To Bid or to Buy?

2010 ◽  
Vol 6 (2) ◽  
pp. 1-20 ◽  
Author(s):  
Fan-Chen Tseng
Keyword(s):  
Online Auctions ◽  
Online Retailing ◽  
Online Retailers ◽  
Online Shoppers ◽  
Online Stores ◽  
The Right ◽  
Practical Implications

Online retailing is a rapidly expanding business. There are three major purchasing channels for online shoppers to choose when they conduct online purchasing: (1) shopping in online stores, (2) bidding in online auctions, and (3) direct purchasing in online auctions. Each channel has its strengths and weaknesses, and suits different kinds of online shoppers. This article explores the relationships between online shoppers’ lifestyles and their preferences for online purchasing channels. Knowledge about online shoppers’ preferences for online purchasing channels helps online retailers place right products in the right channel for the right customers and consequently generate stable revenues. Major findings are: (1) the online shoppers with extravert lifestyle prefer online auctions, (2) the online shoppers with indulgent lifestyle prefer online stores, and (3) the online shoppers with shrewd lifestyle have a more balanced preference for all three purchasing channels. Theoretical and practical implications are discussed.

To Bid or to Buy?

2011 ◽  
pp. 1-19
Author(s):  
Fan-Chen Tseng
Keyword(s):  
Online Auctions ◽  
Online Retailing ◽  
Online Retailers ◽  
Online Shoppers ◽  
Online Stores ◽  
The Right ◽  
Practical Implications

Online retailing is a rapidly expanding business. There are three major purchasing channels for online shoppers to choose when they conduct online purchasing: (1) shopping in online stores, (2) bidding in online auctions, and (3) direct purchasing in online auctions. Each channel has its strengths and weaknesses, and suits different kinds of online shoppers. This article explores the relationships between online shoppers’ lifestyles and their preferences for online purchasing channels. Knowledge about online shoppers’ preferences for online purchasing channels helps online retailers place right products in the right channel for the right customers and consequently generate stable revenues. Major findings are: (1) the online shoppers with extravert lifestyle prefer online auctions, (2) the online shoppers with indulgent lifestyle prefer online stores, and (3) the online shoppers with shrewd lifestyle have a more balanced preference for all three purchasing channels. Theoretical and practical implications are discussed.

Risk Management, Trust and Repeat Online Shopping Intentions

2018 ◽  
pp. 68-87
Author(s):  
Mercy Mpinganjira
Keyword(s):  
Risk Management ◽  
Significant Influence ◽  
Online Shopping ◽  
Product Information ◽  
Positive Influence ◽  
Online Retailing ◽  
Successful Management ◽  
Online Store ◽  
Online Retailers ◽  
Online Stores

E-commerce is a growing phenomenon in Africa. One area of e-commerce that is growing at a very fast rate is online retailing. This is despite concerns that individuals often have in relation to online shopping being associated with more risk than traditional retailing. This chapter looks at practices of online retailers that help in mitigating online shopping risk and the influence of these on customers' levels of trust as well as on their intentions to re-purchase from specific online stores. The findings show that provision of adequate online product information and online store security has positive influence on customers' level of trust in an online store. The findings also show that trust in an online store has significant influence on customers' intentions to repurchase from a store. The findings have wide implications on successful management of online store outlets and these have been highlighted in the chapter.

Visual Merchandising in Online Retailing Based on Physical Retailing Design Principles

2010 ◽  
pp. 628-636
Author(s):  
Tony Pittarese
Keyword(s):  
Research Literature ◽  
Design Guidelines ◽  
Online Retailing ◽  
Online Store ◽  
Online Retailers ◽  
Common Practices ◽  
Store Design ◽  
Online Stores ◽  
Visual Merchandising ◽  
Effective Design

Effective design guidelines aid in the creation of successful online stores. One possible resource to aid in formulating effective online store design guidelines is found in principles and practices of physical retailers. In particular, physical store merchandising techniques provide a significant body of research from which online store guidelines may be constructed. By examining the research literature and common practices of physical retailers, online retailers may glean new and interesting ideas upon which to base guidelines for online store design.

