An examination of retail website design and conversion rate

Journal of Business Research

Volumn 69, Issue 11, 2016, Pages 4837-4842

  McDowell, William C ^a   Wilson, Rachel C ^b   Kile, Charles Owen ^c  

^a MIDDLE TENNESSEE STATE UNIVERSITY   (United States)

^b BELMONT UNIVERSITY   (United States)

^c PENNSYLVANIA STATE UNIVERSITY   (United States)

Author keywords

Conversion rate; Flow; Retailing; Website design

Indexed keywords

EID: 84966461394     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jbusres.2016.04.040     Document Type: Article

References (47)

1. Awad, N.F., Bringing the corner-store online: The challenges and promises of online customer service. Doctoral dissertation, University of Michigan. Dissertation Abstracts International, 65(10), 2004.
2. Bruner, G.C., Stevenson, J., Kumar, A., The effect of webpage background on viewer attitudes. Journal of Advertising Research 40:1 (2000), 29–34.
3. Bulkeley, W.M., Carlton, J., Reality bites—Etail gets derailed. Wall Street Journal, A1, 2000, April 5.
4. Cameron, A.C., Trivedi, P.K., Microeconometrics: Methods and applications. 2005, Cambridge University Press, New York, NY, 61.
5. Csikszentmihalyi, M., Beyond boredom and anxiety. 1977, Jossey-Bass, San Francisco, CA.
6. EMarketer, Retail sales worldwide will top $22 trillion this year., 2014, December 23 Retrieved from http://www.emarketer.com/Article/Retail-Sales-Worldwide-Will-Top-22-Trillion-This-Year/1011765/ (Accessed 04–13-15).
7. Geirland, J., Go with the flow. Wired, 160–161, 1996, September).
8. Ghose, S., Dou, W., Interactive functions and their impact on the appeal of Internet presence sites. Journal of Advertising Research 38:2 (1998), 29–43.
9. Greene, W.H., Econometric analysis. 5th ed., 2003, Pearson-Prentice Hall, Upper Saddle River, NJ, 148.
10. Grewal, D., Gopalkrishnan, R.I., Levy, M., Internet retailing: Enablers, limiters and marketing consequences. Journal of Business Research 57:7 (2004), 703–713.
11. Harvin, R., In Internet branding, the off-lines have it. Brandweek 41:4 (2000, January 24), 30–31.
12. Hausman, A.V., Siekpe, J.S., The effect of web interface features on consumer online purchase intentions. Journal of Business Research 62:1 (2008), 5–13.
13. Hoffman, D.L., Novak, T.P., How to acquire customers on the web. Harvard Business Review 78:3 (2000), 179–185.
14. Holzwarth, M., Janiszewski, C., Neumann, M.M., The influence of avatars on online consumer shopping behavior. Journal of Marketing 70:4 (2006), 19–36.
15. Internet Retailer, Top 500 guide. 2013, Vertical Web Media, Chicago, IL.
16. Jayawardhena, C., Personal values’ influence on e-shopping attitude and behavior. Internet Research 14:2 (2004), 127–138.
17. Koufaris, M., Hampton-Sosa, W., The development of initial trust in an online company by new customers. Information and Management 41:3 (2004), 377–397.
18. Li, S., Essays on interactive marketing: Predicting online purchase conversion using web path analysis. Doctoral dissertation, Carnegie Mellon University, 2004. Dissertation Abstracts International, 64(09), 2004.
19. Liao, C.H., Tauman, Y., The role of bundling in price competition. International Journal of Industrial Organization 20 (2002), 365–389.
20. Loftus, P., E-commerce (a special report): A buyer's market — Pay for performance; technology allows advertisers to know what an ad is worth — To the dismay of some websites. Wall Street Journal, R16, 2001, April 23).
21. Lu, H.P., Su, Y., Factors affecting purchase intention on mobile shopping web sites. Internet Research 19:4 (2009), 442–458.
22. Lynch, P.D., Kent, R.J., Srinivasan, S.S., The global Internet shopper: Evidence from shopping tasks in twelve countries. Journal of Advertising Research 41:3 (2001), 15–23.
23. Mahnke, R., Benlian, A., Hess, T., A grounded theory of online shopping flow. International Journal of Electronic Commerce 19:3 (2015), 54–89.
24. Menon, S., Kahn, B., Cross-category effects of induced arousal and pleasure on the Internet shopping experience. Journal of Retailing 78:1 (2002), 31–40.
