Consumers online: Intentions, orientations and segmentation

International Journal of Retail and Distribution Management

Volumn 35, Issue 6, 2007, Pages 515-526

  Jayawardhena, Chanaka ^a   Wright, Len Tiu ^b   Dennis, Charles ^c  

^a LOUGHBOROUGH UNIVERSITY   (United Kingdom)

^b DE MONTFORT UNIVERSITY   (United Kingdom)

^c BRUNEL UNIVERSITY   (United Kingdom)

Author keywords

Consumer behaviour; Electronic commerce; Internet shopping; United Kingdom

Indexed keywords

EID: 34249091985     PISSN: 09590552     EISSN: None     Source Type: Journal    
DOI: 10.1108/09590550710750377     Document Type: Article

References (68)

1. Allegra Strategies (2006), How Women Shop, Allegra Strategies, London.
2. Areni, C.S. and Kiecker, P. (1993), "Gender differences in motivation: some implications for manipulating task-related involvement", in Arnold, C.J. (Ed.), Gender Consumer Behaviour, University of Utah Printing Service, Salt Lake City, UT, pp. 30-43.
3. Bakos, Y. and Brynjolfsson, E. (1999), "Bundling information goods: pricing, profits, and efficiency", Management Science, Vol. 45 No. 12, pp. 1613-30.
4. Bakos, Y. and Brynjolfsson, E. (2000), "Bundling and competition on the internet", Marketing Science, Vol. 19 No. 1, pp. 63-82.
5. Bellenger, D.N. and Korgaonkar, P.K. (1980), "Profiling the recreational shopper", Journal of Retailing, Vol. 56 No. 3, pp. 77-92.
6. Brengman, M., Guens, M., Weijters, B., Smith, S.M. and Swinyard, W.R. (2005), "Segmenting internet shoppers based on their web-usage-related lifestyle: a cross-cultural validation", Journal of Business Research, Vol. 58 No. 1, pp. 79-88.
7. Brown, M., Pope, N. and Voges, K. (2003), "Buying or browsing? An exploration of shopping orientations and online purchase intention", European Journal of Marketing, Vol. 37 Nos 10/11, pp. 1666-84.
8. Brynjolfsson, E. and Smith, M.D. (2000), "Frictionless commerce? A comparison of Internet and conventional retailers", Management Science, Vol. 46 No. 4, pp. 563-85.
9. Burke, R.R. (1998), "Real shopping in a virtual store", in Bradley, S.P. and Nolan, R.L. (Eds), Sense and Respond: Capturing the Value in the Network Era, Harvard Business School, Boston, MA.
10. Campbell, C. (1997), "Shopping, pleasure and the sex war", in Falk, P. and Campbell, C. (Eds), The Shopping Experience?, Sage, London.
11. Churchill, G.A. Jr (1979), "A paradigm for developing better measures of marketing constructs", Journal of Marketing Research, Vol. 16, pp. 64-73.
12. Citizens Online (2006), "Statistics", Citizens Online, available at: www.citizensonline.org.uk/statistics (accessed 6 February, 2007).
13. Cox, J. and Dittmar, H. (1995), "The functions of clothes and clothing (dis)satisfaction: a gender analysis among British students", Journal of Consumer Policy, Vol. 18, pp. 237-65.
14. Darden, W.R. and Ashton, D. (1974), "Psychographic profiles of patronage preference group", Journal of Retailing, Vol. 50 No. 4, pp. 99-116.
15. Dennis, C.E. (2005), Objects of Desire: Consumer Behaviour in Shopping Centre Choice, Palgrave, Caledon.
16. Dennis, C.E., Fenech, T. and Merrilees, W. (2004), E-Retailing, Routledge, Abingdon.
17. Devlin, J.F., Ennew, C.T. and Mirza, M. (1995), "Organizational positioning in financial services retailing", Journal of Marketing Management, Vol. 11, pp. 119-32.
18. Dholokia, R.R. (1999), "Going shopping: key determinants of shopping behaviours and motivations", International Journal of Retail Distribution Management, Vol. 27 No. 4, pp. 154-65.
19. Dholakia, R.R. and Uusitalo, O. (2002), "Switching to electronic stores: consumer characteristics and the perception of shopping benefits", International Journal of Retail & Distribution Management, Vol. 30 No. 10, pp. 459-69.
20. Donthu, N. and Garcia, A. (1999), "The internet shopper", Journal of Advertising Research, Vol. 39 No. 3, pp. 52-8.
