Need for Touch: A Barrier in Online Shopping—Identifying Compensatory Factors in an Online Context
01 Jan 2017-pp 1349-1357
TL;DR: It is proposed that need for touch moderates the relationship between these factors and consumer response and the role of return policy and e-tailer’s image as a compensatory mechanism for inability to touch a product while shopping online is proposed.
Abstract: Touch is one of the five senses, which plays an important role in the evaluation of product and purchase decision. This chapter tries to see how need for touch is a barrier in an online shopping context, where it is not feasible to touch a product. This study tried to identify two factors, return policy and e-tailer’s image which may act as a compensatory mechanism for inability to touch a product during online shopping. Through this study, we proposed that need for touch moderates the relationship between these factors and consumer response. The study tries to propose the role of return policy and e-tailer’s image as a compensatory mechanism for inability to touch a product while shopping online. Potential contributions and directions for future research have been discussed in detail.
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01 Nov 2003
TL;DR: In this article, the authors investigate e-tail store attributes that develop customers' positive perceptions of e•tail store image, and determine whether or not they develop a sense of loyalty to an e‐tailer.
Abstract: – The purpose of this paper is to investigate e‐tail store attributes that develop customers' positive perceptions of e‐tail store image, and determines whether or not they develop a sense of loyalty to an e‐tailer., – Acknowledging the importance of customer retention, this paper is designed to examine e‐customer loyalty intentions toward the e‐tailer. To understand the concept of loyalty toward an e‐tailer, this study focuses on the importance of the final stage of the customer decision‐making process: post‐purchase evaluation. This paper develops a model that describes the extent to which e‐tail store image (derived from a set of e‐tail store attributes) indicates patronage intentions and finally predicts customer loyalty. We use the structural equation modeling to test the model and hypotheses., – Results in this paper indicate that e‐tail store image is derived from e‐merchandise, e‐service, and e‐shopping atmosphere attributes, all of which support the way consumers shop. A favorable e‐tail store image positively influences e‐patronage intentions, which thus leads to e‐loyalty., – The research in this paper provides a conceptual model that will help e‐retailers better articulate how and why consumers may be e‐loyal shoppers. Second, the research identifies attributes, unique to online shopping that serve as the basis for conceptualizing e‐tail image as a second order factor.
129 citations
Proceedings Article•
01 Jan 2018TL;DR: A systematic review that covers VR immersive applications to Marketing performed by a team of Computer Science, Computer Engineering, Marketing, Psychology and Information System (IS) researchers.
Abstract: The use of virtual reality (VR) in Marketing research and practice is blooming, which suggests that Marketing can largely benefit from VR applications. In multidisciplinary applications of technology, it is important to organize the results of current studies and to define the terminology to subsidize future studies. To date, there is no literature review regarding the use of VR in all marketing applications. This paper aims to leverage future studies and practices by presenting a systematic review that covers VR immersive applications to Marketing performed by a team of Computer Science, Computer Engineering, Marketing, Psychology and Information System (IS) researchers. From over 630 papers retrieved, 59 papers were reviewed. The findings were analyzed and discussed according to the technological and psychological immersion perspectives and marketing applications. Consumer learning was the most frequent topic investigated. Most studies reported positive outcomes. Gaps and limitations were identified, and future works were suggested.
7 citations
Cites background from "Need for Touch: A Barrier in Online..."
...The last two – olfactory and kinesthetic stimuli - play important roles in research and practice in Retailing (Bosmans 2006; Pandey et al. 2017; Puccinelli et al. 2009; Spence et al. 2014)....
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Peer Review•
Abstract: The aim of this thesis is to examine the differences across two generational cohorts, millennials, and Generation Z, in terms of their augmented reality (AR) experience using virtual try-on’s (VTO) in online retail. Based on a quantitative study involving an online survey and experiment carried out among 198 participants, the results revealed significant differences in post-usage variables. Millennials experienced higher hedonic value and need for touch while Gen Z experienced higher utilitarian value, ease of use, attitude towards using and purchase intention. There were no statistical differences in spatial presence, psychological ownership, and awareness of privacy practices. However, the study clearly shows differences among the generations and thus contributes to the research on augmented reality and generational marketing. Considering cohort-specific differences will enable practitioners to cluster demographic groups, thus creating specific buyer personas to target more efficiently for optimised marketing strategies, and, as a bonus, to increase the environmental sustainability of online retail.
