Consumer buying behavior on the Internet: Findings from panel data

Lohse, Gerald L.; Bellman, Steven; Johnson, Eric J.

doi:10.1002/(sici)1520-6653(200024)14:1<15::aid-dir2>3.0.co;2-c

Cited by 351 publications

(238 citation statements)

References 9 publications

(7 reference statements)

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“…As for the former, panel data from the Wharton Virtual Test Market 1 show that 84% of Internet users have accessed news on-line in 1998, up from 24% in 1997. As for the latter, the number of newspapers available on the Internet has been steadily growing: from 2,700 in March 1998 to 4,280 in October 2000 2 .…”

Section: Introductionmentioning

confidence: 99%

Internet marketing the news: Leveraging brand equity from marketplace to marketspace

Pauwels

Dans²

2001

J Brand Manag

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Section: Introductionmentioning

confidence: 99%

Internet marketing the news: Leveraging brand equity from marketplace to marketspace

Pauwels

Dans²

2001

J Brand Manag

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“…A crescente competitividade on-line faz com que as empresas, cada vez mais, busquem a satisfação dos consumidores, visando a comportamentos posteriores gerados pela satisfação, como a continuidade do relacionamento, a lealdade, a atitude positiva e o boca-a-boca positivo (Rossi & Slongo, 1998). Lohse et al (2000) caracterizam esses compradores como pessoas há mais tempo conectadas à rede, que recebem muitos e-mails por dia, utilizam a Internet para levantar informações sobre os produtos e serviços e passam razoável quantidade de horas conectados. Esse tipo de consumidor foi denominado por eles de 'plugado' [wired].…”

Section: Análise Dos Resultadosunclassified

“…O comportamento do consumidor em meios de comunicação como a Web fez com que o poder de selecionar as mensagens seja transferido para o receptor, ou seja, o usuário possui um controle maior sobre a informação à qual deseja expor-se e divulgar. Lohse, Bellman e Johnson (2000) afirmam que os dados sobre o comportamento de compra on-line são necessários para auxiliar as empresas a definirem estratégias de marketing. Com isso, compreender o comportamento de compra on-line e dos hábitos de compra do público dessa mídia é extremamente importante para apoiar e ajudar nas opiniões empresariais.…”

Section: Referencial Teóricounclassified

On-line Reviews: Formation of Expectation and Decision to Purchase of Hotel Consumers

Cortez¹,

Mondo²

2017

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Entender o comportamento, expectativas e decisão de compra dos consumidores, contribui para o bom posicionamento dos hotéis no mercado e para fidelização de clientes. O objetivo desta investigação foi o de analisar a influência de comentários nas redes socais na formação de expectativa e decisão de compra por consumidores hoteleiros. A metodologia de abordagem quantitativa e descritiva utilizou na coleta de dados questionário on-line hospedado no site QuestionPro, entre outubro e novembro de 2016, e para análise de dados a estatística descritiva. A amostra não probabilística por adesão ficou composta por 240 questionários respondidos por consumidores que tivessem utilizado serviços hoteleiros por pelo menos uma vez. Como resultado é possível afirmar que os comentários nas redes sociais influenciam de forma expressiva na decisão de compra dos consumidores. PALAVRAS-CHAVEHotelaria. Marketing. Comportamento do Consumidor. Sites on-line. ABSTRACTTo understand consumer behavior, expectations and purchasing decisions contributes to the good

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“…In the sections below, I outline some of the changes and challenges presented by the Web-based research, drawing on quickly growing existing literature on Web-based research and my own experiences building the Virtual Test Market (Bellman et al 1999;Lohse, Bellman, and Johnson 2000), an on-line panel of Internet users and on-line subject pool with membership running in the tens of thousands.…”

Section: Challengesmentioning

confidence: 99%

“…With care, Internet samples can be representative of Internet users. For example, the demographics of the first year of the Virtual Test Market closely matched those of the U.S. Internet population as documented by the census (Bellman et al 1999;Lohse et al 2000).…”

Section: Challengesmentioning

confidence: 99%

Digitizing Consumer Research

Johnson¹

2001

J Consum Res

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How will the widespread diffusion of information technology change consumer research? I argue that information technology will profoundly change the way knowledge is generated and disseminated. In generating knowledge, consumer researchers will see the diminishing use of student subjects, an increase in the use of global samples, panels, secondary data, and information acquisition techniques. In disseminating knowledge, I suggest the possibility of self-organizing journals that would use the ratings of selected readers to determine the status of submitted research.T he market for predictions about the impact of information technology on commerce is clearly overcrowded. In this essay I have a different but closely related concern: How will information technology change the way that consumer research generates and disseminates knowledge?In talking about commerce, the starting point for most analyses is the simple observation that technology has changed the costs, both economic and cognitive, of some elements of value creation. It is argued that, while the cost of producing and distributing physical goods has not appreciably changed, there has been a radical shift in the cost of producing and distributing information. To use Negroponte's (1995) oft-cited distinction, the cost of moving atoms has not decreased, but the cost of bits has. The result is a decrease in the cost of many information-based components of value creation. This has led to many predictions that Brown and Duguid (2000) label as endism. Much as advocates of nuclear electricity generation argued that electric power would be too cheap to meter, there have been many predictions that information technology will bring about the paperless office, the end of universities as we know them, and so on. Yet, as Brown and Duguid point out, these institutions are stubborn, and we still find traditional universities to be desirable places where we work in offices that are far from paperless. In this essay, I look at both the processes of generating and disseminating knowledge using this dialectic between radical changes and resisting forces of unchanged or unmet traditional functions. *Eric J. Johnson is the Norman Eig Professor of Business, Marketing Division, Graduate School of Business, Columbia University, 3022 Broadway, NY, NY 10027 (ejj3@columbia.edu). I would like to thank the editor, Russ Belk, Jim Bettman, Gerard Häubl, Gita Venkataramani Johar, and Elke Weber for their very helpful reading of earlier versions. Eric's research interests employ behavioral decision theory and focus on decision strategies, mental representations of choice alternatives, and the construction of value and methods for studying decision processes. He has coauthored two books: Decision Research: A Field Guide and The Adaptive DecisionMaker. A Web site, http://ecom.gsb.columbia.edu/Digitizing, contains many links described in this essay. CREATING KNOWLEDGEIn the last 20 years it has become inconceivable that a consumer researcher would use a typewriter to write a questionnaire. O...

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Consumer buying behavior on the Internet: Findings from panel data

Cited by 351 publications

References 9 publications

Internet marketing the news: Leveraging brand equity from marketplace to marketspace

Internet marketing the news: Leveraging brand equity from marketplace to marketspace

On-line Reviews: Formation of Expectation and Decision to Purchase of Hotel Consumers

Digitizing Consumer Research

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