21. Engel, J., Kollatt, D. and Blackwell, P. (1991), Consumer Behaviour, 7th ed., Van Nostrand Rinehold, New York, NY.
22. Gabbott, M. and Hogg, G. (1998), Consumers and Services, Wiley, Chichester.
23. Gehrt, K.C. and Carter, K. (1992), "An exploratory assessment of catalog shopping orientations: is there more to it than time?", Journal of Direct Marketing, Vol. 6 No. 1, pp. 29-39.
24. Gehrt, K.C., Yale, L.J. and Lawson, D.A. (1996), "The convenience of catalog shopping: is there more to it than time?", Journal of Direct Marketing, Vol. 10 No. 4, pp. 19-28.
25. Georgia Institute of Technology (1997-2000), GVU's WWW User Surveys (8 to 11), available at: www.gvu.gatech.edu/usersurveys.
26. Habul, G. and Trifts, V. (2000), "Consumer decision making in online shopping environments: the effects of interactive decision aids", Marketing Science, Vol. 19 No. 1, pp. 4-21.
27. Harris, L. and Dennis, C.E. (2007), Marketing the e-Business, 2nd ed., Routledge, Abingdon.
28. Hawes, J.M. and Lumpkin, J.R. (1984), "Understanding the shopper", Journal of the Academy of Marketing Science, Vol. 12 No. 4, pp. 200-18.
29. Hoffman, D. (2000), "The revolution will not be televised: introduction to the special issue on marketing science and the internet", Marketing Science, Vol. 19 No. 1, pp. 1-3.
30. Hoffman, D.L. and Novak, T.P. (1996), "Marketing in hypermedia computer-mediated environments: conceptual foundations", Journal of Marketing, Vol. 60 No. 3, pp. 50-68.
31. IMRG (2007), e-Retail Annual Report, Media in Retail Group, London.
32. Jamieson, L.F. and Bass, F.M. (1989), "Adjusting stated intention measures to predict trial purchase of products: a comparison of models and methods", Journal of Marketing Research, Vol. 26, pp. 336-45.
33. Jarvenpaa, S.L. and Todd, P.A. (1997), "Is there a future for retailing on the internet?", in Peterson, R.A. (Ed.), Electronic Marketing and the Consumer, Sage, Thousand Oaks, CA.
34. Jayawardhena, C. (2002), "Consumer purchase orientations and purchase intentions in online financial services", paper presented at Marketing in a Changing Word: Scope, Opportunities and Challenges, European Marketing Academy (EMAC) Conference, Braga, p. 44.
35. Joines, J.L., Schere, C.W. and Sceufele, D.A. (2003), "Exploring motivations for consumer web use and their implications for e-commerce", Journal of Consumer Marketing, Vol. 20 No. 2, pp. 90-108.
36. Kau, K.A., Tang, Y.E. and Ghose, S. (2003), "Typology of online shoppers", Journal of Consumer Research, Vol. 20 No. 2, pp. 139-56.
37. Keaveney, S.M. and Parthasarathy, M. (2001), "Customer switching behaviour in online services: an exploratory study of the role of selected attitudinal, behavioural, and demographic factors", Journal of the Academy of Marketing Science, Vol. 29 No. 4, pp. 374-90.
38. Khazeth, K. and Decker, W.H. (1992), "How customers choose banks", Journal of Retail Banking, Vol. 14 No. 4, pp. 41-4.
39. Korgaonkar, P.K. and Wolin, L.D. (1999), "A multivariate analysis of web usage", Journal of Advertising Research, Vol. 39 No. 2, pp. 53-68.
40. Laroche, M. and Manning, T. (1984), "Consumer brand selection and categorization processes: a study of bank choice", The International Journal of Bank Marketing, Vol. 2 No. 3, pp. 3-21.
41. Laroche, M., Yang, Z., McDougall, G.H.G. and Bergeron, J. (2005), "Internet versus bricks and mortar retailers: an investigation into intangibility and its consequences", Journal of Retailing, Vol. 81 No. 4, pp. 251-67.
42. Lee, K.S. and Tan, S.J. (2003), "E-retailing versus physical retailing: a theoretical model and empirical test of consumer choice", Journal of Business Research, Vol. 56 No. 11, pp. 877-85.
43. Lesser, J.A. and Hughes, M.A. (1986), "Towards a typology of shoppers", Business Horizons, Vol. 29 No. 6, pp. 56-62.
44. Liff, S. and Shepherd, A. (2004), "An evolving gender divide?", Oxford Internet Issue Brief, No. 2, pp. 1-9.
