Does the online channel pay? A comparison of online versus offline information search on physical store spend

References

• ACNielsen . 2008 . “ Trends in online shopping: A global Nielsen consumer report ” . http://th.nielsen.com/site/documents/GlobalOnlineShoppingReportFeb08.pdf
   Google Scholar
• Alba , J. W. and Hutchinson , J. W. 1987 . Dimensions of consumer expertise . Journal of Consumer Research , 13 : 411 – 454 .
   Web of Science ®Google Scholar
• Alba , J. , Lynch , J. , Weitz , B. , Janiszewski , C. , Lutz , R. , Sawyer , A. and Wood , S. 1997 . Interactive home shopping: Consumer, retailer, and manufacturer incentives to participate in electronic marketplaces . Journal of Marketing , 61 ( 3 ) : 38 – 53 .
   Web of Science ®Google Scholar
• Babin , B. J. and Darden , W. R. 1995 . Consumer self-regulation in a retail environment . Journal of Retailing , 71 ( 1 ) : 47 – 70 .
   Web of Science ®Google Scholar
• Beatty , S. E. and Smith , S. M. 1987 . External search effort: An investigation across several product categories . Journal of Consumer Research , 14 ( 1 ) : 83 – 95 .
   Web of Science ®Google Scholar
• Beheshti , H. and Salehi-Sangari , E. 2007 . The benefits of e-business adoption: An empirical study of Swedish SMEs . Service Business , 1 ( 3 ) : 233 – 245 .
   Google Scholar
• Bennet , R. , Hartell , C. and McColl Kennedy , J. 2009 . Experience as a moderator of involvement and satisfaction on brand loyalty in a business-to-business setting . Industrial Marketing Management , 34 ( 1 ) : 97 – 107 .
   Google Scholar
• Berman , B. and Thelen , S. 2004 . A guide to developing and managing a well-integrated multi-channel retail strategy . International Journal of Retail and Distribution Management , 32 ( 3 ) : 147 – 156 .
   Google Scholar
• Biyalogorsky , E. and Naik , P. 2003 . Clicks and mortar: The effect of on-line activities on off-line sales . Marketing Letters , 14 ( 1 ) : 21 – 32 .
   Web of Science ®Google Scholar
• Bonn , M. , Furr , H. and Susskind , A. 1999 . Predicting a behavioural profile for pleasure travelers on the basis of Internet use segmentation . Journal of Travel Research , 37 ( 4 ) : 333 – 340 .
   Google Scholar
• Breitenbach , C. S. and Van Doren , D. C. 1998 . Value-added marketing in the digital domain: Enhancing the utility of the Internet . Journal of Consumer Marketing , 15 ( 6 ) : 558 – 575 .
   Google Scholar
• Churchill , G. A. Jr. 1995 . Marketing research: Methodological foundations , New York : The Drydeu Press .
   Google Scholar
• Claxton , J. D. , Fry , J. N. and Portis , B. 1974 . A taxonomy of prepurchase information gathering patterns . Journal of Consumer Research , 1 ( 3 ) : 35 – 42 .
   Web of Science ®Google Scholar
• Datamonitor . 2009 . “ Multi-channel retail: Using integrated technology to achieve cross-channel brand consistency ” . http://www.datamonitor.com
   Google Scholar
• Dickson , P. R. 2000 . Understanding the trade winds: The global evolution of production, consumption, and the Internet . Journal of Consumer Research , 27 : 115 – 122 .
   Web of Science ®Google Scholar
• Forrester Research . 2010 . “ US online retail forecast, 2009 to 2014 report, March ” . http://www.forrester.com
   Google Scholar
• Furse , D. H. , Punj , G. N. and Stewart , D. W. 1984 . A typology of individual search strategies among purchasers of new automobiles . Journal of Consumer Research , 10 ( 4 ) : 417 – 431 .
   Web of Science ®Google Scholar
• Greywitt , M. 2000 . More than half of all new-vehicle buyers use the Internet during the shopping process . J.D. Power & Associates Reports , September 14
   Google Scholar
• Hoffman , D. L. and Novak , T. P. 1996 . Marketing in hypermedia computer-mediated environments: Conceptual foundations . Journal of Marketing , 60 ( 3 ) : 50 – 68 .
