Consumers Perception Towards Online Shopping In Singapore Marketing Essay

Consumers Perception Towards Online Shopping In Singapore Marketing EssayDuring the few past divisions, the meshing has modernisen to new take aims not tied(p) envisioned. The mesh changes the way pot live, work and procure. Demangeot Broderick (2007) state that earnings provides great adforefronttages for the consumers, such(prenominal) as soma of carrefours, services and charges from divergent suppliersUsing earnings facilities, commercial organisations dirty dog develop new markets and improve the fight of the company (Eastlick et al., 2006). However, the mesh may withal create threats to whatever organizations.The number of Internet users is change magnitude year by year. public figure 1 shows the growth of Internet users glob eachy.The fast growth of e- graze and the increasing number of e- sellers has created an highly competitive market place(George, 2004). Competing issues create a need for managers to regard situationors which influence race using In ternet as a new get media (Fraser et al., 2005). It is becomes subjective for the companies to transform returns and lucks of online shop in devote to punctuate the benefits and minimize risks. hear 1 Growth of Internet Users in the WorldSource http//www.interne throwawayinalrldstats.com/e trade.htm1.2. Background of the landSingapore is an industrial country, which has a highly developed market- based economy. Total Singapore population is 4,987,600 (Singstat, June 2009) from which 72.4 per penny has an access to Internet at crime syndicate (Singapore Internet Statistics, 2010). Figure 2 illustrates the Internet users growth in Singapore, which is 180.8per cent for the nine years period from 2000.Figure 2 Internet Usagehttp//www.internetworldstats.com/stats3.htmasiaBased on question, conducted by IPSOS in 2007 (Figure 3), more than 60% of online users in Singapore use online shopping, which gives high potential for online duty market.Figure 3 Online shopping statisticsS ource http//www.insightbureau.com/insight_reports/mc_insights/2008_Q3_OnlineShopAP.pdf1.3 Objectives, research questions and research hypothesesThis study is intended to understand the buy do and conduct of online consumers.The basic objectives of the study argonTo determine consumer de sloppedour in online purlieuTo call the main influencers in online buying processTo identify peoples attitude towards benefits and risks of online shoppingBased on objectives identified, the pursuit questions ar raisedWhat are the main factors that influence consumer purchasing stopping point online?Is there any battles amid online and offline consumer?What consumer particles are more likely to shop online?Is there any connection between identified factors and consumer segment groups?Based on objectives and questions above, conceptualizing framework for this research has been developed. The important variables are clearly showed by means of logical logical thinking in the framework. Bas ed on this framework, the null and alternative hypotheses are developed as the followingsThere is a discordence as well as no difference in friendship on benefits of Internet purchasing between online and offline consumersThere is a difference as well as no difference in perceived risks towards Internet purchasing between online and offline consumers1.4. ScopeWith the fast growth of Internet commerce it becomes rattling important for companies to study consumer behaviour (Jobber, 2001). If the influencing factors in the online buying and selling process dissolve be identified, than it can be meaningful for the online companies to give much emphasis on these factors. The majority of companies want to annex the overall volume of the business because this can lead to significant reductions in be and competitive advantages (Kotler, 2003). This research leave pay attention to consumer behaviour in the online environment, providing theoretical information about online purchasing behaviour of the consumers.Additionally, the present study is an attempt to get insight into peoples perceptions towards online shopping in Singapore. This study give ready on the perception of Internet users towards benefits and risks associated with online shopping and how company can avoid customers concerns about online shopping.Chapter Two literary harvest-timeions revue2.1 IntroductionCurrently, e-commerce is getting huge attention from a range of organisation and customers callable to the fact of fast Internet knowledge (Lee Lin, 2005). Online shopping, as a part of E-commerce, is becoming a tendency in Singapore (Rotem-Mindali et al., 2006). Online shopping has both advantages and disadvantages. Purchasing behaviour is determined by consumers view of benefits and risks of online shopping. This literature