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Online Shopper Motivations, and e-Store Attributes: An Examination of Online Patronage Behavior and Shopper Typologies

Jaishankar Ganesh, Kristy E. Reynolds, Michael Luckett and Nadia Pomirleanu

Journal of Retailing, 2010, vol. 86, issue 1, 106-115

Abstract: e-Stores and online shopping have become important aspects of a retailer's strategy. Previous research suggests that online shoppers are fundamentally different from traditional offline shoppers. However, based on the Big Middle Theory (Levy et al. 2005), the authors believe that there are segments of online shoppers that are very similar to regular shopper groups. To determine this, online shopping motivations and e-store attribute importance measures are separately used as the basis to develop online shopper typologies. Results reveal that there are more similarities than differences among traditional and online store shoppers. However, there are a few unique shopper types present at online stores, attracted by the distinctive characteristics and attributes of the online retail environment. The findings offer interesting implications for online retail strategy.

Keywords: Online shopping; e-Store; Shoppers (search for similar items in EconPapers)
Date: 2010
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