This document discusses drivers of internet shopping based on a study conducted by the authors. The study applied a behavioral model to identify key factors influencing online purchasing. A survey was conducted with over 700 respondents to assess intentions and actual shopping behavior. The results showed that facilitating conditions, like site accessibility and transaction efficiency, had a stronger influence on shopping behavior than intentions alone. Intentions were influenced most by perceived consequences like cheaper prices and security concerns. The findings provide implications for improving online shopping strategies and site design.
Influences of Website Quality on Online Purchase Intention of Air Ticketing S...IJRTEMJOURNAL
Business operation was more related with human contribution at end of 20th century. Rapid
development of internet technology has changed business environment. More than ever, consumers more like to
gather information about product or services and to make purchase using internet. For the reason, E-Commerce
website is integral part of business in order to increase profit. Research focused to investigate influences of
website quality factors (usability, website design, information quality, trust, perceived risk, empathy) on online
purchase intention of Mongolian consumers. Questionnaire design based on Barnes and Vidgen’s model and
data was collected from 265 respondents by online. Correlation and regression analysis was used to measure
relationship of variables. Research findings show website design, information quality, trust more positive
influence on online purchasing intention than usability, empathy, perceived
The internet is being developed rapidly since last two decades, and with relevant digital economy that is driven by information technology also being developed worldwide. After a long term development of internet, which rapidly increased web users and highly speed internet connection, and some new technology also have been developed and used for web developing, those lead to firms can promote and enhance images of product and services through web site. Therefore, detailed product information and improved service attracts more and more people changed their consumer behaviour from the traditional mode to more rely on the internet shopping. On the other hand, more companies have realized that the consumer behaviour transformation is unavoidable trend, and thus change their marketing strategy. As the recent researches have indicated that, the internet shopping particularly in business to consumer (B2C) has risen and online shopping become more popular to many people. According to the report, The Emerging Digital Economy II, published by the US Department of Commerce, in some companies, the weight of e-commerce in total sales is quite high. For instance, the Dell computer company have reached 18 million dollars sales through the internet during the first quarter of 1999. As a result, about 30% of its 5.5 billion dollars total sales were achieved through the internet (Moon, 2004). Therefore, to understand internet shopping and its impact on consumer behaviour could help companies making use of it as a form of doing e-business.
There are many reasons for such a rapid developing of internet shopping, which mainly due to the benefits that internet provides. First of all, the internet offers different kind of convenience to consumers. Obviously, consumers do not need go out looking for product information as the internet can help them to search from online sites, and it also helps evaluate between each sites to get the cheapest price for purchase. Furthermore, the internet can enhance consumer use product more efficiently and effectively than other channels to satisfy their needs. Through the different search engines, consumers save time to access to the consumption related information, and which information with mixture of images, sound, and very detailed text description to help consumer learning and choosing the most suitable product (Moon, 2004). However, internet shopping has potential risks for the customers, such as payment safety, and after service. Due to the internet technology developed, internet payment recently becomes prevalent way for purchasing goods from the internet. Internet payment increase consumptive efficiency, at the same time, as its virtual property reduced internet security. After service is another way to stop customer shopping online. It is not like traditional retail, customer has risk that some after service should face to face serve, and especially in some complicated goods.
Influences of Website Quality on Online Purchase Intention of Air Ticketing S...IJRTEMJOURNAL
Business operation was more related with human contribution at end of 20th century. Rapid
development of internet technology has changed business environment. More than ever, consumers more like to
gather information about product or services and to make purchase using internet. For the reason, E-Commerce
website is integral part of business in order to increase profit. Research focused to investigate influences of
website quality factors (usability, website design, information quality, trust, perceived risk, empathy) on online
purchase intention of Mongolian consumers. Questionnaire design based on Barnes and Vidgen’s model and
data was collected from 265 respondents by online. Correlation and regression analysis was used to measure
relationship of variables. Research findings show website design, information quality, trust more positive
influence on online purchasing intention than usability, empathy, perceived
The internet is being developed rapidly since last two decades, and with relevant digital economy that is driven by information technology also being developed worldwide. After a long term development of internet, which rapidly increased web users and highly speed internet connection, and some new technology also have been developed and used for web developing, those lead to firms can promote and enhance images of product and services through web site. Therefore, detailed product information and improved service attracts more and more people changed their consumer behaviour from the traditional mode to more rely on the internet shopping. On the other hand, more companies have realized that the consumer behaviour transformation is unavoidable trend, and thus change their marketing strategy. As the recent researches have indicated that, the internet shopping particularly in business to consumer (B2C) has risen and online shopping become more popular to many people. According to the report, The Emerging Digital Economy II, published by the US Department of Commerce, in some companies, the weight of e-commerce in total sales is quite high. For instance, the Dell computer company have reached 18 million dollars sales through the internet during the first quarter of 1999. As a result, about 30% of its 5.5 billion dollars total sales were achieved through the internet (Moon, 2004). Therefore, to understand internet shopping and its impact on consumer behaviour could help companies making use of it as a form of doing e-business.
There are many reasons for such a rapid developing of internet shopping, which mainly due to the benefits that internet provides. First of all, the internet offers different kind of convenience to consumers. Obviously, consumers do not need go out looking for product information as the internet can help them to search from online sites, and it also helps evaluate between each sites to get the cheapest price for purchase. Furthermore, the internet can enhance consumer use product more efficiently and effectively than other channels to satisfy their needs. Through the different search engines, consumers save time to access to the consumption related information, and which information with mixture of images, sound, and very detailed text description to help consumer learning and choosing the most suitable product (Moon, 2004). However, internet shopping has potential risks for the customers, such as payment safety, and after service. Due to the internet technology developed, internet payment recently becomes prevalent way for purchasing goods from the internet. Internet payment increase consumptive efficiency, at the same time, as its virtual property reduced internet security. After service is another way to stop customer shopping online. It is not like traditional retail, customer has risk that some after service should face to face serve, and especially in some complicated goods.