review intends to review of all the relevant factors. Firstly, the definition of e-commerce and its growth will be defined. Secondly, theories regarding consumer pe rception and behaviour will be reviewed. Finally, the main benefits and risks will be summarized.2.2. Definition of E-commerceThere are different definitions of what is e-commerce. E-commerce is a precise broad term used to describe process where electronic connections misrepresent resources exchange be accomplishable (Vrechopoulos et al., 2001). In context of the Internet, E-commerce is used as a general term. The definitions of e-commerce are focused on buying and selling using the Internet. tally to Mark van Ketel and Tim D. Nelson (2009) electronic commerce (e-commerce), a sub specify of e-business, includes selling goods and services, as well as purchasing and exchanging over the Internet. Torkzadeh and Dhillion (2002) describe e-commerce as a acquire and sale over the Internet. This includes the process of finding a product, rangeing and receiving as well as be and benefits of a product or service.Generally, E-commerce can be broken into two main categoriesBusiness to b usiness (B2B) is where business makes online transactions with other businesses (Turban et al., 2003)Business to consumer (B2C) is where online transactions are made between a business and an individual consumer (Wareham, 2000).2.2.1 The splendour of E-commerceAccording to Carla et al. (2006) Internet is a powerful instrument to buy, sell and distri plainlye goods and services worldwide in a fast growing supply chain. Internet provides potential market that has no or small restrictions, such as geography or time (Blackwell, 2000). E-commerce provides enormous opportunities for growth and development. Through the Internet people can communicate with separately other over vast distances. It allows commercially moving business and people to a market in which everything that is for sale is advertised and everything that is wanted for procure is requested somewhere (Kanttila, 2005).oer the years E-commerce changing the way business used to work. According to Wareham, E (2000) Expedi a sells more than $ 14 meg worth of hotels and airline reservations a day from its web-site Federal Express in Singapore began to save $10,000 a day by creating customer service department online (Kotler, 2003).The Internet provides businesses with the opportunity to sell their products to millions of people, 24 hours a day (Bellman, 2006). Buyers and sellers can thus contact each other with no or little cost.The development of e-commerce is often claimed to be reshaping almost all industries (Pawlyna, 1999). It influences the operation of organisations and peoples activities greatly and brings fundamental changes to the way that business is conducted. E-commerce can enhance organisations performance by tangible and significant operational efficiency (Mutz, 2005).2.2.2 The growth of E-commerce and online shoppingThe B2C and Internet usage rates are do stable progress and rising constantly. Electronic retailing, the B2C segment of e-commerce, is set to grow exponentially in the nex t few years (Siyal et al., 2006). Total online retail revenue is increasing year after year and expecting to increase in the nearest future (Shu et al., 2006). The increase of B2C e-commerce cannot help but to impact peoples attitude to buy goods. Currently, one in ten Singapore adults can be categorize as frequent online purchasers (Shun, 2006).Presently around 72.4 per cent of Singapore households are web-connected (Singapore Internet Statistics 2010), also this bunk is expected to grow over the next decades (Singstat, 2009)In the early dress of growth, e-retailing, the B2C segment of e-commerce is set to grow exponentially in the next few years (Tan, 2007). However, online shopping still remains as moreover a minority pursuit with purchases concentrated in a comparatively narrow range of categories such as clothing and software, music and travelling (Shun, 2006).2.3. Segmentation of Online consumersVrechopoulos et al. (2001) segmented e-shoppers based on demographic, behaviou ral and attitudinal characteristics. Figure 4 illustrates classification of different segments of online shopping. Br bear et al. (2003) classify e-shoppers according to purchasing motivations for shopping, which illustrated in Figure 5.Figure 4 Vrechopoulos, Siomkos and Doudikiss Segmentation of e-shoppersCharacteristicOn-off shoppersOnline shoppersInterested in online shoppingSocial and demographic variablesGender principally menMen and womenAge25-4418-44EducationUniversity and postgraduate studiesUniversity studiesLevel of incomeAbove averageAverage or aboveMaterial statusSingleMarriedJobScientists, professionals, working in the private orbitScientist, public and private sector