Product Choice Strategy for Online Retailers

2011 ◽  
pp. 220-238
Author(s):  
Ruiliang Yan ◽  
Amit Bhatnagar
Keyword(s):  
Product Category ◽  
Product Categories ◽  
Online Retailers ◽  
Two Factors ◽  
Brick And Mortar ◽  
Online Channel ◽  
Online Stores ◽  
Set Up ◽  
The Right ◽  
The Web

An important strategic issue for managers planning to set up online stores is the choice of product categories to retail. While the “right” product category would depend on a number of factors, here we focus on the following two factors: compatibility of the product with the online channel, and the competition between the traditional brick and mortar channel and the online channel. This is to acknowledge two well-known facts: Certain products are more suitable for selling through the Web than through other channels; and an online retailer competes with not only other online retailers, but also traditional brick and mortar retailers. To determine the right product category, we develop a game theoretical model that allows for competition between the retailers. We study both Stackelberg and Bertrand competition models, as these two models capture the essence of different types of competition on the Web. Based on our results, we propose that, under all types of competition, the optimal product is one that is only moderately compatible with the Internet.

scholarly journals Integrated Discounting Framework for Indian Brick-and-Mortar Retailers

2020 ◽  
pp. 110-123
Author(s):  
H.R. Ganesh ◽  
P. S. Aithal ◽  
P. Kirubadevi
Keyword(s):  
Market Share ◽  
Past Research ◽  
Consumer Acceptance ◽  
Validity And Reliability ◽  
Online Retailing ◽  
Online Retailers ◽  
Brick And Mortar ◽  
Research Findings ◽  
Key Drivers ◽  
Online Stores

Since the time online retailing format started getting consumer acceptance in India, consumers now have wider options available for them to buy a product at a discounted price and notably, as online stores in India are following the product discounting as one of the key drivers for consumer acquisition, consumers’ perspective towards discount at Brick-and-mortar store has changed. This change in consumers’ perspective has put the majority of Brick-and-mortar retailers in India into a quandary and they are losing out their market share slowly to online retailers. From the existing literature we have found many discounting frameworks suggested by researchers, but they are all isolated for specific contexts and leave it to retailers to create their own discounting frameworks. In this work, we have attempted to create an integrated discounting framework for Indian brickand-mortar retailers by carrying out multiple experiments with different manipulations and under different contexts along with taking clues from past research findings, insights and suggestions along with testing validity and reliability of the proposed framework in the field.

scholarly journals Long-Term Discounting Frameworks: Insights from Multiple Experiments

2020 ◽  
pp. 84-100
Author(s):  
H. R. Ganesh ◽  
P. S. Aithal ◽  
P. Kirubadevi
Keyword(s):  
Competitive Advantage ◽  
Online Retailing ◽  
Sales Promotions ◽  
Online Retailers ◽  
Brick And Mortar ◽  
Consumer Perspective ◽  
Key Drivers ◽  
Online Stores ◽  
The Impact

Ever since the online retailing format has emerged in India, consumers now have wider options available for them to buy a product at a discounted price and notably, as online stores in India are following the product discounting as one of the key drivers for consumer acquisition, consumers’ perspective towards discount at brick-and-mortar store has changed.This change in consumers’ perspective has put the majority of brick-and-mortar retailers in India into a quandary and they are losing out their market share slowly to online retailers. In this research which is based on recommendations of empirical research previously carried out on the impact of changes in retailer and consumer perspective towards discount post emergence of online stores in India, we have carried out multiple experiments on multiple long-term discounting frameworks to investigate and recommend brick-and-mortar retailers on ideal(a) frameworks, (b) duration, (c) types, (d) assortment coverage, and (e) advertising techniques for long-term discounting strategies to enable brick-and-mortar retailers to design appropriate sales promotions to gain a competitive advantage over online retailing on the discount component.

Antecedents to Online Shopping

2015 ◽  
Vol 11 (1) ◽  
pp. 35-55 ◽  
Author(s):  
Sanjeev Prashar ◽  
T. Sai Vijay ◽  
Chandan Parsad
Keyword(s):  
User Experience ◽  
Online Shopping ◽  
Principal Component ◽  
Web Portals ◽  
Online Retailing ◽  
Online Retailers ◽  
Online Shoppers ◽  
Transaction Security ◽  
Online Buying ◽  
Selection Of

