An examination of antecedents of conversion rates of e-commerce retailers

The study proposes a model for fostering customers’ purchase intentions from online retailer websites in an emerging market context through the application of the S-O-R framework. The research design is descriptive and cross-sectional. Through the purposive sampling technique, interviewer-administered questionnaires were fielded to respondents who completed a fictional buying task online. The results confirm the validity of the S-O-R framework to better understand how purchase intentions can be fostered through effective website design. The findings also prove the importance of visual appeal and perceived usability in affecting consumers’ purchase intentions via website trust and flow, as well as the importance of flow in affecting website trust and consumers’ purchase intentions. The study contributes to an understanding of S-O-R framework application in an online context in an emerging market and provides online retailers with a model to cultivate purchases from their websites through compelling online experiences and effective website design.

PurposeThe study examines how young working women are motivated by online shopping. The study tests the relationship between Internet self-efficacy (ISE), website aesthetics, and purchase intention through perceived benefit. An investigation of the impact of perceived risk on purchase intention is also carried out.Design/methodology/approachThe paper carried out a quantitative study based on a purposive sample of 180 working women from the Delhi-NCR region of India and used Structural Equation Modelling (SEM) to test hypotheses based on the extended TAM model.FindingsPerceived benefit, website aesthetics, and ISE positively and significantly impact working women's purchase intention. The study also finds an indirect relationship between ISE and purchase intention through perceived benefit. Perceived risk has a negative and insignificant influence on working women's purchase intention for online shopping.Practical implicationsThe study finding reflects that perceived website aesthetics fill the gap between offline and online environments. ISE makes shopping easy and increases the shopper's confidence. A mobile-optimized website with ease of navigation would increase women shoppers' conversion rates on mobile devices, leading to a favourable impact on revenue generation for online retailers.Originality/valueDespite the vast literature on constructs derived from the TAM model, very few studies have researched young women consumers from an emerging economy perspective. The novelty of this research lies in identifying the factors that influence young working women's online shopping intention using smartphone through the glance of ISE and perceived aesthetics in the Indian context.

The antecedents and consequences of trust in online-purchase decisions

Abstract. The shift in consumer behavior from offline to online platforms has significantly accelerated the growth of e-commerce in Indonesia, fundamentally transforming how businesses interact with their customers. Luxcrime, a local cosmetic brand, has responded to this digital evolution by integrating an augmented reality (AR) virtual try-on feature through the Shopee marketplace. This feature is a key component of the brand's digital marketing strategy aimed at enhancing customer engagement, interactivity, and purchase decision-making processes. This study investigates the mediating role of perceived enjoyment in the relationship between AR virtual try-on experiences and consumers' purchase intention toward Luxcrime products on Shopee, specifically in Denpasar City. A total of 100 respondents were surveyed using offline questionnaires with purposive non-probability sampling. The research adopts a combined theoretical framework—Stimulus-Organism-Response (SOR) theory and the Technology Acceptance Model (TAM)—to better understand consumer psychological responses and behavioral outcomes in digital environments. The collected data were analyzed using path analysis via SPSS version 26.0. The results show that all hypotheses are supported: AR virtual try-on has a significant and positive impact on both perceived enjoyment and purchase intention. Furthermore, perceived enjoyment plays a partial mediating role between AR try-on and purchase intention, indicating that enjoyment enhances the persuasive power of virtual product interactions. The study concludes that AR features should not only serve a functional purpose but also evoke positive emotional experiences to maximize their impact. Luxcrime is advised to continue improving the quality, realism, and interactivity of its AR features to increase consumer satisfaction and conversion rates in a competitive digital marketplace.

Present research examines the mediation effects of website satisfaction on the relationship between website and user characteristics, and purchase intention. The website and user characteristics are presented in terms of their information and entertainment properties (i.e., profiles). The results reveal that website satisfaction mediates the relationship between purchase intention and website characteristics. The relevant characteristics of the website are informativeness, organisation of information elements, entertainment properties and organisation of entertainment elements. The significant mediating effect of website satisfaction is also obtained for the relationship between purchase intention and a user characteristic, namely, information seeking tendency.