employeesAttitudinalvariablesHome shopping motivationsTime saving, opening hoursTime saving, opening hours, exclusivityOnline shopping motivationsFast manner of speaking, low prices, range of products and opening timesHome sales talk, low prices, range of products and opening timesPreferred payment met hodCash on delivery, credit cardsCash on deliveryWillingness to pay more than through traditional channelsNoNoWillingness to pay delivery costsYesYesSource espouse by an author from Vrechopoulos, A., Siomkos, G. Doudikis, G. (2001)Figure 5 Segmentation of online consumers according to purchase motivations eccentric of shopper purchase motivationsPersonalised shopperPersonal relationship with the seller. Service adapts to shoppers needsRecreational shopperEnjoys the act of shopping economical shopperAchieve the nest quality-price relationship for the purchaseInvolved shopperEnjoys shopping and values individual(prenominal) relations contrivance shopperValues time and effort. Enjoy reduced pricesLocal shopperLoyal to a brand or shop in their local areaApathetic shopperRejects the act of shopping. Values the convenience of InternetSource adoptive by an author from Brown, M., Pope, N., Voges, K., (2003)2.4 Consumers behaviour theories2.4.1 Consumers perception and consumer behaviourP awlyna (1999) identified perception as an initiator of behaviour. Additionally, perception can be considered as a process of information extraction. plane in the selfsame(prenominal) reality, different people tend to perceive differently. Its vital to understand, that peoples perceptions are more important than the reality in marketing (Kotler, 2000). The factors, which influence consumers purchasing behaviour online can be identified by understanding customer behaviour.In most studies perception identified as input, while behaviour as output, and treated as two separate phenomena. Rotem-Mindali (2006) suggested that perception and behaviour are two sides of the same phenomenon and are closely related to each other. Current study considered perception and behaviour as one integral part in order to understand customer perception and formers which affect it.2.4.2 Consumer decision processThere are several(prenominal) simulates (see auxiliary 1), which describes customer purchasin g behaviour, though they all gain similar attributes that should be considered as fundamental portrays upon which the consumers behaviour is developed. Figure 6illustratesmain steps involved in consumer decision process.Figure 6 Consumer decision process modelSource Adopted by an author fromhttp//tutor2u.net/business/marketing/buying_decision_process.aspPredispositions (Before Purchase)This branch includes past experiences, customer own personality and self-concept, attitudes and opinions in general, as well as on specific products. reaping NeedBuyuko et al. (2004) give tongue to that buyer recognises a need which can be satisfied by a product or service, as a result of either cognitive activity or some environmental stimulus. It can be simplified that the need is often caused by internal or external stimuli.Information faceThe search may arise on an internal and external basis (Goh, 1999). According to Donald (1974) this stage includes all searches of the internal and external environments for the alternative solutions as well as for information which can help in evaluating of those alternatives. The search for the information usually includes previous experiences and should be relevant to the present purchase situation.Evaluation of AlternativesThis stage involves comparison of alternatives from physical and cognitive activities. Consumers compare various brands by taking in consideration several attributes (Kotler, 2000). Attributes used for the evaluation of alternatives by consumers are also known as choice criteria. Figure 7shows a summary of these choice criteria. Additionally, differentiation and number of alternatives, time pressure as well as level of involvement will reflect the extent of line solving. As shown in Figure 8the extent to which customer involved in decision making process influence each stage of customer decision making process.Figure7Choice criteria used for the evaluation of alternatives by consumersSource Adopted by an author from Bellman, S., Johnson, E. J., Lohse, G. L., Mandel, N. (2006).Figure 8 Purchase Involvement and Stages of consumer decision making processSource http//www.slideshare.net/roymogg/marketing-focus-on-the-customer-presentationPurchase ActivityThis stage consist of customer involvement in making an actual financial decision as well as school physical activities involved in decision making process about making purchase or not. Also this stage includes the actual transaction. However, customer decision can be postponed, modified, or avoided due(p) to influence