobile payment services benefit from third-party payment platforms, such as Alipay and WeChat pay (Huang, 2017;Katawetawaraks & Wang, 2011). ...
... Additionally, trust is found to be a significant factor in perceived risk (Warkentin et al., 2002). Many studies, such as (Katawetawaraks & Wang, 2011;Luo et al., 2014;Teo & Liu, 2007;Warkentin et al., 2002) pointed out that perceived risk is a mediator that influences trust and intention. Kim et al. (2010). ...
Article
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The technology acceptance model (TAM) has been regarded as a promising model for understanding technology adoption and can be extended to different situations. Currently, mobile payment services have been widely applied in people’s daily lives in China, and understanding their critical success factors is becoming important. Mobile payments are a complex system, and a large number of factors affect their success. Since mobile payments are directly related to financial issues, their wide adoption relies heavily on people’s trust. We developed a model based on the TAM to investigate the most influential factors in building trust within the mobile payment context. We conducted an empirical survey and 373 samples were collected using a valid questionnaire from the users of the popular payment platforms in China—Alipay and WeChat payment. We found that government monitoring is the most significant factor of customer trust, followed by reputation, and security. Government monitoring directly influenced behavioral intention, was negatively associated with perceived risk and positively affected behavioral intention. Moreover, mobility, subjective norms, usefulness, ease of use, and perceived enjoyment impacts customer behavioral intention.
... Perhaps having less choices and the least amount of information could make easier for marketers, analysts, or retailers to predict what the customers would like to buy, but with the current volume of daily generated data and the amount of information provided through the marketing channels any predictions or even suggestions seem impossible. Considering that amount of data, it could be impossible, even for the entire company's personnel, to be able to manipulate and handle customers data and provide competitive suggestion using obsolete statistical ways [2]. Consumer satisfaction through consumer behavior and user experience define the level of success. ...
... They are able to purchase anytime they want, getting the information they need and avoiding crowded places and long waiting queues. Due to personal reasons or psychological pressure a group of customers want to avoid close encounter with sales personnel [2,70]. ...
... Due to the fact that customers do not have a closer view of the product, retailers provide much more information instead. Product reviews by other customers also play a game changer role to product or service acquisition [2,70]. ...
Chapter
Artificial Intelligence in Consumer Behavior. E-commerce is one of the fastest changing industries and consumers try to purchase most of the goods online. Following the internet revolution, retail and promotion, daily data generation led to a point where marketers could not further process, using the traditional statistical ways, the new demands of vast data volume. The use of big data analytics emerged, and the rise of AI came along with predictive analytics including machine learning and data mining solutions. Artificial Intelligence has both evolved and affected the way marketing is implemented. AI is proven to be a sophisticated way of analyzing and processing data as well as decision making. The privilege of its use is considered an asset to the business executives who understand its potential. Considering AI as a tool, it may provide massive data processing and prediction accuracy. Referring to marketing science, marketers have witnessed the benefits of AI by predicting consumers behavior. Since consumers behavior varies, brands struggle for customer satisfaction, they invest time and money to highlight their products or services potentials, better define their market share, and classify customers’ needs. Marketers have been in pursuit of customer satisfaction using AI tools to read web metrics and optimize reach and conversions strategies. Machine learning, natural language processing, expert systems, voice, vision, planning, and robotics are the main AI branches that companies use to stay ahead of the competition. Business objectives aim to attract new customers, predict consumer behavior, along with the capability to personalize and predict demand using “smart” systems which allow them to increase sales, mitigate the decision-making risk and increase customer satisfaction, customer loyalty, and sales predictions. This chapter tries to map the stages of AI contribution to consumer behavior describing the essential marketing milestones.
... De facto, vários estudos já analisaram fatores motivadores e dissuasores para fazer compras online. Por exemplo, Katawetawaraks & Wang (2011) fizeram uma análise de fatores que influenciavam a decisão de compra online. Entre os fatores que motivavam o consumidor encontrava-se a conveniência, a poupança de tempo e as informações sobre o produto. ...
... Por exemplo, os consumidores podem recear receber produtos de menor qualidade quando os comparam com o que era descrito no website. Além disso, algumas lojas podem não concordar em reembolsar esses produtos, mesmo que não correspondem ao que o cliente pretendia (Katawetawaraks & Wang, 2011). Confirmando esta ideia, os resultados do estudo de Huseynov & Yıldırım (2016), realizado na Turquia, mostraram que a maioria dos entrevistados estava preocupada com a possibilidade de não lhes ser concedido o reembolso nas compras realizadas pela internet. ...
... Relativamente aos obstáculos às compras online, destacou--se o "Risco na compra", relacionado com o receio de ter de aguardar demasiado pela entrega dos produtos, de receber produtos de baixa qualidade e de não obter reembolso se for solicitado (Katawetawaraks & Wang, 2011). Este resultado corrobora o estudo de Huseynov & Yıldırım (2016) em que a maioria dos entrevistados estavam preocupados com a possibilidade ou não de lhes ser concedido o reembolso em compras realizadas pela internet. ...
Chapter
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In a society increasingly dominated by the image cult, reports on the growth of prejudice and discrimination based solely on physical appearance have increased. GenZ is the first generation born entirely in a fully developed internet and has known social media early. Therefore, it is crucial to understand their perception of body image and image manipulation perception as they are targeted daily on social media by retouched images of celebrities and branded content. In this study, we opted to develop a survey applied to 785 GenZers residing in Portugal to collect their perceptions about this topic. Results aim to show their perceptions of body image on social media by reflecting on their own posting habits and their views on celebrity retouched images. At the end of this study, the main results are presented in the hopes that new generations will gradually begin to deconstruct stereotypes and prejudices that mark a society still dominated by the image and by the aesthetic and beauty standards.
... De facto, vários estudos já analisaram fatores motivadores e dissuasores para fazer compras online. Por exemplo, Katawetawaraks & Wang (2011) fizeram uma análise de fatores que influenciavam a decisão de compra online. Entre os fatores que motivavam o consumidor encontrava-se a conveniência, a poupança de tempo e as informações sobre o produto. ...
... Por exemplo, os consumidores podem recear receber produtos de menor qualidade quando os comparam com o que era descrito no website. Além disso, algumas lojas podem não concordar em reembolsar esses produtos, mesmo que não correspondem ao que o cliente pretendia (Katawetawaraks & Wang, 2011). Confirmando esta ideia, os resultados do estudo de Huseynov & Yıldırım (2016), realizado na Turquia, mostraram que a maioria dos entrevistados estava preocupada com a possibilidade de não lhes ser concedido o reembolso nas compras realizadas pela internet. ...
... Relativamente aos obstáculos às compras online, destacou--se o "Risco na compra", relacionado com o receio de ter de aguardar demasiado pela entrega dos produtos, de receber produtos de baixa qualidade e de não obter reembolso se for solicitado (Katawetawaraks & Wang, 2011). Este resultado corrobora o estudo de Huseynov & Yıldırım (2016) em que a maioria dos entrevistados estavam preocupados com a possibilidade ou não de lhes ser concedido o reembolso em compras realizadas pela internet. ...
... All of this is important to ensure that online shoppers are presented with ample information that will lead to their satisfaction with online shopping. However, some consumers still feel uncomfortable shopping on the online platform because the main reason is a lack of confidence, because they might need to examine and feel the items ( Katawetawaraks & Wang, 2011). ...
