Leo R. Vijayasarathy

Predicting consumer intentions to use on-line shopping: the case for an augmented technology acceptance model

Derived from the theory of reasoned action, the technology acceptance model (TAM) focuses on two specific salient beliefs-- ease of use and usefulness. It has been applied in the study of user adoption of different technologies, and has emerged as a reliable and robust model. However, this has not discouraged researchers from incorporating additional constructs to the original model in their quest for increased predictive power. Here, an attempt is made in the context of explaining consumer intention to use on-line shopping. Besides ease of use and usefulness, compatibility, privacy, security, normative beliefs, and self- efficacy are included in an augmented TAM. A test of this model, with data collected from 281 consumers, show support for seven of nine research hypotheses. Specifically, compatibility, usefulness, ease of use, and security were found to be significant predictors of attitude towards on-line shopping, but privacy was not. Further, intention to use on-line shopping was strongly influenced by attitude toward on-line shopping, normative beliefs, and self-efficacy.

Print and Internet catalog shopping: assessing attitudes and intentions

The use of print catalogs for direct marketing has a long history of success. Today, telecommunication networks, such as the Internet, offer the potential to reach a larger market through the use of online catalogs that could be dynamic, flexible, and consumer‐responsive. This paper reports the results of an empirical study that compared individuals’ attitudes and intentions to shop using print and Internet catalogs. The findings suggest that individuals perceived differences between the two catalog media on the shopping factors of reliability, tangibility, and consumer risk. Further, product value, pre‐order information, post‐selection information, shopping experience, and consumer risk emerged as the factors that influenced attitudes and intentions to shop using print and Internet catalogs.

Perceptions of conflict and success in information systems development projects

Previous research on the development of information systems has focused on the conflicts among participants and the consequences of satisfactory resolution of those conflicts. In this paper, we test a model of conflict during system development [40, 41]. As specified, the model proposed relationships among participation, influence, conflict, and conflict resolution. We extend the model to include project success as an outcome variable. A sample of 84 participants in 17 system development projects in 3 organizations was surveyed. Results support the portions of the model reported earlier [41], show a strong positive relationship between conflict resolution and project success, and show a modest positive relationship between participation and project success.

Product characteristics and Internet shopping intentions

Estimates of online sales by product categories reveal that certain types of products fare better than others. A few conceptual papers have offered frameworks to assess the compatibility of a product to online marketing and sales. These frameworks that are based on product characteristics could help explain the differences in the asymmetrical success of online retailing. This paper reports the results of an empirical study that investigated differences between Internet shopping intentions for products categorized by cost and tangibility. Analyses of data, collected through a mail survey from over 750 respondents, show that intentions to shop using the Internet differ by tangibility of product. Reasons for this discrepancy are provided through an examination of salient and normative beliefs, along with implications for online merchants.

Internet consumer catalog shopping: findings from an exploratory study and directions for future research

Internet shopping has received considerable attention in the popular press as the future of in‐home shopping. Although actual sales figures attributed to this direct mode of shopping are relatively modest in comparison to predictions, there are too many potential benefits to consumers and retailers alike to ignore Internet shopping as a fad. The authors present findings from an exploratory, empirical investigation of perceptions of Internet catalog shopping and more traditional print catalog shopping. The study extends previous research on strategy developments for direct modes of shopping and examines two factors (personality and important other people) that might influence perceptions. Preliminary results suggest that there are significant differences in individuals’ perceptions of Internet catalog shopping and print catalog shopping, and perceptions differ by individual differences in personality (levels of need‐for‐cognition) and influence of important other people. Finally, the authors present research propositions that deserve further attention.

The effect of EDI on market channel relationships in retailing

Abstract Many of the economic advantages of using Electronic Data Interchange (EDI) result from improved relationships between business trading partners. This study develops and tests a model explaining the effects of EDI on three structural variables of inter-organizational relationships: channel intensity, formalization and information quality. The model also includes the effects of these structural variables on cooperation and conflict between trading partners, and on satisfaction and performance in a marketing channel. The model is based on Van de Ven and Ferrys theory of inter-organizational relations and the literature on marketing channels. Responses from 97 retail companies to a mail survey indicated support for the effects of EDI use on channel intensity and formalization but not on channel information quality. Moreover, intensity and formalization were positively related to channel cooperation but not to conflict. Channel performance was positively related to channel cooperation and negatively related to channel conflict. These findings suggest that EDI use improves cooperation between trading partners and leads to greater satisfaction and performance in electronically-mediated business transactions.

Intentions to Shop Using Internet Catalogues: Exploring the Effects of Product Types, Shopping Orientations, and Attitudes towards Computers

The Internet is emerging as a powerful communications medium and distribution channel for catalogue retailers. Estimates of Internet catalogue sales continue to climb as increasing number of consumers embrace the concept of online shopping. In this paper, we present the results of a study intended to examine intentions to shop using Internet catalogues by product types, shopping orientations, and attitudes toward computers. Our results show that intentions are different for music CDs/cassettes and clothing. The findings also indicate that in-home and mall-shopping orientations, and attitudes towards computers are strong discriminators between low- and high-intentions to shop through Internet catalogues. Based on the findings, we discuss possible implications for online catalogue retailers.

Shopping Orientations, Product Types and Internet Shopping Intentions

Shopping orientations are useful in the study of patronage behaviour including store loyalty, brand loyalty, in-home shopping, and out-shopping. This paper describes an empirical study that examined the relationship between shopping orientations, product types, and consumer intentions to use the Internet for shopping. Analyses of data collected from over 750 survey respondents reveal that home, economic, and local shopping orientations are related to online shopping intentions. Product types, based on cost and tangibility, do not have a moderating influence on the relationship between shopping orientations and intentions to shop using the Internet, but do have a direct effect on the latter. And, the incremental contribution of demographic indicators in predicting online shopping intentions is minimal. Implications of the findings and the association between shopping orientations and the more easily ascertainable demographic indicators are discussed.

Do Internet Shopping Aids Make a Difference? An Empirical Investigation

Some Internet shoppers use online shopping aids to help them search for products and services, and to assist them in making in-depth comparisons among alternatives. By presenting comparison information on salient criteria (e.g., price) from multiple vendors of a specific product, online shopping aids can increase the number of alternatives considered, while reducing search time and costs. In this paper, we report the results of an experiment intended to examine online shopping perceptions between two Internet shopping groups: one that used an online shopping aid and another that did not use the aid. Our results show that online shopping aids are convenient and reduce search efforts. Based on the findings, we discuss possible implications for research and practice.

An investigation of moderators of the link between technology use in the supply chain and supply chain performance

We studied the moderating effect of process innovation, partnership quality, and uncertainty on the relationship between technology use in a supply chain and their effect on supply chain performance. A Web-based survey was used to collect data empirically from 276 manufacturing organizations. An analysis of the data showed that the effect of technology use in the supply chain on its performance was moderated by process innovation, partnership quality, and competitive uncertainty. In addition, partnership quality was the only variable that had a direct effect on supply chain performance.