   Web of Science ®Google Scholar
• Huang , P. , Lurie , N. H. and Mitra , S. 2009 . Searching for experience on the web: An empirical examination of consumer behavior for search and experience goods . Journal of Marketing , 73 ( March ) : 55 – 69 .
   Google Scholar
• IBISWorld . 2009 . Clothing retailing in Australia . IBISWorld Industry Report , December
   Google Scholar
• Kelly , C. 2002 . Capturing cross channel dollars: The technographics report , Cambridge, MA : Forrester Research .
   Google Scholar
• Klein , L. R. 1998 . Evaluating the potential of interactive media through a new lens: Search versus experience goods . Journal of Business Research , 41 : 195 – 203 .
   Web of Science ®Google Scholar
• Kumar , V. and Venkatesan , R. 2005 . Who are the multi-channel shoppers and how do they perform? Correlates of multi-channel shopping behavior . Journal of Interactive Marketing , 19 ( 2 ) : 44 – 62 .
   Google Scholar
• Lovett , J. and Anand , S. 2007 . The 21st century retailer: Managing customers, merchandise & data . The Aberdeen Group , http://aberdeen.com/Aberdeen-Library/3863/RA_21stCen_3863. aspx
   Google Scholar
• Lynch , J. G. Jr. and Ariely , D. 2000 . Wine online: Search costs affect competition on price, quality, and distribution . Marketing Science , 19 ( 1 ) : 83 – 103 .
   Web of Science ®Google Scholar
• Maignan , I. and Lukas , B. A. 1997 . The nature and social uses of the Internet: A qualitative investigation . The Journal of Consumer Affairs , 31 ( 2 ) : 346 – 371 .
   Web of Science ®Google Scholar
• McGaughey , R. E. and Mason , K. H. 1998 . The Internet as a marketing tool . Journal of Marketing Theory and Practices , 6 ( 3 ) : 1 – 11 .
   Google Scholar
• McGoldrick , P. J. and Collins , N. 2007 . Multi-channel retailing: Profiling the multi-channel shopper . International Review of Retail, Distribution and Consumer Research , 17 ( 2 ) : 139 – 158 .
   Google Scholar
• Moe , W. W. and Fader , P. S. 2004 . Capturing evolving visit behavior in clickstream data . Journal of Interactive Marketing , 18 ( 1 ) : 5 – 19 .
   Google Scholar
• Moorthy , S. , Ratchford , B. T. and Talukdar , D. 1997 . Consumer information search revisited: Theory and empirical analysis . Journal of Consumer Research , 23 ( 4 ) : 263 – 277 .
   Web of Science ®Google Scholar
• Muller-Lankenau , C. 2006 . “ Multi channel strategies: Strategy formation and web channel implementation ” . Doctoral Dissertation Proposal. http://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.94.9723&rep=rep1&type=pdf
   Google Scholar
• Mulpuru , S. , Freeman Evans , P. and McGowan , B. 2009 . “ Trends 2009: US online retail ” . http://www.forrester.com
   Google Scholar
• Nunes , P. F. and Cespedes , F. V. 2003 . The customer has escaped . Harvard Business Review , 81 : 96 – 105 .
   PubMed Web of Science ®Google Scholar
• Olafson , E. 2001 . Multi-channel retailing clicks . Chain Store Age , 77 ( 1 ) : 88
   Google Scholar
• Peterson , R. A. , Balasubramanian , S. and Bronnenberg , B. J. 1997 . The marketing implications of the Internet for consumers . Journal of the Academy of Marketing Science , 25 : 329 – 346 .
   Web of Science ®Google Scholar
• Peterson , R. A. and Merino , M. C. 2003 . Consumer information search behavior and the Internet . Psychology and Marketing , 20 ( 2 ) : 9 – 121 .
   Google Scholar
• Purohit , D. 1997 . Dual distribution channels: The competition between rental agencies and dealers . Marketing Science , 16 : 228 – 245 .
   Web of Science ®Google Scholar
• Rangaswamy , A. and van Bruggen , G. H. 2005 . Opportunities and challenges in multi-channel marketing: An introduction to the special issue . Journal of Interactive Marketing , 19 ( 2 ) : 5 – 11 .
   Google Scholar
• Ratchford , B. T. , Lee , M. S. and Talukdar , D. 2001 . A model of consumer choice of the Internet as an information source . International Journal of Electronic Commerce , 5 ( 3 ) : 7 – 21 .