... This helps to enhance the positive experiences of customers visiting the website. In addition, if online stores want to turn visitors to consumers, they need to develop their site by providing customers the most seamless possible way of creating fast websites with practical design, which are easy to use, reasonable, interesting and trouble-free ( Katawetawaraks & Wang, 2011). ...
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In the era of industry revolution 4.0 nowadays, information and communication technologies are growth rapidly that lead to the emerging of website and internet-based business into different industry such as online shopping. Online shopping is a platform of e-commerce that enable users of the websites or mobile apps to buy goods or services directly from a seller. The imperative of online shopping has increment essentially around the world in this IR 4.0 era in term of business to business (B2B) conjointly business to customer (B2C). Malaysia also does not leave behind in the development of the online shopping industry due to emerging many online shopping platforms such as Lazada, Shopee, Zalora, Mudah.my and others. Based on the previous study around the world, there are few factors which influence customer online buying satisfaction, therefore, this paper has constructed a conceptual framework to examine the factors that influence customer satisfaction towards online shopping using Shopee as the platform in the context of the Malaysian customer. The paper undertakes extensive literature review from the past studies related to the concept of online shopping and factors that contribute to customer satisfaction which are website designs, functionality, privacy, reliability and recovery. There has a positive relationship between these factors with the customer's satisfaction using online shopping such as Shoppe that will enhance customer loyalty using this platform. Very few studies or research about the factor influence customer satisfaction in online shopping especially in context of Malaysia and this study will help to understand about this issue further.
... The development of technology and the Internet has changed consumers' decision-making processes, the way they make their purchases, and how they interact and communicate with other people. These days, consumers use social networks and the Internet to share their experiences and opinions, to find information about products or services, and to make purchases online (Katawetawaraks & Wang, 2011). ...
... However, this process can be affected by the intangible nature of the product, the risk associated with the information source, the product, the payment method, and the processing of personal data. Therefore, the online purchase process implies not only using technology, but also having confidence in the product one is buying and the seller one buys from (Katawetawaraks & Wang, 2011). Erkan and Evans (2016) developed the information acceptance model (IACM) to examine the influence of eWOM on consumers' purchase intentions. ...
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The aim of this research is to understand the role played by social media influencers in consumers’ decision-making processes concerning hotels. To achieve this general objective, the following specific aims were defined: (1) to understand the profile of the micro-influencers that share user generated content (UGC) about hotels and the main networks within which they operate; to this end, a study was made by means of interviews to ascertain the profiles of 16 unpaid micro-influencers who share content about Portuguese hotels, and (2) to adopt the information acceptance model (IACM) put forward by Erkan and Evans (2016), to examine the influence of electronic word of mouth (eWOM) in social media on cosumer's behaviour intention in hotel industry, based on the profile of 166 consumers who follow these micro-influencers. Findings suggest that micro-influencers play a significant role in terms of influencing consumer purchase decision-making in the hospitality area; about 79% of surveyed consumers who follow micro-influencers’ content feel their choice is influenced and consider that the contents shared enable consumers to form an idea of what their stay will be like, due to some of the micro-influencers’ characteristics. The adoption of the IACM model demonstrates that the credibility of eWOM information positively affects the usefulness of the information. However, the quality of eWOM information, needs of eWOM information, and attitudes toward eWOM have a medium effect on the usefulness of eWOM information, but also in the attitudes toward eWOM and usefulness of eWOM in the adoption of eWOM information. The followers’ behavioural intentions are strongly explained by their attitudes toward eWOM information and adoption of eWOM information.
... Therefore, these outcomes point out that the feature of fresh food boxes is providing more convenience to consumers [9,51]. Increasing convenience is also the shopping behavior of modern consumers [52,53]. Further, the findings in Hashem et al. [31] also demonstrate the importance of convenience in England. ...
... Especially, consumers with online market experience would tend to pay a positive maximum budget for their fresh food box budget. Therefore, enhancing consumers' online shopping experiences [53,56] would be a key step to maintaining and promoting fresh food boxes in the online service. ...
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Fresh food boxes have been famous in many countries for providing convenience and supporting local production, while the convenient access of various market channels in Taiwan makes it difficult to develop. The COVID-19 events shed light on the opportunity to promote fresh food boxes. Due to the complexity of consumer preferences, it is important to investigate the market opportunity of fresh food boxes. A total of 748 valid survey data were collected throughout Taiwan from July to September in 2019. The analysis of variance and interval regression model with random utility theory was adopted to explore food product preferences and to elicit the maximum budget for the fresh food box. Results show that marrow vegetables, fruits, and meats are the major categories that must be included in the list of the fresh food box. The average maximum budget for a fresh food box is about TWD 702 (about USD 25), while the highest maximum budget can reach up to TWD 1202 (about USD 43) for some potential consumers. Although fresh food boxes have a market opportunity in Taiwan, the market potential may be more focused on those who have online market shopping experiences. Marketers would need more marketing strategies to enhance more potential shoppers to adopt the online purchase for fresh food boxes.
... The studies also discovered that Gen Z-ers prefer eshopping with smartphones and customized applications (Dabija and Lung, 2019;Priporas et al., 2017;Thangavel et al., 2021) because of convenience and suitability; however, they are concerned about the potential negative consequences of innovative technology applied in retailing (Priporas et al., 2017). Although, Katawetawaraks and Wang (2011) claimed that purchase decisions usually depend on two emotional motives -awareness and postpurchasing behavior - Thangavel et al. (2021) indicated that saving, convenience, and social desirableness are the primary purchasing decision-styles of Gen Z-ers, especially in India. Therefore, researching the e-shopping behavior of Gen Z consumers in emerging markets is very interesting for scholars and challenging for practitioners. ...
... In previous studies in eshopping, authors claimed that perceived values directly affect RI (Chen and Chen, 2017;Fang, Wen, George, and Prybutok, 2016). Furthermore, other studies illustrated that the key factors influencing consumers' online repurchasing intention or decision include positive attitudes and beliefs (Eri et al., 2011;Katawetawaraks & Wang, 2011;Kulviwat et al., 2016;Nittala, 2015), perceived benefits (Jiang, Yang, & Jun, 2013;Lim, Osman, Salahuddin, Romle, & Abdullah, 2016;Park & Kim, 2003;Patro, 2019, Pham, Tran, Misra, Maskeliunas, & Damaševičius, 2018, and perceived risks (Chiu et al., 2009;Eri et al., 2011;Jiang et al., 2013;Nittala, 2015;Park & Kim, 2003;Patro, 2019). Patro (2019) mainly defined that online shoppers' benefits are derived from retailers' website functions, product variety, innovativeness, personalization, convenience, reliability, financial advantage, and security and privacy. ...
Article
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One of the most significant achievements of Information Communication Technology (ICT) in commerce is e-shopping, which changes shopping behavior in the retail sector. This research examines how Generation Z's perceptions of e-shopping benefits and drawbacks and A qualitative method through in-depth interviews and a quantitative method via a questionnaire survey is employed to assess the Generation Z-ers' attitudes, perceptions, and psychology toward the benefits and drawbacks of e-shopping and their intention of choosing this channel for repurchasing. PLS-SEM will be associated to discover the relationships between Generation Z-ers' psychological ownership, perceptions of e-shopping benefits and drawbacks, and their online repurchase intention. Findings suggest that Generation Z-ers' online repurchase intention is due to perceived benefits, psychological ownership, and is regardless of perceived drawbacks. Furthermore, as a moderator of the effect of perceived drawbacks on repurchase intention, psychological ownership may lessen the Generation Z-ers' concerns of e-shopping drawbacks and enhance their online repurchase intention.