Customer attitudes and Perceptions of their Rights in Online Transactions- An...EECJOURNAL
In the era of globalization online transaction or online banking is a countless revolution. Over the last decade supreme business are running with technological change. Online transaction or online banking is the use of technology for improved business outcome. And bankers are devising approaches to meet the demand of online bankers; they are busy in reviewing customer attitude in the field of online banking or online transaction, to understand the customer attitudes towards online banking or online transaction. Quantitative method employed to analyze the relationship between customer attitude and right of online transaction in Kurdistan region of Iraq. The researcher attempted to gather data from customers in Erbil, however 100 surveys distributed in different banks located in Erbil, but only 79 questionnaires have been completed successfully. The findings revealed that previous Online banking or online transaction experience and frequency and time length of transaction use have significant influence on trusting and the intention to use online banking. Perceived convenience had a positive effect on perceived usefulness and continuance intention. The findings demonstrated that intention to use online banking can be predicted by attitudinal and perceived behavioral convenience factors. The findings from this research have also exposed that the perceived security has a marginal impact on the customers' tendency to trust online banking. And while the study assumed that with cybercriminals targeting banking devices, securing online transaction is more important than ever, and would impact trust in Online transaction, but the week relationship sounds as if the customer evaluates “each situation” and compare the levels of trust versus the perceived level of security.
Factors Influencing the E-Shoppers Perception towards E-Shopping (A Study wit...Dr. Amarjeet Singh
Purpose: The study focuses on identifying and exploring the various factors influencing the e-shoppers perception towards e-shopping.
Design / methodology / approach: A research model is developed based on the literature. For the purpose of study data collected from 100 e-shoppers belonged to Wardha City of Maharashtra. By using in structured questionnaire, descriptive statistical measure like mean has been used for analyzing the data.
Findings: The results reveal that the seven key factors like convenience, time saving, home delivery, price advantage, more choice, reliability and security significantly influenced the e-shoppers perception on e-shopping.
Contribution of the study: The result of this study provides a valuable reference to the e-marketers to understand the factors influencing e-shoppers perception. They can further sharpen their marketing strategies to attract and retain their customers.
Consumers online purchase intention is significant guide for operating online organization in Bangladesh. The major purpose of this paper is to explore the key factors that influence consumers’ intention, satisfaction and loyalty towards online purchase in Bangladesh. This paper adopts quantitative analysis of possible factors that may influence consumers’ intention, satisfaction and loyalty towards online purchase. By using Convenient Sampling technique the data has been collected from 200 respondents. Data are analyzed using frequency, mean, standard deviation and regression analysis. From the results of regression analysis, this research is found that security, personal hobby, payment method, appropriate pricing, privacy, social media and reference groups as the significant factors, which considerably influence consumers’ intention towards online purchase. This investigation is revealed that online purchases intention, product quality and product brand as the important factors, which significantly influence consumers’ satisfaction. This paper is also demonstrated that satisfaction as the momentous factor, which notably influences consumers loyalty in Bangladesh.
INNOVATIVE AND SOCIAL TECHNOLOGIES ARE REVOLUTIONIZING SAUDI CONSUMER ATTITUD...ijsptm
The Internet today connects about 40% of the world population. Half of these are living outside the
advanced economies, often in some countries that are quickly climbing the developmental ladder, with
diverse populations and inarguable economic potentialities including Saudi Arabia. There are 20 million
Internet users in Saudi Arabia by the end of 2016. This research examines the impact of the Internet,
innovation, disruption and the dynamics that affect adoption of electronic commerce (e-commerce) in
Saudi Arabia. The study further analyzes the influence of Internet security and its impact on the users’
decision-making process. The data have gathered through questionnaires that disseminated to 2,823 Saudi
Internet male and female users through email. The response rate was 23%. The important findings have
discussed in this study that shows that there are significant factors that are influencing the adoption of ecommerce,
including legal procedures to ease of doing business, ease of doing businesses and security
features and controls introduced by the online vendors.
In this presentation we will discuss the importance of internet marketing, How internet related to business, and many more interesting topic related to internet.
The Predictive Effects of Communication and Search Quality on Behavioral Inte...Russ Merz, Ph.D.
A Presentation delivered to the Fifth Tricontinental Conference on Global Advances in Business Communications (GABC), Antwerp, Belgium May 29th-31st 2013. Details the results of a theory building study that examines how contextual elements impact the perceptions of information and search quality of a corporate e-commerce website.
Research Report: Customer Services in Social Media ChannelsAlexander Rossmann
In recent years, marketing scholars have invested heavily in exploring the role of social media in marketing theory and practice. One valuable strategy for using social media in marketing communication is to provide customer services in applications like Facebook or Twitter. This paper evaluates a) the concept of perceived service quality in different service channels and b) the impact customer service strategies have on customer loyalty, word of mouth communication, and cross-sell preferences. The framework presented here is tested cross-channel against data collected from the customer service department of a large telecommunication provider. The results elucidate the effectiveness of customer service strategies in different channels.
