Converting Web Site Visitors into Buyers: How Web Site Investment Increases Consumer Trusting Beliefs and Online Purchase Intentions

Ann E. Schlosser; Tiffany Barnett White; Susan M. Lloyd

doi:10.1509/jmkg.70.2.133

Converting Web Site Visitors into Buyers: How Web Site Investment Increases Consumer Trusting Beliefs and Online Purchase Intentions

Ann E. Schlosser¹; Tiffany Barnett White²; Susan M. Lloyd³

¹ University of Washington Business School · ² Business Administration (Marketing Group), College of Business, University of Illinois · ³ Kogod School of Business, American University

Journal of Marketing 2006

The authors investigate the impact of Web site design investments on consumers’ trusting beliefs and online purchase intentions. Such investments signal the component of trusting beliefs that is most strongly related to online purchase intentions: ability. These effects were strongest when consumers’ goals were to search rather than to browse and when purchases involved risk.

DOI: 10.1509/jmkg.70.2.133
Volume: 70 (2)
Pages: 133-148
Language: en
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Sources: crossref