... According to Digi-Capital statistics [14], it predicts that AR market revenue will hit $90 billion by 2020, and VR market revenue will remain unchanged at $30 billion. Higher investment and innovation for AR and VR, surprisingly led by Asia and Asia (China, South Korea, Japan, others), could drive AR/VR revenue by 2020 [14]. ...
... According to Digi-Capital statistics [14], it predicts that AR market revenue will hit $90 billion by 2020, and VR market revenue will remain unchanged at $30 billion. Higher investment and innovation for AR and VR, surprisingly led by Asia and Asia (China, South Korea, Japan, others), could drive AR/VR revenue by 2020 [14]. ...
... Masyarakat pun saat ini memiliki nilai trust terhadap e-commerce karna fitur-fitur yang langsung terkoneksi dengan penjual atau dengan admin e-commerce melalui fitur live chat. Menurut Yu dan Wu (2007) dalam (Katawetawaraks & Wang, 2011), belanja online telah terbukti memberikan kepuasan lebih kepada konsumen modern yang mencari kemudahan dan kecepatan. ...
... Karena pelanggan tidak dapat menyentuh atau mencoba produk sebelum membeli, toko online dituntut menawarkan beberapa opsi tambahan. misalnya jaminan uang kembali sebagai salah satu cara untuk mengurangi kekhawatiran pelanggan (Comegys, 2009) dalam (Katawetawaraks & Wang, 2011). Tawaran gratis ongkos kirim atau yang dikenal dengan istilah "ongkir" dalam dunia per-online shop-an menjadi salah satu senjata untuk menciptakan rasa puas dan kebahagiaan tersendiri bagi konsumen. ...
Article
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The digital era has led consumer behavior to shop online. It is undeniable that online shopping is indeed more in demand by some consumers because of various supporting factors. Shopee is an online shop application with many features so that consumers can easily shop, explore and even easily create an online store and sell products. This study uses quantitative research methods to see the effect of buying interest in Shopee online shopping in Yogyakarta. Sources of data were obtained from primary and secondary data with cluster sampling technique to 500 respondents. The results showed that each indicator of buying interest showed positive and significant results. The Transactional Interest indicator is included in the value category with a percentage of 34%, and then for Reference Interest, it has a percentage order of 69% with a very high category. Then for Preferential Interest, the order of category is very high at 70%, and Explanative Interest with a high percentage category at 58%.
... According to Chayapa and Cheng (2011), the decision-making process is quite similar whether the consumer is offline or online, but the shopping environment and marketing communication are two main variations. Lu, Cao, Wang, and Yang (2011) studied the elements that influence users' decisions to switch from offline to online channels that provide identical services. ...
Article
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Shopping has undergone a paradigm shift as a result of technological influence, with most consumers preferring online purchasing to traditional physical store shopping. The current pandemic scenario has resulted in a shift in customer spending patterns both online and offline. This paper identifies and analyses customers’ behavior towards online and retail shopping based on various factors affecting their behavior on which mode of shopping most they prefer during the pandemic situation. Primary data was used and a structured questionnaire was utilized to obtain the data. An online survey was conducted to collect from 200 heterogeneous kinds of people. The data collected were subjected to frequency analysis, Chi-square test, and Cronbach’s Alpha Test. IBM Statistical Package for Social Sciences (SPSS v23) was used for analyzing the data. The results revealed that among the various technological factors the proficiency rate of respondents utilizing, the internet has shown a significant impact on the consumers’ preference towards the mode of shopping. Factors like quick product information, a wider choice of products, better prices and discounts highly influence the consumers to opt for online shopping, whereas faster delivery time and product quality reliability and accuracy influence the consumers to choose offline shopping.
... According to Anisur Rahman (2018: 3), online shopping suggested e-commerce to buy products or services directly from sellers over the Internet. Turban et al. (2004), Katawetawaraks and Wang (2011) explain that online shopping is a product buying activity (both goods and services) through connectivity media. Online shopping activities include business-to-business (B2B) and business-to-consumer (B2C) activities. ...
Article
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This study aims to determine and analyze what factors influence consumer buying behavior in the era of citizen 4.0 and the most dominant influences on consumer buying behavior in citizen 4.0. This research uses descriptive and explanatory survey methods. Sampling was carried out using the Accidental Sampling sample technique. The data analysis technique used is factor analysis. The findings of this study are factors such as availability and price factors, promotion factors, comfort factors, varieties and comparison factors, after-sales service factors, and connectivity factors that influence consumer purchasing behavior in the era of citizen 4.0. Besides that, variety and comparison factors are the most dominant factors affecting consumer buying behavior in the age of citizen 4.0, followed by availability and price factors, comfort factors, promotion factors, after-sales service factors, and connectivity factors.
... Utilitarian value is rational, task-oriented, and considers all consumer needs before buying decisions (Wu & Lee, 2017). In purchasing tasks, the aesthetic stimulus can elicit conative outcomes like purchase intention (Katawetawaraks & Wang, 2011). When it comes to shopping, utilitarian shoppers consume less time and are more efficientin completing their purchasing tasks (Tracy, 1998). ...
Article
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Given the widespread use of social media, especially social networking sites among consumers and brands, academic scholars and marketers need to comprehend the critical role of social media in their marketing efforts. This study highlights both theoretical and conceptual literature about consumers' psychological empowerment, utilitarian shopping value, consumer brand engagement, online purchase intention, and brand experiential satisfaction. The study contributes to the process by evaluating the relationships between consumer psychological empowerment and utilitarian shopping value. The study also explores the concept of practical shopping value with the support of literature and its impact on online purchase intention and brand experiential satisfaction. The study also determines the mediating role of consumer brand engagement in the relationship between utilitarian shopping value, online purchase intention, and brand experiential satisfaction.The findings suggested that consumer psychological empowerment significantly affects utilitarian shopping. The results also revealed the positive impact of utilitarian shopping value on online purchase intention and brand experiential satisfaction. The managerial and academic implications are discussed; limitations and future directions for research are also presented.
... Although the marketplace has many advantages for consumers, the complete database of consumers is not directly owned by the company. So, companies cannot see and fully control the database for in-depth analysis of consumer behavior [3]. Sales websites, that are owned directly by the company, can give a distinctive brand impression to potential customers and understand consumer behavior in-depth when customers accessing the sales website. ...
... Since the payment method of today's time is using a credit card, you sometimes need to input some personal information before processing the payment. As mentioned by Katawetawaraks and Wang (2011), ...
Article
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This research analyzed the effectiveness of e-banking to customer life service, while at the same time determining the experiences and difficulties met by the respondents in terms of the online payment transaction, online fund transfer, and online shopping. Utilizing descriptive-evaluative research design, a validated self-made survey questionnaire composed of sixty-seven (67) indicators were distributed to purposively selected forty-five (45) consistent users of e-banking services across different demography. Results showed that there is no significant difference in the experiences and difficulties encountered by the respondents in e-banking when grouped according to demographic profile. However, a significant difference is present in the difficulties encountered in online shopping when grouped according to gross monthly income. Although it can be implied from the results of the data that the respondents still have reservations on the use of e-banking in daily and consistent transactions, it has been found effective in providing good customer life service as respondents would opine that online payment can save time, money and effort. Furthermore, online fund transfers can be trusted, and online shopping is seen to be quick and hassle-free. From a commerce perspective, this study emphasizes that there remain strong points of development towards the integration of e-banking to daily life transactions of customers and other prospects.