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TL;DR: In this paper, the authors developed and tested a conceptual model of the effects of store name, brand names and price discounts on consumers' evaluations (store image, brand quality perceptions, internal reference prices, and value perceptions) and purchase intentions.
1,305 citations
TL;DR: In this paper, the relationship between store image, store satisfaction and store loyalty is examined and a distinction is made between true store loyalty and spurious store loyalty, manifest and latent satisfaction with the store.
Abstract: In this article the relationship between store image, store satisfaction and store loyalty is examined. A distinction is made between true store loyalty and spurious store loyalty and manifest and latent satisfaction with the store. We hypothesise that the positive relationship between manifest store satisfaction and store loyalty is stronger than the positive relationship between latent store satisfaction and store loyalty. Furthermore, we hypothesise a direct as well as an indirect effect through satisfaction of store image on store loyalty. Second, the relationship between store image and store loyalty is mediated by store satisfaction. We do not find evidence for a direct effect of store image on store loyalty.
1,204 citations
01 Jan 1999
1,109 citations
TL;DR: In this paper, the authors synthesize previous empirical studies through a formal, critical review of retailing literature, and show that various predictors (e.g., service, product selection, quality) are strongly related to shoppers' retail choice, whereas others (i.e., store attitude, store image) are important antecedents of shopping frequency.
691 citations
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TL;DR: By reviewing the user interface features in the context of electronic shopping, this article hopes to facilitate the process of designing and evaluating alternative storefronts by identifying key features that impact traffic and sales.
Abstract: he global electronic market will have a profound impact on commerce in the 21st Century. While current U.S. sales in cyberspace ($1 billion in 1995) are small in comparison to total U.S. retail sales ($1.7 trillion in 1995) [3], U.S. cybersales projections for the year 2000 range from $7 to $117 billion [9]. More importantly, most experts predict a radical shift in how business will be conducted in the next century. This shift not only has businesses scrambling to meet this new marketing reality, but also raises many important research questions about business strategy, technical infrastructure, government policies, the electronic market demographics as well as how people will use the technology. Issues of technology usage become critical as businesses and retailers attempt to exploit the boom in electronic marketing. There are large differences between a physical store and its electronic counterpart. A help button on the home page of the Web shopping site replaces the sales clerk’s friendly advice and service. The familiar layout of the physical store becomes a maze of pull-down menus, product indices, and search features. Now more than ever, the promise of electronic commerce and online shopping will depend to a great extent upon the interface and how people interact with the computer. Account managers, production staff, and merchant partners should not assume customers do not want an item in an online retail store if it is not selling. Nor should they conclude that a poor response to a given store design is due to the merchandising mix. It is important to look at the relationship between sales and user interface design. Limited menus, poorly designed navigation, and the difficulty in comparing multiple products on the same screen all have adverse effects on electronic shopping [2]. Can customers find what they want in the stores? Are customers aware of what products are available? After all, diligence in browsing a store is not a virtue retailers should expect from its online customers. We review online retail store attributes such as the number of links into the store, image sizes, number of products, and store navigation features. By reviewing the user interface features in the context of electronic shopping, we hope to facilitate the process of designing and evaluating alternative storefronts by identifying key features that impact traffic and sales. While this article specifically addresses user interface design issues for electronic shopping, user interface design is an important component of all software development [10] with important implications for productivity [5]. Unfortunately, Web information systems (WIS) designers sometimes do not heed the importance of the message advocated by user interface design pundits such as Jakob Nielsen [11] and Vincent Flanders (www.webpagesthatsuck.com). Many of the lessons learned from online stores also apply to WIS applications.
657 citations