What makes consumers buy from Internet? A longitudinal study of online shopping

Limayem, Moez; Khalifa, Mohamed; Frini, Anissa

doi:10.1109/3468.852436

Cited by 544 publications

(412 citation statements)

References 40 publications

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“…Online travel purchase intentions are derived from Fishbein and Ajzen's (1975) theory of reasoned action that posits that behavioral intentions are the main predictors of actual behavior. Behavioral intentions have been well established as a strong predictor of online shopping (e.g., Ajzen, 2011;Chen, Gillenson, & Sherrell, 2002;Limayem, Khalifa, & Frini, 2000;Lin, 2007;Pavlou & Fygenson, 2006).…”

Section: Notementioning

confidence: 99%

Online travel purchasing: A literature review

Amaro¹,

Duarte²

2013

Journal of Travel & Tourism Marketing

100

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ABSTRACT. Over the past two decades, there has been an increasing focus on the development of Information and Communication Technologies (ICTs), as well as the impact that they have had on the tourism industry and on travelers' behaviors. However, research on what drives consumers to purchase travel online has typically been fragmented. In order to better understand consumers' behavior toward online travel purchasing, this article offers a review of articles that were published in leading tourism and hospitality journals, the ENTER proceedings, and several articles from other peer-reviewed journals, found on the main academic search databases. The antecedents of online travel shopping found are classified into three main categories: Consumer Characteristics, Perceived Channel Characteristics, and Website and Product Characteristics. Finally, this study identifies several gaps and provides some orientation for future research.

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Section: Notementioning

confidence: 99%

Online travel purchasing: A literature review

Amaro¹,

Duarte²

2013

Journal of Travel & Tourism Marketing

100

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“…Atkin et al, 1998;Eastlick and Lotz, 1999;Goldsmith, 1991;Limayem et al, 2000;Rangaswamy and Gupta, 1999;Sultan, 2002). An alternate conceptualization is that of innovativeness as domain or product/service class specific.…”

Section: Innovativenessmentioning

confidence: 99%

Tailoring new websites to appeal to those most likely to shop online

2005

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This study extends the conventional wisdom concerning how a commercial website can be configured to attract online shoppers, and specifically, initial shoppers. Based on past research [Inform. Syst. Res. 13 (2002) 187] and theory [Diffusion of Innovations (1995)], a number of 'form' and 'substantive' website features were assessed as to their attractiveness to consumers of varying (a) Internet experience and (b) innovativeness. A self-administered survey was completed by a convenience sample of 363 residents of the US and Canada. A discriminant analysis confirms that two functions, generally representing form and substantive features, each discriminate between (a) high and low innovativeness (DF1) and (b) high and low Internet experience (DF2). Further, those with more Internet experience show a stronger preference for substantive features than do those with less experience. But high and low experience groups do not differ noticeably with regard to preference for form features. It was also found that, conversely, the more innovative shoppers reveal a stronger preference for form features. But high and low innovativeness groups do not differ appreciably in respect to desire for substantive features. This suggests the dynamics underlying the attraction of initial Internet users to particular shopping sites. Both theoretical and practical implications of the findings are discussed. q

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“…From the business perspective, market globalization, along with the decreasing effectiveness of offline marketing, has motivated organizations to shift their plans to include Internet marketing [120]. Hence, consumers have increasingly favoured online shopping [166], gradually leading more Business-to-Customer (B2C) companies to establish an Internet presence in an effort to attract new and maintain existing customers for long-term profitability [203]. Building and maintaining brand loyalty has been a central theme of marketing theory and practice in traditional consumer marketing [71].…”

Section: Introduction: Loyalty In the Internet Eramentioning

confidence: 99%

“…E-loyalty is -the customer's favourable attitude towards an electronic business, resulting in repeat purchasing behaviour‖ [7]. It encompasses quality customer support, on-time delivery, compelling product presentations, convenient and reasonably priced shipping and handling, and clear and trustworthy privacy policies [166]. As a result, the study of e-loyalty's antecedents has become essential [161]; satisfaction, trust, service quality, and perceived value among others are certain antecedents.…”

Section: Introduction: Loyalty In the Internet Eramentioning

confidence: 99%

“…The online shopping world has completely changed the relationship between customers and retailers. The minimal cost to a customer to switch brands (compared to the high costs for companies to acquire new e-customers) justifies the need for online businesses to create a loyal customer base, as well as to monitor the profitability of each segment in order to avoid unprofitable customer relationships during the initial years of online operation [7,166,167]. Moreover, Reichheld et al [163,164] and Day [51] have indicated that the notion of e-loyalty is the most important factor affecting online business performance.…”

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confidence: 99%

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Critical review of the e-loyalty literature: a purchase-centred framework

Valvi

Fragkos

2012

Electron Commer Res

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Over the last few years, the concept of online loyalty has been examined extensively in the literature, and it remains a topic of constant inquiry for both academics and marketing managers. The tremendous development of the Internet for both marketing and e-commerce settings, in conjunction with the growing desire of consumers to purchase online, has promoted two main outcomes: (a) increasing numbers of Business-to-Customer companies running businesses online and (b) the development of a variety of different e-loyalty research models. However, current research lacks a systematic review of the literature that provides a general conceptual framework on eloyalty, which would help managers to understand their customers better, to take advantage of industry-related factors, and to improve their service quality. The present study is an attempt to critically synthesize results from multiple empirical studies on e-loyalty. Our findings illustrate that 62 instruments for measuring eloyalty are currently in use, influenced predominantly by Zeithaml et al. (J Marketing. 1996;60(2):31-46) and Oliver (1997; Satisfaction: a behavioral perspective on the consumer. New York: McGraw Hill). Additionally, we propose a new general conceptual framework, which leads to antecedents dividing e-loyalty on the basis of the action of purchase into pre-purchase, during-purchase and after-purchase factors. To conclude, a number of managerial implementations are suggested in order to help marketing managers increase their customers' e-loyalty by making crucial changes in each purchase stage.Keywords: e-loyalty, e-satisfaction, e-trust, customer behaviour, e-commerce, critical review, framework The penetration of the Internet in marketing and e-commerce settings has influenced, to a great extent, the entire business world. From the customer's viewpoint, it has created new and possibly less costly ways of participating in commercial activities [182]. From the business perspective, market globalization, along with the decreasing effectiveness of offline marketing, has motivated organizations to shift their plans to include Internet marketing [120]. Hence, consumers have increasingly favoured online shopping [166], gradually leading more Business-to-Customer (B2C) companies to establish an Internet presence in an effort to attract new and maintain existing customers for long-term profitability [203]. Building and maintaining brand loyalty has been a central theme of marketing theory and practice in traditional consumer marketing [71]. For this reason, businesses should be more interested in keeping long-lasting relationships with their customers than in accumulating occasional exchanges [17]. Presently, the notion of brand loyalty has been expanded to include online loyalty (also known as e-loyalty or website loyalty). The online shopping world has completely changed the relationship between customers and retailers. The minimal cost to a customer to switch brands (compared to the high costs for companies to acquire new e-customers) just...

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What makes consumers buy from Internet? A longitudinal study of online shopping

Cited by 544 publications

References 40 publications

Online travel purchasing: A literature review

Online travel purchasing: A literature review

Tailoring new websites to appeal to those most likely to shop online

Critical review of the e-loyalty literature: a purchase-centred framework

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