... Where the gender of the respondents is concerned, 41.4 percent were male, while the majority (58.6%) were female. Regarding education, 79.2 percent of the respondents have post-school qualifications, with 54.9% of the respondents having completed at least a degree [11,12]. ...
Article
Online shopping is the process whereby consumers directly buy goods, services etc. from a seller interactively in real-time without an intermediary service over the internet. Online shopping is the process of buying goods and services from merchants who sell on the internet. It was a cross sectional descriptive study done in Kathmandu valley among the population who have done at least once online shopping in any online store. The major objective was to study about factors associated with customer satisfaction towards online shopping inside Kathmandu valley along with to find out level of satisfaction. In age group the majority of the respondents were from age group 18-24, in gender male was of 69% of total respondent, for level of education bachelor level respondent were at majority. Hindu (53.5%) were major and respondent from nuclear family were more (56%). The factors like education level, occupation, monthly income, religion and type of family were found statistically significant with online shopping with p value < 0.05. Among the total respondents 63% were highly satisfied from online shopping while 37% had low satisfaction level. Online store should consider the products preferred by different age groups and genders. Online store should focus more on supplying quality products as well as fast delivery services and easy return policy which will help to increase level of satisfaction among the users.
... Knowledge is very important for consumer. So that they can understand that non-store buying is risky and infrequent(Katawetawaraks & Wang, 2011). ...
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The main aim of this study is to examine the effect of convenience, product variety, knowledge, and ease of use on online buying in Pakistan. In this time online buying is increasing fast. The current study model developed on the basis of prior literature to determine the effect of convenience, product variety, knowledge, and ease of use on online buying. Data for this study was collected from online users by using simple random sampling. Sample size is 200. structural equation modeling (SEM) methods used for analysis. Findings of this study demonstrate that convenience and product variety have positive influence on online buying and ease of use and knowledge have no effect on online buying. Some limitations and future recommendations are mentioned in end of paper.
... The consumer's purchase decision is to buy the most preferred brand, but two factors can be between purchase intention and purchase decision. The first factor is the attitude of others (Iskamto 2017;SCG Trading Services Co. Ltd et al. 2011). If someone who is important to you thinks that you should buy the cheapest car, then your chances of buying a more expensive car will decrease. The second factor is an unexpected situational factor. Consumers may form purchase intentions based on factors such as income, price, and expected product benefits. People who consume or use th ...
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This study aims to determine the relationship between the influence of the product in terms of product form, product quality, product type, product utilization, and product durability. This research is a quantitative study where the research data processing uses SPSS 26. Found a low average value on information search indicators and post purchase behaviour, while the highest average value is found in the needs recognition indicator. In the product variable, the lowest average indicator is in the product form, while the product type has the highest average value. The regression equation test shows that the effect of the Product Features variable on the purchasing decision variable is positive and significant.
... Utilitarian value is rational, task-oriented, and considers all consumer needs before buying decisions (Wu & Lee, 2017). In purchasing tasks, the aesthetic stimulus can elicit conative outcomes like purchase intention (Katawetawaraks & Wang, 2011). When it comes to shopping, utilitarian shoppers consume less time and are more efficientin completing their purchasing tasks (Tracy, 1998). ...
... Tüketicilerin mağazaya gitmeden istedikleri zaman satın ama gerçekleştirebilmesi, farklı web sitelerini aynı anda karşılaştırarak aynı ürünü daha düşük bir fiyata bulabilmesi, satış görevlileri ile yüz yüze etkileşim kurma baskısından ve mağaza trafiğinden kaçınma düşüncesi online alışverişin çekici bulma sebeplerine örnek verilebilir. Bu faktörler genel olarak tüketicileri online satın almaya yönlendiren faktörler olarak dört kategoride özetlenebilmektedir; kolaylık, bilgi, mevcut ürünler ve maliyet ile zaman verimliliği tüketicileri online alışverişe yönlendiren temel faktörler olarak görülmektedir (Katawetawaraks & Wang 2011). ...
... Consumers tend to be more receptive to online purchases when they have a better understanding of website security (Bhatnagar et al., 2000), data privacy (Zviran, 2008), return policies (Chang & Chen, 2008), secure payment terminals (Ariff et al., 2014), and order tracking system (Katawetawaraks & Wang, 2015). Due to continuous advancements in e-commerce transactions, consumers perceive privacy and security protections as preconditions for online shopping. ...
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Online apparel shopping had been growing steadily in Malaysia over the decade. Regardless, the aspects of purchase intention are not well researched, and a holistic framework remains limited. Considering the potential of apparel shopping, this study was conducted to develop an integrated framework and to understand the role of attitude as a mediator using baseline models such as the Technology Acceptance Model (TAM) and Theory of Planned Behaviour (TPB). Using purposive sampling, this study retrieved 314 responses through a self-administered questionnaire from online apparel shoppers in Malaysia. The hypotheses were tested using PLS-SEM. Conclusively, perceived risk, web experience, pricing, utilitarian, hedonic, and products and service attributes demonstrated a significant relationship towards attitude. Direct relationships were also present between pricing, utilitarian, hedonic, convenience and online apparel purchase intention (OAPI). Interestingly, attitude was found to mediate all variables towards purchase intention except for convenience. The findings contribute academically to marketing and online apparel literature in the Malaysian context. With these innovative insights, online marketers and online apparel business owners can better comprehend online buyers' interest to purchase.
... Chen and Barnes (2007) noted that individuals verified the available information from other sources which developed their trust towards online media and also made them familiar to buy something from the online markets. Katawetawaraks and Wang (2011) endorsed these findings and further asserted that the availability of detailed information and cross-verification were proved as essential elements for ...
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In this age of computer-mediated communication (CMC), advertisers are using new media for achieving their objectives and a variety of outlets can be found in the online marketing environment. In certain conditions, the effectiveness of online media advertising has always been a concern over its competition with traditional media platforms and the phenomenon of this competition got a substantial amount of attention from media scholars. Therefore, the present systematic review has been established by analyzing 43 research studies (selected on the principle of PRISMA) which have been conducted from 2001 to 2021. The majority of studies have concluded a positive association between online media advertising and buying behavior of consumers, but this media could not fade the value of traditional advertising completely as television and newspapers facilitate verifying information circulated through new media platforms. It was divulged that consumers also went for buying due to online media advertising as this medium served as e-Word-of-mouth and celebrity-endorsement was resulted in creating a double dose effect on consumers’ buying and credibility of online advertising. Based on the review, some areas have been suggested to encounter in future research.
... . As a result, client behavior toward online orders appears to be affected by reputation and expectation of benefits (Al-Debei, Akroush, & Ashouri, 2015; Hajli, 2014). Furthermore, information quality, goods features, distribution, consciousness, way of thinking, customer service, and the consumer's perception of time are all major predictors of online consumer satisfaction (Katawetawaraks & Wang, 2011). ...
