IDEAS home Printed from
   My bibliography  Save this article

Can Money Buy Convenience: A Study On Income As A Motivator Of Online Shopping?


  • Pallabi Mishra

    (Ravenshaw University)


The fast and hectic life of professionals has created an essence of convenience and urgency in their activities and behavior. With the advent of technology and the swift internet era online activities are on a growing trend. This growing trend in online shopping has led to the consideration of this paper which aims to explore the role of individual income as a motivator of online shopping behavior. This study is descriptive in nature. It consists of primary survey of customers belonging to different individual income levels. The researcher has classified respondents on the basis of their individual income earned per annum into low, medium and high category. It investigates the influence of demographic factor income on shopping experiences of users of the major shopping websites of India. Data has been collected both from primary as well as secondary sources. The sampling technique used is convenience with a sample size of 755.The research results reveal that there is no significant effect of income on product categories purchased online. The effect of income on frequency of online shopping is not significant. There is no significant effect of income on payment mode in online shopping. Further there is no significant relationship between income and satisfaction in online shopping.The managers can benefit immensely from the results. Customers are offer driven in case of all items except necessary and emergency goods. The necessary items would sell even if there is no discount and offers on them. For other items offers and discounts influence the shopping behavior. The higher the offer the better the sale. Moreover to gain competitive advantage online marketers need to provide products and brands of higher value to customers. The cash on delivery facility should be applied to all product categories across the country so that every customer benefits from it. Care should be taken to manage reverse logistics as there should be a pick up facility from the delivered address if the product is not liked by the customer. Other services associated with the shopping process such as customer complaint handling and order processing should be made easier and smoother.This paper studies the gap in literature on motivator of individual income on online shopping trend. Extant literature has found studies on the relationship between household income and online shopping but not on individual income. Moreover the income has been categorized into low, medium and high levels of income as motivators for online buying behavior. It further draws on the research domino effects for implications for shopping website management and design, then suggests some ways to enhance performance for the website shopping industry.

Suggested Citation

  • Pallabi Mishra, 2016. "Can Money Buy Convenience: A Study On Income As A Motivator Of Online Shopping?," Management and Marketing Journal, University of Craiova, Faculty of Economics and Business Administration, vol. 0(1), pages 41-56, May.
  • Handle: RePEc:aio:manmar:v:xiv:y:2016:i:1:p:41-56

    Download full text from publisher

    File URL:
    Download Restriction: no

    References listed on IDEAS

    1. Forsythe, Sandra M. & Shi, Bo, 2003. "Consumer patronage and risk perceptions in Internet shopping," Journal of Business Research, Elsevier, vol. 56(11), pages 867-875, November.
    Full references (including those not matched with items on IDEAS)

    More about this item


    online shopping; consumer behavior; income level.;

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:aio:manmar:v:xiv:y:2016:i:1:p:41-56. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Catalin Barbu). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.