Cross-website Navigation Behavior And Purchase Commitment: A Pluralistic Field Research

Qiqi Jiang, Chuan-Hoo Tan, Kwok-Kee Wei

Publikation: Bidrag til bog/antologi/rapportKonferencebidrag i proceedingsForskningpeer review

Abstrakt

The increase in the variety of websites, ranging from information-intensive portal, through social media, to shopping website, has afforded consumers unprecedented opportunity to make informed purchase decisions. Anecdotal evidence indicates that consumers do spend considerable amount of effort visiting various online outlets, such as the social media websites, prior to committing to a purchase. This could suggest that online consumers in general are conscious-buyers who have a tendency to engage in reasonably wide amount of product research beyond the shopping websites. Building on the selective exposure theory, this research argues that online consumers are selective
and focus in their product research endeavor; specifically, these consumers may have a tendency to biased process the exposed informational alternatives to gratify their needs for purchase through shopping websites. To validate this proposition, we collaborated with a Chinese Internet-based research agency to perform a pluralistic investigation, which involves a non-obtrusive tracking of 200 Chinese consumers’ online activity and a series of post-investigation interviews. In terms of tracking of the consumers’ activities, our novel analyzing technique, sequence analysis, can be used to categorize the distinctive clusters of cross-website navigations. In each distinctive
cluster, consumers engaging in product information retrieving activities are more likely to commit to a purchase within a visit even after taking into consideration the previous visits’ activities. Based on previous work, we argue that visits to different types of information media influence the online purchase commitment variously. The subsequent interview designs with a subset of consumers will be conducted to reveal that consumers have an inclination to gratify the reasons for purchase by focusing on visiting shopping websites; while other websites serve as good avenues to gratify reasons for nonpurchase in the future.
OriginalsprogEngelsk
TitelPACIS 2012 Proceedings
RedaktørerShan L. Pan, Tru H. Cao
Antal sider11
UdgivelsesstedAtlanta, GA
ForlagAssociation for Information Systems. AIS Electronic Library (AISeL)
Publikationsdato2012
Artikelnummer193
StatusUdgivet - 2012
Udgivet eksterntJa
BegivenhedThe 16th Pacific Asia Conference on Information Systems. PACIS 2012 - Hochiminh City, Vietnam
Varighed: 11 jul. 201215 jul. 2012
Konferencens nummer: 16
http://www.pacis2012.org

Konference

KonferenceThe 16th Pacific Asia Conference on Information Systems. PACIS 2012
Nummer16
LandVietnam
ByHochiminh City
Periode11/07/201215/07/2012
SponsorAssociation for Information Systems
Internetadresse

Emneord

  • Internet navigation behavior
  • Selective exposure theory
  • Online purchase

Citationsformater