The emerging role of electronic marketplaces on the Internet
Communications of the ACM
Predictors of online buying behavior
Communications of the ACM
On risk, convenience, and Internet shopping behavior
Communications of the ACM
Effect of store design on consumer purchases: an empirical study of on-line bookstores
Information and Management
Key dimensions of business-to-consumer web sites
Information and Management
Developing and validating an instrument for measuring user-perceived web quality
Information and Management
Enticing online consumers: an extended technology acceptance perspective
Information and Management
Information and Communication: Alternative Uses of the Internet in Households
Information Systems Research
The Impact of E-Commerce Announcements on the Market Value of Firms
Information Systems Research
Measuring Factors that Influence the Success of Internet Commerce
Information Systems Research
Antecedents of B2C Channel Satisfaction and Preference: Validating e-Commerce Metrics
Information Systems Research
The Measurement of Web-Customer Satisfaction: An Expectation and Disconfirmation Approach
Information Systems Research
Online customers: identifying store, product and consumer attributes which influence shopping on the internet
The hybrid clicks and bricks business model
Communications of the ACM - Mobile computing opportunities and challenges
Customer Satisfaction in Virtual Environments: A Study of Online Investing
Management Science
Consumer reactions to electronic shopping on the world wide web
International Journal of Electronic Commerce
Spatially enabled customer segmentation using a data classification method with uncertain predicates
Decision Support Systems
EC-Web'07 Proceedings of the 8th international conference on E-commerce and web technologies
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This study extends our current knowledge in the area of online consumer behavior by examining how a business's sales channel strategy could influence consumer's sales channel preferences. It makes a new argument that business strategies could play an important role in consumer sales channel preference development. When a business offers multiple sales channels (a hybrid model), its customers can compare sales channels either within or outside of the same corporate business. Such freedom is, however, diminished when a business employs the Internet as the only transaction medium (pure Internet store). A matrix was developed to demonstrate how business strategies could interplay in the consumer preference formation process and later was used to segment our respondents into three different groups. They were segmented according to the sales channel strategies of their selected Internet store and the brick-and-mortar store that they used to make a comparison. MANOVA and structural equation modeling tests were performed on 435 survey respondents. Four preferential factors, including transaction cost, product, risk, and social experience, were used as examples and tested across three groups of respondents. Results revealed that online users employ different sets of preferential factors when comparing different sets of sales channels. Such results were thereafter used to draw a new set of online strategies that could be used to allocate business resources more effectively.