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The Determinants of Switching On·Off-Line Channels for Consumers

소비자의 온·오프라인 채널이동 유형의 결정요인에 대한 연구

  • Jun, Sangmin (Dept. of Industrial Psychology, Hoseo University)
  • 전상민 (호서대학교 산업심리학과)
  • Received : 2013.11.15
  • Accepted : 2013.12.20
  • Published : 2013.12.28

Abstract

This study illustrates factors that determine consumer types based on ways in which they alternate between online and offline channels for searching and eventually buying their desired products. This study conducted an online survey targeting 1,040 consumers. As per the study, consumer types fall into five groups: 1) on-on type(online search${\rightarrow}$online buying), 2) off-off type(offline search${\rightarrow}$offline buying), 3) on-off type(online search${\rightarrow}$offline buying), 4) off-on type(offline search${\rightarrow}$online buying), and, 5) on-off-on type(online search${\rightarrow}$ offline search${\rightarrow}$nline buying). The primary factors that determine how the different consumer types switch between online and offline channels are price orientation, convenience orientation,, risk-aversion orientation, and channel familiarity. Although they feel cross-channel shopping can be cumbersome, the findings show that cross-channel consumers would gladly switch channels to buy cheaper and proven products. The findings of this study will be useful for businesses that have both online and offline channels and point out the theoretical aspects of the decision-making process as consumers switch between channels.

Keywords

Cross-Channel Consumers;Price Orientation;Convenience Orientation;Risk-Aversion Orientation;Channel Familiarity

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