Breaking the Ice in B2C Relationships: Understanding Pre-Adoption E-Commerce Attraction

Damon E. Campbell (), John D. Wells () and Joseph S. Valacich ()
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Damon E. Campbell: Else School of Management, Millsaps College, Jackson, Mississippi 39210
John D. Wells: Isenberg School of Management, University of Massachusetts Amherst, Amherst, Massachusetts 01003
Joseph S. Valacich: Eller College of Management, University of Arizona, Tucson, Arizona 85721

Information Systems Research, 2013, vol. 24, issue 2, 219-238

Abstract: This research proposes that the forming of a business-to-consumer (B2C) customer relationship is part of a multiphased technology adoption process where attraction is the first step in this sequence. A conceptual model, called the electronic commerce (e-commerce) attraction model (eCAM), offers a theoretical foundation for guiding two empirical studies ( N = 345 and N = 240, respectively) investigating how initial customer perceptions of a website influence attraction toward this website. The results support the eCAM as a new theoretical lens for understanding electronic commerce-based attraction. Comparisons are made between the proposed eCAM and previously established adoption models (i.e., the Technology Acceptance Model and WebQual) as well as the discriminant validity of the constructs in these models. Results demonstrate that the eCAM provides additional insights for understanding how website design influences e-commerce attraction and adoption. The implications of these results for future research and website design are discussed.

Keywords: attraction; competitive impacts of IS; electronic commerce; field experiments; IT adoption; laboratory experiments; questionnaire surveys (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (12)

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Persistent link: https://EconPapers.repec.org/RePEc:inm:orisre:v:24:y:2013:i:2:p:219-238

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