   Web of Science ®Google Scholar
• Ratchford , B. T. , Lee , M. S. and Talukdar , D. 2003 . The impact of the Internet on information search for automobiles . Journal of Marketing Research , 40 ( 2 ) : 193 – 209 .
   Web of Science ®Google Scholar
• Razak , M. , Ilias , A. and Rahman , R. A. 2009 . Differentiation strategies of Internet retailing (unique, value and return): A focused web evaluation into airline service provider . International Business Research , 2 ( 2 ) : 40 – 47 .
   Google Scholar
• Robinson , T. 2006 . “ Strategies for multi-channel marketing ” . http://www.imediaconnection.com/content/11534.asp
   Google Scholar
• Rowley , J. 2000 . Product search in e-shopping: A review and research proposition . Journal of Consumer Marketing , 17 ( 1 ) : 24 – 35 .
   Google Scholar
• Sands , S. , Ferraro , C. and Jones , A. 2009 . “ Retail 2020: Future and strategy for Australian and New Zealand retailers ” . In Australian Centre for Retail Studies , Monash University .
   Google Scholar
• Schiffman , L. G. and Kanuk , L. L. 2007 . Consumer behaviour , Upper Saddle River, NJ : Pearson Prentice Hall .
   Google Scholar
• Schramm-Klein , H. and Morschett , D. Retail formats: Integrated channel strategy and its impact on customer loyalty . Proceedings of the World Marketing Congress 2005 of the Academy of Marketing Science, XII . Illinois. Marking in an interconnected world: Opportunities and challenges , Edited by: Demoranville , C.W. pp. 126 – 131 .
   Google Scholar
• Schmidt , J. B. and Spreng , R. A. 1996 . A proposed model of external consumer information search . Journal of the Academy of Marketing Science , 24 ( 3 ) : 246 – 256 .
   Google Scholar
• Schultz , D. E. , Cole , W. and Bailey , S. 2004 . Implementing the ‘connect the dots’ approach to marketing communication . International Journal of Advertising , 23 : 455 – 477 .
   Google Scholar
• Shim , S. , Eastlick , M. A. , Lotz , S. L. and Warrington , P. 2001 . An online prepurchase intentions model: The role of intention to search . Journal of Retailing , 77 : 397 – 416 .
   Web of Science ®Google Scholar
• Stone , M. , Hobbs , M. and Khaleeli , M. 2002 . Multi-channel customer management: The benefits and challenges . Journal of Database Marketing , 10 : 39 – 52 .
   Google Scholar
• Tabachnick , B. G. and Fidell , L. S. 2001 . Using multivariate statistics , Needham Heights, MA : Allyn and Bacon .
   Google Scholar
• Tate , M. , Hope , B. and Coker , B. 2005 . The buywell way: Seven essential practices of a highly successful multi-channel e-tailer . Australia Journal of Information Systems , 12 ( 2 ) : 147 – 163 .
   Google Scholar
• van Kenhove , P. , De Wulf , K. and van Waterschoot , W. 1999 . The impact of task definition on store-attribute saliences and store choice . Journal of Retailing , 75 ( 1 ) : 125 – 137 .
   Web of Science ®Google Scholar
• Valos , M. 2009 . Structure, people and process challenges of multichannel marketing: Insights from marketers . Journal of Database Marketing & Customer Strategy Management , 16 ( 3 ) : 197 – 206 .
   Google Scholar
• Verhoef , P. C. , Neslin , S. A. and Vroomen , B. 2007 . Multi-channel customer management: Understanding the research-shopper phenomenon . International Journal of Research in Marketing , 24 ( 2 ) : 129 – 148 .
   Web of Science ®Google Scholar
• Watchravesringkan , K. and Shim , S. 2003 . Information search and shopping intentions through Internet for apparel products . Clothing and Textiles Research Journal , 21 ( 1 ) : 1 – 7 .
   Google Scholar
• Yellavali , B. , Holt , D. and Jandial , A. 2004 . Retail multi-channel integration: Delivering a seamless customer experience . Dallas: Infosys Technologies Ltd ,
   Google Scholar
• Zeithaml , V. A. 1988 . Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence . The Journal of Marketing , 52 ( 3 ) : 2 – 22 .
   Web of Science ®Google Scholar