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Consumer attitudes and behavior have shifted dramatically all across the world as a result of the internet. Online shopping has emerged as a result of this trend, and it has had a significant impact on the lives of regular young people. Even though online purchases have been around in Bangladesh for a long time, consumers, particularly senior individuals, are not very interested in doing so. A self-constructed online survey of 150 Bangladeshi respondents was used in this study to try to understand customer behavior regarding online buying. According to the report, the vast majority of customers order online and thus save time and access a wider range of services and products. Males, as well as females, have roughly similar attitudes on online shopping: they prefer home delivery and oppose inadequate return policies. Typically, they gather online shopping information via social media and cash-on-delivery is a popular method of purchasing apparel and accessories. Consumers are particularly concerned about the safety of the payment system, and they are not interested in using credit or debit cards to shop. This study also revealed
... Implementing the response as early as possible is expected to make things easier for technology adoption (e.g., Magotra, 2016;Bukchin & Kerret, 2018;Abidah et al., 2020). In fact, people can control activities, work, transact, and decide from anywhere and anytime with no significant obstacles (Katawetawaraks & Wang, 2011). Vaidya et al. (2018) informed that there are nine vital pillars in industry 4.0, including cloud computing, system integration, simulation, addictive manufacturing, artificial intelligence (AI), cyber security, augmented reality, big data, and internet of things (IoT). ...
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Pek çok sektörde değişimlerin ve yeniliklerin ortaya çıkmasına sebebiyet veren internetin en önemli etkilerinden birisi ise pazar-lama alanında olmuştur. Yıllarca uygulanan ve hâlen günümüzde geçerliliğini koru-makta olan geleneksel pazarlama yaklaşımından çeşitli açılar bağlamında farklılık gösteren yeni bir pazarlama yaklaşımı olarak “e-pazarlama”; pazarlama sürecinin 7/24 gerçekleşmesini, dün-yanın herhangi bir yerindeki ürünlere/hizmetlere tüketicilerin kolaylıkla ulaşabilmesini, küçük veya büyük fark etmeksizin tüm işletmelerin internet ortamında kendini ve ürünlerini/hizmetlerini 1 E-Pazarlama tanıtıp satış gerçekleştirebilmesini mümkün kılmıştır. Böylece tüm ürünler ve hizmetler küresel pazarlara taşınabilir hâle gel-miştir. İnternetin getirdiği e-pazarlamanın etkileri sadece işletme-lerle sınırlı kalmamış, bu durumdan tüketiciler ve tüketicilerin davranışları da etkilenmiştir. Zira internet sayesinde günümüzde tüketici pazarları oldukça küçük ve dar bölümlere ayrılabilmekte, böylece işletmeler asıl hedef kitlelerine daha kolay şekilde ulaşa-bilirken ayrıca tüketicilerin beklentilerine de daha kısa zamanda ve daha etkili şekilde yanıt verebilmekte, onların ihtiyaçlarını daha verimli şekilde karşılayabilmektedir. Bu durum, internet üzerinden e-alışveriş faaliyetlerinde bulunan e-tüketicilerin dav-ranışlarının doğru şekilde anlaşılmasını gerekli kılmaktadır. Nite-kim e-tüketicilerin davranışları, geleneksel pazarlamadaki tüketi-cilerin davranışlarından farklılık gösterilmektedir. Yanı sıra, e-tüketicilerin davranışları geleneksel tüketicilerin davranışlarına kıyasla daha çabuk değişim gösterebilmektedir. Bu doğrultuda, e-pazarlama faaliyetlerinde bulunan işletmelerin e-tüketicilerin davranışlarına ilişkin olarak sürekli ve anlık bilgiye sahip olmala-rı, bu doğrultuda devamlı şekilde kendilerini yenilemeleri ve yeni stratejiler geliştirmeleri gereklidir. E-pazarlamayı konu edilen bu kitap toplam altı bölümden oluşmuştur. Birinci bölümde “pazarlama ve internet” konusu ele alınmıştır. Bu bağlamda bölümde; pazarlama kavramı, pazarlama-nın gelişim süreci, internetin tanımı ve özellikleri, ortaya çıkışı ve gelişimi, dijitalleşme, internet ekonomisi ve pazarlama konularına yer verilmiştir. İkinci bölüm, “e-pazarlama kavramı”na ilişkin olarak hazır-lanmıştır. Bu bölümde; e-pazarlamanın tanımı, kapsamı ve fonksi- 2 Giriş yonları, özellikleri, gelişim süreci, geleneksel pazarlama ile arasın-daki farklılıklar, işletmelere ve tüketicilere yönelik avantajları ile dezavantajlarından bahsedilmiştir. Üçüncü bölümde “e-pazarlama planlaması”na değinilmiştir. Bu bölümde; durum (rekabet) analizi, amaçların ve stratejilerin belirlenmesi, pazarın bölümlendirilmesi, hedef kitlenin belirlen-mesi, konumlandırma ve SWOT analizinden söz edilerek sonra-sında ürün, fiyat, tutundurma, dağıtım, insan, fiziksel kanıt ve süreç unsurlardan meydana gelen e-pazarlama karması açıklan-mıştır. Dördüncü bölümde “e-pazarlama kapsamında kullanılan teknikler”e yer verilmiştir. Bu çerçevede; web sitesi aracılığıyla e-pazarlama, arama motoru pazarlaması, e-posta pazarlama, ban-ner reklam kutuları, sosyal medya pazarlaması, bloglar (web günlükleri), satış ortaklığı modeli (affiliate marketing), izinli pazarlama (permission marketing), elektronik ağızdan ağıza pa-zarlama (e-wom), mobil pazarlama, veri tabanlı pazarlama, viral pazarlama, içerik pazarlama ve influencer pazarlama teknikleri aktarılmıştır. Beşinci bölümde “e-alışveriş” konusu ele alınmıştır. Bu doğ-rultuda bölümde; e-alışveriş kavramı, e-alışverişin avantajları ve dezavantajları, e-alışveriş türleri, tüketicilerin e-alışveriş yapma nedenleri, tüketicilerin e-alışverişe karşı olma nedenleri ve e-alışverişin pazarlamaya etkilerinden bahsedilmiştir. Altıncı ve son bölümde “e-pazaryeri ve e-pazaryerinde tüke-tici davranışları” konusuna değinilmiştir. Bu bölümde; e-pazaryerlerine, internetle değişen tüketiciler ve e-tüketici kavramı-na, e-pazarlamada tüketici karakteristiğine, e-pazarlamada tüketici 3 E-Pazarlama davranışına ve ihtiyacın farkına varma, bilgi arama süreci, alterna-tiflerin değerlendirilmesi, satın alma veya almama, satın alma son-rası davranış safhalarından meydana gelen e-pazarlamada tüketici satın alma karar sürecine yer verilmiştir. 4
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The Cyberspace has driven the globe in all dynamics. No field is exempted, it is not terrible that the pharmacies have moved virtual model too. An electronic pharmacy refers to a type of business model organization that is involved in sale of pharmaceutical products like non- scheduled and scheduled-only drugs, by ordering them online and delivery in the door step. Around 40,2500 e-pharmacists operating globally aims to promote public health by legal regulation of our country and perfectly fits the successful vision of Digital India initiative. The sale of drugs over the cyberspace began in our country in the late 1990’s and has expanded to an extent that the Federal Food and Drug Administration (FDA) in USA, has dedicated a complete department on its portal to buying medicines over the Internet. Drug Administration has given specific procedures to the people to stay vigilant against forfeited and unlawful e-pharmacies. E-Pharmacies in a developing country is being a questionable due to their laws, technological advancement and customer value perception. This conceptual research paper elucidates and fuse the theoretical discussions relating to multiple-channel retailing strategies in Customer value propositions and shopping motivations and factors contributing to growth of the e-pharmacies. Ten case examples are used to explain different channel strategies in multi-channel. It is expected that revenue generated in Indian pharmaceutical retail market will increase at a positive CAGR during the period FY 2018 to FY2025. In our country, it is anticipated that with the growth of organized segment, the overall market will also grow. independent pharmacy will grow at the increasing rate as compared to hospital�based retail pharmacies. As a Finding a tentative framework for understanding pharmacy retailers channel strategies is suggested. Keywords: Pharmaceutical consumers, Multiple channel strategies, Electronic Pharmacy
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The purpose of this study is to explore the key determinants of online buying behavior during Covid-19 pandemic using social psychology factors such as attitude, subjective norms, ease of use (EOU) and perceived usefulness (PU) in online platforms (Nathalie Pena-García & Co, 2020). This study also explores the Covid-19 Pandemic factors and its impact on online purchase behavior. The study was tested on 583 Work from Home (WFH) IT Professionals using Google form Survey. The study found that the demographic factors had a negligible association with the buying behavior and a significant difference in Purchase intention scales and Covid-19 pandemic scales. Analytical methods such as Chi square, t-test, one way ANOVA and Frequency distribution are used in this study. It is also observed from Frequency distribution that 78 percent of IT Professionals surveyed are still purchasing from the top two E-commerce giants Amazon (49.4 percent) and Flipkart (28.6 percent).
