Determinants of the Buy/Non-Buy Decision in Purchasing Low Involvement Products by Mail Catalogue Retailing

N S Terblanché and E vd M Smit

Studies in Economics and Econometrics, 1998, vol. 22, issue 1, 49-68

Abstract: Various factors, some objective and some perceptional, influence the decision of consumers to buy or not to buy by mail order. Consumers, in their “pre-response” evaluation, are confronted with various types of perceived risk and, if available, various risk relievers to minimise the perceived impact of the risks This article deals with determinants of the buy / non-buy decision in low involvement products in direct order retailing as dependent variable by using biographical and attitudinal variables as explanatory variables in a logistic regression framework.

Date: 1998
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DOI: 10.1080/03796205.1998.12129117

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