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| Author: | Grewal, D. (et al.) |
| Title: | The influence of Internet-retailing factors on price expectations |
| Journal: | Psychology & Marketing
2003 : JUN, VOL. 20:6, p. 477-493 |
| Index terms: | Electronic commerce Consumer behaviour Consumer attitudes Pricing Policy Retailing Internet Models |
| Freeterms: | e-commerce e-tailing |
| Language: | eng |
| Abstract: | Internet retailing has significantly changed the character of retail competition. More often, ordinary consumers, not just the technologically savvy ones, are making purchases over the Internet. The extent to which e-tailers can build trust will significantly influence the willingness of consumers to make purchases over the Internet. As a result, it is important to better understand the factors influencing consumers' trust in e-tailers. This research models the effects of store name, on-line security guarantee, and money-back guarantee on price expectations and willingness to buy. The results suggest that value-enhancing approaches, like assurance of security encryption and money-back guarantees, are more important for less well-known e-tailers than for their more famous competitors. |
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