Consumer preference structure analysis

McDonald, William J.

doi:10.1002/dir.4000070105

Cited by 11 publications

(10 citation statements)

References 30 publications

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“…Price is a key attribute for customers when forming perceptions of retailers (Berry, 1969;Eastlick, 1989;Lindquist, 1974;McDonald, 1993;Tigert, 1983). Online shopping enables consumers to reduce search costs and compare product information and prices simultaneously.…”

Section: Merchandise Characteristicsmentioning

confidence: 99%

“…In home-based shopping, a retailer's reputation has a significant influence on consumers' purchase decisions (McDonald, 1993). The provision of service information (including company history) can help a customer feel more comfortable about dealing with a given firm and about sending credit card information through the Internet (Lohse and Spiller, 1998).…”

Section: Reliability Characteristicsmentioning

confidence: 99%

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Consumers' perceptions of e‐shopping characteristics: an expectancy‐value approach

Lim

Dubinsky

2004

Journal of Services Marketing

180

130

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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.

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Section: Merchandise Characteristicsmentioning

confidence: 99%

Section: Reliability Characteristicsmentioning

confidence: 99%

Consumers' perceptions of e‐shopping characteristics: an expectancy‐value approach

Lim

Dubinsky

2004

Journal of Services Marketing

180

130

View full text Add to dashboard Cite

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“…In a study that focused on shopping risk, Van den Poel and Leunis (1999) found that the internet and catalog format was preferable when considering attributes that help consumers reduce shopping risk. McDonald (1993) used product attributes to examine the preference structure of consumers toward competing catalogs. The study showed that critical attributes included ease of use of the retailer, convenience, reputation, merchandise variety, value, retailer attractiveness, financial risk, and merchandise uniqueness.…”

Section: Catalog and Internet Shopping Experiencementioning

confidence: 99%

Add an E-commerce Channel for Catalogers: Outcomes from Consumers' Perspective

Jiang¹

2007

Journal of Website Promotion

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With internet and catalog as two main alternative channels, there is phenomenal growth in direct order marketing. Most research related to consumer choice of shopping channels emphasizes channel attributes and/or consumer characteristics. Since many retail formats, including online retailing, have emerged in recent years, knowledge of how consumers respond to channel addition must be understood. This article explains consumers' responses to catalogers' internet channel addition by introducing two outcome variables from consumers' perspectives. It is proposed that how consumers respond to catalogers' internet addition is on the basis of the relative benefits of internet shopping over catalog shopping. More specifically, this study investigates the influence of such perceived benefits on consumers' intention to substitute catalog shopping with internet shopping as well as on the generation of new demand from motivating existing customers to buy more and non-customers to become first-time buyers. Key results show that consumer perceived benefits of internet over catalog shopping have significant influence on channel substitution and new demand generation. Three perceived benefit factors (shopping ease, price, and shopping convenience) were positively related to the demand increase generated by the internet channel addition to catalog. All six perceived benefit factors (product display, shopping ease, product navigation, price, product selection, shopping convenience and the enjoyment of internet shopping) were positively related to consumers' intention to substitute catalog shopping with internet shopping. People who perceive higher benefits of internet shopping over catalog shopping are more likely to substitute catalog shopping with internet shopping. Enjoyment of internet shopping was positively related to all six perceived benefits factors except product selection. In the meantime, people who enjoy catalog shopping perceived less benefits of ease of shopping and product navigation efficiency brought by internet. The enjoyment of catalog shopping had a negative effect on the channel substitution. Furthermore, consumers' trust on catalogers' websites is positively affected by both the enjoyment of catalog and internet shopping and the amount of previous exposure to the catalogs. And such trust has a positive effect on generating new demand for the catalogers through the internet channel addition. doi:

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“…Thus, consumers define catalogs through both functional qualities and psychological attributes symptomatic of the needs that they can expect to satisfy through their buyer behavior. Important attributes in consumer catalog selection include price, convenience, merchandise quality and variety, reputation, value, and perceived risk, among others (14,24,25). Thus, over time, consumers develop preferences for products and services based on the desirability of their attributes and on purchase experiences.…”

Section: Decision-making Processesmentioning

confidence: 99%

“…The evaluation of alternatives focuses on attribute mentions. The attributes were first developed in survey research on catalog characteristics important to item selections by women apparel shoppers (14). Purchase operated at a yes or no level, with only decision-making leading to purchase relevant here.…”

Section: Content Analysls Categorlesmentioning

confidence: 99%

Developing international direct marketing strategies with a consumer decision-making content analysis

McDonald

1994

Journal of Direct Marketing

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This article examines an innovative international marketing tool for understanding multicountry consumer decision making. Two personal interview studies of consumers, one from the United States and the other from Germany, are subjected to a content analysis and statistical routines to examine need recognition, prepurchase search, evaluation of alternatives, and purchase decisions, in the women's apparel catalog market. The findings show that consumers follow decision-making paths with definable characteristics, and that these paths differ within countries but not across countries, except by the proportion traversing particular paths.

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Consumer preference structure analysis

Cited by 11 publications

References 30 publications

Consumers' perceptions of e‐shopping characteristics: an expectancy‐value approach

Consumers' perceptions of e‐shopping characteristics: an expectancy‐value approach

Add an E-commerce Channel for Catalogers: Outcomes from Consumers' Perspective

Developing international direct marketing strategies with a consumer decision-making content analysis

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