Consumer perceptions of business-to-consumer relationships in electronic retail environments: A Means-end chain approach

Show full item record

Title: Consumer perceptions of business-to-consumer relationships in electronic retail environments: A Means-end chain approach
Author: Kearns, Ryan; Hair, Neil
Abstract: This work examines the perceptions of consumers' relationships with commercial organization in electronic environments. Perceptions of a range of common electric business to consumer Internet retailers were examined using personal construct theory operationalized by means-end chain analysis. These approaches have a long tradition of being used to identify personally meaningful constructs by tracing the common attributes of their online experience with their consequences and ultimately the personal values that they pertain to. The study reveals 8 major themes that conceptualize consumers' perceptual orientations of their relationships with online retailers: personalization, engagement and experience, convenience, design/ease of use, trustworthiness, ability to inform, reliability, and specificity / variety. The fund bear to war consumer propensity to sustain relationships online based on site attributes. The research presents several managerial implications and identifies areas for further research.
Record URI: http://hdl.handle.net/1850/8096
Date: 2008-01

Files in this item

Files Size Format View
NHairArticle2007.pdf 6.251Mb PDF View/Open

The following license files are associated with this item:

This item appears in the following Collection(s)

Show full item record

Search RIT DML


Advanced Search

Browse