Deception in online advertising is not uncommon. An example of deceptive advertising, sometimes used by online retailers to drive traffic to their Web sites, is omission in discount advertising. It is a tactic in which an important condition for a discount on a product or service is (purposefully) excluded when advertised online-only to reveal the initially excluded condition to consumers once they have reached the retailer's Web site. The purpose of this study was to examine how such omission in discount advertising influences purchase intention, and to what extent this effect is mediated by perceived retailer ethics and attitude toward the online retailer. To test our hypotheses, we conducted an experiment (N = 117) with a single-factor (omission in discount advertising: omission vs. control) between-subjects design. Perceived retailer ethics and attitude toward the online retailer were included as serial mediators. The results showed that omission in discount advertising negatively affected purchase intention. Furthermore, this effect was mediated by perceived retailer ethics and attitude toward the retailer, whereby participants who were exposed to the omission advertisement judged the retailer's ethics more negatively and consequently had a more negative attitude toward the retailer. This, indirectly, decreased purchase intention. This study provides evidence for a novel and parsimonious framework explaining the effect of omission in discount advertising on purchase intention, through perceived retailer ethics and attitude toward the online retailer, which is relevant for both theory and practice.

Social media is rapidly changing the online retail landscape (Constantinides & Fountain, 2008). Because of social media, consumers can now blog, review, tweet, and post on Facebook about their consumption experiences. Social media includes social network sites, such as Facebook and Twitter, but also includes social network applications, such as online ratings and reviews. Social network applications give retailers the opportunity to add a human element, or social cues, to their online retail websites. Research in traditional brick and mortar environments has shown that an increase in social cues can lead to an increase in positive emotions, attitudes, and purchase intentions towards a retailer (Hu & Jasper, 2006; Baker, Grewal, & Parasuraman, 1994). This research attempts to understand the influence that three social network applications have on consumer decision-making and behaviors.

The Covid-19 outbreak initially had an impact on public health and began to penetrate the economy. Almost all industries were affected which caused many layoffs to occur. The cosmetic industry has become an anomaly, the Ministry of Industry pointed out, there has been an increase in online transactions for cosmetic products by up to 80 percent during this pandemic. This study aims to analyze several variables that can increase actual purchases during the Covid-19 pandemic on halal cosmetic products. Several variables that are thought to influence the actual purchase are perceived behavioral control, attitudes, and purchase intentions. This study uses a quantitative method with a population of young adult consumers who use cosmetics in Indonesia, with a sample of 400 respondents, with non-probability quota sampling, and a questionnaire with 14 question indicators. The data analysis used is SEM-PLS analysis using SmartPLS 3.3.3. The results show that the perceived behavioral and attitude control variables affect purchase intention, while the subjective norm variable does not affect purchase intention. Purchase intention has a significant effect on actual purchases during the Covid-19 pandemic. The results of this study show that the perceived behavioral and attitude control variables have a significant effect on purchase intention, while the subjective norm variable does not affect purchase intention. This study also shows that purchase intention has a significant influence on actual purchases during the Covid-19 pandemic. The results of this study show that the perceived behavioral and attitude control variables have a significant effect on purchase intention, while the subjective norm variable does not affect purchase intention. This study also shows that purchase intention has a significant influence on actual purchases during the Covid-19 pandemic.

<p>Smartphones have become ubiquitous in consumers’ lives and have been identified as an important online channel. However, consumers have indicated a preference for purchasing products through their fixed devices, such as computers, and few studies have investigated situations where consumers might indicate greater purchase intentions on their mobile devices. This research examines the influence of scarcity messages and popularity cues on purchase intention in the context of online shopping. Two experiments were conducted to evaluate the differences between consumers using mobile and fixed devices. Study one was a 3 (scarcity: limited quantity vs limited time vs no scarcity) x 2 (device: fixed vs smartphone) between-subjects design (N = 236). Study one found that in an online shopping context, limited-quantity scarcity messages (e.g. limited stock available) had a negative effect on purchase intention regardless of the consumer’s device. Furthermore, a consumer’s scepticism of advertising moderated the relationship. Perceived risk of online shopping was found to moderate the relationship between device and purchase intention. Study two was a 2 (scarcity: limited quantity vs no scarcity) x 2 (popularity: ranking vs no ranking) x 2 (device: fixed vs smartphone) between-subjects design (N = 244). The study showed that a popularity cue had a positive effect on purchase intention. However, scarcity had no effect on purchase intention. Consumers in the smartphone conditions also had lower purchase intentions but this was not impacted by the inclusion of a scarcity message or popularity cue. Interestingly, credibility of the content did not moderate the relationships between scarcity and purchase intention, or popularity ranking and purchase intention. These findings suggest that online scarcity messages do not increase purchase intention, in contrast to previous offline studies. The moderating role of scepticism on the scarcity message and purchase intention relationship indicates that consumers are suspicious of scarcity messages in an online context. However, it appears popularity cues enhance consumer purchase intentions online. Neither a scarcity message or a popularity cue increased purchase intention on a smartphone. The research demonstrates that scarcity messages are not as effective online as they have been shown to be in an offline context and that further research is required to understand how to increase consumer purchase intentions when shopping on a smartphone.</p>

