Shoppers in Cyberspace: Are They From Venus or Mars and Does It Matter?

Dholakia, Ruby Roy; Chiang, Kuan-Pin

doi:10.1207/s15327663jcp13-1&2_15

Cited by 37 publications

(24 citation statements)

References 16 publications

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“…5,33 Several explanations have been advanced in the literature for the gender differences including risk perception, 34 a general attitude towards technology 35 and differences in role specializations. 36,37 Perhaps, the most widely investigated reason is that women appear to be more concerned with risk associated with e-commerce than their men counterparts. 11,38,39 This explanation is consistent with the earlier studies which found women were also more risk averse in other domains including medical, environmental and fi nancial matters.…”

Section: Literature Review and Hypotheses Development Demographic Detmentioning

confidence: 99%

Role of demographics, social connectedness and prior internet experience in adoption of online shopping: Applications for direct marketing

Naseri

Elliott²

2011

J Target Meas Anal Mark

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is a PhD candidate at Macquarie University. His research focuses on direct and database marketing, empirical model comparison and modelling diffusion of innovations. His research has been published in academic journals and proceedings of various international conferences. Currently Bakher holds managing position at a multinational telecommunication company. Greg Elliottis a professor of business (marketing) at Macquarie University. He has also held academic positions at a number of other Australian and overseas universities. He has published widely and his current research interests are in the fi elds of fi nancial services, international, cross-cultural and social marketing. He currently teaches marketing management, strategic marketing and services marketing. He has also had extensive experience in management education and training in Australian and Asia for major international and local companies.ABSTRACT The use of demographics by researchers in the online shopping literature is common, however, they are typically constructed as either moderators or control factors. Little attention has been given to explicitly modelling the predictive utility of demographics. The present research models the impact of nine demographics, six social connectedness measures and fi ve prior online experience variables on consumers ' actual online purchases. A large and representative data set was used. Our results show that a model on the basis demographic data alone explains 22.6 per cent of the variance in the consumers ' overall online shopping behaviour. The model ' s utility increased to 45.4 per cent once social connectedness and prior internet experience were added to the model. Furthermore, analysing 14 online product categories, we found that the predictive power of demographic variables is product specifi c. Overall, our results strongly support the use by practitioners of demographics as powerful predictors for direct targeting of online shoppers.

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Section: Literature Review and Hypotheses Development Demographic Detmentioning

confidence: 99%

Role of demographics, social connectedness and prior internet experience in adoption of online shopping: Applications for direct marketing

Naseri

Elliott²

2011

J Target Meas Anal Mark

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“…Therefore, we have drawn from traditional retailing literature to conceptualise our arguments on how gender roles will have an influence on permission. Indeed, recent research in retailing has begun to present typologies o f t h e r e s p e c t i v e s h o p p i n g s t y l e s o f m e n a n d w o m e n ( B a k e w e l l a n d M i t c h e l l , 2 0 0 4 ; Campbell, 1997;Dholakia and Chiang, 2003;Miller, 1998;Otnes and McGrath, 2001). …”

Section: The Role Of Gendermentioning

confidence: 99%

Antecedents to permission based mobile marketing: an initial examination

Jayawardhena

Kuckertz

Karjaluoto

et al. 2009

European Journal of Marketing

124

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Purpose -This paper's aim is to develop a conceptual model to examine the influence of four antecedent factors (personal trust, institutional trust, perceived control and experience) on consumers' willingness to participate in permission-based mobile marketing. The model is to be tested empirically across three European countries and gender. Design/methodology/approach -Data are collected from surveys of consumers in Finland, Germany and the UK. The partial least squares (PLS) approach is utilised to test the model fit. Findings -The main factor affecting the consumers' decision to participate in mobile marketing is institutional trust, which is a significant factor in all three countries and across gender. The influence of other antecedent factors are less pronounced. On the whole, it is found that the more experienced consumers become with mobile marketing, the less influence perceived control will have on permission. There are notable variations across gender, with perceived control being an important determinant of permission for men, while it is not so for women.Research implications/limitations -The results indicate the relative importance of four antecedents in the likelihood of consumers giving their permission to companies to send mobile marketing messages. Practical implications -As institutional trust is the most important determinant of permission based mobile marketing, mobile marketers should focus on building a strong and positive media presence and image, and thereby influence consumers' likelihood of giving permission to mobile-based marketing. Originality/value -This is the first international empirical investigation of the different antecedents of permission-based mobile marketing.

