May W.C. So and Domenic Sculli
Risks and uncertainties inherent in the Internet often deter consumers from using it as a shopping channel. Companies usually assume that advanced technologies will solve such…
Abstract
Risks and uncertainties inherent in the Internet often deter consumers from using it as a shopping channel. Companies usually assume that advanced technologies will solve such problems. This paper argues that many of these problems require non‐technical solutions: solutions that are associated with good business practice. Customer feedback may not only raise technical issues such as security and privacy, but also non‐technical issues such as guaranteed delivery time and the ability to talk live to customer services representatives for help. This paper analyses four aspects of running a business – trust, quality, value, and risk – in an Internet setting and offers three solutions. While there is no complete guarantee of sustainability and profitability in any business, the careful consideration of the issues discussed will help shield the business from pitfalls, which if not detected and dealt with, can cause the closure of an otherwise healthy business.
W.C. May So, T.N. Danny Wong and Domenic Sculli
To investigate web‐shopping behaviour in Hong Kong: identification of the general attitude towards web‐shopping; relationships between past web‐shopping experience, attitude…
Abstract
Purpose
To investigate web‐shopping behaviour in Hong Kong: identification of the general attitude towards web‐shopping; relationships between past web‐shopping experience, attitude towards web‐shopping, adoption decisions, search behaviour and web‐shopping intentions; and influences of promotional offers and product categories on web‐shopping intentions.
Design/methodology/approach
Relevant hypotheses were constructed and a web‐based questionnaire survey was than conducted using technically educated subjects. The proposed hypotheses were statistically tested and principal components analysis and structural equations were used to produce a structural model.
Findings
Web‐shopping intentions are directly affected by web‐search behaviour and web‐shopping adoption decisions, and are indirectly affected by web‐shopping attitudes, past web‐shopping experiences and past experience with the web. Web‐search behaviour was a stronger factor than adoption decision in terms of influencing web‐shopping intentions. The presence of promotional offers had a positive effect on web‐shopping intentions, and web‐shopping intentions were different for different product categories.
Research limitations/implications
The sample employed was composed of technically educated undergraduates and graduates and thus limiting generalizations to a higher levels.
Practical implications
Experienced internet users and experienced web‐shoppers are more likely to be potential future web‐shoppers. Those who have a general dislike for shopping and who tend to buy in a great haste when the purchase becomes absolutely necessary may eventually be another group to become web‐shoppers.
Originality/value
The primary value of this paper lies in extending the understanding of Hong Kong web‐shopper behaviour, and in developing an empirical model that can partly explain the processes leading to web‐shopping intentions.
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Jee Teck Weng and Ernest Cyril de Run
The purpose of this paper is to explore the effects of Malaysian consumers' personal values and sales promotion preferences on their overall behavioural intention and purchase…
Abstract
Purpose
The purpose of this paper is to explore the effects of Malaysian consumers' personal values and sales promotion preferences on their overall behavioural intention and purchase satisfaction.
Design/methodology/approach
In total, 1,300 questionnaires were distributed and collected by hand through hired enumerators in 13 different states in Malaysia (Johor, Kedah, Kelantan, Melaka, Negeri Sembilan, Pahang, Perak, Perlis, Pulau Pinang, Sabah, Sarawak, Selangor and Terengganu). This research was carried out for four different type of consumer product (convenience, shopping, specialty/luxury and unsought product). Data were analysed using General Linear Model-Multivariate Analysis of Variance (MANOVA) and General Linear Model-Univariate Analysis of Variance (ANOVA) to test for difference between independent and dependent variables.
Findings
The findings suggest that sales promotion technique preferences will have an impact on consumers' behavioural intention and purchase satisfaction for all the product types studied. On the other hand, there is no significant impact in consumers' purchases satisfaction and behavioural intention by personal value for all the product type studied.
Practical implications
The findings from this research have expanded current knowledge and academic studies done on similar areas of research where this research detail the association of personal value and sales promotion techniques preferences on consumers' purchase satisfaction (attitude) and behavioural intention (behaviour) for different types of consumer products. The research suggests to managers in Malaysia that it is crucial to understand the characteristics of their products when selecting appropriate strategies and sales promotion techniques for better market segmentation and targeting.
Originality/value
This research is the first of its type where only a minimal number of studies have looked into these issues (personal values and sales promotion techniques preferences) from a business perspective.
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Rose Sebastianelli and Nabil Tamimi
The purpose of this paper is to report the results of an experimental study designed to better understand the role of online product reviews, both valence and volume, in the…
Abstract
Purpose
The purpose of this paper is to report the results of an experimental study designed to better understand the role of online product reviews, both valence and volume, in the formation of initial online trust during a consumer’s exploratory stage with an e-tailer. This is done within the context of simultaneously varying e-tailer reputation and product type.
