Strategic online customer decision making: leveraging the transformational power of the Internet

Smith, Alan D.; Rupp, William T.

doi:10.1108/14684520310510055

Cited by 82 publications

(54 citation statements)

References 10 publications

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“…The internet has developed into a new distribution channel (Hollensen, 2004) and the evolution of this channel, e-commerce, has been identified by Smith and Rupp (2003) to be the most significant contribution of the information revolution. Today, internet has developed into a highly competitive market and in order to have an impact on customers and to retain them, it is the first step to identify certain influencing aspects when purchasing online, these can be regarded as factors.…”

Section: Literature Reviewmentioning

confidence: 99%

A Study about Impact of Customer Characteristics on Online Purchase Behavior in Indian Context

Kanchan¹,

Kumar²

2015

American Journal of Economics and Business Administration

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Abstract:The recent growth of e-commerce and the consumer's increasing interest in purchasing over the net have significantly changed the landscape of Indian retail market. Today customers are inclined to accept the changes and keep their eyes on the benefits they can obtain from online retailers. The recent example of changing consumer purchase pattern is the flipkart's 'Big Billion day' Sale. The growth in online sales can be partially attributed to the Internet's advantages of providing large amounts of information quickly and inexpensively and it's growing accessibility. Yet, to reach its full potential, business owners who use ecommerce as a distribution channel need a clearer understanding of who buys online, what they buy online, why they buy online and how the non-Internet buyer can be transformed into an online buyer in order to increase online sales. The purpose of this study is to understand and analyze the factors effecting online purchase decisions of Indian customer. The paper attempts to identify the determinants of online purchase intentions of youths in Indian context. Based on extensive literature review, factors effecting online purchase intentions, antecedents of service quality and consumer attitudes were identified and a structured-non-disguised questionnaire was prepared. The data was collected through survey of 200 students of graduation and post-graduation courses in Moradabad region of Uttar Pradesh. The questionnaire contained questions about consumer demographics, security and privacy concerns, technological familiarity, past online shopping experiences and intentions to buy various types of products through internet in future. The findings of the study indicate that customer online purchase intentions are significantly related to their gender, education, age, security concern, technological familiarity and past online purchase frequency. Consumer buying behavior is also affected by product type, purchase frequency and expensiveness. Their purchase decisions are also found to be related with the online retailer's services like return, refund and delivery services. The framework of the research enhances understanding of the factors affecting customer online shopping behaviour, helps in profiling typical Indian online shoppers and may help e-marketers developing more specific marketing strategies to increase e-commerce sales.

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Section: Literature Reviewmentioning

confidence: 99%

A Study about Impact of Customer Characteristics on Online Purchase Behavior in Indian Context

Kanchan¹,

Kumar²

2015

American Journal of Economics and Business Administration

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“…The study of consumer behavior was taken from other disciplines such as economics, marketing and behavioral science. Additionally, the concept of vastly study of consumer behavior was created in psychology, social science where individual and groups studies on the human nature, behavior and attitude was conducted (Smith and Rupp, 2003). Thus, since penetration of technology and business trend has changed to online the behavior is important to study.…”

Section: Literature Review Online Shopping In Malaysiamentioning

confidence: 99%

Online Shopping Behavior Among University Students: Case Study of Must University

Ahmad

2018

ASSRJ

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The goal of the research is to identify and explore most commonly purchasing products online also influencing factors on the online buying behavior of the MUST university students. Functionality, privacy, trust, firm reputation and perceived value are the major influencing factors on consumer buying online behavior. Quantitative study approached has been adopted in this study and total 100 questionnaire samples have been distributed among MUST university business faculty students. The findings indicated that about 99.0% MUST students are involved in online purchasing and most computer/electronic/ mobile are the common products purchased online. The relationship and data reliability of the influencing factors are significantly reliable and has significant relationships which justify the study hypothesis. Study concluded that among the influencing factors functionality of the web vendors ranked high importunacy followed by privacy, perceived value, firm reputation and trust. The lower ranking of trust is indicating that major respondents group feels uncomfortable or unsafe while trusting on the web vendor.

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“…It is imperative for the Internet marketers to understand the value of online purchase from the consumer perspective. Slowly and steadily the Internet marketers begin to embrace the customer value perspective and start believing that consumers will pursue value maximization with limited search costs, knowledge, income, mobility (Gale, 1994;Smith & Rupp, 2003).…”

Section: Literature Reviewmentioning

confidence: 99%

The Decision Making of Business Travellers in Selecting Online Travel Portals for Travel Booking: An Empirical Study of Delhi National Capital Region, India

Datta¹,

Manohar²,

Thomas³

2018

GTG

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Strategic online customer decision making: leveraging the transformational power of the Internet

Cited by 82 publications

References 10 publications

A Study about Impact of Customer Characteristics on Online Purchase Behavior in Indian Context

A Study about Impact of Customer Characteristics on Online Purchase Behavior in Indian Context

Online Shopping Behavior Among University Students: Case Study of Must University

The Decision Making of Business Travellers in Selecting Online Travel Portals for Travel Booking: An Empirical Study of Delhi National Capital Region, India

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