A study of how application usage can help increase consumer satisfaction for ...Abeer Raza
This study uses regression analysis to determine the effects of mobile applications on consumer satisfaction. The paper focuses on the impact of mobile application usage on consumer behavior with regards to consumer engagement and brand loyalty. The author also looks into understanding the different factors within a mobile app that increases consumer satisfaction. This approach helps identify not just the factors themselves and their benefits but also their contribution in cultivating a long-term relationship between consumers and businesses.
Copyright Notice:
This presentation is prepared by Author for Perbanas Institute as a part of Author Lecture Series. It is to be used for educational and non-commercial purposes only and is not to be changed, altered, or used for any commercial endeavor without the express written permission from Author and/or Perbanas Institute. Appropriate legal action may be taken against any person, organization, or entity attempting to misrepresent, charge, or profit from the educational materials contained here.
Authors are allowed to use their own articles without seeking permission from any person, organization, or entity.
Customer attitudes and Perceptions of their Rights in Online Transactions- An...EECJOURNAL
In the era of globalization online transaction or online banking is a countless revolution. Over the last decade supreme business are running with technological change. Online transaction or online banking is the use of technology for improved business outcome. And bankers are devising approaches to meet the demand of online bankers; they are busy in reviewing customer attitude in the field of online banking or online transaction, to understand the customer attitudes towards online banking or online transaction. Quantitative method employed to analyze the relationship between customer attitude and right of online transaction in Kurdistan region of Iraq. The researcher attempted to gather data from customers in Erbil, however 100 surveys distributed in different banks located in Erbil, but only 79 questionnaires have been completed successfully. The findings revealed that previous Online banking or online transaction experience and frequency and time length of transaction use have significant influence on trusting and the intention to use online banking. Perceived convenience had a positive effect on perceived usefulness and continuance intention. The findings demonstrated that intention to use online banking can be predicted by attitudinal and perceived behavioral convenience factors. The findings from this research have also exposed that the perceived security has a marginal impact on the customers' tendency to trust online banking. And while the study assumed that with cybercriminals targeting banking devices, securing online transaction is more important than ever, and would impact trust in Online transaction, but the week relationship sounds as if the customer evaluates “each situation” and compare the levels of trust versus the perceived level of security.
Factors Influencing the E-Shoppers Perception towards E-Shopping (A Study wit...Dr. Amarjeet Singh
Purpose: The study focuses on identifying and exploring the various factors influencing the e-shoppers perception towards e-shopping.
Design / methodology / approach: A research model is developed based on the literature. For the purpose of study data collected from 100 e-shoppers belonged to Wardha City of Maharashtra. By using in structured questionnaire, descriptive statistical measure like mean has been used for analyzing the data.
Findings: The results reveal that the seven key factors like convenience, time saving, home delivery, price advantage, more choice, reliability and security significantly influenced the e-shoppers perception on e-shopping.
Contribution of the study: The result of this study provides a valuable reference to the e-marketers to understand the factors influencing e-shoppers perception. They can further sharpen their marketing strategies to attract and retain their customers.
Consumers online purchase intention is significant guide for operating online organization in Bangladesh. The major purpose of this paper is to explore the key factors that influence consumers’ intention, satisfaction and loyalty towards online purchase in Bangladesh. This paper adopts quantitative analysis of possible factors that may influence consumers’ intention, satisfaction and loyalty towards online purchase. By using Convenient Sampling technique the data has been collected from 200 respondents. Data are analyzed using frequency, mean, standard deviation and regression analysis. From the results of regression analysis, this research is found that security, personal hobby, payment method, appropriate pricing, privacy, social media and reference groups as the significant factors, which considerably influence consumers’ intention towards online purchase. This investigation is revealed that online purchases intention, product quality and product brand as the important factors, which significantly influence consumers’ satisfaction. This paper is also demonstrated that satisfaction as the momentous factor, which notably influences consumers loyalty in Bangladesh.
INNOVATIVE AND SOCIAL TECHNOLOGIES ARE REVOLUTIONIZING SAUDI CONSUMER ATTITUD...ijsptm
The Internet today connects about 40% of the world population. Half of these are living outside the
advanced economies, often in some countries that are quickly climbing the developmental ladder, with
diverse populations and inarguable economic potentialities including Saudi Arabia. There are 20 million
Internet users in Saudi Arabia by the end of 2016. This research examines the impact of the Internet,
innovation, disruption and the dynamics that affect adoption of electronic commerce (e-commerce) in
Saudi Arabia. The study further analyzes the influence of Internet security and its impact on the users’
decision-making process. The data have gathered through questionnaires that disseminated to 2,823 Saudi
Internet male and female users through email. The response rate was 23%. The important findings have
discussed in this study that shows that there are significant factors that are influencing the adoption of ecommerce,
including legal procedures to ease of doing business, ease of doing businesses and security
features and controls introduced by the online vendors.
In this presentation we will discuss the importance of internet marketing, How internet related to business, and many more interesting topic related to internet.
The Predictive Effects of Communication and Search Quality on Behavioral Inte...Russ Merz, Ph.D.
A Presentation delivered to the Fifth Tricontinental Conference on Global Advances in Business Communications (GABC), Antwerp, Belgium May 29th-31st 2013. Details the results of a theory building study that examines how contextual elements impact the perceptions of information and search quality of a corporate e-commerce website.
Research Report: Customer Services in Social Media ChannelsAlexander Rossmann
In recent years, marketing scholars have invested heavily in exploring the role of social media in marketing theory and practice. One valuable strategy for using social media in marketing communication is to provide customer services in applications like Facebook or Twitter. This paper evaluates a) the concept of perceived service quality in different service channels and b) the impact customer service strategies have on customer loyalty, word of mouth communication, and cross-sell preferences. The framework presented here is tested cross-channel against data collected from the customer service department of a large telecommunication provider. The results elucidate the effectiveness of customer service strategies in different channels.