25. Moe, W.W., Fader, P.S., Capturing evolving visit behavior in clickstream data. Journal of Interactive Marketing 18:4 (2004), 5–20.
26. NetRatings, N., Neilsen NetRatings., 2005 Retrieved from http://www.neilsen-netratings.com/corp.jsp/ (Accessed 01–21-15).
27. Novak, T.P., Hoffman, D.L., Yung, Y., Measuring the customer experience in online environments: A structural modeling approach. Marketing Science 19:1 (2000), 22–42.
28. Rajamma, R.K., Why do shoppers abandon shopping carts — Perceived waiting time, perceived risk, and transaction inconvenience?. American marketing association winter educators conference: Marketing theory and applications, 17, 2006, 38.
29. Rao, V., Pricing research in marketing: The state of the art. Journal of Business 57:January Part 2 (1984), S39–S60.
30. Richard, M., Chandra, R., A model of consumer web navigational behavior: Conceptual development and application. Journal of Business Research 58:8 (2005), 1019–1029.
31. Richard, M., Chebat, J., Modeling online consumer behavior. Preeminence of emotions and moderating influences of need for cognition and optimal stimulation level. Journal of Business Research 69:2 (2016), 541–553.
32. Rosen, D.E., Purinton, E., Website design: Viewing the web as a cognitive landscape. Journal of Business Research 57:7 (2004), 787–794.
33. Scheffelmaier, G.W., Vinsonhaler, J.F., A synthesis of research on the properties of effective Internet commerce websites. The Journal of Computer Information Systems 43:2 (2002/3), 23–30.
34. Schlosser, A.E., Barnett, T., Lloyd, S.M., Converting web site visitors into buyers: How web site investment increases consumer trusting beliefs and online purchase intentions. Journal of Marketing 70:2 (2006), 133–148.
35. Shobeiri, S., Mazaheri, E., Laroche, M., Shopping online for goods vs. services: Where do experiential features help more?. International Journal of Consumer Studies 39:2 (2015), 172–179.
36. Sicilia, M., Ruiz, S., Munuera, J.L., Effects of interactivity in a website. Journal of Advertising 34:3 (2005), 31–45.
37. Silverstein, M., Stanger, P., Abdelmessih, N., The next chapter in business-to-consumer e-commerce. 2001, The Boston Consulting Group, Boston, MA.
38. Singh, S., Dalal, N., Spears, N., Understanding web home page perception. European Journal of Information Systems 14:3 (2005), 288–302.
39. Sismeiro, C., Bucklin, R.E., Modeling purchase behavior at an e-commerce website: A task-completion approach. Journal of Marketing Research 41:3 (2004), 306–323.
40. Smith, D.N., Sivakumar, K., Flow and Internet shopping behavior: A conceptual model and research propositions. Journal of Business Research 57:10 (2004), 1199–1208.
41. Sohrabi, B., Mahmoudian, P., Raessi, I., A framework for improving e-commerce websites’ usability using a hybrid genetic algorithm and neural network system. Neural Computing and Applications 21:5 (2012), 1017–1029.
42. Statista, Inc., Conversion rate of online shoppers in the United States as of 2nd quarter 2015, by device., 2015 Retrieved from http://www.statista.com/statistics/234884/us-online-shopper-conversion-rate-by-device/ (Accessed 01–12-16).
43. Tarafdar, M., Zhang, J., Determinants of reach and loyalty — A study of website performance and implications for website design. The Journal of Computer Information Systems 48:2 (2007/8), 16–24.
44. Trevinal, A.M., Stenger, T., Toward a conceptualization of the online shopping experience. Journal of Retailing and Consumer Services 21:3 (2014), 314–326.
45. Tsai, M., Online retailers see lots of room for improvement in their industry. Wall Street Journal, 1, 2004, August 4).
46. Visinescu, L.L., Sidorova, A., Jones, M.C., Prybutok, V.R., The influence of website dimensionality on customer experiences, perceptions and behavioral intentions: An exploration of 2D vs. 3D web design. Information & Management 52:1 (2015), 1–17.
47. Zhou, Y., Lau, H., Yang, S., A finite horizon lot-sizing problem with time-varying deterministic demand and waiting-time-dependent partial backlogging. International Journal of Production Economics 2 (2004), 109–120.