The DOI matches its Crossref record; 76 of the 76 references it cites were found in a registry or an index.
Turning Visitors into Customers: A Usability-Centric Perspective on Purchase Behavior in Electronic Channels
Open accessAbstract
We develop a theoretical model for predicting purchase behavior in electronic channels. The model suggests that website use (i.e., technology use), a key indicator of the degree to which a site is “sticky,” is a significant antecedent of purchase behavior. Furthermore, we relate the usability of a website to use behavior and purchase behavior. Specifically, individual characteristics and product type are argued to differentially influence the weights that customers place on five different categories of usability. The weighted ratings of the five categories together determine use behavior and purchase behavior, after controlling for purchase need, experience with similar sites, and previous purchase on the specific sites. The model was tested in a longitudinal field study among 757 customers who provided usability assessments for multiple websites from four different industries—i.e., airlines, online bookstores, automobile manufacturers, and car rental agencies. Six months later, 370 of these individuals provided responses to help understand the transition from visitor to customer, i.e., whether they actually transacted with a specific website. Results provided strong support for the model and yield important theoretical and practical implications.
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Cites
User Acceptance of Information Technology: Toward A Unified View1
Venkatesh, V., Morris, M. G., Davis, G. B., & Davis, F. D. (2003) · MIS Quarterly · doi:10.2307/30036540 · Cited by 45,035
Self-citationUser Acceptance of Computer Technology: A Comparison of Two Theoretical Models
Davis, F. D., Bagozzi, R. P., & Warshaw, P. R. (1989) · Management Science · doi:10.1287/mnsc.35.8.982 · Cited by 25,709
A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies
Venkatesh, V., & Davis, F. D. (2000) · Management Science · doi:10.1287/mnsc.46.2.186.11926 · Cited by 23,066
Self-citationInformation Systems Success: The Quest for the Dependent Variable
DeLone, W. H., & McLean, E. R. (1992) · Information Systems Research · doi:10.1287/isre.3.1.60 · Cited by 10,697
Understanding information technology usage: a test of competing models
Taylor, S., & Todd, P. A. (1995) · Information Systems Research · doi:10.1287/isre.6.2.144 · Cited by 8,815
Venkatesh, V. (2000) · Information Systems Research · doi:10.1287/isre.11.4.342.11872 · Cited by 6,664
Self-citationChin, W. W., Marcolin, B. L., & Newsted, P. R. (2003) · Information Systems Research · doi:10.1287/isre.14.2.189.16018 · Cited by 6,479
Personality Structure: Emergence of the Five-Factor Model
Digman, J. M. (1990) · Annual Review of Psychology · doi:10.1146/annurev.ps.41.020190.002221 · Cited by 6,436
Agarwal, R., & Karahanna, E. (2000) · MIS Quarterly · doi:10.2307/3250951 · Cited by 4,726
Self-citationIssues and opinion on structural equation modeling
Chin, W. W. (1998) · Journal of the Association for Information Systems · doi:10.5555/290231.290235 · Cited by 4,577
Cited by
An empirical comparison of the efficacy of covariance-based and variance-based SEM
Reinartz, W., Haenlein, M., & Henseler, J. (2009) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2009.08.001 · Cited by 2,906
Zhang, P. (2013) · MIS Quarterly · doi:10.25300/misq/2013/37.1.11 · Cited by 331
Uysal, E., Alavi, S., & Bezençon, V. (2022) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-022-00856-9 · Cited by 182
Teenagers in social virtual worlds: Continuous use and purchasing behavior in Habbo Hotel
Mäntymäki, M., & Salo, J. (2011) · Computers in Human Behavior · doi:10.1016/j.chb.2011.06.003 · Cited by 178
Magni, M., Susan Taylor, M., & Venkatesh, V. (2010) · International Journal of Human-Computer Studies · doi:10.1016/j.ijhcs.2010.03.004 · Cited by 173
Self-citation
Metadata
- Authors
- Venkatesh, V., & Agarwal, R.
- Venue
- Management Science
- Published
- 2006-03
- Volume
- 52
- Issue
- 3
- Pages
- 367-382
- ISSN
- 0025-1909 (ISSN-L)
- 1526-5501
- OpenAlex
- W2118296779
- Cited by
- 285
- References
- 76
- FWCI
- 29.12
- Type
- journal article
- Language
- en
- Open access
- green
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
