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Title: On the motivating impact of price and online recommendations at the point of online purchase
Authors: Fagerstrom, A
Ghinea, G
Keywords: Point of online purchase;Price;Online recommendations;Motivating operation;Conjoint analysis
Issue Date: 2011
Publisher: Elsevier
Citation: International Journal of Information Management, 31(2): 103 - 110, Apr 2011
Abstract: Do online recommendations have the same motivating impact as price at the point of online purchase? The results (n = 268) of an conjoint study show that: (1) when the price is low or high relatively to market price, it has the strongest impact (positive and negative) on the likelihood of an online purchase of an mp3 player, (2) when the price is average to market price, online recommendation and price are equal in their impact at the point of online purchase, and, (3) the relative impact from price increases when online shopping frequencies increases. The implications these results give are that online retailers should be aware that online recommendations are not as influential as a good offer when consumers purchase electronics online. However, other customer recommendations have a stronger impact on novice online shoppers than towards those consumers that shop more frequently online.
Description: This is the post-print version of the Article. The official published version can be accessed from the link below - Copyright @ 2011 Elsevier
ISSN: 0268-4012
Appears in Collections:Publications
Computer Science
Dept of Computer Science Research Papers

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