An Empirical Study of Consumer Switching from Traditional to Electronic Channels: A Purchase-Decision Process Perspective

Gupta, Alok; Su, Bo-chiuan; Walter, Zhiping

doi:10.1080/10864415.2004.11044302

Cited by 255 publications

(216 citation statements)

References 63 publications

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“…An important difference between B2B and B2C trade is the establishment of trust, as it is much easier for firms to build mutual trust with their major business partners than with their numerous individual customers abroad. As trust is an important driver of cross-country online shopping [25,39], e-commerce managers should exploit the specific opportunities that online technology offers to reduce the distance perceived by their customers. This distance can be reduced along three main dimensions: information, cost, and time.…”

Section: Gravity Model and Distance Dimensions In International Tradementioning

confidence: 99%

“…For example, they can reduce psychological barriers for crossborder clients by offering websites in their own language, by personalizing websites based on client-specific purchase history and personal information [25,41], and by simplifying the search for and comparison of products and suppliers through websites for international product comparisons and supplier ratings [46,64]. Suppliers can also improve the objective cost and time dimensions of distance to their clients.…”

mentioning

confidence: 99%

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Cross-Border Electronic Commerce: Distance Effects and Express Delivery in European Union Markets

Kim

Dekker

Heij

2017

International Journal of Electronic Commerce

137

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Section: Gravity Model and Distance Dimensions In International Tradementioning

confidence: 99%

mentioning

confidence: 99%

Cross-Border Electronic Commerce: Distance Effects and Express Delivery in European Union Markets

Kim

Dekker

Heij

2017

International Journal of Electronic Commerce

137

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“…Moreover, the idea of channel changes over time has been proposed (Dholakia, Blazevic, Wiertz, & Algesheimer, 2009). Using e-commerce data, scholars investigated migration to different channels (Gupta, Su, & Walter, 2004) and the effects of various factors (Thomas & Sullivan, 2005). They find that because migration to the internet creates a shortage of personal contact, such migration reduces both cost and customer loyalty (Ansari, Mela, & Neslin, 2008).…”

Section: Multichannel Accessmentioning

confidence: 99%

“…. Johnson (2008) Assimilation of electronic channel Efficiency, learning orientation Gupta et al (2004) Channel-switching Risk perception, search price, evaluation effort, waiting time Ansari et al (2008) Channel migration Purchase, income, age, catalogs Our study Multichannel access Social influence, rating effects of social influence in the adoption or use of new technology and systems (Wang, Meister, & Gray, 2013). In marketing, many scholars explored the effects of social influence between customers in the decision to adopt a new product (Risselada et al, 2014;Shen, Zhang, & Zhao, 2016), demonstrating the value of investment in advertisement to enhance social influence (Terlutter & Capella, 2013).…”

Section: Research Frameworkmentioning

confidence: 99%

Exploring the social influence of multichannel access in an online health community

Luo

Chen

et al. 2017

Asso for Info Science & Tech

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Social influence has a great impact on human behavior, which has been widely investigated in various research fields. Even so, it has rarely been investigated in the online health community. In this paper, we focus on the multichannel access in online health communities, defining social influence as the average degree of multichannel access to a physician's colleagues. Based on the multinomial logistic regression model, we examined the direct effects of social influence and patients' rating to multichannel access. In addition, we explored the moderating effect of social influence on the relationship between patients' rating and multichannel access in online health communities. The results of the experiment and robustness testing support the propositions that social influence and patients' rating significantly and positively affect multichannel access in an online health community. The moderating effect of social influence is negative and significantly influences the accessible channels provided by the focal physician. This research contributes to the literature concerning online health communities, social influence, and multichannel access; it also has practical implications.

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“…For example, studies across the contexts of e-commerce, e-learning, e-health and e-government have, respectively, highlighted the following diverse issues: Gupta et al (2004) found that people"s purchasing decisions and their channel switching behaviour were related to product search and experience attributes; Neuhauser (2002) found that there were no real differences in academic achievement where the same course was delivered online and face-to-face; Katz and Moyer (2004) suggested that the use of email is not ideal for communication within healthcare (e.g., for security reasons), although other Webbased communication tools could be more appropriate; and Warkentin et al (2002) described an online tax collection initiative intended to replace completely postal communication, thereby limiting media choice for citizens. Given this research background, there is still a need to understand further how the similarities and differences affect outcomes of communication (as depicted in Fig.…”

Section: Post-information Search Behaviour Need Recognitionmentioning

confidence: 99%

Moving face-to-face communication to Web-based systems

Coughlan

Macredie

Patel

2007

Interacting with Computers

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IntroductionPeople are increasingly seeking to use the Web to carry out activities that were traditionally conducted through face-to-face communication. From the perspective of this Special Issue this change in communication channel raises two noteworthy issues. First, Web interfaces are in effect emulating traditional human roles. We see this across a diverse range of e-applications (and typical roles performed) including: e-commerce (e.g., salesperson/financial adviser); e-government (e.g., welfare/tax security officer); e-health (e.g., doctor/counsellor); and e-learning (e.g., In this Special Issue, we examine the effects of moving face-to-face communication online. We propose that the focus should be on communication as a starting point for 2 understanding both the technological and social implications of the use of new media, which can be analysed on different communication levels of computer-supported activities (e.g., societal, organisational, group and individual). On a societal level, communication and the production and exchange of information are crucial to modern day life, especially if we subscribe to the concept of the "information society", as proposed by major social theorists such as Castells (1996). In brief, this position argues that society has influenced the shaping of technology and its use; the evergrowing need for tools to facilitate communication has evolved from the telegraph to the Internet and the creation of a cyber society and virtual communities. The rise of the Internet has had a reciprocal influence on the shaping of society with the movement of face-to-face communication to, for example, Web-based systems, thus creating new ways for humans to act on the level of the individual, group and organisation. The Internet has become a crucial source of information, which can be used for communication in many different contexts from retail to education.Understanding the needs that electronic communication must meet in order to produce positive experiences for people in these different contexts still proves challenging.The aim of this Special Issue is to address this challenge and contribute to ideas in the theory and practice of moving face-to-face communication to Web-based systems. Moving face-to-face communication to Web-based systemsNearly 40 years ago, a prediction was made that: "in a few years, men will be able to communicate more effectively through a machine than face to face" (Licklider and Taylor, 1968, p.24). The development of ICT and research into computer-mediated communication (CMC) underpins the move from face-to-face to online communication, but this change in channel is not fully understood in terms of the way

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An Empirical Study of Consumer Switching from Traditional to Electronic Channels: A Purchase-Decision Process Perspective

Cited by 255 publications

References 63 publications

Cross-Border Electronic Commerce: Distance Effects and Express Delivery in European Union Markets

Cross-Border Electronic Commerce: Distance Effects and Express Delivery in European Union Markets

Exploring the social influence of multichannel access in an online health community

Moving face-to-face communication to Web-based systems

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