A study of how application usage can help increase consumer satisfaction for ...Abeer Raza
This study uses regression analysis to determine the effects of mobile applications on consumer satisfaction. The paper focuses on the impact of mobile application usage on consumer behavior with regards to consumer engagement and brand loyalty. The author also looks into understanding the different factors within a mobile app that increases consumer satisfaction. This approach helps identify not just the factors themselves and their benefits but also their contribution in cultivating a long-term relationship between consumers and businesses.
Copyright Notice:
This presentation is prepared by Author for Perbanas Institute as a part of Author Lecture Series. It is to be used for educational and non-commercial purposes only and is not to be changed, altered, or used for any commercial endeavor without the express written permission from Author and/or Perbanas Institute. Appropriate legal action may be taken against any person, organization, or entity attempting to misrepresent, charge, or profit from the educational materials contained here.
Authors are allowed to use their own articles without seeking permission from any person, organization, or entity.
The purpose of this article is to explore e-commerce issues particularly for developing an appropriate framework for ecommerce marketing. The issues that e-commerce faces will be examined through the marketing mix. The authors consider process as an additional P especially for ecommerce. Exploring the ideas of product, place, price, promotion and process with their implication in addressing and mitigating problems of ecommerce is the main focal point of this article. The authors find that the five concepts of the marketing mix equally play a critical part in the success of e-commerce. Therefore, concentrating on these concepts will prove to be of the utmost importance as an e-commerce provider.
The Critical Factors that influencing Web-Based DSS Successin Online Shopping...IJRES Journal
This research aimed to examine the main factors that influence the success of Web-Based Decision Support Systems in online shopping context. It investigated a set of factors which are; online shopping system quality, data quality, knowledge management, consumer decision making satisfaction, and perceived net benefit. A questionnaire was distributed to a sample of (140) respondents to collect primary data, & based on a convenience sample the response rate was about 82%. Furthermore, the findings were analyzed using the Statistical Package for Social Software (SPSS), indicated that online shopping system quality, data quality, and knowledge management have a positive & significant influence on the consumer decision making satisfaction, and there is mutual effect between consumer decision making satisfaction, and perceived net benefit. In other words, all research variables have significant effect on success of web-based DSS in online shopping context.Based on the research findings & conclusions, a number ofrecommendations & future research suggestions are proposed.
E satisfaction e-loyalty of consumers shopping onlineAbu Bashar
With the advent of information technologies and emergence of online stores, the
online shopping has not been the same as it was in the past. Now in order to strive
in this cut throat competition it is of vital importance for the organizations to
understand the factors that matter for consumers when they shop online. As the
competition in e-commerce is intensified, it becomes more important for online
retailers to understand the antecedents of consumer acceptance of online
shopping. Such knowledge is essential to customer relationship management,
which has been recognized as an effective business strategy to achieve success
in the electronic market. The current research study is an effort to understand
the satisfaction and loyalty pattern for the consumers shopping online. The objective
of this research is to study the impact of emotional state and perceived risk of
remote purchase on e-satisfaction during the Internet shopping. As well, it aims
to study the influence of e-satisfaction on e-loyalty. The data gathering was carried
out by a questionnaire. The results show that three dimensions of the emotional
state during Internet shopping (the pleasure, stimulation and dominance) have a
significant positive impact on e-satisfaction. Dimensions of the perceived risk of
remote purchase, (the total risk, the financial risk, the social risk, the
psychological risk, the functional risk, and the physical risk) don't have a significant
impact on e-satisfaction, except the risk of loss of time has a negative impact.
Finally satisfaction influences positively and significantly the e-loyalty of the cyber
consumers.
The Effectiveness of Internet Marketing in Increasing the Reach and Awareness...Dr. Amarjeet Singh
The present research seeks to expound the effective
of Internet marketing in increasing the read and awareness of
consumers. Impatient the research conducted a good review
about the privies literature related to the study. It leads a brief
idea of the study before articulating the statement of the
problem. From the statement of the problem deducting the
researcher found that the social media , mobile apps and
internet marketing have Promina impact with the
effectiveness and in cornering the awareness of the consumer
.hence the research subdivided the research problem into four
different objective such translates the formation of the study
states that these is no significant relationship between level of
effectiveness and level of utilization of internet marketing on
consumer in kingdom of Bahrain . Further the research
employs multiple methodologies to a new conclusion on the
particular issue, the study used convening sampling method
combined with the spss software for data analyse.
The study aims to assess the Effectiveness of Internet
in Business to increase reach and awareness among consumers
in Bahrain. Data and correspondence innovation has changed
quickly in the previous 20 years with a key advancement being
the development of online networking. Business, which does
not utilize internet-based life, tends to lose on key client
base. The rise of social media means it’s unusual to find an
organization that does not reach its customers and prospects
through one social media platform or another. Companies see
the importance of using social media to connect with
customers and build revenue.
Businesses have realized they can use social media to generate
insights, stimulate demand, and create targeted product
offerings. This is important in traditional brick-and-motor
businesses, and, obviously, in the world of e-commerce.
In this research, to adequately address the research questions
a variety of data collection methods and instruments were
used such as questionnaire survey and t-test.
From the study, the researcher concluded that there is no
significant relationship between the Level of utilization &
Effectiveness of Internet marketing among consumers in
Bahrain. Therefore, the researchers accept the null
hypothesis.