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“…Indeed, recent research has begun to present typologies of the respective shopping styles of men and women [Allegra, 2002;Bakewell and Mitchell, 2004;Campbell, 1997;Dholakia and Chiang, 2003;Miller, 1998;Otnes and McGrath, 2001;Underhill, 1999]. However, despite this work, there remains a need for further research examining differences in shopping behaviour across gender [Otnes and McGrath, 2001].…”

Section: The Influence Of Gendermentioning

confidence: 99%

Enjoyment of the Shopping Experience: Impact on Customers' Repatronage Intentions and Gender Influence

Hart

Farrell

Stachow

et al. 2007

The Service Industries Journal

139

108

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[Sit, Merrilees and Birch, 2003]. As a result, retailer concern with patronage and repatronage is now an important topic of marketing research [Machleit, Meyer and Eroglu, 2005].While considerable research has focused on patronage of retail stores, less is known about consumer intentions towards patronage of a specific shopping centre and factors that may influence repatronage. Prior research has demonstrated that store image has a significant role to play in consumers' patronage decisions [Oppewal and Timmermans, 1997]; thus it may be assumed that the image of a shopping centre may also impact on consumers' decisions of where to shop. However, while considerable work has been done on the role of store and even shopping mall image on consumer patronage [Finn and Louviere, 1996;Wakefield and Baker, 1998;Sit, Merrilees and Birch, 2003] there is, to date, very little research examining the image of the regional shopping centre, as a more holistic entity, in determining consumers' patronage decisions. This is important because understanding more about what attracts consumers to a specific shopping centre, followed by effective management of consumer evaluation, should lead to increased repatronage intentions.Consumers have many different choices of shopping locations, however. Regional shopping centres in particular play a key role in the future of the modern economy [Finn and Louviere, 4 1996;Phillips and Swaffin-Smith, 2004]. Since shopping has been identified as the primary purpose for the majority of visits to town and city centres [Warnaby and Davies, 1997] having the correct retail offer and facilities to entice visitors into a regional centre results in increased spending, greater employment opportunities and hence local economic regeneration.Furthermore, regional centres have been struggling to attract and keep local customers that may otherwise 'outshop' or patronise competing shopping areas [Kirkup and Rafiq, 1999;Whyatt, 2004;Williams, Hubbard, Clark and Berkeley, 2001].Regional shopping centres represent more than a shopping mall in this instance. For the purposes of this paper, they include shopping areas with a wide range of shopping facilities within larger geographical regions, such as town or city centres. They contain a mixture of traditional high streets, commercial shopping malls and smaller shopping precincts, and incorporate features which are either privately owned (merchandise, buildings, signs) or publicly owned (roads, car parks and amenities) [Bell, 1999]. Perhaps a major difference is that whilst specific retailers and shopping malls have a long history of co-ordinating their advertising and promotion efforts, regional shopping centres have only recently begun to market themselves in terms of image creation and maintenance [Kirkup and Rafiq, 1999;Kupke, 2004;Warnaby and Medway, 2004].The majority of research in this field has concentrated on shoppers' responses at the individual store or, at most, the shopping mall level; this study focuses on a relatively untouched area of research...

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Shoppers in Cyberspace: Are They From Venus or Mars and Does It Matter?

Cited by 37 publications

References 16 publications

Role of demographics, social connectedness and prior internet experience in adoption of online shopping: Applications for direct marketing

Role of demographics, social connectedness and prior internet experience in adoption of online shopping: Applications for direct marketing

Antecedents to permission based mobile marketing: an initial examination

Enjoyment of the Shopping Experience: Impact on Customers' Repatronage Intentions and Gender Influence

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