Factors influencing the types of products and services purchased over the Internet

Emerald - Tập 10 Số 2 - Trang 102-113 - 2000
Ian Phau1, Sui Meng Poon2
1Ian Phau ([email protected]) is at Henley Management College, Henley‐on‐Thames, UK.
2Sui Meng Poon is at Surrey European Business School, UK.

Tóm tắt

Presents the findings of an empirical investigation of Internet shopping in Singapore. Specifically, Internet buying behaviour is compared between potential Internet buyers and non‐Internet buyers. It was found that the classification of different types of products and services will significantly influence the consumer choice between a retail store and Internet shopping mall. The types of products and services that are suitable for selling through the Internet are also identified. Generally, products and services that have a low outlay, are frequently purchased, have intangible value proposition, and relatively high on differentiation are more likely to be purchased via the Internet. Based on the analysis and results obtained from the study, some recommendations are presented to retailers who are interested in selling their products via the Internet.

Tài liệu tham khảo

Akaah, I. and Korgaonkar, P.K. (1989), “The influence of product manufacturer, and distributor characteristics on consumer interest in direct marketing offerings”, Journal of Direct Marketing, Vol. 3, Summer, pp. 27‐33. Aldridge, A., Forcht, K. and Pierson, J. (1997), “Get linked or get lost: marketing strategy for the Internet”, Internet Research, Vol. 7 No. 3, pp. 161‐9. Arora, R. (1991), “Formulating direct marketing offers with conjoint analysis”, Journal of Direct Marketing, Vol. 5, Winter, pp. 48‐56. Babbie, E. (1990), Survey Research Methods, Wadsworth Publishing Company, Belmont, CA. Brezen, T.S., Block, M. and Schultz, D.E. (1987), “Consumers’ perception of direct marketing techniques”, Journal of Direct Marketing, Vol. 1, Winter, pp. 38‐49. Cunningham, C.M. and Cunningham, W.H. (1973), “The urban in‐home shopper: socio‐economic and attitudinal characteristics’, Journal of Retailing, Vol. 49, Fall. Eastlick, M.A. (1991), “Catalog shoppers as potential adopter of Videotex”, in King, R.L. (Ed.), “Retailing: reflections, insights and forecasts”, The Academy of Marketing Science, Richmond, VA, pp. 9‐13. Eastlick, M.A. and Liu, M. (1997), “The influence of store attitudes and other non‐store shopping patterns on patronage of television shopping programmes”, Journal of Direct Marketing, Vol. 11 No. 3, pp. 14‐24. Eastlick, M.A. and Lotz, S. (1999), “Profiling potential adopters and non‐adopters of an interactive electronic shopping medium”, International Journal of Retail and Distribution Management, Vol. 27 No. 6, pp. 209‐23. Hair, J.F., Anderson, R.E., Tatham, R.L. and Black, W.C. (1995), Multivariate Data Analysis with Readings, Prentice‐Hall, Englewood Cliffs, NJ. Johnston, K. and Johal, P. (1999), “The Internet as a ‘virtual cultural region’: are extant cultural classification schemes appropriate?”, Internet Research, Vol. 9 No. 3, pp. 178‐86. Kono, K. and Buatsi, S. (1984), “A comparative study of three direct marketing modes: catalogues, direct mail, and direct ads on radio/television’, in Klein, D.M. and Smith, A.E. (Eds), Marketing Comes of Age, Southern Marketing Association, Carbondale, IL, pp. 71‐4. Korgaonkar, P.K. (1984), “Consumer shopping orientation, non‐store retailers, and consumers’ patronage intentions: a multivariate investigation”, Journal of the Academy of Marketing Science, Vol. 12, Winter, pp. 11‐12. Peterson, R.A., Balasubramanian, S. and Bronnenberg, B.J. (1997), “Exploring the implications of the Internet for consumer marketing”, Journal of the Academy of Marketing Science, Vol. 25 No. 4, pp. 329‐46. Prasad, V.K. (1975), “Socioeconomic product risk and patronage preferences of retail shoppers”, Journal of Marketing, Vol. 39, July, pp. 42‐7. Resnick, R. (1995), “Business is good, not”, Internet World, June, pp. 71‐3. Reynolds, F.D., Martin, W.S. and Martin, W.K. (1977), “Media habits of in‐home buyers”, Journal of Advertising, Vol. 6, Spring, pp. 32‐5. Settle, R.B., Airlock, P.L. and McCorkle, D.E. (1994), “Consumer perceptions of mail/phone order shopping media”, Journal of Direct Marketing, Vol. 8 No. 3, pp. 30‐45. Sharma, S., Bearden, W.O. and Teel, J.E. (1983), “Differential effects of in‐home shopping methods”, Journal of Retailing, Vol. 59, pp. 24‐51. Shim, S. and Mahoney, M. (1991), “Electronic shoppers and nonshoppers among Videotex users”, Journal of Direct Marketing, Vol. 3, Summer, pp. 29‐38. Simeon, R. (1999), “Evaluating domestic and international Web‐site strategies”, Internet Research, Vol. 9 No. 4, pp. 297‐308. Spence, H.E., Engel, J.F. and Blackwell, R.D. (1970), “Perceived risk in mail order and retail store buying”, Journal of Marketing Research, Vol. 7, August, pp. 364‐69. Stern, J. (1995), World Wide Web Marketing: Integrating the Internet into Your Marketing Strategy, John Wiley & Sons, New York, NY. Temasek Polytechnic (1998), “Internet shopping in Singapore”, unpublished report. Welz, G. (1995), “Information highway revs up”, Computer Reseller News, January, pp. 27‐8. White, G.K. and Manning, B.J. (1998), “Commercial WWW site appeal: how does it affect online food and drink consumers purchasing behaviour?”, Internet Research, Vol. 8 No. 1, pp. 32‐8.