E‐shopping lovers and fearful conservatives: a market segmentation analysis

Chad R. Allred · Scott M. Smith · William R. Swinyard

116 citations0/0 files storedInternational Journal of Retail & Distribution Management

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Technology Adoption and User Behaviour Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

Abstract

Purpose To classify internet users into holiday shopper and non‐shopper segments, and to profile the demographic, psychographic, and computer use characteristics of each segment. Design/methodology/approach Self‐report data come from a national US sample of online internet users. Segments are customer revealed using traditional cluster analysis. Lifestyle measures are reduced to higher order measures using factor analysis. Profiles are analyzed via descriptive statistics, graphs, and radar charts. Findings Six important segments are identified in the data. Three of the segments characterize customers who resist online shopping, even though they engage in other online activities. Security fears and technological incompetence typically inhibit these users from engaging in electronic exchange. Some internet users simply choose not to shop online. Three of the segments describe active e‐shoppers who are driven by a unique desire to socialize, minimize inconvenience, and maximize value. Research limitations/implications Data come from self‐report questionnaires administered and collected electronically through the internet. Focus is placed on holiday gift buying. Since, holiday shopping is very important to e‐retailers, results are managerially interesting, but might not be indicative of other shopping periods. Practical implications To be successful, e‐retailers must understand those things that motivate and inhibit customer online shopping. Marketing activities targeted at reticent e‐shoppers should focus on benefits, guarantee safeguards and facilitate technical literacy. Service, value, and online ambiance should be carefully tailored to meet the desires and expectations of each customer type. Originality/value The study is a replication and extension of earlier online studies which are summarized in the reviewed literature.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 116 citations exist upstream.

References

2002Customer loyalty in e-commerce: an exploration of its antecedents and consequences 2003Consumer patronage and risk perceptions in Internet shopping 1976A Two-Dimensional Concept of Brand Loyalty 2002Internet-based e-banking and consumer attitudes: an empirical study 1999The Internet Shopper 1978Issues and Advances in Segmentation Research 2008Response rate and measurement differences in mixed-mode surveys using mail, telephone, interactive voice response (IVR) and the Internet 1998Development of a Standard E-Mail Methodology: Results of an Experiment

Cited by

2017Examining the impact of managerial involvement with social media on exporting firm performance 2010Relationships in online communities: the potential for marketers 2010Discovering behavioral segments in the mobile phone market 2013Soft computing applications in customer segmentation: State-of-art review and critique 2013Comparing retailer purchase patterns and brand metrics for in-store and online grocery purchasing

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.