A new approach to econometric modeling in digitized consumer behavior

Abstract

Given how identifying motivational factors of online purchasing is critical to the success of online retailers, research on the antecedents of online customer experience (cognitive and affective experiential states) has attracted widespread attention. In this study, we conducted an extensive survey to identify major behavioral changes in the online buyer, and based on the age of the respondents we synthesized the findings into an econometric model to explain the impact of cultural, social, personal, and psychological traits on online purchasing. Our survey identified a myriad of motivational factors that influence online buyers' psychological perceptions and the impact of those factors has been reported. The proposed econometric model would help online retailers to better understand the motivational factors behind online customers' purchasing decisions. It also serves to inform the academic community of recent trends in this stream of research and shed light on future research.