Converting Web Site Visitors into Buyers: How Web Site Investment Increases Consumer Trusting Beliefs and Online Purchase Intentions-Reference-Cited by-同舟云学术

Converting Web Site Visitors into Buyers: How Web Site Investment Increases Consumer Trusting Beliefs and Online Purchase Intentions

Published:2006-04 Issue:2 Volume:70 Page:133-148
ISSN:0022-2429
Container-title:Journal of Marketing
language:en
Short-container-title:Journal of Marketing

Author:

Schlosser Ann E.¹,White Tiffany Barnett²,Lloyd Susan M.³

Affiliation:

1. University of Washington Business School

2. Business Administration (Marketing Group), College of Business, University of Illinois

3. Kogod School of Business, American University

Abstract

The authors investigate the impact of Web site design investments on consumers’ trusting beliefs and online purchase intentions. Such investments signal the component of trusting beliefs that is most strongly related to online purchase intentions: ability. These effects were strongest when consumers’ goals were to search rather than to browse and when purchases involved risk.

Publisher

SAGE Publications

Subject

Marketing,Business and International Management

Link

http://journals.sagepub.com/doi/pdf/10.1509/jmkg.70.2.133

Reference40 articles.

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4. An Examination of the Nature of Trust in Buyer–Seller Relationships

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