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Internet buying is widely recognized and regarded as a smart, advantageous, and open method of shopping. Organizations are investing much in research and development in order to make the Internet a viable retail channel. There isn't a single thing, service, or product that isn't available for purchase on the internet. In India, web-based shopping is growing at a rapid pace. The epidemic serves as a sort of articulation point for India's ecommerce industry, as more consumers are now able to purchase online. Customers all across the world are being persuaded to choose online buying over traditional commerce because of an outstandingly attractive lifestyle. Internet commerce is being pushed forward by a more established foundation, faster online speeds, and more PC knowledge. Many companies are entering this market and taking the competition seriously. The focus of the study focuses on customer perceptions of online purchasing. With the help of a poll, the investigation is focused on the most important facts.
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The texture of a fabric can be perceived by the haptic and visual senses. Visual texture can be defined as a visual quality of a surface. It is an important phenomenon because it can be significant in many fields, such as textile design and e-commerce. At the same time, when we consider the semantics of the word, it is important to take into account that there are a variety of manifestations of fabrics (e.g., woven, knitted, etc.). The mechanism of visual texture perception of fabrics was investigated by measuring visual evaluation values. In our experiment, 12 textile samples with different surface textures are evaluated using thirty-four adjectives (Kansei words). For each visual texture, the adjectives with the highest mean ratings are extracted and analyzed. By using Hierarchical Cluster Analysis (HCA) and Principal Component Analysis (PCA), we aimed to discover and determine preferences for the visual texture of fabrics. The result is a semantic explanation of fabric texture with the adjectives proposed, which can help customers to evaluate the quality of the textile.
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The purpose of this study is to develop new knowledge related to innovations in e-commerce, which we call e-commerce innovation, and how this affects customers' satisfaction and loyalty, along with the e-service quality, in the context of an online shop in Indonesia. Several measurement items of e-commerce innovation were adopted and modified from the existing literature. To answer how this affected the customers' satisfaction and loyalty, partial least squares structural equation modeling was used to analyze the data from 400 respondents. Empirical test results found that e-commerce innovation and e-service quality can increase customers' satisfaction and loyalty, respectively. It is also known that in the context of online shopping customers in Indonesia, it is easier to generate customers' satisfaction than customers' loyalty. This study contributes to the novelty related to e-commerce innovation, which focuses on innovation of the application or website, not of the company as a whole.
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An organizational structure is a system that outlines how certain activities are directed in order to achieve the goals of an organization. These activities can include rules, roles, and responsibilities. The organizational structure also determines how information flows between levels within the organization. Organizational systems are the processes that attempt to coordinate those divisions of work. The structure of an organization is like a skeleton: It defines the spatial relationships and influences the power relationships among its various parts. The skeleton alone does not do much work; it merely provides the framework within which the body tries to organize its resources to accomplish the task.
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Purpose: Owing to COVID, when many of the physical retail areas were closed and customers were inside, brands were always considering inventive ways to associate with the customers. The accessibility of customers to sellers remained. The live stream was an awesome way to access customers and multiply engagement. Design/Methodology/Application: Establishing a conceptual notion based on model development using the emphasis group - learning method and model analysis using the ABCD listing methodology. Findings/Result: The analyst has recognized that engagement must not be restricted to buyers alone. Livestream is an amazing stage to lock in accomplices as well as internal employees within the company. Livestreaming is long-term of retail and e-commerce. The coronavirus pandemic devastated almost all sectors of the business. Research limitations/implications: Businesses across the country and across the world experienced their supplies, business relations adversely hampered. The demand for most of the products and services reduced to a great extent. The business interruption insurance policy can come to the rescue but unfortunately, if a particular business is not listed on, the policy is not covered. It becomes inevitable to review and reiterate the policies. In many places, in almost all sectors, all spheres, all levels, from the rich to the poor, the losses and damages caused by coronavirus havoc are irreparable. No agency or organization ponders over their compensation of them. Originality/New knowledge/Interpretation/Value: The objective of this paper is to exhibit the most recent patterns and upgrades in live streaming. Moreover, the feasibility of utilizing Livestream as an integrated marketing communication channel is explained. Paper Type: Conceptual research
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Increasingly, Web-based content or service sites are turning to a subscription-based business model. This article examines factors that influence potential consumers' opinions about such paid services. A survey was conducted to examine the impact of several factors on consumers' willingness to access subscription-based Web content. The results indicated that respondents' intentions are significantly influenced by these factors. Specifically, their willingness to pay for online content or services is positively related to their perception of convenience, essentiality, added-value, and service quality, and to their usage rate of a given service. In addition, their willingness to pay is negatively related to their perceived unfairness in a subscription-based online service model. Managerial implications based on our findings are discussed.
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Purpose – This study aims to examine the influence of attitudes toward particular clothing web sites, specifically favorite ones, on information search at those web sites and on the choice to purchase items from those web sites and from non-internet channels after finding the items at the web sites. Design/methodology/approach – Using survey data from 414 US college students who had online shopping experience and favorite clothing web sites that they especially like to visit, hypothesized relationships among attitude toward internet web sites, online information search and channel choices for purchasing were tested using path analysis. Findings – Results showed that participants' attitudes toward their favorite clothing web sites had a direct, positive effect on their intentions to search for information at those web sites as well as intentions to purchase clothing items from those web sites after finding the items there. Additionally, operating through information-search intentions at the web sites, participants' attitudes toward those web sites had an indirect, positive effect on their intentions to purchase clothing items from non-internet channels after finding the items at the web sites. Research limitations/implications – Results cannot be generalized to the larger population of young consumers and to other consumer groups. Future research should include other population groups. Practical implications – This research provides insights into how college students' attitudes toward internet web sites affect their information search at the web sites and their channel choices for purchasing. Our results suggest potential benefits of multi-channel retailing for online clothing retailers targeting US college students and the importance of building effective web sites to elicit those consumers' positive attitudes toward the web sites. Originality/value – This study is the first to investigate young adult online shoppers' attitude towards internet web sites and their information search and channel choices for purchasing.
