TY - JOUR
T1 - An online prepurchase intentions model
T2 - The role of intention to search: Best Overall Paper Award - The Sixth Triennial AMS/ACRA Retailing Conference, 2000
AU - Shim, Soyeon
AU - Eastlick, Mary Ann
AU - Lotz, Sherry L.
AU - Warrington, Patricia
N1 - Funding Information:
The authors thank the International Council of Shopping Centers Educational Foundation for their generous financial support of this research. The authors also express their appreciation to the Academy of Marketing Science/American Collegiate Retailing Association 6 th Triennial Conference participants and its anonymous reviewers for selecting this paper for the conference Best Paper award and to Louis P. Bucklin, Editor of the Journal of Retailing for his contributions in the development of this article.
PY - 2001
Y1 - 2001
N2 - In this study, an Online Prepurchase Intentions Model is proposed and empirically tested in the context of search goods. The focus of this research is to determine whether intent to search the Internet for product information is a key element for marketing researchers to employ in predicting consumers' Internet purchasing intentions. Data were collected through a mail survey to computer users who resided in 15 U.S. metropolitan areas. Two-stage structural equation modeling was employed to test hypotheses. The results show that intention to use the Internet to search for information was not only the strongest predictor of Internet purchase intention but also mediated relationships between purchasing intention and other predictors (i.e., attitude toward Internet shopping, perceived behavioral control, and previous Internet purchase experience). Direct and indirect relationships between two antecedents (attitude toward Internet shopping and previous Internet purchase experience) and Internet purchase intention were also found. Theoretical and managerial implications are discussed.
AB - In this study, an Online Prepurchase Intentions Model is proposed and empirically tested in the context of search goods. The focus of this research is to determine whether intent to search the Internet for product information is a key element for marketing researchers to employ in predicting consumers' Internet purchasing intentions. Data were collected through a mail survey to computer users who resided in 15 U.S. metropolitan areas. Two-stage structural equation modeling was employed to test hypotheses. The results show that intention to use the Internet to search for information was not only the strongest predictor of Internet purchase intention but also mediated relationships between purchasing intention and other predictors (i.e., attitude toward Internet shopping, perceived behavioral control, and previous Internet purchase experience). Direct and indirect relationships between two antecedents (attitude toward Internet shopping and previous Internet purchase experience) and Internet purchase intention were also found. Theoretical and managerial implications are discussed.
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U2 - 10.1016/S0022-4359(01)00051-3
DO - 10.1016/S0022-4359(01)00051-3
M3 - Article
AN - SCOPUS:0038393522
SN - 0022-4359
VL - 77
SP - 397
EP - 416
JO - Journal of Retailing
JF - Journal of Retailing
IS - 3
ER -