The problems faced by the respondents on the Level
of utilization & Effectiveness of Internet marketing among
consumers in Bahrain is privacy, censorship and online
security. The Internet, social media, online advertising, mobile
apps etc. as a whole, can be seen as technology that has greatly
enhanced our lives but should be done responsibly.
Customer’s buying behavior for online shoppingKetan Rai
It is era of Online Shopping every Age Group is using internet now these days , So i have research report on topic Customer’s buying behavior for online shopping ... it is based upon delhi based company " CITYWEB"
Purpose: the objective of this study is to investigate how the impact of brand image, customer satisfaction,
usefulness, and convenience on trust and customer loyalty. Design/Methodology/Approach: this research is to
examine the factors that affect trust and customer loyalty by using secondary data analysis, archival study
approach. This study has been using three frameworks with combined from previous studies to create and
develop a new conceptual framework. F
Analyzing the opportunities of digital marketing in bangladesh to provide an ...IJMIT JOURNAL
The idea of marketing recently converging to Digital marketing and digital marketing is becoming the most effective means for building business-customer relationships with long-term loyalty. It is a matter of concern that how this convergence is taking place in developing countries like Bangladesh. In this paper, the impact of digital marketing on the customer engagement with products and brands is investigated using descriptive research method and is based on survey. This study attempts to find the most effective form of digital marketing in Bangladesh by taking responses using questionnaires from sample, which has been used as the primary data. This study aims to discover the factors that work background to make the customers loyal to the brand and to have a positive attitude toward brand. It also illustrates about the differences of traditional marketing and digital marketing and the changes brought by digital marketing in brands relationship marketing. Analysis of survey output shows that there is an overall positive influence of internet advertising on consumer purchase decision. It is recommended that companies should conduct a market research on different markets in various countries to identify more specific market related and regional factors.
Digital Nudging Numeric and Semantic Priming inE-Commerce.docxjakeomoore75037
Digital Nudging: Numeric and Semantic Priming in
E-Commerce
Alan R. Dennis a, Lingyao (IVY) Yuan b, Xuan Fengc, Eric Webb d,
and Christine J. Hsiehe
aOperations and Decision Technologies Department Kelley School of Business, Indiana University,
Bloomington, Indiana, USA; bDepartment of Information Systems and Business Analytics, Debbie & Jerry Ivy
College of Business, Iowa State University, Ames, Iowa, USA; cDivision Management Information Systems Price
College of Business, University of Oklahoma, Norman, Oklahoma, USA; dDepartment of Operations, Business
Analytics, and Information Systems Carl H. Lindner College of Business, University of Cincinnati, Cincinnati,
Ohio, USA; eSan Francisco, California, USA
ABSTRACT
Most research on e-commerce has focused on deliberate rational
cognition, yet research in psychology and marketing suggests that
buying decisions may also be influenced by priming (a form of what
Information Systems researchers have called digital nudging). We con-
ducted seven experiments to investigate the impact of two types of
priming (numeric priming and semantic priming) delivered through
what appeared to be advertisements on an e-commerce website. We
found that numeric priming had a small but significant effect on
consumers’ willingness to pay when the value of the product was
unclear, but had no effect when products displayed a manufacturer’s
suggested retail price (MSRP) or a fixed selling price. Semantic priming
had larger effects on willingness to pay and the effects were significant
but smaller in the presence of an MSRP. Thus, the combination of
numeric and semantic priming has a larger impact on consumers’
willingness to pay. Taken together, these experiments show that
some of the research on numeric priming and semantic priming
done in offline settings generalizes to e-commerce settings, but
there are important boundary conditions to their effects in e-com-
merce that have not been noted in offline settings. In online auctions
(e.g., eBay), sellers can influence customers to pay more for products
whose value is unclear by displaying products with clearly labelled
high prices alongside the products the consumer searched for.
However, such tactics will have only minimal effects for auctions of
products whose price is known (e.g., those with an MSRP) and no
effects on products with clearly listed prices (e.g., Amazon).
KEYWORDS
Decision making; anchoring
and adjustment; priming;
dual process cognition;
System 1 cognition; System
2 cognition; digital nudge;
online auctions; willingness
to pay; pricing; price anchors
Introduction
What affects how much a consumer is willing to pay for a product in an e-commerce
marketplace? Much prior research has focused on the rational aspect of consumer buying
behavior, so past research suggests that willingness to pay is influenced by consumers
deliberately considering pricing information, product value, product image, trust in the seller,
website design, available information, and.
The Identification Level of Security, usability and Transparency Effects on T...Waqas Tariq
This paper presents an Expert E-Commerce Trust System (EECTS), showing a possibility to confidence e-business processes by Adaptive Neuro-Fuzzy Inference Systems. The research has empirically tested the critical factors that influence an individual’s decision in the process of buying products or services online. The proposed model applies Adaptive Neuro-Fuzzy model to converging business processes to get the desired results. The system is adaptive since it uses neural network learning ability for its adaptation. The results of this study show that the security, web site design and familiarity, directly influence user’s trust in e-businesses since these factors lie the closest to the user and are deciding factors for the users and influence their decisions regarding transactions in e-commerce. These results can be of importance for vendors since they show how the customers perceive trust and which factors can directly influence their trust in a vendor and their experience with e-commerce and that the factors can play a deciding role on whether or not a customer will make a purchase. The study also provides a device for sellers to improve their commercial websites. The data was collected via interviews, surveys and B2C websites. Two questionnaires were used in this study. The first questionnaire was developed for e-commerce experts, and the second one was designed for the customers of commercial websites. Also, Expert Choice is used to determine the priority of factors in the first questionnaire, and MATLAB and Excel are used for developing the Fuzzy rules. Finally, the Fuzzy logical kit was used to analyze the generated factors in the model. New method was compared with previous Expert E-Commerce Trust System (EECTS) that developed by Fuzzy Logic system too.