Online shopping or E-Commerce is a transaction process carried out through media or intermediaries, namely in the form of online buying and selling sites or social networks that provide goods or services that are traded. Now online shopping has become a habit for some people, because of the convenience it provides. The purpose of this study was to determine the relationship between shopping experience, ease of transaction, and consumer confidence in buying interest online. In this study, the sample used was 100 samples. Samples were taken randomly or often referred to as (Probability Sampling). The analysis technique used was the SmartPLS 4.0 application, and the method used was the Structural Equation Model - Partial Least Square (SEM-PLS). Based on the results of data analysis, several conclusions can be drawn, namely the shopping experience on consumer trust is not significant but has a positive effect, so H1 is rejected. The effect of ease of transaction on consumer trust has a positive effect. Then H2 is accepted. The influence of consumer confidence on purchase intention is not significant and has a negative effect. Then H3 is rejected . The effect of shopping experience on purchase intention is not significant but has a positive effect on consumer confidence. Then H4 is rejected . The influence of ease of transaction on purchase intention is significant and has a positive effect. Then H5 is accepted. The effect of ease of transaction on consumer trust has a positive effect. Then H2 is accepted. The influence of consumer confidence on purchase intention is not significant and has a negative effect. Then H3 is rejected . The effect of shopping experience on purchase intention is not significant but has a positive effect on consumer confidence. Then H4 is rejected . The influence of ease of transaction on purchase intention is significant and has a positive effect. Then H5 is accepted. The effect of ease of transaction on consumer trust has a positive effect. Then H2 is accepted. The influence of consumer confidence on purchase intention is not significant and has a negative effect. Then H3 is rejected . The effect of shopping experience on purchase intention is not significant but has a positive effect on consumer confidence. Then H4 is rejected . The influence of ease of transaction on purchase intention is significant and has a positive effect. Then H5 is accepted. The influence of ease of transaction on purchase intention is significant and has a positive effect. Then H5 is accepted. The influence of ease of transaction on purchase intention is significant and has a positive effect. Then H5 is accepted.

<p>Smartphones have become ubiquitous in consumers’ lives and have been identified as an important online channel. However, consumers have indicated a preference for purchasing products through their fixed devices, such as computers, and few studies have investigated situations where consumers might indicate greater purchase intentions on their mobile devices. This research examines the influence of scarcity messages and popularity cues on purchase intention in the context of online shopping. Two experiments were conducted to evaluate the differences between consumers using mobile and fixed devices. Study one was a 3 (scarcity: limited quantity vs limited time vs no scarcity) x 2 (device: fixed vs smartphone) between-subjects design (N = 236). Study one found that in an online shopping context, limited-quantity scarcity messages (e.g. limited stock available) had a negative effect on purchase intention regardless of the consumer’s device. Furthermore, a consumer’s scepticism of advertising moderated the relationship. Perceived risk of online shopping was found to moderate the relationship between device and purchase intention. Study two was a 2 (scarcity: limited quantity vs no scarcity) x 2 (popularity: ranking vs no ranking) x 2 (device: fixed vs smartphone) between-subjects design (N = 244). The study showed that a popularity cue had a positive effect on purchase intention. However, scarcity had no effect on purchase intention. Consumers in the smartphone conditions also had lower purchase intentions but this was not impacted by the inclusion of a scarcity message or popularity cue. Interestingly, credibility of the content did not moderate the relationships between scarcity and purchase intention, or popularity ranking and purchase intention. These findings suggest that online scarcity messages do not increase purchase intention, in contrast to previous offline studies. The moderating role of scepticism on the scarcity message and purchase intention relationship indicates that consumers are suspicious of scarcity messages in an online context. However, it appears popularity cues enhance consumer purchase intentions online. Neither a scarcity message or a popularity cue increased purchase intention on a smartphone. The research demonstrates that scarcity messages are not as effective online as they have been shown to be in an offline context and that further research is required to understand how to increase consumer purchase intentions when shopping on a smartphone.</p>

