Measurement of factors influencing online shopper buying decisions: A scale development and validation

Semila Fernandes, V. G. Venkatesh*, Rajesh Panda, Yangyan Shi

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

Abstract

The paper attempts to develop an ‘Online Susceptibility Scale’ (OSS) by focusing on the factors that influence shopper buying decisions in an online environment as they are not adequately addressed in the literature. The proposed scale supports the understanding of the impact of online information which leads to consumer decisions. The study involves qualitative and quantitative studies to develop the scale. Eleven items are identified for the scale development which were borrowed from literature and modified through focus group discussions. Exploratory Factor Analysis (EFA) resulted in three factor groups: Evidential online influence (five items), Confirmational online influence (three items), and Experiential online influence (three items). Confirmatory Factor Analysis (CFA) has validated the factor structure. Results indicate that the three factors explaining online information sources have a significant impact during buyer purchase decision-making. The study relates ‘Online Susceptibility Scale’ (OSS) to online retailers for exploring the online shopping influences, thereby managing their campaigns accordingly. Managerial and theoretical implications of this new scale are discussed.

Original languageEnglish
Article number102394
Pages (from-to)1-11
Number of pages11
JournalJournal of Retailing and Consumer Services
Volume59
DOIs
Publication statusPublished - Mar 2021

Keywords

  • Buying behaviour
  • E-commerce
  • Online shopping influences
  • Online susceptibility scale
  • Scale development

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