Factors Driving Consumer Intention to Shop Online: An Empirical Investigation

Chiang, Kuan-Pin; Dholakia, Ruby Roy

doi:10.1207/153276603768344898

Cited by 154 publications

(57 citation statements)

References 9 publications

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“…preference for specific brand names). Experiential goods, such as clothing, call for evaluation by direct, physical experience such as touch (Lynch et al ., ; Chiang and Dholakia, ). Clothing is a product category that matches with the benefits of touch shopping channels because evaluation of clothing quality relies on physical inspection (Peck and Childers, ).…”

Section: Determinants Of Shopping Preference Theorymentioning

confidence: 99%

Gender, fashion consumer group, need for touch and Korean apparel consumers' shopping channel preference

Workman

Cho

2013

Int J Consumer Studies

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Shopping preferences are affected by the culture in which an individual grows up as well as by individual differences in consumers such as differences in gender, fashion leadership and need for touch. The current study examined the influence of consumers' need for touch and fashion leadership on preference for shopping outlets (e.g. touch and non‐touch shopping channels) between genders and within a particular culture. The purpose of this study was to examine gender, fashion consumer group, need for touch and Korean apparel consumers' shopping channel preference. Participants were a convenience sample of 262 Korean college students who were recruited in Changwon, South Korea. A questionnaire was compiled that included a request for demographic information, the Need For Touch scale, the Measure of Fashion Innovativeness and Opinion Leadership, and items assessing preference for touch and non‐touch shopping channels for clothing. Women and men did not differ in overall need for touch or instrumental need for touch. Fashion change agents and fashion followers did not differ in their preference for touch and non‐touch shopping channels. Preference for touch shopping channels was more greatly affected by variables such as need for touch, gender, and fashion innovativeness and opinion leadership than preference for non‐touch shopping channels. Preference for non‐touch shopping channels was virtually unaffected by the variables examined in the current study. Implications for theory and research are provided.

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Section: Determinants Of Shopping Preference Theorymentioning

confidence: 99%

Gender, fashion consumer group, need for touch and Korean apparel consumers' shopping channel preference

Workman

Cho

2013

Int J Consumer Studies

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“…The concept of convenience used in this study can be defined as all atmospheric cues related to reducing consumer time and effort in the transaction process, including the online order, payment process, and return policy . Previous studies posited a positive relationship between convenience and attitude toward a site and brand (Chiang & Dholakia, 2003;Novak et al, 2000). Srinivasan et al (2002) argued that online consumers expect faster and more convenient transactions considering the nature of online shopping.…”

Section: Effect Of High Task-relevant Atmospherics In Luxury Brand Wementioning

confidence: 99%

Web atmospheric qualities in luxury fashion brand web sites

Kim

Choi

Lee

2015

Journal of Fashion Marketing and Management

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Purpose – The purpose of this paper is to explore the relationship between atmospheric qualities with different levels of task relevance in luxury fashion brand web sites and their impact on consumer attitude toward the site and brand, which is essential to build valid strategies for e-retailing. Design/methodology/approach – An empirical study was conducted and quantitative analyses of 292 respondents’ shopping experiences yielded findings that confirm the impact of atmospherics upon the shopper’s views of the web site and the brand. Structural equation modeling was used to test the research hypotheses. Findings – Both low task-relevant atmospherics (web site design, responsive customer service) and high task-relevant atmospherics (product information, convenience) affect the consumers’ revisit intentions toward the web site, while web site design directly affected brand attitude. The study also illustrates the mediating roles of product information and convenience to the relationships between web site design and responsive customer service and the consumers’ revisit intentions toward the site. Practical implications – This study provides insights for luxury e-tailing. Luxury e-tailers should understand the different effects depending upon the types of web atmospheric qualities and use them strategically. Originality/value – The main contribution of the study is to highlight the unique aspects of luxury online shopping in the Korean context. This study also contributes to e-commerce research by providing an expanded understanding of the interrelationship between types of web atmospheric qualities.

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“…More specifically, the dependent variables in this experiment were risk perception, multiple attitude measures, including attitude toward the Web site, attitude towards the online retailer, and behavioral intentions. Furthermore, in the second experiment, several individual characteristics related to online behavior were assessed, because a number of studies have shown that differences in prior online purchase behavior, educational level, Internet access, and frequency of Internet usage may affect online consumer behavior (e.g., Brown, Pope, & Voges, 2003;Chiang & Dholakia, 2003;Crisp, Jarvenpaa, & Todd, 1997;Sääksjärvi & Samiee, 2007;Swinyard & Smith, 2003).…”

Section: Introductionmentioning

confidence: 99%

The persuasiveness of online safety cues: The impact of prevention focus compatibility of Web content on consumers’ risk perceptions, attitudes, and intentions

Noort

Kerkhof²,

Fennis

2008

Journal of Interactive Marketing

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Safety cues are frequently used in online stores to relieve consumers’ risk perceptions concerning online purchases. This paper uses regulatory focus theory (RFT) to predict the persuasiveness of online safety cues. According to RFT (Higgins, 1997), people process information differently depending on whether they strive for achieving gains (promotion focus) or avoiding losses (prevention focus). The aim of the present study is to examine the impact of the regulatory focus compatibility of Web content on online consumer behavior. Using different online stores, two experiments show that the effect of online safety cues depends on the consumers'regulatory focus. A pilot study demonstrates that safety-oriented Web content lowers consumers’ risk perceptions, but only when in a prevention focus. The main study replicates and extends this finding by showing that online safety cues both lower consumers’ risk perceptions and engender more favorable attitudes and intentions, depending on the regulatory focus.

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Factors Driving Consumer Intention to Shop Online: An Empirical Investigation

Cited by 154 publications

References 9 publications

Gender, fashion consumer group, need for touch and Korean apparel consumers' shopping channel preference

Gender, fashion consumer group, need for touch and Korean apparel consumers' shopping channel preference

Web atmospheric qualities in luxury fashion brand web sites

The persuasiveness of online safety cues: The impact of prevention focus compatibility of Web content on consumers’ risk perceptions, attitudes, and intentions

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