The purpose of this research was to examine the influence of online retailer models on Indian consumer’s attitude towards retail websites and their purchase intentions. Using an online shopping scenario, a case study was conducted on 240 postgraduate marketing students at an Indian university to evaluate the effects of two online shopping website factors on the user’s attitude towards retail websites and their purchase intentions. The findings of the study suggest that players in the e-tailing business should increasingly move towards multi category purchase model to increase the purchase intentions of the consumers. They also need to constantly review and upgrade the services offered to ensure increased intentions to purchase. The findings can enable online retailers in India to explore and shape the Internet as the next big business opportunity.

SOCIAL COMMERCE: THE EFFECTS OF TIME PRESSURE, PRODUCT POPULARITY, AND WEBSITE REPUTATION ON PURCHASE INTENTION

Background: Iron deficiency can lead to anemia, negatively impacting children's cognitive and physical development. Mothers' knowledge of iron and the benefits of fortified complementary foods may have influenced their purchase intentions and decisions. Objective: This study aimed to investigate the association between mothers' purchase intentions, actual purchases of iron-fortified infant cereals, and iron intake in children aged 6–23 months in Tangerang, Indonesia. Research on this topic remained limited, emphasizing the need for further studies to strengthen the existing evidence. Methods: This study employed a cross-sectional design involving 162 mothers in pairs with their children aged 6–23 months, recruited consecutively. Data were collected using validated questionnaires. Data analysis was performed using the non-parametric Mann-Whitney test to compare groups and Spearman's correlation test to assess the strength of relationships between variables. A p-value < 0.05 was considered statistically significant. Results: Mothers showed positive attitudes and intentions towards purchasing iron-fortified cereals, with a notable 51.9% having made recent purchases. While these purchase intentions correlate with actual purchases, they did not directly influence children's iron intake. Instead, factors such as mother’s education, occupation, and household income played significant roles in determining iron intake levels. Conclusion: Purchase intentions were associated with actual purchase intention; however, factors such as gender, mother’s education, occupation, and household income did not exhibit a direct relationship with children's iron intake. This study indicates that while mother’s purchase intentions are associated with actual purchases, they do not directly impact children's iron intake.

Open market is defined as a market or place where prices are determined by supply and demand. The study proposes and tests an integrated model of consumers' purchase intentions toward open markets and investigates the differences in the adoption of open markets between Korea and China. Based on an extended technology acceptance model, we examined the effects of perceived website quality (PWSQ), perceived usefulness, third-party recognition, satisfaction, and trust on purchase intentions. We selected Korea as an established market economy and China as a transition economy. We obtained 147 usable responses in Korea and 113 usable responses in China. We analyzed the empirical data by using structural equation modeling. The results for empirical data from Korea provide support for all hypotheses except for the effect of perceived website quality on satisfaction. By contrast, the results for empirical data from China provide support for all hypotheses except for the effect of trust on satisfaction and that of PWSQ on trust. That is, perceived usefulness and PWSQ had significant effects on satisfaction, and third-party recognition had a significant effect on trust. We examined the differences between China and Korea through a t test to demonstrate cultural differences in the adoption of open markets. The relationships between perceived usefulness and satisfaction and between satisfaction and purchase intention were stronger in Korea than in China. The study contributes by proposing an integrated framework for open markets composed of the antecedents of satisfaction, trust, and purchase intentions and by measuring PWSQ and third-party recognition to consider diverse aspects of transactions in open markets.