Understanding Customers' Intention to Seek for a Better Deal in Electronic Marketplace: The Role of Tolerance for Sacrifice Gap

REFERENCES

• Alba , Joseph , Lynch , John , Weitz , Barton , Janiszewski , Chris , Lutz , Richard , Sawyer , Alan and Wood , Stacy . 1997 . “Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces,” . Journal of Marketing , 61 ( July ) : 38 – 53 .
   Web of Science ®Google Scholar
• Ajzen , I. 1985 . “From Intention to Action: A Theory of Planned Behavior,” . In Action Control: From Cognitions to Behaviors Edited by: Kuhl , J. and Beckman , J. New York, NY : Springer. .
   Google Scholar
• Ajzen , I. 1991 . “The Theory of Planned Behavior,” . Organizational Behavior and Human Decision Processes , 50 : 179 – 211 .
   Web of Science ®Google Scholar
• Baron , R. M. and Kenny , D. A. 1986 . “The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations,” . Journal of Personality and Social Psychology , 13 ( 6 ) : 173 – 182 .
   Google Scholar
• Baumol , William J and Ide , Edward A . 1956 . “Variety in Retailing,” . Management Science , 3 ( 1 ) : 93 – 101 .
   Web of Science ®Google Scholar
• Beatty , S. and Smith , S. 1987 . “External Search Effort: An Investigation Across Several Product Categories,” . Journal of Consumer Research , 14 ( June ) : 83 – 95 .
   Web of Science ®Google Scholar
• Bettman , J. R. , Luce , M. F. and Payne , J. W. 1998 . “Constructive Consumer Choice Processes,” . Journal of Consumer Research , 25 : 187 – 217 .
   Web of Science ®Google Scholar
• Blank , C. 2000 . “Study: E-tailers Must Close More Sales,” . Marketing News , (12/18/00), 86
   Google Scholar
• Brucks , Merrie . 1985 . “The Effects of Product Class Knowledge on Information Search Behavior,” . Journal of Consumer Research , 12 : 1 – 16 .
   Web of Science ®Google Scholar
• Brynjolfsson , E. and Smith , M. D. 1999 . “A Comparison of Internet and Conventional Retailers,” Working Paper MIT Sloan School of Management, Cambridge, MA (http://ecommerce.mit.edu/papers/frition)
   Google Scholar
• Cacioppo , J. , Petty , R. and Kao , C. 1986 . “Central and Peripheral Routes to Persuasion: An Individual Difference Perspective,” . Journal of Personality and Social Psychology , 51 : 1032 – 1043 .
   Web of Science ®Google Scholar
• Churchill , Gilbert A . 1979 . “A Paradigm for Developing Better Measures of Marketing Constructs,” . Journal of Marketing Research , 16 : 64 – 73 .
   Web of Science ®Google Scholar
• Cohen , Marcel . 1998 . “Linking Price Dispersion to Product Differentiation-Incorporate Aspects of Customer Involvement,” . Applied Economics , 30 : 829 – 835 .
   Web of Science ®Google Scholar
• Darden , W. R. and Dorsch , M. J. 1990 . “An Action Strategy Approach to Examining Shopping Behavior,” . Journal of Business Research , 21 : 289 – 308 .
   Web of Science ®Google Scholar
• Dickson , P. R. 2000 . “Understanding The Trade Winds: The Global Evolution of Production, Consumption, and The Internet,” . Journal of Consumer Research , 27 ( June ) : 115 – 122 .
   Web of Science ®Google Scholar
• Dowling , G. R. 1986 . “Perceived Risk: The Concept and Its Measurement,” . Psychology and Marketing , 3 : 193 – 210 .
   Google Scholar
• Duncan , C. P. and Olshavsky , R. W. 1982 . “External Search: The Role of Consumer Beliefs,” . Journal of Marketing Research , 19 ( February ) : 32 – 44 .
   Web of Science ®Google Scholar
• Eastlick , M. A. 1996 . “Consumer Intention to Adopt Interactive Teleshopping,” . In Marketing Science Institute Working Paper (Report No. 96–113). Cambridge, MA: Marketing Science Institute
   Google Scholar
• Engel , J. F. , Blackwell , R. D. and Miniard , P. W. 1995 . Consumer Behavior, , 8th ed. Orlando, FL : The Dryden Press. .
   Google Scholar
• Forrester Research. 2001 . “NRF/Forrester Online Retail Index,” . Cambridge, MA : Forrester Research, Inc. . [http://www.forrester.com]
   Google Scholar
• Fortune. 1998 . “Net Profits: Making the Internet Work for You and Your Business,” . In Technology Buyer's Guide Supplement 240 – 243 . Summer
   Google Scholar
• Foss , C. L. and Bower , G. H. 1986 . “Understanding Actions in Relation to Goals,” . In Advances in Cognitive Science Edited by: Sharkey , N. E. Vol. 1 , 94 – 124 . Chichester, , England : Horwood. .
   Google Scholar
• Gilmore , James H , Pine , II and Joseph , B. 1997 . “The Four Faces of Mass Customization,” . Harvard Business Review , : 91 – 101 . (January-February)
   Google Scholar
• Glazer , Rashi . 1991 . “Marketing in an Information-Intensive Environment: Strategic Implications for Knowledge As an Asset,” . Journal of Marketing , 55 ( October ) : 1 – 19 .
   Web of Science ®Google Scholar
• Godek , John , Yates , J. Frank and Seigyoung , Auh . 2000 . “Customization Decisions: The Roles of Assortment and Consideration,” . In Working Paper Ann Arbor : University of Michigan .