The increased use of smartphones and tablets, along with advanced security features being offered by the online retailers are adding strength to e-commerce industry. Growing at an astonishing rate at 85%, as against 65% growth of regular shopping over the previous year, internet retailing in India touched US $10.672 billion in 2013, making it one of the most anticipated destinations for national and multinational online retailers. Several web portals are looking to capture a share of this huge market. This study gains importance as Indian arms of multinational online selling companies like Amazon and eBay are fighting various home-grown players like Snapdeal, Flipkart and many more. The objective of this paper is to identify and rank the factors that influence the selection of web portal among online shoppers in India. Exploratory study was conducted to identify various precursors of web site selection for online shopping. Twenty-four variables identified from this study were used to create a structured questionnaire. This questionnaire was then administered among 203 shoppers in India using convenience sampling. To determine the factors that influence the selection of web portals. Principal Component Analysis with Varimax Rotation was used. The study condensed the comprehensive set of twenty-four variables into six factors that have a direct influence on consumers' choice of online buying website. These were transaction security, augmented benefits, user experience, cognitive stimuli, personalized assurance and web atmospherics. This is against the general perception that shoppers prefer the web portals with best user experience and attractive web atmospherics. The online buying population of the world's third largest economy selects the portals based on the primary motive of security in a transaction. Adding to the existing knowledge on shoppers' selection of online buying portals, the study reveals the prevalence of a multitude of antecedent factors and distinct patterns with respect to constituents of these factors. Findings of this research may be used as guidelines for the development of multi-dimensional strategic framework by online retailing firms.

scholarly journals Gamification and the online retail experience

2014 ◽  
Vol 42 (5) ◽  
pp. 340-351 ◽  
Author(s):  
Victoria Insley ◽  
Daniel Nunan
Keyword(s):  
Qualitative Methodology ◽  
Empirical Support ◽  
Online Retailing ◽  
Online Retail ◽  
Content Type ◽  
Online Retailers ◽  
Online Shoppers ◽  
Game Elements ◽  
Depth Interviews

Purpose – As online retailing grows in importance there is increasing interest in the online customer experience. The purpose of this paper is to explore the role of gamification, the use of game mechanics, in enabling consumer engagement with online retailers. Design/methodology/approach – The research adopts a qualitative methodology carrying out 19 in-depth interviews with individuals who are frequent online shoppers. Findings – Findings support the importance of including game elements to enhance the retail experience. However, data also suggests that without appropriate management customers can subvert gamification strategies to create their own “games” which increases competitive pressure between retailers. Practical implications – The paper suggests ways in which retailers might more successfully “gamify” their online retail stores and reduce incidences of undesirable customer behaviour. Originality/value – This paper provides empirical support to the current paucity of research into the role of gamification in the context of the online retail experience.

Consumers' Perceived Value in Internet Shopping

2020 ◽  
Vol 11 (2) ◽  
pp. 17-36
Author(s):  
Rama Mohana Rao Katta ◽  
Chandra Sekhar Patro
Keyword(s):  
Online Shopping ◽  
Perceived Value ◽  
Purchase Intentions ◽  
Online Retailing ◽  
Factors Affecting ◽  
Perceived Risks ◽  
Online Retailers ◽  
Shopping Environments ◽  
Different Types ◽  
Practical Implications

In recent years, the trend of online retailing has become one of the most imperative uses of technology with the development and ease of accessibility of the internet. The activity of online shopping is considered to be one of the significant aspects of online retailing and has been emerging as an essential part of consumers' lifestyle. Besides various advantages, consumers feel different types of perceived risks involved in online shopping. Therefore, it is crucial to identify the factors affecting consumers' perception of value. The present study empirically examines the influence of perceived advantages and risks on consumers' perceived value in online shopping environments. The results posit that perceived advantages and perceived risks have a positive significant influence on consumers' purchase intentions. Further, perceived advantages show a significant relationship with consumers' perceived risks. The findings afford practical implications for online retailers to frame necessary strategies in enhancing perceived value.

Risk Management, Trust and Repeat Online Shopping Intentions

2015 ◽  
pp. 273-292 ◽  
Author(s):  
Mercy Mpinganjira
Keyword(s):  
Risk Management ◽  
Significant Influence ◽  
Online Shopping ◽  
Product Information ◽  
Positive Influence ◽  
Online Retailing ◽  
Successful Management ◽  
Online Store ◽  
Online Retailers ◽  
Online Stores

E-commerce is a growing phenomenon in Africa. One area of e-commerce that is growing at a very fast rate is online retailing. This is despite concerns that individuals often have in relation to online shopping being associated with more risk than traditional retailing. This chapter looks at practices of online retailers that help in mitigating online shopping risk and the influence of these on customers' levels of trust as well as on their intentions to re-purchase from specific online stores. The findings show that provision of adequate online product information and online store security has positive influence on customers' level of trust in an online store. The findings also show that trust in an online store has significant influence on customers' intentions to repurchase from a store. The findings have wide implications on successful management of online store outlets and these have been highlighted in the chapter.

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