Consumers frequently engage in pre-purchase search to extract up-to-date information for their purchase decisions. Search is an essential part of online comparison-shopping and decision-making process as it reduces purchase related uncertainty and increases the likelihood of purchase satisfaction. In this paper, we study how determinants of prepurchase search, purchase related uncertainty and t...

W social influence plays a key role in the diffusion of new product, the value of a customer often goes beyond her own product purchase. We posit that a customer’s value (CV) comes not only from her purchase value (PV) but also from her influence value (IV) (i.e., CV = PV+ IV). Therefore, a customer’s value can be far greater than her purchase value if she exerts a considerable influence on oth...

When a …rm introduces a product with new features, some consumers may …nd it di¢ cult to assess their valuations for these new attributes. Their purchase decisions made under such uncertainty may lead to post-purchase regret. It has been experimentally shown that consumers anticipate their potential post-purchase regret in the future and make their current choices to mitigate or minimize it. Th...

This study elucidates the effectiveness of intermediary channels in driving sales at social commerce sites (SCSs). Using a panel data, we investigate how the external intermediary channels through which consumers arrive at SCSs influence product choice and purchase likelihood. In addition, we scrutinize the extent to which product categories with varying quality moderate the relationship betwee...

Online marketers want to present potential customers with the right information at the right time. Decisions about what information to present are typically made before the customer has visited a web site, using data such as purchase histories and logs of web pages visited (i.e., clickstream data). An alternative approach is to develop predictions about what information to present based on infe...

Raw cane sugar is one of the most important product in the sugar industry and is the main raw material for the white sugar production. Morphological and physical properties of this product might influence the final white sugar. For instance, the behavior during centrifugation, transport and storage is related to the characteristics of these crystals. The object of this study was to determine th...

Received Jul 24, 2012 Revised Nov 19, 2012 Accepted Aug 29, 2012 Recently, the e-commerce sites market in Japan is growing. Many companies in e-commerce sites compete for customers each other. Therefore, ecommerce managers need to find good customers who may benefit before these customers purchase at rivals. Some preceding studies discuss which visits lead to purchase. However, it is unclear wh...

Online marketers want to present potential customers with the right information at the right time. Decisions about what information to present are typically made before the customer has visited a web site, using data such as purchase histories and logs of web pages visited (i.e., clickstream data). An alternative approach is to develop predictions about what information to present based on infe...

F several of the largest supermarket product categories, such as carbonated soft drinks, canned soups, ready-to-eat cereals, and cookies, consumers regularly purchase assortments of products. Within the category, consumers often purchase multiple products and multiple units of each alternative selected on a given trip. This multiple discreteness violates the single-unit purchase assumption of m...