The effects of website design on purchase intention in online shopping: the mediating role of trust and the moderating role of culture

Ganguly, Boudhayan; Dash, Satyabhusan; Cyr, Dianne; Head, Milena

doi:10.1504/ijeb.2010.035289

Cited by 251 publications

(175 citation statements)

References 58 publications

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“…According to B. Ganguly et al, "purchase intention is concerned with the likelihood to purchase products online" [5]. Purchase intention is the last consistency of a number of cues for the e-commerce consumer.…”

Section: Virtual Customer Purchase Intentionmentioning

confidence: 99%

“…Purchase intention is the last consistency of a number of cues for the e-commerce consumer. The more the vendor is capable of evoking the consumer's trust the more willing is the consumer to purchase from an online store [5]. Several studies [20,21] have shown that increase in consumer trust on the online seller increases purchase intention [5].…”

Section: Virtual Customer Purchase Intentionmentioning

confidence: 99%

“…Trust has been defined in different ways by various authors and is a multi-dimensional construct [5]. Τrust is the "willingness to rely on another party and to take action in circumstances where such actions make one vulnerable to the other party" [6].…”

Section: Introductionmentioning

confidence: 99%

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Online Trust: The Influence of Perceived Company’s Reputation on Consumers’ Trust and the Effects of Trust on Intention for Online Transactions

Broutsou¹,

Fitsilis²

2012

JSSM

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Trust is a basic ingredient in the creation, the evolvement and the conservation of a long-term relationship between suppliers and buyers. It is also a key differentiator in defining the success or failure of many e-business companies, in order to endorse the importance of online trust. In this paper we present a study on online trust in the B2C context. More specifically, we focus on the issues of perceived company's reputation, online trust and intention for online transactions. The aim of this study is to examine if there is a positive relationship between perceived company's reputation and online trust, and between online trust and consumer's intention for online transactions.

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Section: Virtual Customer Purchase Intentionmentioning

confidence: 99%

Section: Virtual Customer Purchase Intentionmentioning

confidence: 99%

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Online Trust: The Influence of Perceived Company’s Reputation on Consumers’ Trust and the Effects of Trust on Intention for Online Transactions

Broutsou¹,

Fitsilis²

2012

JSSM

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“…Hofstede et al (2010) defines culture as "the collective programming of the mind which distinguishes the members of one group or category of people from another". In line with cultural differences in B2C e-commerce, Hofstede's (1980) cultural aspects have been comprehensively used and validated in prior e-commerce research studies (Kim, 2005;Sinkovics et al, 2007;Teo and Liu, 2007;An and Kim, 2008;Yoon, 2009;Ganguly et al, 2010). Hofstede's cultural dimensions show a clear difference between Australia and Pakistan.…”

Section: Introductionmentioning

confidence: 99%

Individual level culture influence on online consumer iTrust aspects towards purchase intention across cultures: A S-O-R model

Sohaib

Kang

2015

IJEB

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Building trust and understanding its relationship with online purchasing decisions is important to business-to-consumer (B2C) e-commerce firms seeking to extend their consumers reach globally. Based on the StimulusOrganism-Response (S-O-R) model, this paper examines the moderating role of culture on the relationship between B2C web design (web accessibility, visual appearance and social networking services (SNS)) and interpersonal trust (iTrust), cognitive and affect-based trust that trigger online purchasing intentions. Motivation of this study includes, testing and comparing individual consumer level cultural (individualism and uncertainty avoidance) values as moderators in our research model across two different societies (Australia and Pakistan). The data of the survey were analysed using structural equation modelling-partial least square (SEM-PLS) approach. The results highlight the need to consider cultural differences when identifying the mix of web design strategies to employ in B2C e-commerce websites, not only at the country level but also in one culturally diverse country such as Australia.Keywords: B2C; business-to-consumer; e-commerce; e-business; culture; cognitive-based trust; affect-based trust; purchase intention; iTrust; interpersonal trust; reflective and formative construct; Australia; Pakistan.Reference to this paper should be made as follows: Sohaib, O. and Kang, K. (2015) 'Individual level culture influence on online consumer iTrust aspects towards purchase intention across cultures: A S-O-R model', Int. J. Electronic Business, Vol. 12, No. 2, Biographical notes: Osama Sohaib is perusing PhD (2012PhD ( -2015 in Information Systems and a causal academic at Faculty of Engineering and Information Technology, University of Technology, Sydney. His research interest includes trust, usability and cultural issues in e-commerce, innovation, knowledge management and design thinking.Kyeong Kang, PhD is a Lecturer in Faculty of Engineering and Information Technology, University of Technology, Sydney. Her current research interest includes, impact of the cognition, collaboration and cultural issues in e-services. Her research publications include papers in prestigious journals and conferences.

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“…While all these factors except olfactory and touch related ones may be available in online retailing context, the primary attributes that consumers are prevalently exposed to are visual ones which may actually increase the trust, and hence engagement level of consumers (Ganguly, 2010;Sanchez et al, 2010). According to Tan and Guo (2005) the Internet is viewed by customers as a world of chaos and establishing trust in this chaotic online environment is one of the most crucial factors for success (Ganguly et al, 2010). Although some research (e.g.…”

Section: Theoretical Foundation Of Online Store Atmosphericsmentioning

confidence: 99%

The Importance of Web Atmospherics with Emphasis on Visual Complexity in Online Retailing Based on S-O-R Paradaigm

Altinigne¹,

Karaosmanoğlu²

2017

Pressacademia

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Purpose -Online retailing web sites have become a valuable platform where consumers are exposed to companies' products and services. Online web sites' visual characteristics include text, pictures, graphics, layout, motion have been identified as some of the main factors contributing to repetitive visits and purchases. As visual design and making the right design decisions are critical to effective online retailing, clarifying these visual elements are crucial. Accordingly, the purpose of this study is to provide the main insights highlighted in the literature related to online shopping web site visual cues as well as to propose the adaptation of visual complexity concept to this relatively new environment via S-O-R paradigm discussion. Methodology -Through a literature review, the importance of web site atmospherics with emphasis on visual complexity and their influence on consumers' decision making process via their cognitive and emotional states based on S-O-R paradigm is discussed. Findings -Both the online and offline retailing literature survey suggests that visual complexity of an online retailing web site may have a strong effect on marketing outcomes (revisit/repurchase) and S-O-R paradigm is the foundational theory that helps to support this major argument. Conclusion -As online shopping becomes more competitive, online retailers continuously look for ways to attract more online customers and hence increase their purchase intentions. One way to induce revisit intention is to provide an online retailing environment that features superior atmospherics that are visually less complex. Rather than getting lost in the design decision of each element individually, taking a more holistic approach attempting to understand the interplay between visual cues that define visual complexity is a necessity to generate effective marketing strategies in online retailing.

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The effects of website design on purchase intention in online shopping: the mediating role of trust and the moderating role of culture

Cited by 251 publications

References 58 publications

Online Trust: The Influence of Perceived Company’s Reputation on Consumers’ Trust and the Effects of Trust on Intention for Online Transactions

Online Trust: The Influence of Perceived Company’s Reputation on Consumers’ Trust and the Effects of Trust on Intention for Online Transactions

Individual level culture influence on online consumer iTrust aspects towards purchase intention across cultures: A S-O-R model

The Importance of Web Atmospherics with Emphasis on Visual Complexity in Online Retailing Based on S-O-R Paradaigm

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