Role of demographics, social connectedness and prior internet experience in adoption of online shopping: Applications for direct marketing

Mohammad Bakher Naseri*, Greg Elliott

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

36 Citations (Scopus)

Abstract

The use of demographics by researchers in the online shopping literature is common, however, they are typically constructed as either moderators or control factors. Little attention has been given to explicitly modelling the predictive utility of demographics. The present research models the impact of nine demographics, six social connectedness measures and five prior online experience variables on consumers actual online purchases. A large and representative data set was used. Our results show that a model on the basis demographic data alone explains 22.6 per cent of the variance in the consumers overall online shopping behaviour. The model's utility increased to 45.4 per cent once social connectedness and prior internet experience were added to the model. Furthermore, analysing 14 online product categories, we found that the predictive power of demographic variables is product specific. Overall, our results strongly support the use by practitioners of demographics as powerful predictors for direct targeting of online shoppers.

Original languageEnglish
Pages (from-to)69-84
Number of pages16
JournalJournal of Targeting, Measurement and Analysis for Marketing
Volume19
Issue number2
DOIs
Publication statusPublished - Jun 2011

Keywords

  • demographics
  • empirical studies
  • online shopping
  • predictive utility
  • prior internet experience
  • social connectedness

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