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Increasingly, retailers are combining Internet and store based operations to become “multi-channel” as they attempt to attract and retain customers. This study investigates how the type and level of perceived product risk (specifically economic and psychosocial risk) influence patronage preference for shopping from three types of e-tailers. The e-tailer formats studied are: pure play e-tailers (e.g., Overstock.com), value-oriented store based e-tailers (e.g., Wal-Mart.com), and prestigious store based e-tailers (e.g., Bloomingdales.com). The hypotheses, based upon prior research in the area of perceived product risk, show that type and level of risk do matter. Further, e-tailers linked with prestigious stores have an advantage over both other e-tailer types. Results also show an interaction between perceived product risk and the e-tail format. Based on samples from the Northeast and Southeast USA, the results are found to be similar in these diverse regions, improving the generalizability of the findings.
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Motivations to engage in retail shopping include both utilitarian and hedonic dimensions. Business to consumer e-commerce conducted via the mechanism of web-shopping provides an expanded opportunity for companies to create a cognitively and esthetically rich shopping environment in ways not readily imitable in the nonelectronic shopping world. In this article an attitudinal model is developed and empirically tested integrating constructs from technology acceptance research and constructs derived from models of web behavior. Results of two studies from two distinct categories of the interactive shopping environment support the differential importance of immersive, hedonic aspects of the new media as well as the more traditional utilitarian motivations. In addition, navigation, convenience, and the substitutability of the electronic environment to personally examining products were found to be important predictors of online shopping attitudes. Results are discussed in terms of insights for the creation of the online shopping webmosphere through more effective design of interactive retail shopping environments.
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Purpose – The paper's purpose is to analyse the influence of online shopping information dependency and innovativeness on the acceptance of internet shopping. Design/methodology/approach – The impact of online shopping information dependency, domain-specific innovativeness and technology acceptance model (TAM) variables on future shopping intention has been tested through structural equation modelling techniques. The sample consisted of 465 Spanish consumers who had never purchased online. Findings – Data analysis shows that consumer innovativeness and online shopping information dependency have a direct and positive influence on future online shopping intention and that the basic TAM hypotheses are fulfilled. Online shopping information dependency can be increased with interfaces that are easier to use, but only if perceived usefulness remains high. Consumer innovativeness positively influences internet exposure and the ease-of-use perception of the shopping medium, referred to throughout this paper as “shopping channel”. Practical implications – This research enables companies to know which aspects of their communication strategies to highlight in order to get non-purchasing web users to participate in e-shopping. Perceived ease of use and online shopping information dependency has a significant influence on shoppers' willingness to purchase online. This shows that web content and design are key tools in the increase of future online purchasing. It is also recommended that managers target some of their advertising campaigns to the more innovative users. Originality/value – There are still too few studies that analyse the effects of innovativeness and online shopping information dependency on non-purchasing web users' behaviour. This work aims to combine the influence of online shopping information dependency, innovativeness and the traditional TAM in order to construct an improved model for internet shopping acceptance. It will use an integrated model to do so.
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End-user satisfaction has always been an important component of lnformation Systems (IS) success. This is also true for online applications, including online shopping systems, where in addition to being a customer, the shoppers play the role of end-users. Shoppers may not come back to or make a purchase on a Web site if they have an unsatisfactory experience. In this research, we focus on this aspect of online shopping by examining shoppers' experiences as end-users.
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Consumers’ decision-making process has been changed with the introduction of the Internet as on alternative channel for shopping. E-tailing is an emergent area of nascent organized retailing in India. The purpose of this paper is to explore the determinants of shopper behaviour such as convenience, customer service, trust, web store environment, and web shopping enjoyment and to examine the influence of these factors towards willingness to buy and patronage of online retail stores. The study is purely based on primary data collected from a sample of 135 respondents by using simple random sampling technique from five leading software companies in Hyderabad. Necessary secondary data were used to reinforce the model. A structured non-disguised questionnaire was administered and responses were measured on the seven-point Likert scale. Statistical tools like mean, standard deviation, multiple correlations, multiple regressions, student t-test, and ANOVA were used to find out the strength of relationship and degree of association among the variables entered into the model. The results reveal that convenience, web store environment, online shopping enjoyment, and customer service have significant impact on the willingness to buy from online retail stores rather than perceived trust. Except trust and customer service, all other variables are significant with patronage of online retail stores. As not much work in India has been done in this context, the paper seeks to provide fruitful insights into the factors determining the prospects of e-tailing that can benefit academicians as well as marketers.
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Internet commerce has the potential to offer customers a better deal compared to purchases by conventional methods in many situations. To make this potential a reality, businesses must focus on the values of their customers. We interviewed over one-hundred individuals about all the pros and cons of using Internet commerce that they experienced or envisioned. The results were organized into twenty-five categories of objectives that were influenced by Internet purchases. These categories were separated into means objectives and fundamental objectives used to describe the bottom line consequences of concern to customers. These results are applicable to designing an Internet commerce system for a business, creating and redesigning products, and increasing value to customers. The set of fundamental objectives also provides the foundation for developing a quantitative model of customer values.
Purpose – The purpose of this study is to investigate the motivational effects of personal values on benefits, attributes, and re-patronage intention in the context of online shopping. Design/methodology/approach – Using means-end chain theory as a basis for the theoretical framework, the paper proposes and tests a conceptual model of the relationships among the constructs of personal values, benefits, attributes, and re-patronage intention. Hypotheses are proposed, and these are then tested using structural equation modelling on data from 279 experienced online customers in South Korea. Findings – A personal value of “social affiliation” acts as an enduring belief in motivating a customer to seek hedonic and utilitarian benefits, whereas a personal value of “self actualization” produces motivation to seek only utilitarian benefits. The seeking of hedonic and utilitarian benefits leads customers to evaluate certain attributes of online stores – such as visual design, product assortment, information quality, and after-sales service. The attributes of online stores have a positive effect on re-patronage intention. Research limitations/implications – Limitations include problems associated with convenience sampling (dominated by extrinsically oriented shoppers) and measurement errors (with respect to the construct of personal values). Future studies could examine a more diverse range of personal values and online shopping benefits and attributes. Originality/value – The present study is the first to investigate personal values as enduring and underlying sources of motivation with respect to online shopping. The paper presents an original conceptual model of personal values, shopping benefits, shopping attributes, and re-patronage intention.
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It is important to move the attention about online retailing from a technological standpoint to a marketing perspective. The authors develop here a conceptual model based on brand theory, risk theory and information theory to understand the causal relationships among brand knowledge, perceived risk, online search action and the intention to adopt an online retailer. The proposed model was tested in an online survey, and structural equation modelling--a powerful analytical tool-- was applied to analyse the data. Results show that brand knowledge has a direct and positive effect on intention to adopt an online retailer and this effect can be mediated by perceived risk to a large extent. In addition, perceived risk also positively relates to online search action, which is important in realizing that searching for information increases the risks faced by an online retailer through an expansion of the consumers' opportunity to find more favourable choices. This model is sustainable to additional analysis after control variables, i.e. demographic profile variables, Internet use frequency and risk preference, have been taken into consideration.
