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

Bo Chiuan Su; Alok Gupta; Zhiping Walter

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

Bo Chiuan Su, Alok Gupta, Zhiping Walter

MIS Quarterly

Research output: Chapter in Book/Report/Conference proceeding › Conference 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 language	English (US)
Title of host publication	Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004
Editors	S.T. Yuan, J. Liu
Pages	369-372
Number of pages	4
State	Published - 2004
Event	Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004 - Taipei, Taiwan, Province of China Duration: Mar 28 2004 → Mar 31 2004

Publication series

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

Other

Other	Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004
Country/Territory	Taiwan, Province of China
City	Taipei
Period	3/28/04 → 3/31/04

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Su, B. C., Gupta, A., & Walter, Z. (2004). Economic analysis of consumer purchase intentions in electronic and traditional retail channels: Competitive and strategic implications. In S. T. Yuan, & J. Liu (Eds.), Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004 (pp. 369-372). (Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004).

Economic analysis of consumer purchase intentions in electronic and traditional retail channels: Competitive and strategic implications. / Su, Bo Chiuan; Gupta, Alok; Walter, Zhiping.
Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004. ed. / S.T. Yuan; J. Liu. 2004. p. 369-372 (Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

Su, BC, Gupta, A & Walter, Z 2004, Economic analysis of consumer purchase intentions in electronic and traditional retail channels: Competitive and strategic implications. in ST Yuan & J Liu (eds), Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004. Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004, pp. 369-372, Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004, Taipei, Taiwan, Province of China, 3/28/04.

Su BC, Gupta A, Walter Z. Economic analysis of consumer purchase intentions in electronic and traditional retail channels: Competitive and strategic implications. In Yuan ST, Liu J, editors, Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004. 2004. p. 369-372. (Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004).

Su, Bo Chiuan ; Gupta, Alok ; Walter, Zhiping. / Economic analysis of consumer purchase intentions in electronic and traditional retail channels : Competitive and strategic implications. Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004. editor / S.T. Yuan ; J. Liu. 2004. pp. 369-372 (Proceedings - 2004 IEEE International Conference on e-Technology, e-Commerce and e-Service, EEE 2004).

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

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