Economic analysis of consumer purchase intentions in electronic and traditional retail channels: Competitive and strategic implications

Bo Chiuan Su, Alok Gupta, Zhiping Walter

Research output: Chapter in Book/Report/Conference proceedingConference contribution

1 Scopus citations

Abstract

This paper develops a multi-attribute economic model to analyze consumer behavior for traditional and electronic channels based on consumers' risk profiles - risk-neutral or risk-averse. We then conduct comparative analyses of consumer purchase decisions to derive strategies for different channels. We study the attitudinal and economic factors that lead to specific purchase decisions under different combinations of price, delivery time, and product customization. We develop theoretical propositions concerning consumer channel switching behavior, incentives to consumers, and pricing strategies for different channels. We also use simulations to gain insights for cases where analytical model becomes intractable.

Original languageEnglish (US)
Title of host publicationProceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004
EditorsS.T. Yuan, J. Liu
Pages369-372
Number of pages4
StatePublished - Sep 24 2004
EventProceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004 - Taipei, Taiwan, Province of China
Duration: Mar 28 2004Mar 31 2004

Publication series

NameProceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004

Other

OtherProceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004
CountryTaiwan, Province of China
CityTaipei
Period3/28/043/31/04

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