Characteristics of online group-buying website and consumers intention to revisit: the moderating effects of visit channels

Online group-buying (OGB) is a relatively new market, but has attracted much academic attention. Under intensive competition, it is essential for OGB websites to maintain customers’ revisit. This paper identified three context-specific characteristics of an OGB website and investigated the impact of these features on customers’ revisit intention. Furthermore, the effects of these features were proposed to vary among different visit channels. A theoretical model was developed and tested based on 258 valid responses collected through an online survey. The results indicated the distinct effects of OGB features and supported the contingent impact of visit channels. Specifically, timeliness and inconsistency had stronger negative influence on revisit intention for indirect visitors, while the effect of richness is significant for both the direct and indirect visitors.

[1]  Ting-Peng Liang,et al.  An empirical study on consumer acceptance of products in electronic markets: a transaction cost model , 1998, Decis. Support Syst..

[2]  Hersen Doong,et al.  The Effect of Price Dispersion in an e-Market on Consumers’ Intentions to Join Group Buying , 2006, Proceedings of the 39th Annual Hawaii International Conference on System Sciences (HICSS'06).

[3]  David Gefen,et al.  Structural Equation Modeling Techniques and Regression: Guidelines for Research Practice , 2000 .

[4]  Chris Hendry,et al.  Ordering Top Pay: Interpreting the Signals* , 2005 .

[5]  Stephen Brown,et al.  They're gr-r-reat! Introduction to the special issue , 2013 .

[6]  Heesup Han,et al.  Influencing factors on restaurant customers' revisit intention: the roles of emotions and switching barriers. , 2009 .

[7]  Alan Scheller-Wolf,et al.  Combinatorial Coalition Formation for multi-item group-buying with heterogeneous customers , 2010, Decis. Support Syst..

[8]  Shih-Wei Huang,et al.  Exploring antecedents and consequence of online group-buying intention: An extended perspective on theory of planned behavior , 2013, Int. J. Inf. Manag..

[9]  Ilan Vertinsky,et al.  The formation of green strategies in Chinese firms: matching corporate environmental responses and individual principles , 2004 .

[10]  Robert J. Kauffman,et al.  Incentive mechanisms, fairness and participation in online group-buying auctions , 2010, Electron. Commer. Res. Appl..

[11]  Jian Chen,et al.  Bidder's strategy under group-buying auction on the Internet , 2002, IEEE Trans. Syst. Man Cybern. Part A.

[12]  Ahmad Ghandour,et al.  The Relationship between Website Metrics and the Financial Performance of Online Businesses , 2010, ICIS.

[13]  Olivier Toubia,et al.  Deriving Value from Social Commerce Networks , 2009 .

[14]  Brian L. Connelly,et al.  Signaling Theory: A Review and Assessment , 2011 .

[15]  Weng Marc Lim.  Understanding the Influence of Online Flow Elements on Hedonic and Utilitarian Online Shopping Experiences: A Case of Online Group Buying , 2014, J. Inf. Syst..

[16]  Qing Chang,et al.  How Low Should You Go? Low Response Rates and the Validity of Inference in IS Questionnaire Research , 2006, J. Assoc. Inf. Syst..

[17]  W. Kim,et al.  The effects of perceived justice on recovery satisfaction, trust, word-of-mouth, and revisit intention in upscale hotels. , 2009 .

[18]  Wang,et al.  A Study on consumers＇ continuing to use online group-buying platforms： The impact of price performance expectations , 2010 .

[19]  Xueming Luo,et al.  Group-Buying Deal Popularity , 2014 .

[20]  Carol Stoak Saunders,et al.  Information Processing View of Organizations: An Exploratory Examination of Fit in the Context of Interorganizational Relationships , 2005, J. Manag. Inf. Syst..

[21]  Henry C. Lucas,et al.  The Value of IT-Enabled Retailer Learning: Personalized Product Recommendations and Customer Store Loyalty in Electronic Markets , 2011, MIS Q..

[22]  Jian Chen,et al.  Comparison of the group-buying auction and the fixed pricing mechanism , 2007, Decis. Support Syst..

[23]  Konstantinos Theodoridis,et al.  Satisfaction determinants in the Greek online shopping context , 2010, Inf. Technol. People.

[24]  Lance A. Bettencourt,et al.  A comparison of attitude, personality, and knowledge predictors of service-oriented organizational citizenship behaviors. , 2001, The Journal of applied psychology.

[25]  Detmar W. Straub,et al.  Structural Equation Modeling and Regression: Guidelines for Research Practice , 2000, Commun. Assoc. Inf. Syst..

[26]  Yi Liu,et al.  Buyers’ purchasing time and herd behavior on deal-of-the-day group-buying websites , 2012, Electron. Mark..

[27]  Scott B. MacKenzie,et al.  Common method biases in behavioral research: a critical review of the literature and recommended remedies. , 2003, The Journal of applied psychology.

[28]  Stephen Shaoyi Liao,et al.  Do starting and ending effects in fixed-price group-buying differ? , 2013, Electron. Commer. Res. Appl..

[29]  N. Beheshti,et al.  A pricing model for group-buying auction based on customers' waiting-time , 2014 .

[30]  J. Ziegert,et al.  Why Are Individuals Attracted to Organizations? , 2005 .

[31]  Tao Zhou.  An empirical examination of user adoption of location-based services , 2013, Electron. Commer. Res..

[32]  Krishnan S. Anand,et al.  Group Buying on the Web: A Comparison of Price-Discovery Mechanisms , 2003, Manag. Sci..