Online Technology and Marketing of Financial Services in Nigeria: An Impact A...IOSR Journals
This study extracts and analyse basic information from Service providers and customers reporting the performance and challenges of online marketing of financial services in Nigeria. Staff and customers of twelve (12) out of the leading financial institutions in Nigeria, with track records of online activities were purposively sampled with the aid of structured questionnaires, to elicit ex post facto facts for use in this study. The resultant data were analysed with the use of descriptive statistics and Pearson Correlation Coefficient using statistical package for social sciences (SPSS), version 16. The study reveals low impact; meaning the country has not realises her full potentials in harnessing online technology for marketing of financial services. It also reveals incidence of challenges associated with implementation and performance of online marketing of financial services in Nigeria which include fluctuation in online services due to poor infrastructure, high rate of online fraudsters, slim awareness on the part of the customers, e-payment bottleneck, among others. Finally, this study expounds a number of management options to stimulate the impacts of online technology in marketing financial services in Nigeria.
The Effectiveness of E-Advertisement towards Customer Purchase Intention: Mal...IOSR Journals
The primary objective of this study was to examine the effectiveness of E-advertisement on customer
purchase intention. Beside, this study examined the effect of mediating and moderating demography factors on
customer purchase intention in Malaysia. Data from 570 respondents with previous experience on online
purchasing products and services were collected. To do so, SPSS 19 was applied to analyze the collected data.
Our findings revealed that service quality, social network and brand recognition can highly influence
customers’ perception toward web-based advertisement. Consequently, consumers who are more optimistic in
web-based advertisement (E-advertisement) have most likely higher intention to online purchase. In other
words, the effectiveness of E-advertisement is undoubtedly highlighted in this study. Besides, the results of this
study showed that the demography factors cannot mediate the customer perception toward advertisement nor
the effectiveness of E-advertisement toward customer purchase intention. On the basis of our results, companies
must stress the intrinsic attributes of online advertisement to attract highly-involved consumers and must
present a benevolent corporate image for consumers.
The growing use of Internet in India provides varied opportunities for online shopping from both customer and seller perspective. If Electronic marketers (E-Marketers) know the factors affecting online Indian behavior, the relationships between these factors and the type of online buyers, they can further develop their marketing strategies to convert potential buyers into active buyerswhile retainingits original customer base. This study focuses on the factors which online buyers takes into consideration while shopping online. This research will help in finding the impact of e-market on customers’ purchasing patterns and how their security and privacy concerns about online marketinginfluences their online buying behavior. The study will further encompass the various important inputs which will equip the marketers for creating online marketing more lucrative and assured by adding value to the existing services.
The Importance of E-Commerce in Terms of Local Development: A Study in Turkey1inventionjournals
Internet is a great technology as well as a vast information storage, communication tool, trading platform, education field, business and entertainment environment. Internet is also the front door of the change and development and especially of the information community that is the bearer and courier of the development existing in the scientific and technologic fields. For this reason, E-commerce, which leaves its mark on the world market and gains more importance against the classic type of trade, also occupies a quite important position in national economy. The objective of our study is; to examine this commerce platform that is established as of today in city of Gümüşhane (Turkey) and to research the potential of E-commerce with regards to national economies and the factors that effect this potential.
Offering A Model Of Evaluation Of Trust Suggesting Between Customers And E-St...Waqas Tariq
to succeed in the e-commerce depends on lots of factors; one of the important and vital ones is trust. In this Paper, we will suggest a model of Fuzzy Logical System which depicts some of the hidden relationships between the critical factors such as security, familiarity, and designing in a B2C commercial website on the one hand, and the competitive factor to other competitors on the other hand. We are going to find the impact of these factors on the decision-making process of people to buy through the B2C commercial websites, and we also will analyze how these factors influence the results of the B2C trading. The study also provides a device to sellers in order to improve their commercial websites; in addition, it provides on-line customers a helping device to buy through the commercial websites. In the study, the sample in the first questionnaire was the investigation of experts of e-commerce, and in the second one was the customers of commercial websites. Also, we have used the Expert Choice software to determine the priority of factors in the first questionnaire, and the SPSS and Excel software for sampling and analysis procedures to find the Fuzzy rules. Finally, we used the Fuzzy logical kit in the MATLAB software to analyze the factors which generate the model.
2. develop effective strategies to win the battles of cyber competition. The findings of
this study should also help Web designers in their difficult task of designing sites that
must compete with millions of other sites on the Web.
Explaining Internet Consumer Behavior
Studies that investigated consumers’ perceptions of obstacles hindering the development
of Internet shopping have reported several concerns, for example, security, trust, band-width,
legal framework. These concerns, however, will soon become irrelevant. The
rapid development of e-commerce technology will alleviate the security and bandwidth
problems. Several governments have realized the strategic importance of e-commerce
and are rapidly developing appropriate legal frameworks. Perceptions will also change as
more and more people adopt Internet shopping. As these concerns are being addressed,
other factors, such as the convenience of the entire shopping cycle (ordering, payment,
delivery, and support), product quality and variety, and customer service, become more
salient. Although most of these factors have been discussed in the e-commerce literature,
their effects and their relative importance are still not well understood. This lack of
understanding is causing a wide confusion regarding what is really happening, how
much potential there is, and what companies should be doing to take advantage of
Internet shopping.
