IDEAS home Printed from https://ideas.repec.org/p/vua/wpaper/2007-8.html
   My bibliography  Save this paper

Explaining Online Purchase Intentions: A Multi-Channel Store Image Perspective

Author

Listed:
  • Verhagen, Tibert

    (Vrije Universiteit Amsterdam, Faculteit der Economische Wetenschappen en Econometrie (Free University Amsterdam, Faculty of Economics Sciences, Business Administration and Economitrics)

  • Dolen, Willemijn van

Abstract

This study is one of the few empirical works addressing the impact of offline and online store impressions on consumer online purchase intentions. Building upon the literature on store image and consumer online purchasing, we propose positive effects of online store image and suggest mixed influences of offline store image perceptions. Drawing on a sample of 630 customers of one of the largest music retail stores in the Netherlands, hypotheses are tested. The empirical results clearly support the assumed positive effect of online store image, and confirm that the influence of offline store image on online purchase intentions can be positive as well negative. We discuss the implications of our research, and conclude with directions for further research.

Suggested Citation

  • Verhagen, Tibert & Dolen, Willemijn van, 2007. "Explaining Online Purchase Intentions: A Multi-Channel Store Image Perspective," Serie Research Memoranda 0008, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    • Handle: RePEc:vua:wpaper:2007-8
    as

