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Identifying opportunities for improvement in online shopping sites

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  • Tontini, Gerson

Abstract

The aim of this study is to show how different methods may provide online shopping managers with information regarding which attributes affect customer satisfaction, and how to identify what to improve or offer in the market. For this purpose, 409 Brazilian users of online shopping answered questionnaires, evaluating 26 attributes. These attributes are grouped on five dimensions: Accessibility, Fault recovery, Security, Flexibility, and Interaction/feedback. The present study evaluates different actions suggested by Importance Performance Analysis (Martilla and James, 1977; Slack, 1994) and Improvement Gap Analysis (Tontini and Picolo, 2010), exploring the limitations and strengths of each method. The results show that Improvement Gap Analysis overcomes the limitations of Importance Performance Analysis, related to the nonlinear relationship between attribute performance and customer satisfaction.

Suggested Citation

  • Tontini, Gerson, 2016. "Identifying opportunities for improvement in online shopping sites," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 228-238.
    • Handle: RePEc:eee:joreco:v:31:y:2016:i:c:p:228-238
    DOI: 10.1016/j.jretconser.2016.02.012
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    References listed on IDEAS

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    Cited by:

    1. Thaichon, Park & Quach, Sara, 2016. "Dark motives-counterfeit purchase framework: Internal and external motives behind counterfeit purchase via digital platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 33(C), pages 82-91.
    2. Kim, Su-Ah & Park, Sohyun & Kwak, Minjung & Kang, Changmuk, 2025. "Examining product quality and competitiveness via online reviews: An integrated approach of importance performance competitor analysis and Kano model," Journal of Retailing and Consumer Services, Elsevier, vol. 82(C).

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