   Google Scholar
• Gollwitzer , P. M. 1993 . “Goal Achievement: The Role of Intentions,” . European Review of Social Psychology , 4 : 141 – 185 .
   Google Scholar
• Hair , J. F. Jr. , Anderson , R. E. , Tatham , R. L. and Black , W. C. 1995 . Multivariate Data Analysis. New Jersey : Prentice-Hall. .
   Google Scholar
• Hart , Christopher W.L. 1995 . “Mass Customization: Conceptual Underpinnings, Opportunities and Limits,” . International Journal of Service Industry Management , : 36 – 45 .
   Google Scholar
• Hart , Christopher W.L. 1996 . “Made to Order,” . Marketing Management , 5 ( 2 ) : 11 – 22 .
   Google Scholar
• Hoch , Stephen J. , Bradlow , Eric T. and Wansink , Brian . 1999 . “The Variety of an Assortment,” . Marketing Science , 18 ( 4 ) : 527 – 546 .
   Web of Science ®Google Scholar
• Holbrook , Morris B and Corfman , Kim P . 1985 . “Quality and Value in the Consumption Experience: Phaedrus Rides Again,” in ” . In Perceived Quality Edited by: Jacoby , J. and Olson , J. 31 – 57 . Lexington, MA : Lexington Books .
   Google Scholar
• Joreskog , K. and Sorbom , D. 1993 . “ LISREL 8: ” . In Structural Equation Modeling with the SIMPLIS Command Language SSI Scientific Software International .
   Google Scholar
• Kahn , Barbara E . 1998 . “Dynamic Relationships with Customers: High Variety Strategics.” . Journal of Consumer Research , 11 : 45 – 53 .
   Google Scholar
• Kahn , Barbara E and Lehmann , Donald R . 1991 . “Modeling Choice Among Assortments,” . Journal of Retailing , 67 ( 3 ) : 274 – 299 .
   Web of Science ®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
• Kujala , Jouni and Johnson , Michael . 1993 . “Price Knowledge and Search Behavior for Habitual, Low Involvement Food Purchase,” . Journal of Economic Psychology , 14 ( 2 ) : 249 – 265 .
   Web of Science ®Google Scholar
• Levy , M. and Weitz , B. A. 1995 . Retailing Management Chicago : Richard D. Irwin. .
   Google Scholar
• Levy , M. and Weitz , B. A. 2001 . Retailing Management., , 4th ed. New York, NY : McGraw-Hill. .
   Google Scholar
• Lichenstein , E. H. and Brewer , W. F. 1980 . “Memory for Goal-Directed Events,” . Cognitive Psychology , 12 : 412 – 445 .
   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
• Malone , Thomas W and Lepper , Mark R . 1987 . “Making Learning Fun: A Taxonomy of Intrinsic Motivation for Learning,” in ” . In Aptitude, Learning and Instruction Edited by: Snow , R. E. and Farr , M. J. 223 – 254 . Hillsdale, NJ : Erlbaum .
   Google Scholar
• Martineau , P. 1958 . “The Personality of The Retail Store,” . Harvard Business Review , 36 ( January-February ) : 47 – 55 .
   Google Scholar
• Marmorstein , Howard , Grewal , Dhruv and Raymond , Fisher P.H. 1992 . “The Value of Time Spent in Price-Comparison Shopping: Survey and Experimental Evidence,” . Journal of Consumer Research , 16 : 52 – 61 .
   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
• Miller , Harvey . 1993 . “Consumer Search and Retail Analysis,” . Journal of Retailing , 69 ( 2 ) : 160 – 192 .
   Web of Science ®Google Scholar
• Mitchell , V. W. and Boustani , P. 1994 . “A Preliminary Investigation into Pre- and Post-Purchase Risk Perception,” . European Journal of Marketing , 28 ( 1 ) : 56 – 71 .
   Google Scholar
• Moorthy , Sridhar , Ratchford , Brian T. and Talukdar , Debabrata . 1997 . “Consumer Information Search Revisited,” . Journal of Consumer Research , 23 ( March ) : 263 – 277 .
   Web of Science ®Google Scholar
• Novak , Thomas P. , Hoffman , Donna L. and Yung , Yiu-Fai . 2000 . “Measuring the Customer Experience in Online Environments: A Structural Modeling Approach,” . Marketing Science , 19 ( 1 ) : 22 – 42 .
   Web of Science ®Google Scholar
• Orbell , S. , Hodgkins , S. and Sheeran , P. 1997 . “Implementation Intentions and The Theory of Planned Behavior,” . Personality and Social Psychology Bulletin , 25 ( September ) : 945 – 954 .
   Google Scholar
• Payne , John W . 1982 . “Contingent Decision Behavior,” . Psychological Bulletin , 92 : 382 – 402 .
   Web of Science ®Google Scholar
• Rowley , J. 2000 . “Product Search in e-shopping: A Review and Research Propositions,” . Journal of Consumer Marketing , 17 ( 1 ) : 20 – 35 .
   Google Scholar
• Shankar , Venkatesh , Rangaswamy , Arvind and Pusateri , Michael . 2000 . “The Online Medium and Customer Price Sensitivity,” . In Working Paper College Park, MD : University of Maryland . 20742
   Google Scholar
• Shop.org & Boston Consulting Group. 2000 . “State of Online Retailing 3.0,” . In Washington, DC: National Retail Federation [http://www.shop.org]
   Google Scholar
• Shop.org. 2001 . “Shop.org Press Room,” Washington, DC : National Retail Federation . [http://www.shop.org]
   Google Scholar
• Stigler , G. J. 1961 . “The Economics of Information,” . Journal of Political Economics , 19 ( June ) : 213 – 225 .
   Google Scholar