Electronic window dressing: impression management on the internet

Businesses have begun to embrace the Internet to reap economic advantages. Considerable attention has been paid to instrumental uses of the Internet, but anecdotal evidence indicates that customers form impressions of organizations based on interaction with their World Wide Web (Cook and Sellers 1995), a topic that has received little research attention. If Web sites are influential in impression formation, they represent a new and peculiarly powerful tool in the quest for competitive advantage; organizations that recognize the power of the Web in impression management can use it to improve their image among powerful stakeholders.

[1]  M. Sirgy,et al.  Using self-congruity and ideal congruity to predict purchase motivation , 1985 .

[2]  C. N. Alexander,,et al.  Situated identities and social psychological experimentation. , 1971 .

[3]  L. Cronbach,et al.  Construct validity in psychological tests. , 1955, Psychological bulletin.

[4]  Annie Lang,et al.  Formal Features of Cyberspace: Relationships between Web Page Complexity and Site Traffic , 1999, J. Am. Soc. Inf. Sci..

[5]  D. Midgley,et al.  Innovativeness: The Concept and Its Measurement , 1978 .

[6]  David Cook,et al.  Launching a Business on the Web , 1995 .

[7]  Charles F. Hofacker,et al.  Measuring Consumer Innovativeness , 1991 .

[8]  Qimei Chen,et al.  Attitude Toward the Site , 1999 .

[9]  E. Goffman.  The Presentation of Self in Everyday Life , 1959 .

[10]  P W Jackson,et al.  The person, the product, and the response: conceptual problems in the assessment of creativity. , 1965, Journal of personality.

[11]  Wenyu Dou,et al.  Interactive functions and their impacts on the appeal of internet presence sites , 1998 .

[12]  E. Hirschman.  Innovativeness, Novelty Seeking, and Consumer Creativity , 1980 .

[13]  R. Cooper,et al.  The Impact of Product Innovativeness on Performance , 1991 .

[14]  Gilbert A. Churchill.  A Paradigm for Developing Better Measures of Marketing Constructs , 1979 .

[15]  Lopo L. Rego,et al.  What makes commercial Web pages popular , 1998 .

[16]  John G. Lynch,et al.  Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces , 1997 .