This study sheds light on Internet consumer behavior through the application and
empirical testing of a comprehensive behavioral model. Based on a thorough literature
review and focus group meetings with 177 Internet consumers, we identified important
factors affecting the adoption of Internet shopping and the level of its use. The elicita-tion
of these factors was based on a well-accepted behavioral model proposed by Trian-dis
[4]. According to this model, behavior is preceded by intentions and is affected by
facilitating conditions. Intentions are in turn determined by social influences, attitude
towards the behavior, and perceived consequences of the behavior among other factors.
Seven perceived consequences were identified as particularly influential. The partici-pants
in the focus groups perceived that their Internet shopping behavior was motivated
by cheaper prices, convenience, saving time, improved customer service, and their abil-ity
to do comparative shopping. They also thought that they would shop on the Inter-net
more frequently if they did not have concerns regarding risks of security breach and
privacy violation. On the social side, the influences of the family, media, and friends
were perceived to be important. The participants also identified five conditions for facil-itating
Internet shopping. These included transaction efficiency, navigation efficiency,
product description, site accessibility, and Web page loading speed.
Internet Shopping Surveys
Following the elicitation of the beliefs of Internet shoppers regarding the various fac-tors
affecting their intentions and behavior, we conducted a longitudinal study con-sisting
of two online surveys. The first survey was aimed at assessing the intentions of
Internet shoppers regarding their future behavior (shopping frequency) and exploring
the determinants of these intentions, such as attitude, perceived consequences, and
social influences. A total of 6110 consumers were chosen randomly from 4 Internet-based
directories and were solicited by email to complete the first online question-naire.
The respondents were told that they would be asked to answer a second
questionnaire in three months and that, in order to match the first questionnaire with
234 December 2003/Vol. 46, No. 12ve COMMUNICATIONS OF THE ACM
3. the second one, they had to specify the last five digits of their phone number. This
method allowed us to keep the survey anonymous while enabling us to match the
answers of the two questionnaires to the same individual. A total of 1410 responded
to the first survey. The second survey, on the other hand, focused on investigating the
effects of intentions (assessed in the first survey) and facilitating conditions on actual
Internet shopping behavior. Only 705 of those who responded in the first round
answered the second questionnaire. Table 1 describes the demographic profile of the
respondents.
Results and Discussion
The analysis of the data was done in a holistic manner using Partial Least Squares (PLS),
a procedure that tests both the structural model (hypothesized relationships between fac-tors)
and the measurement models (items measuring each factor) simultaneously (see
[2]). The results of the analysis are presented in Figure 1. The significant effects (signif-icant
path coefficients for constructs and weights for measurements items, as indicated
by t-statistics) are indicated with solid lines with the most important ones (highest coef-ficients
& weights) in double lines. Both intentions and facilitating conditions are found
to affect Internet shopping behavior (that is, frequency of shopping) significantly. Facil-itating
conditions, however, have a more important effect. It is not enough to form an
intention to shop online; such an intention will not translate into action if the appro-priate
conditions are not present. All facilitating conditions, identified through the lit-
COMMUNICATIONS OF THE ACM December 2003/Vol. 46, No. 12ve 235
Category
Percentage (%)
Age
Less than 20 years
20 – 35 years
35 – 50 years
Greater than 50 years
Missing values
10
49
23
16
2
Education
Bachelor
Master
Ph.D.
Others
Missing values
37
18
10
32
3
Annual Income
Less than 20,000 USD
20,000 – 35,000 USD
35,000 – 50,000 USD
Greater than 20,000 USD
Missing values
27
24
21
19
9
Number of Purchases within 3 Months
None
1 – 5 purchase(s)
5 – 10 purchases
10 – 15 purchases
15 – 20 purchases
Over 20 purchases
Missing values
26
36
16
6
2
8
6
Table 1. D emographics.
4. Attitude
Intention to shop online
Social
Influences
Navigation
Efficiency
erature review and the belief-elicitation process, are significant. These findings highlight
the importance of transaction efficiency, product description, navigation efficiency,
Web-page loading speed, and site accessibility in assisting the Internet consumers to act
on their intentions.
236 December 2003/Vol. 46, No. 12ve COMMUNICATIONS OF THE ACM
Facilitating
Conditions
Actual Internet
Shopping
Perceived
Consequences
Family
Friends
Media
Transaction
Efficiency
Product
Description
Site
Accessibility
Web Page
Loading Speed
Saving
Time
Security
Breach
Cheaper
Prices
Privacy
Violation
Improved
Customer
Service
Comparative
Shopping
Most important effects
Significant effects
Insignificant effect s
Convenience
Figure 1. Significance and relative importance of Internet shopping factors.
5. Although all significant, two out of the five facilitating conditions emerged as the
most important ones, specifically, site accessibility and transaction efficiency. To
enhance the accessibility of an Internet shop, one has to make sure that the site is
always up and running (available) and that it can be easily located. Choosing the
appropriate domain name, registering the site with important search engines and
optimizing its ranking, reminding visitors to bookmark the site address, and estab-lishing
a presence in popular cybermalls are all techniques that can enhance the acces-sibility
of Internet shops. Improving the transaction efficiency, on the other hand,
requires the optimization of the cycle times associated with product identification and
selection, ordering, delivery, and after-sale service. While some aspects of transaction
efficiency are associated with the user-interface design (for example, number of clicks
required), others are associated with the reengineering of the order taking and fulfill-ment
processes.