45. Lumpkin, J.R. (1985), "Shopping orientation segmentation of the elderly consumer", Journal of the Academy of Marketing Science, Vol. 13 No. 2, pp. 139-51.
46. Lynch, J.G. and Ariely, D. (2000), "Wine online: search costs affect competition on price, quality and distribution", Marketing Science, Vol. 19 No. 10, pp. 83-103.
47. Miller, D.A. (1998), Theory of Shopping, Blackwell Publishers Ltd, Oxford.
48. Min, S. and Wolfinbarger, M. (2005), "Market share, profit margin, and marketing efficiency of early movers, bricks and clicks, and specialists in e-commerce", Journal of Business Research, Vol. 58, pp. 1030-9.
49. Novak, T.P., Hoffman, D.L. and Yung, Y. (2000), "Measuring the customer experience in online environments: a structural modelling approach", Marketing Science, Vol. 19 No. 1, pp. 22-42.
50. OxIS (2003, 2005), Oxford Internet Survey, Oxford Internet Institute, Oxford.
51. Pincott, G. and Branthwaite, A. (2000), "Nothing new under the sun?", International Journal of Market Research, Vol. 42 No. 2, pp. 137-55.
52. Pine, J.H. II and Gilmore, J.H. (1998), "Welcome to the experience economy", Harvard Business Review, July-August, pp. 97-107.
53. Pope, N.K.L., Brown, M.R. and Forrest, E.J. (1999), "Risk, innovativeness, gender, and involvement factors affecting the intention to purchase sport product online", Sport Marketing Quarterly, Vol. 8 No. 2, pp. 25-34.
54. Prince, M. (1993), "Women, men and money styles", Journal of Economics Psychology, Vol. 14, pp. 175-82.
55. Reynolds, K.E. and Beatty, S.E. (1999), "A relationship customer typology", Journal of Retailing, Vol. 75 No. 4, pp. 509-23.
56. Rice, R.R. (2004), "A comparative perspective from US surveys", Oxford Internet Issue Brief 2.2, August, pp. 13-15.
57. Rohm, A.J. and Swaminathan, V. (2004), "A typology of online shoppers based on shopping motivations", Journal of Business Research, Vol. 57 No. 7, pp. 748-57.
58. Shim, S. (1996), "Adolescent consumer decision making styles: the consumer socialisation perspective", Psychology & Marketing, Vol. 13 No. 6, pp. 547-69.
59. Shim, S. and Mahoney, M.Y. (1992), "The elderly mail-order catalog user of fashion products: a profile of the heavy purchaser", Journal of Direct Marketing, Vol. 6 No. 1, pp. 49-58.
60. Shim, S., Eastlick, M.A., Lotz, S.L. and Warrington, P. (2001), "An online pre-purchase intentions model: the role of intention to search", Journal of Retailing, Vol. 77, pp. 397-416.
61. Sproles, G.B. and Kendall, E.L. (1986), "A methodology for profiling consumers' decision making styles'", The Journal for Consumer Affairs, Vol. 20 No. 2, pp. 267-79.
62. Stone, G.P. (1954), "City and urban identification: observations on the social psychology of city life", American Journal of Sociology, Vol. 60, pp. 36-45.
63. Verdict (2000-2006), Verdict on e-Shopping and e-Retail, Verdict Research, London.
64. Williams, R.H., Painter, J.J. and Nicholas, H.R. (1978), "A policy oriented typology of grocery shoppers", Journal of Retailing, Vol. 54 No. 1, pp. 27-42.
65. Zeithaml, V.A. (1981), "How consumer evaluation processes differ between goods and services", in Donnolly, J. and George, W. (Eds), The Marketing of Services, American Marketing Association, Chicago, IL, pp. 186-90.
66. Alba, J., Lynch, J., Weitz, B. and Janiszewski, C. (1997), "Interactive home shopping: consumer, retailer, and manufacturer incentives to participate in electronic marketplaces", Journal of Marketing, Vol. 61 No. 3, pp. 38-53.
67. Gonzalez, A.M. and Bello, L. (2002), "The construct 'lifestyle' in market segmentation: the behaviour of tourist consumers", European Journal of Marketing, Vol. 36 Nos 1/2, pp. 51-85.
68. Robert, S.F., Joan, S., Maureen, M. and Durairaj, M. (1995), "Gender differences in adolescent compulsive consumption", in Kardes, F.R. and Mita, S. (Eds), Advances in Consumer Research, Vol. 22, Association for Consumer Research, Provo, UT, pp. 500-4.