Journal article
An empirical study of B2B migration from traditional stores to the Internet
Journal of customer behaviour, Vol.6(1), pp.75-92
03/01/2007
DOI: 10.1362/147539207X198383
Abstract
While online B2B purchasing is growing rapidly, little is known about why some firms continue to make most of their purchases in a traditional store while others have migrated most of their purchases to the Internet. In this study, we focus on the printing/imaging category and assess
four major retailing constructs: Convenience, Purchase Assistance, Pricing and Order Completion. We find that respondents rate their online experiences superior to their in-store (bricks-and-mortar) experiences in the areas of convenience, purchase assistance and pricing. In contrast, in-store
(bricks-and-mortar) experiences beat online experiences with regards to order completion. Segmenting the respondents by the percentage of spending made in-store (bricks-and-mortar) versus online, we find there are significant differences in the perceived relative advantages of these two purchasing
options.
Details
- Title: Subtitle
- An empirical study of B2B migration from traditional stores to the Internet
- Creators
- Yong CaoThomas GrucaBruce Klemz
- Resource Type
- Journal article
- Publication Details
- Journal of customer behaviour, Vol.6(1), pp.75-92
- Publisher
- Westburn Publishers Ltd
- DOI
- 10.1362/147539207X198383
- ISSN
- 1475-3928
- Language
- English
- Date published
- 03/01/2007
- Academic Unit
- Marketing
- Record Identifier
- 9984380701602771
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