Design/methodology/approach
Participants take part in a conjoint task that involves viewing fictitious web pages and indicating their level of trust in using the site to purchase the product displayed. The web pages are developed by manipulating four attributes (e-tailer reputation, product type, summary product star rating and number of online reviews) according to a full factorial design. Conjoint models are estimated to determine the relative influence of each attribute on trust perceptions, the significance of selected two-way interactions among the four attributes, and potential moderating effects of varied prior online experiences, including previous usage frequency of online reviews.
Findings
Results reveal that e-tailer reputation has the greatest impact on initial trust perceptions, followed by the summary review star rating of the product. Significant two-way interactions show that a large number of reviews enhance the effect of a positive summary review on trust while shopping for high priced experience products diminishes the positive influence of e-tailer reputation. Prior online experiences moderate the relationship between these website attributes and perceived trust by interacting with the two strongest trust cues in the model. The effects of these attributes on trust perceptions are less for those with higher levels of prior online experiences.
Originality/value
The study uses conjoint analysis, which requires participants to implicitly “tradeoff” among website attributes in making overall judgments about e-tailer trustworthiness. Consequently, the relative influence of online reviews (both valence and volume) on initial trust perceptions is derived empirically in a realistic setting that involves online shopping contexts with different risk (by varying product type). Moreover, the authors are able to estimate interaction effects. A significant interaction between summary product star rating and number of reviews implies that online review volume may be more important to perceived e-tailer trustworthiness than earlier studies suggest.
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JongRoul Woo, Joongha Ahn, Jongsu Lee and Yoonmo Koo
– The purpose of this paper is to explore the factors determining which communication mediums influence a given consumer deciding to purchase a specific product.
Abstract
Purpose
The purpose of this paper is to explore the factors determining which communication mediums influence a given consumer deciding to purchase a specific product.
Design/methodology/approach
Using a consumer survey and a multivariate probit (MVP) model, the authors explore consumer information searches related to purchases in nine categories: milk, instant noodles, shampoo, mobile phones, televisions, cars, mobile communication services, credit card services, and life insurance.
Findings
The media channels that motivate a given consumer to make a given purchase vary depending on both socio-demographic variables and product categories.
Practical implications
As consumers can now obtain product information through different and multiple media channels according to their personal characteristics and the category of the product they seek to purchase, these findings will help companies develop media planning strategies that will effectively target specific market segments.
Originality/value
Unlike previous studies, the authors consider which media channels actually affect a consumer’s product purchase decisions, and the authors do so across product categories and media types to provide practical implications for media planning. Furthermore, this is the first application of the MVP model in this context.
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Nobody concerned with political economy can neglect the history of economic doctrines. Structural changes in the economy and society influence economic thinking and, conversely…
Abstract
Nobody concerned with political economy can neglect the history of economic doctrines. Structural changes in the economy and society influence economic thinking and, conversely, innovative thought structures and attitudes have almost always forced economic institutions and modes of behaviour to adjust. We learn from the history of economic doctrines how a particular theory emerged and whether, and in which environment, it could take root. We can see how a school evolves out of a common methodological perception and similar techniques of analysis, and how it has to establish itself. The interaction between unresolved problems on the one hand, and the search for better solutions or explanations on the other, leads to a change in paradigma and to the formation of new lines of reasoning. As long as the real world is subject to progress and change scientific search for explanation must out of necessity continue.
Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination of some…
Abstract
Aim of the present monograph is the economic analysis of the role of MNEs regarding globalisation and digital economy and in parallel there is a reference and examination of some legal aspects concerning MNEs, cyberspace and e‐commerce as the means of expression of the digital economy. The whole effort of the author is focused on the examination of various aspects of MNEs and their impact upon globalisation and vice versa and how and if we are moving towards a global digital economy.
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Addresses the standardization of the measurements and the labels for concepts commonly used in the study of work organizations. As a reference handbook and research tool, seeks to…
Abstract
Addresses the standardization of the measurements and the labels for concepts commonly used in the study of work organizations. As a reference handbook and research tool, seeks to improve measurement in the study of work organizations and to facilitate the teaching of introductory courses in this subject. Focuses solely on work organizations, that is, social systems in which members work for money. Defines measurement and distinguishes four levels: nominal, ordinal, interval and ratio. Selects specific measures on the basis of quality, diversity, simplicity and availability and evaluates each measure for its validity and reliability. Employs a set of 38 concepts ‐ ranging from “absenteeism” to “turnover” as the handbook’s frame of reference. Concludes by reviewing organizational measurement over the past 30 years and recommending future measurement reseach.
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Investigates the differences in protocols between arbitral tribunals and courts, with particular emphasis on US, Greek and English law. Gives examples of each country and its way…
Abstract
Investigates the differences in protocols between arbitral tribunals and courts, with particular emphasis on US, Greek and English law. Gives examples of each country and its way of using the law in specific circumstances, and shows the variations therein. Sums up that arbitration is much the better way to gok as it avoids delays and expenses, plus the vexation/frustration of normal litigation. Concludes that the US and Greek constitutions and common law tradition in England appear to allow involved parties to choose their own judge, who can thus be an arbitrator. Discusses e‐commerce and speculates on this for the future.