Does the online channel pay? A comparison of online versus offline information search on physical store spend

Sands, Sean; Ferraro, Carla; Luxton, Sandra

doi:10.1080/09593969.2010.504006

Cited by 22 publications

(29 citation statements)

References 38 publications

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“…However it does not seem to be a problem at the search stage for high instrumental consumers, as they can have 24/7 easy and convenient accessibility to product features information [18,19].…”

Section: Discussion Implications and Future Research Lines Discussionmentioning

confidence: 99%

“…access to new markets without the need to invest in buildings and personnel, or the 24/7 availability of the online channel [18,19]. Nevertheless, online channels are yet to overcome certain barriers such as better retailer understanding of its dynamics and specifically the lack of touch, which is essential in products like clothing [20].…”

Section: Need For Touch [Nft] In Apparel Online Shopping At the Searcmentioning

confidence: 99%

See 1 more Smart Citation

Autotelic and Instrumental Need for Touch: Searching for and Purchasing Apparel Online

Manzano¹,

Gavilán²

2016

Int J Econ Manag Sci

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Section: Discussion Implications and Future Research Lines Discussionmentioning

confidence: 99%

Section: Need For Touch [Nft] In Apparel Online Shopping At the Searcmentioning

confidence: 99%

Autotelic and Instrumental Need for Touch: Searching for and Purchasing Apparel Online

Manzano¹,

Gavilán²

2016

Int J Econ Manag Sci

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“…Chiang and Li, 2010;Kollmann, Kuckertz, and Kayser, 2012;Venkatesan, Kumar, and Ravishanker, 2007;Xu-Priour, Cliquet, and Fu, 2012) or the use of multiple channels in the same purchase process (e.g. Chatterjee, 2010;Pookulangara, Hawley, and Xiao, 2011a;Pookulangara, Hawley, and Xiao, 2011b;Sands, Ferraro, and Luxton, 2010).…”

Section: Introductionmentioning

confidence: 99%

Internal factors predisposing the consumer to be a multichannel shopper

2015

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Consumer characteristics play an important role in channel choice. Thereby, this work aims to study and analyze which are the internal factors that facilitate the adoption of multichannel purchase by the consumer. To this end, we study consumers' behavior in an online channel, because of their importance as a shopping channel in a multichannel shopping context. The results of the research show that certain consumer characteristics are important factors that predispose to multichannel shopping.

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“…La influencia de estas variables en el uso de los distintos canales se ha podido demostrar tanto en la etapa de precompra como de compra. Para los productos duraderos y poco frecuentes los consumidores necesitan recolectar un mayor volumen de información para la toma de decisión de compra (Sands, Ferraro, & Luxton, 2010) con independencia del canal utilizado (Burke, 2002;Jain & Jain, 2011). En ocasiones, utilizando más de un canal para lograr su objetivo de compra.…”

Section: Relación Con Otras Variables Del Estudiounclassified

“…Primero, por la facilidad que otorgan los canales digitales a la hora de recolectar información sobre prestaciones y funcionalidades de los productos; segundo, por la posibilidad de compartir experiencias con otros individuos que permiten, en cierto modo, percibir las vivencias ajenas como propias (Huang, Lurie, & Mitra, 2009). Más aún, la posibilidad de compartir información entre usuarios genera una experiencia virtual o capacidad de experimentar el rendimiento del producto antes de la compra (Klein, 1998;Sands et al, 2010).…”

Section: Según Información Disponible Previa a La Compraunclassified

Análisis de las variables de influencia en la preferencia de uso de canal por parte de los consumidores españoles en entornos de múltiples canales

Natale¹

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The emergence of Internet has changed consumer shopping behaviors and purchasing habits, shaking up the landscape of retailing worldwide. Consumers are now combining the different available channels so that they use the channels that better suit their needs at any given time in order to enhance their shopping behaviors. Chapter three presents the literature review of the variables influencing consumer behavior in multi-channel retailing, from a value-based approach. A big difference with existing research is the holistic characterization of perceived value, including both costs and benefits, as well as utilitarian and hedonic views. The final proposal consists of five different categories, adapted to multi-channel contexts: perceived quality, monetary costs, non-monetary costs, hedonic aspects of shopping and brand knowledge. As a result of the literature review the study sets the different groups of variables included in the predictive model. This chapter also presents the concept of spillover effect, which is characteristic of multi-channel retailing and complements the valuebased view to better explain shoppers' channel preferences. Chapter four provides an overview of the product under study in this research: clothing and apparel. From a characterization of the product that includes objective and subjective attributes, the investigation examines the different characteristics of this product that make it especially relevant in the study of channel preferences. Based on the research model presented in chapters two thorough four, Chapter 5 details the research design. The research is defined as an exploratory empirical study conducted in a nonexperimental setting. This chapter details the operationalization of the different variables of the model. The research uses quantitative data collected through an online questionnaire answered by a representative sample of Spanish consumers, which is presented in detail. Chapter six describes the data analysis. The data analysis comprises two main blocks: a comparison of results between offline and online shoppers, and the application of statistical analysis to contrast the research hypotheses and validate the predictive model proposed in this study. The final chapter, Chapter 8, summarizes the main conclusions deriving from the data analysis. The chapter offers an objective assessment of the degree of achievement of the research objectives, and discusses the main theoretical, methodological and practical contributions and implications of the doctoral research. The chapter also offers an in-depth examination of specific conclusions of the research for each variable included in the model. Finally, the document addresses the main limitations of the study and outlines future avenues of research in multichannel retailing.

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Does the online channel pay? A comparison of online versus offline information search on physical store spend

Cited by 22 publications

References 38 publications

Autotelic and Instrumental Need for Touch: Searching for and Purchasing Apparel Online

Autotelic and Instrumental Need for Touch: Searching for and Purchasing Apparel Online

Internal factors predisposing the consumer to be a multichannel shopper

Análisis de las variables de influencia en la preferencia de uso de canal por parte de los consumidores españoles en entornos de múltiples canales

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