    Download full text from publisher

    File URL: http://degree.ubvu.vu.nl/repec/vua/wpaper/pdf/20070008.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Peter J. Danaher & Isaac W. Wilson & Robert A. Davis, 2003. "A Comparison of Online and Offline Consumer Brand Loyalty," Marketing Science, INFORMS, vol. 22(4), pages 461-476, February.
    2. Austan Goolsbee, 2001. "Competition in the Computer Industry: Online Versus Retail," Journal of Industrial Economics, Wiley Blackwell, vol. 49(4), pages 487-499, December.
    3. Fowler, Deborah C. & Wesley, Scarlett C. & Vazquez, Maria Elena, 2007. "Simpatico in store retailing: How immigrant Hispanic emic interpret U.S. store atmospherics and interactions with sales associates," Journal of Business Research, Elsevier, vol. 60(1), pages 50-59, January.
    4. Austan Goolsbee, 2001. "Competition in the Computer Industry: Online Versus Retail," NBER Chapters, in: E-commerce, pages 487-499, National Bureau of Economic Research, Inc.
    5. Verhagen, Tibert & Meents, Selmar & Tan, Yao-Hua, 2006. "Perceived risk and trust associated with purchasing at Electronic Marketplaces," Serie Research Memoranda 0001, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    6. Samli, A. Coskun & Kelly, J. Patrick & Hunt, H. Keith, 1998. "Improving the Retail Performance by Contrasting Management- and Customer-Perceived Store Images: A Diagnostic Tool for Corrective Action," Journal of Business Research, Elsevier, vol. 43(1), pages 27-38, September.
    7. Erik Brynjolfsson & Michael D. Smith, 2000. "Frictionless Commerce? A Comparison of Internet and Conventional Retailers," Management Science, INFORMS, vol. 46(4), pages 563-585, April.
    8. Gregan-Paxton, Jennifer & John, Deborah Roedder, 1997. "Consumer Learning by Analogy: A Model of Internal Knowledge Transfer," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(3), pages 266-284, December.
    9. Ford, Gary T & Smith, Ruth Ann, 1987. "Inferential Beliefs in Consumer Evaluations: An Assessment of Alternative Processing Strategies," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(3), pages 363-371, December.
    10. Austan Goolsbee, 2001. "Competition in the Computer Industry," NBER Working Papers 8351, National Bureau of Economic Research, Inc.
    11. Toh, Rex S. & Hu, Michael Y., 1996. "Natural mortality and participation fatigue as potential biases in diary panels : Impact of some demographic factors and behavioral characteristics on systematic attrition," Journal of Business Research, Elsevier, vol. 35(2), pages 129-138, February.
    12. Hartman, Katherine B. & Spiro, Rosann L., 2005. "Recapturing store image in customer-based store equity: a construct conceptualization," Journal of Business Research, Elsevier, vol. 58(8), pages 1112-1120, August.
    13. Grewal, Dhruv & Iyer, Gopalkrishnan R. & Levy, Michael, 2004. "Internet retailing: enablers, limiters and market consequences," Journal of Business Research, Elsevier, vol. 57(7), pages 703-713, July.
    14. Austan Goolsbee, 2001. "Competition in the Computer Industry: Online Versus Retail," NBER Chapters, in: E-commerce, pages 487-499, National Bureau of Economic Research, Inc.
    15. Sharma, Arun & Sheth, Jagdish N., 2004. "Web-based marketing: The coming revolution in marketing thought and strategy," Journal of Business Research, Elsevier, vol. 57(7), pages 696-702, July.
    16. Kathy A. Stewart & Albert H. Segars, 2002. "An Empirical Examination of the Concern for Information Privacy Instrument," Information Systems Research, INFORMS, vol. 13(1), pages 36-49, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Xiaoyu Yu & Yajie Li & Daniel Q. Chen & Xiaotong Meng & Xiangming Tao, 2019. "Entrepreneurial bricolage and online store performance in emerging economies," Electronic Markets, Springer;IIM University of St. Gallen, vol. 29(2), pages 167-185, June.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Prince, Jeffrey T., 2007. "The beginning of online/retail competition and its origins: An application to personal computers," International Journal of Industrial Organization, Elsevier, vol. 25(1), pages 139-156, February.
    2. Erik Brynjolfsson & Yu (Jeffrey) Hu & Mohammad S. Rahman, 2009. "Battle of the Retail Channels: How Product Selection and Geography Drive Cross-Channel Competition," Management Science, INFORMS, vol. 55(11), pages 1755-1765, November.
    3. Andrea Pozzi, 2012. "Shopping Cost and Brand Exploration in Online Grocery," American Economic Journal: Microeconomics, American Economic Association, vol. 4(3), pages 96-120, August.
    4. Grewal, Dhruv & Janakiraman, Ramkumar & Kalyanam, Kirthi & Kannan, P.K. & Ratchford, Brian & Song, Reo & Tolerico, Stephen, 2010. "Strategic Online and Offline Retail Pricing: A Review and Research Agenda," Journal of Interactive Marketing, Elsevier, vol. 24(2), pages 138-154.
    5. Nishtha Langer & Chris Forman & Sunder Kekre & Baohong Sun, 2012. "Ushering Buyers into Electronic Channels: An Empirical Analysis," Information Systems Research, INFORMS, vol. 23(4), pages 1212-1231, December.
    6. Chris Forman & Anindya Ghose & Avi Goldfarb, 2009. "Competition Between Local and Electronic Markets: How the Benefit of Buying Online Depends on Where You Live," Management Science, INFORMS, vol. 55(1), pages 47-57, January.
    7. Ratchford, Brian T., 2009. "Online Pricing: Review and Directions for Research," Journal of Interactive Marketing, Elsevier, vol. 23(1), pages 82-90.
    8. Khan, Beethika S., 2004. "Consumer Adoption of Online Banking: Does Distance Matter?," Department of Economics, Working Paper Series qt2bt1d76s, Department of Economics, Institute for Business and Economic Research, UC Berkeley.
    9. Beethika Khan, 2004. "Consumer Adoption of Online Banking: Does Distance Matter?," Development and Comp Systems 0407002, University Library of Munich, Germany.
    10. Wolk, Agnieszka & Ebling, Christine, 2010. "Multi-channel price differentiation: An empirical investigation of existence and causes," International Journal of Research in Marketing, Elsevier, vol. 27(2), pages 142-150.
    11. Julia Bock-Schappelwein & Michael Böheim & Elisabeth Christen & Stefan Ederer & Matthias Firgo & Klaus S. Friesenbichler & Werner Hölzl & Mathias Kirchner & Angela Köppl & Agnes Kügler & Christine May, 2018. "Politischer Handlungsspielraum zur optimalen Nutzung der Vorteile der Digitalisierung für Wirtschaftswachstum, Beschäftigung und Wohlstand," WIFO Studies, WIFO, number 61256, Juni.
    12. Wen-Chung Guo & Fu-Chuan Lai, 2017. "Prices, Locations and Welfare When an Online Retailer Competes with Heterogeneous Brick-and-Mortar Retailers," Journal of Industrial Economics, Wiley Blackwell, vol. 65(2), pages 439-468, June.
    13. Matthew Gentzkow, 2007. "Valuing New Goods in a Model with Complementarity: Online Newspapers," American Economic Review, American Economic Association, vol. 97(3), pages 713-744, June.
    14. Moraga-González, José L. & Sándor, Zsolt & Wildenbeest, Matthijs R., 2014. "Prices, Product Differentiation, And Heterogeneous Search Costs," IESE Research Papers D/1097, IESE Business School.
    15. Matthew Gentzkow, 2006. "Valuing New Goods in a Model with Complementarities: Online Newspapers," NBER Working Papers 12562, National Bureau of Economic Research, Inc.
    16. Glenn Ellison & Sara Fisher Ellison, 2006. "Internet Retail Demand: Taxes, Geography, and Online-Offline Competition," NBER Working Papers 12242, National Bureau of Economic Research, Inc.
    17. Yan, Yingchen & Zhao, Ruiqing & Liu, Zhibing, 2018. "Strategic introduction of the marketplace channel under spillovers from online to offline sales," European Journal of Operational Research, Elsevier, vol. 267(1), pages 65-77.
    18. Chiou, Lesley & Kafali, E. Nilay & Rysman, Marc, 2020. "Internet use, competition, and geographical rescoping in Yellow Pages advertising," Information Economics and Policy, Elsevier, vol. 52(C).
    19. Bonnet, Céline & Etcheverry, Clara, 2021. "The Impact of Online Grocery Shopping on Retail Competition and Profit Sharing: an Empirical Evidence of the French Soft Drink Market," TSE Working Papers 21-1225, Toulouse School of Economics (TSE), revised Jan 2022.
    20. Kory Kroft & Devin G. Pope, 2014. "Does Online Search Crowd Out Traditional Search and Improve Matching Efficiency? Evidence from Craigslist," Journal of Labor Economics, University of Chicago Press, vol. 32(2), pages 259-303.

    Corrections

    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:vua:wpaper:2007-8. See general information about how to correct material in RePEc.

    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 bibliographic 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.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: R. Dam (email available below). General contact details of provider: https://edirc.repec.org/data/fewvunl.html .

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

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.