[33]  Kai H. Lim,et al.  Antecedents of consumers' intention to revisit an online group-buying website: A transaction cost perspective , 2015, Inf. Manag..

[34]  Yong Liu,et al.  Website attributes in urging online impulse purchase: An empirical investigation on consumer perceptions , 2013, Decis. Support Syst..

[35]  Barbara H Wixom,et al.  A Theoretical Integration of User Satisfaction and Technology Acceptance , 2005, Inf. Syst. Res..

[36]  Nina Reynolds,et al.  The impact of complexity and perceived difficulty on consumer revisit intentions , 2013 .

[37]  R. Kauffman,et al.  Bid Together, Buy Together: On the Efficacy of Group-Buying Models in Internet-Based Selling. , 2002 .

[38]  Rolph E. Anderson,et al.  Customer loyalty in e-commerce: an exploration of its antecedents and consequences , 2002 .

[39]  Qiang Ye,et al.  Does difference between direct and indirect visit matter? , 2012, ICEC '12.

[40]  O. Williamson.  Transaction cost economics: The comparative contracting perspective , 1987 .

[41]  Atreyi Kankanhalli,et al.  Contributing Knowledge to Electronic Knowledge Repositories: An Empirical Investigation , 2005, MIS Q..

[42]  Xinxin Li,et al.  Group Buying, Buyer Heterogeneity and Seller’s Bargaining Power , 2011, Decis. Sci..

[43]  Jinhong Xie,et al.  Group Buying: A New Mechanism for Selling Through Social Interactions , 2011, Manag. Sci..

[44]  A. Hausman,et al.  The effect of web interface features on consumer online purchase intentions , 2009 .

[45]  Brian Detlor,et al.  Pre-Purchase Online Information Seeking: Search versus Browse , 2003, J. Electron. Commer. Res..

[46]  Xin Zhao,et al.  Group Buying: A Strategic Form of Consumer Collective , 2013 .

[47]  Edward C. S. Ku.  Beyond Price, How Does Trust Encourage Online Group's Buying Intention? , 2012, Internet Res..

[48]  Javier Sánchez,et al.  Tourism image, evaluation variables and after purchase behaviour: inter-relationship , 2001 .

[49]  Michael A. Jones,et al.  Hedonic and utilitarian shopping value: Investigating differential effects on retail outcomes , 2006 .

[50]  Kai H. Lim,et al.  Are all signals equal? Investigating the differential effects of online signals on the sales performance of e-marketplace sellers , 2015, Inf. Technol. People.

[51]  Patrick Y. K. Chau,et al.  Informational and Normative Social Influence in Group-Buying: Evidence from Self-Reported and EEG Data , 2014, J. Manag. Inf. Syst..

[52]  J. Stanton.  AN EMPIRICAL ASSESSMENT OF DATA COLLECTION USING THE INTERNET , 1998 .

[53]  Qing Hu,et al.  Assimilation of Enterprise Systems: The Effect of Institutional Pressures and the Mediating Role of Top Management , 2007, MIS Q..

[54]  Joseph S. Valacich,et al.  What Signals Are You Sending? How Website Quality Influences Perceptions of Product Quality and Purchase Intentions , 2011, MIS Q..

[55]  Wen-Lung Shiau,et al.  Factors affecting online group buying intention and satisfaction: A social exchange theory perspective , 2012, Comput. Hum. Behav..

[56]  Michael H. Rothkopf,et al.  Combinatorial Auction Design , 2003, Manag. Sci..

[57]  Robert J. Kauffman,et al.  Consumer adoption of group-buying auctions: an experimental study , 2010, Inf. Technol. Manag..

[58]  Ebru Tümer Kabadayi,et al.  Revisit Intention of Consumer Electronics Retailers: Effects of Customers' Emotion, Technology Orientation and WOM Influence , 2012 .

[59]  Wesley Shu,et al.  Why Do People Make Online Group Purchases? Risk Avoidance, Sociability, Conformity, and Perceived Playfulness , 2011 .

[60]  Edward Shih-Tse Wang,et al.  Consumer Characteristics, Social Influence, and System Factors on Online Group-Buying Repurchasing Intention , 2014 .

[61]  Chechen Liao,et al.  Shopping motivations on Internet: A study based on utilitarian and hedonic value , 2007 .

[62]  Herbjørn Nysveen,et al.  Drivers of Intention to Revisit the Websites of Well-Known Companies: The Role of Corporate Brand Loyalty , 2001 .

[63]  Jie Zhu,et al.  Influencing factors of consumer intention towards web group buying , 2011, 2011 IEEE International Conference on Industrial Engineering and Engineering Management.

[64]  Naresh K. Malhotra,et al.  Common Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research , 2006, Manag. Sci..

[65]  Joydeep Srivastava.  The Role of Inferences in Sequential Bargaining with One-Sided Incomplete Information: Some Experimental Evidence. , 2001, Organizational behavior and human decision processes.

[66]  Kevin B. Wright,et al.  Researching Internet-Based Populations: Advantages and Disadvantages of Online Survey Research, Online Questionnaire Authoring Software Packages, and Web Survey Services , 2006, J. Comput. Mediat. Commun..

[67]  Eric T. G. Wang,et al.  Understanding customers' repeat purchase intentions in B2C e‐commerce: the roles of utilitarian value, hedonic value and perceived risk , 2014, Inf. Syst. J..

[68]  R. Oliver.  Whence Consumer Loyalty? , 1999 .