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An increasing number of consumers are turning to the Internet to make their purchases. Yet, many e-tailers are going out of business or retrenching. If e-tailers hope to attract and retain satisfied online shoppers, they need to know what evaluative criteria consumers use when selecting an e-tailer. Past research has provided some insight into what characteristics shoppers assess in cyberspace outlets. The extant work, though, has not been without its limitations. Consequently, the present study utilizes a literature review, qualitative research, and quantitative research to identify the underlying e-store choice dimensions of shoppers. In addition, results of multiple regression analysis show that merchandise and interactivity Web attributes are predictors of consumers' attitude toward online shopping. Implications for e-store managers and future research are also provided.
Article
Purpose – The purpose of this paper is to examine the moderating influence of direct online shopping experience in an e-commerce context. Design/methodology/approach – The conceptual framework links attitudinal constructs such as price attractiveness, merchandise quality, service quality, time/effort costs, risk and enjoyment to future online purchase intentions. Purchasers and inquirers of a car insurance comparison website were approached by personalized email to participate in an online questionnaire. Multi-group structural equation analysis was used to test for group differences in the structural weights. Findings – Compared to the purchasers, the inquirers were more concerned with the perceived enjoyment, risk and price attractiveness offered by the website, while caring less about time/effort savings. Inquirers were negatively influenced by the price attractiveness of their chosen insurance, which indicates that they were less likely to use the website for future transactions if they were satisfied with their current price. Research limitations/implications – Future research could extend the current research by investigating other potential moderators, such as socio-demographics and psychographic variables. Practical implications – Guidelines for managers of websites for financial services about how to convert inquirers into buyers and improve the loyalty of online buyers. Originality/value – Draws upon insights from marketing, e-commerce and information systems to provide substantial support for the hypotheses regarding the moderating influence of direct online shopping experience.
Purpose – To compare and contrast clothing buyers who buy in stores, on the internet, and through catalogs so as to better understand these behaviors. Design/methodology/approach – We surveyed 805 US consumers. They reported attitudes and shopping behaviors. These were compared among those who shopped chiefly in stores, on the internet, and through catalogs. Findings – Consumers who shopped more and spent more for clothing did so via all three shopping modes. Buying on the internet was more highly related to buying by catalog than it was to store buying. Heavy buyers of clothing by all three shopping modes were more involved with fashion, more fashion innovative, and more innovative regarding online buying than light and medium buyers regardless of the shopping mode. Fashion opinion seeking and reliance on sales associates for information were unrelated to amount of buying for all three shopping modes. Research limitations/implications – The findings are limited to US consumers and the convenience sample. Other limitations include the specific measures used, and the cross-sectional survey method prevents us from making causal statements. The effects of other, unmeasured variables could not be assessed. Future studies could avoid these limitations by using data from several countries, representative samples, and additional variables. Practical implications – Brick and mortar stores have less to fear from the internet than often thought. Catalogs are more likely to lose sales to the internet than are stores. The most profitable apparel companies might be catalogs or physical retailers who add/build web sites, while pure play companies may have a more difficult time achieving profitability. Apparel managers should focus research attention on learning more about the psychology of their buyers. While involvement with clothing leads to buying more via all three shopping modes, it is more important for store buying than buying by catalog or internet. Remote buyers of clothing are less fashion involved. Catalogs and apparel web sites might wish to feature new fashions, but they may be more successful in selling “standard” or normal clothing online than the latest fashions. They might broaden the selection of fabrics and colors to offer buyers more choices in the styles they already like. Clothing innovators shop more frequently via all three modes, but are most strongly drawn to stores. Originality/value – Little research compares shopping across modes. Because modern clothing retailing involves all three modes, the study provides an unusual picture of this shopping behavior.
The Internet has important ethical connotations for retailing. This paper briefly provides examples of retailers’ difficulties in this respect, before considering use of the Internet for ethical scrutiny of retailers by a spectrum of activists and agencies. Positive use of the Internet to publicise retailers’ social responsibility contrasts with questionable exploitation of the Web’s anonymity. The Net not only offers freedom of speech, but also widens opportunities for irresponsible activity, with low barriers to entry. Thus tensions exist between rights and freedoms, on the one hand, and abuses of freedoms, provoking calls for regulation, on the other. Ethical issues relating to e-commerce are identified, and privacy is highlighted both as central to the ethics of e-retailing and as a critical factor in its development. While retail interest in the Internet thus far has focused around e-commerce, impacts on retailer image – both positive and negative – should also be recognised.
Article
Despite the rapid growth of the Internet population, very little is known about consumers' perceptions and uses of this new medium. As a result, much uncertainty remains regarding the nature of marketing activities most appropriate on the Internet. The present paper proposes to clarify these issues on the basis of in-depth interviews of Internet users. Findings highlight four main descriptions of the Internet which are associated with different social uses. Implications of these findings for both marketing practitioners and consumer researchers are outlined.
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Much of the business transacted over the Internet today is in the business-to-business sphere. Outside of specialised niche areas like information technology and other information-based products, business-to-consumers commerce is relatively undeveloped. One principle that holds true in the marketspace is that before cybermarketers can effectively respond to consumer demand, they must understand consumer behaviour. Internet marketers should revisit traditional models of consumer behaviour, examine their underlying assumptions, and explore their validity in the new Internet context. A standard model of the consumer buying behaviour processes is applied to purchasing situations on the Internet, with a view to comparing traditional marketplace transactions with the emerging virtual marketspace. Understanding consumer behaviour in Internet purchasing remains the marketing management imperative.
Article
Electronic commerce, that allows business to be performed over the Internet, has been a major trend in this century. Many businesses are moving on-line. However, there are neither guidelines nor theories to show how electronic store features affect consumer purchases. This paper uses a consumer-oriented perspective to derive functional requirements for e-store design. These needs are grouped into three categories: motivation, hygiene, and media richness.An empirical study was conducted on three on-line bookstores to evaluate the relative importance of these factors. The results show that the quality of e-store design has an effect on the consumer purchase decision. Consumers are more likely to shop at well-designed websites. Among the on-line functions, support of transaction and post-sales services play key roles. Hygiene factors are critical when consumers decide whether to shop electronically, while motivational factors play a key role when consumers choose among different electronic stores. Media richness factors are, in general, least important. The implication of the findings is that providing good transactional support and post-sales services to the customer is the key.
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Shopping online has emerged as one of the most popular Internet applications, providing a plethora of purchasing opportunities for consumers and sales challenges for retailers. The aim of this paper is to shed further light on the past and present status of the e-consumer phenomenon, by looking into online shopping behaviour and by examining the major reasons for being motivated or being de-motivated from buying online, focusing on the trust element. Building on that analysis, the possible future status of e-consumer behaviour is presented via an examination of ubiquitous retailing, which denotes the next stage of that retail revolution.
Article
The purpose of this article is to encourage research on the evolution of consumer behavior within and across nations by illustrating how super-diffusion technologies spawn and drive great surges in economic innovation that profoundly change consumer behavior that leads to further economic innovation and progress that plays out over centuries. Economic history can be used as a frame for understanding past, present, and future consumer behavior, particularly in thinking about the likely impact of cyberspace technology on global consumer behavior. A systems-dynamic perspective is recommended to fully appreciate the intended and unintended winds of economic change that are now blowing around the globe. In the right hands, systems-dynamic feedback maps may become as valuable today as were the treasured maps that described the trade winds 500 years ago. Copyright 2000 by the University of Chicago.
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