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Search Engine Optimization: What Drives Organic Traffic to Retail Sites?

Michael Baye, Babur De los Santos () and Matthijs Wildenbeest

No 2013-02, Working Papers from Indiana University, Kelley School of Business, Department of Business Economics and Public Policy

Abstract: The lion’s share of retail traffic through search engines originates from organic (natural) rather than sponsored (paid) links. We use a dataset constructed from over 12,000 search terms and 2 million users to identify drivers of the organic clicks that the top 759 retailers received from search engines in August 2012. Our results are potentially important for search engine optimization (SEO). We find that a retailer’s investments in factors such as the quality and brand awareness of its site increases organic clicks through both a direct and an indirect effect. The direct effect stems purely from consumer behavior: The greater the brand equity of an online retailer, the greater the number of consumers who click its link rather than a competitor in the list of organic results. The indirect effect stems from our finding that search engines tend to place better-branded sites in better positions, which results in additional clicks since consumers tend to click links in more favorable positions. We also find that consumers who are older, wealthier, conduct searches from work, use fewer words or include a brand name product in their search are more likely to click a retailer’s organic link following a product search. Finally, the brand equity of a retail site appears to be especially important in attracting organic traffic from individuals with higher incomes. The beneficial direct and indirect effects of an online retailer’s brand equity on organic clicks, coupled with the spillover effects on traffic through other online and traditional channels, leads us to conclude that investments in the quality and brand awareness of a site should be included as part of an SEO strategy.

Keywords: search engine optimization; organic clicks; search marketing (search for similar items in EconPapers)
JEL-codes: D43 D83 L0 L13 (search for similar items in EconPapers)
Date: 2013-05
New Economics Papers: this item is included in nep-com, nep-ict and nep-mkt
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http://kelley.iu.edu/riharbau/RePEc/iuk/wpaper/bep ... ntos-wildenbeest.pdf (application/pdf)

Related works:
Journal Article: Search Engine Optimization: What Drives Organic Traffic to Retail Sites? (2016) Downloads
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