Although not as important as accessibility and transaction efficiency, the other facil-itating
conditions—product description, navigation efficiency, and Web page loading
speed—are nevertheless significant and should not be neglected. To improve loading
speed, the literature provides a number of guidelines for Web designers, such as keeping
graphics simple and meaningful, limiting the use of unnecessary animation and multi-media
plug-in requirements, using thumbnails, providing a “text-only” option, continu-ously
monitoring the server and the Internet routes, and allowing text to load first,
followed by graphics. To improve navigation efficiency, Web designers should carefully
think of their online store layout. Some online stores keep a similar layout to that of the
physical stores with which customers are already familiar. Other useful guidelines for
navigation design include creating intuitive/meaningful hyperlinks and labeling them
properly, providing a site map, and developing an effective search engine. It is important
to note that navigation efficiency affects transaction efficiency (discussed previously), an
important facilitating condition of online shopping. Finally, providing a good product
description is a significant facilitating condition that can minimize an important draw-back
of online shopping: the inability of the customer to physically feel and examine the
product. Enhancing the information content of the product is often cited in the litera-ture
as one of the critical success factors of online shopping. While in a physical store
customers may complain about information shortage, in an online store they may be
overwhelmed by information. The main challenges of Web designers are therefore to
decide on the appropriate amount of information, to organize it, and to present it prop-erly.
The results also indicate that the intentions of Internet consumers are significantly
affected by the perceived consequences of online shopping, the consumers’ attitudes
towards it, and social influences. Perceived consequences of online shopping, however,
have the most important effect. Out of the hypothesized seven consequences, five are
perceived to matter. The insignificant two are privacy violation and convenience. Sur-prisingly,
our respondents did not give much importance to the convenience (anywhere
and anytime) and privacy factors in forming their intention to shop on the Internet.
Instead, they were enticed by cheaper prices, saving time, improved customer service,
and the ability to do comparative shopping while they were discouraged by security con-cerns.
There is a clear indication that security remains a big hurdle for the growth of
B2C despite the important improvements in the technical solutions. Therefore, Inter-net
retailers should work on their consumers’ perceptions in addition to implementing
COMMUNICATIONS OF THE ACM December 2003/Vol. 46, No. 12ve 237
6. effective security measures. The results also indicated that the possibility of saving time
is an important perceived consequence of online shopping. This is a confirmation of the
significance of transaction efficiency and represents an important guideline for Web
designers. Improved customer service is also found to be a significant perceived conse-quence
of online shopping. Preferably, customer service and support should cover pre-purchase
interactions, purchase, and post-purchase activities. According to the
literature, one of the main advantages of Internet shopping is the improvement of infor-mation
content, customization, and speed of customer service. In addition to improv-ing
customer satisfaction, online support can also reduce the operational costs of
businesses. For example, adding a frequently asked questions (FAQ) section about the
company and its products/services can significantly reduce customer requests and can
alleviate the burden on call centers. Another perceived consequence that is found to be
significant in this study is comparative shopping. Supporting the search-and-compari-son
activities of shopping helps the consumer to make a more informed decision.
Finally, out of all perceived consequences, cheaper prices emerge as having the most
important influence on intention formation. The bottom line for Internet consumers is
saving money. This is an important factor for Internet retailers to take into considera-tion
in formulating their business strategies in general and their marketing strategies in
particular.
Other significant factors affecting intention formation for online shopping are
social influences. The literature indicates that individuals use the Internet more fre-quently
if they have a more socially supportive environment, including friends and
relatives who are also Internet users. Our results indicate that online shoppers are sig-nificantly
influenced by family members and the media rather than by friends. What
is new in this study is that the media turned out to have the most important social
influence on forming intentions to shop online. These days, one can hardly read a
newspaper or watch TV without coming across some e-commerce news or commer-cials.
The media can therefore play a very important role in the development of B2C.
Although online advertising presents several advantages, it is not supposed to com-pletely
replace, but rather supplement, the traditional advertising channels. The
importance of media influence indicated by the results of our study implies that
online businesses should promote their sites in the media—radio, TV, newspapers,
and trade journals.
Conclusion
The purpose of this study was to gain a better understanding of online consumer
behavior through an investigation of factors affecting online shopping intentions and
behavior. This was done based on a well-established behavioral model. Coupling
belief elicitation through focus groups with a review of prior research allowed us to
obtain a salient set of measures that resulted in interesting practical implications for
Web designers and marketers about the critical drivers of facilitating conditions,
social factors, and perceived consequences of online shopping. The use of a longitu-dinal
approach for data collection provided a causal understanding of the factors
affecting online shopping intentions and behavior. Nevertheless, this study, like all
others, is not without limitations. It is important to recognize that online shopping
behavior was self-reported and was assessed only once, three months from the time
intentions were measured. Moreover, we did not evaluate the breadth of this behav-
238 December 2003/Vol. 46, No. 12ve COMMUNICATIONS OF THE ACM
7. ior (that is, the variety of products bought) or its change over time. We realize that it
is important for businesses to sell, but what is probably more important is to retain
their customers for repeated purchases. Future research should use a wider variety of
measures of online shopping and track the shopping behavior over a longer period of
time.
References
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Erlbaum Associates, 1998.
3. ePayments Resource Center. Electronic transactions statistics, 1999; www.epaynews.com/
statistics/.
4. Triandis, C. H. Values, attitudes and interpersonal behavior. Nebraska Symposium on Moti-vation
(1979). Beliefs, Attitudes and Values, University of Nebraska Press, Lincoln, NE, 1980.
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