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Consumer's Channel Choice: Effects of Consumer Shopping Experience and Demographic Characteristics

Authors: Hu, Haiyan;

Consumer's Channel Choice: Effects of Consumer Shopping Experience and Demographic Characteristics

Abstract

The primary goal of this study is to examine what role consumers’ shopping experience plays in their choice of shopping venues between online and shopping malls. We also investigated whether their channel choice vary across the product categories. A mail survey was conducted to collect information regarding a consumer’s channel choice between online and physical stores for five product categories: clothing, electronics, books, toys, and video/music. For each category, multiple regression analysis was conducted with percentage share of purchase online or at the mall as dependent variables. The results showed that consumers who choose to shop online for these products are not seeking aforementioned shopping experience. Second, the more consumers recognize the mall to be the source of activities and destination for clothing shopping, the more likely they would shop online. On the other hand, the uniqueness of the mall likely draws consumers back to the mall. consumer with higher income are more likely choose a shopping channel other than the mall, at least for consumer electronics, books, and toys. Older consumers are more likely to shop at the mall for clothing and electronics. Implications for retailers and mall operators are discussed.

Country
United States
Related Organizations
Keywords

Characteristics, Association of Marketing Theory and Practice Proceedings 2012, Income, Promotion, Channel choice, Demographics, Shopping venues, Consumer, Shopping experience, Retailing, Sales

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
0
Average
Average
Average
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