The DOI matches its Crossref record; 10 of the 10 references it cites were found in a registry or an index.
The impact of consumer Internet experience on channel preference and usage intentions across the different stages of the buying process
Abstract
We investigate consumer preference for online versus offline purchasing of a complex service (home mortgage), across the three stages of purchasing, namely, pre-purchase, purchase, and post-purchase. Our analysis of data from 300 consumers shows that (1) the offline channel is generally preferred over the online channel across all the stages, and (2) the channel usage intention in a particular stage is moderated by the consumer's Internet experience. Specifically, in both the pre- and post-purchase stages, the usage intention for the online channel is higher when consumers have more favorable Internet experience. In the purchase stage, consumers prefer the offline channel over the online channel, regardless of their Internet experience. Furthermore, we find that the drivers of channel preference are substantially different across the three buying stages due to (in)congruities between channel benefits desired and channel capabilities offered.
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Cites
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Cited by
Zhu, F., & Zhang, X. (. (2010) · Journal of Marketing · doi:10.1509/jm.74.2.133 · Cited by 2,363
The moderating effect of customer perceived value on online shopping behaviour
Hsin Chang, H., & Wang, H. (2011) · Online Information Review · doi:10.1108/14684521111151414 · Cited by 398
Adoption of in-store mobile payment: Are perceived risk and convenience the only drivers?
de Kerviler, G., Demoulin, N. T. M., & Zidda, P. (2016) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2016.04.011 · Cited by 374
Practice Prize Paper—Marketing's Profit Impact: Quantifying Online and Off-line Funnel Progression
Wiesel, T., Pauwels, K., & Arts, J. (2011) · Marketing Science · doi:10.1287/mksc.1100.0612 · Cited by 207
Metadata
- Authors
- Frambach, R. T., Roest, H. C. A., & Krishnan, T. V.
- Venue
- Journal of Interactive Marketing
- Publisher
- SAGE Publications
- Published
- 2007-05
- Volume
- 21
- Issue
- 2
- Pages
- 26-41
- ISSN
- 1094-9968 (ISSN-L)
- 1520-6653
- OpenAlex
- W2119107916
- Cited by
- 282
- References
- 10
- FWCI
- 29.37
- Type
- journal article
- Language
- en
- Open access
- closed
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