of perceived risk involved in purchase decision (Kotler,2000). Therefore, it is essential for marketers to recognize and understand factors that might provoke perceived risk and find out solutions to minimize that (Bellman et al., 2006).Post Purchase behaviourAccording to Kotler (2000) the current stage primarily concerned with product or service purchased by the customer. This level requires customers experience of satisfac tion or dissatisfaction about purchased product or service, which further will influence ulterior behaviour of consumer. According to Fox all et al (1998) satisfaction or dissatisfaction created by product or service will make major impact on future purchase decisions.Predispositions (after Purchase and Use)After the process of purchasing the buyer (or non- buyer) should be left with cognitive content (Gunasekaran et al., 2004), which can be differ from that which present at the early stages. Consumers attitude, information and experience may be changed due to factors of time and events (Hawkins, 1989). both of the above can influence the future purchase decision of the same type.2.4.3. Consumer behaviour in Online environmentWhen consumers shop online, they perform a similar sequence of tasks to offline shoppers (Mowen et al., 2003). Besides, online environment provides more information regarding each alternatives, also online environment is more flexible and time saving. Intern et has significant impact on each stage of traditional decision making process. Final customer decision depends on several factors, which are illustrated in Figure 9.Figure 9 Main factors that influence customer purchasing decisionSource Adopted by an author from Buyuko Zumi Kan, Gulcin (2004)Figure 9 presented factors, which lead to the decision process, which is described below.Problem recognition sprightliness the need or recognize the problem is the starting point. The Internet can generate the need or problem by itself and also can encourage customers to start the information search process (Breitenbach and van Doren, 1998).Information SearchInternet is one of the powerful sources of information, it has great advantages to store and process the information (Buyuko Zumi, 2004), and due to the above Internet has a deep impact on the Information Search stage. According to Wareham (2000) Internet provides wide access to information base for the consumers. analyze to the traditio nal environment weave is little dear(p) and require less time for information search (Turbanet al., 2002). One of the important differences between online and offline environment is the costs for the characteristics and attributes for which information can be obtained, are usually lower in online atmosphere (Kanttila, 2005).Still, the Internet has farther less impact for the products that are perceived as low risk and that are bought frequently (Mutz, 2005). Additionally, the Internet is much less effective for value expressive products than for functional products, which attributes can be easily compared online (Rayport et al., 2003).Product EvaluationThis stage requires customers to make final value judgment through evaluating different information. The main benefit of online shops is their ability to store large amount of content at a relatively low cost (Rotem-Mindali et al., 2006). Thus, this can be turned to advantage when customers evaluating the product. On another hand, Internet provides lack of tangibility, which leads to difficulties in evaluating products.Purchase ActivityCurrent stage involves issues regarding transactions, which include the following stepsAgree contractually on purchasePay for the purchaseWait for the deliveryReceive physical deliveryThis stage can be influenced by different consumer-related factors, such as price, trustworthiness, availability or diversity of choices. According to Jobber (2001) this stage is also influenced by customer involvement, which is shown in Figure 6. Thus, customer will carry out very extensive evaluation when the purchase is very involving. On the contrary, purchases with low involvement will lead to naive evaluation and quick decision making (Schiffman, 2004).Post Purchase ActivitiesThis stage is concerned with the satisfaction or dissatisfaction after purchase is made (Solomon et al., 2002). Internet provides good potential for customer satisfaction, as well as help to retain them. Web site can provide free customer support services, which will encourage repeat visits. Additionally, value-added services or feed prickle can be provided to the customers in order to retain existent customers and attract new (Siyal et al., 2006).2.5. Benefits of the online shoppingAs discussed previously, there are a lot of factors that affect consumers purchasing process. Those factors reflect both, advantages as well as disadvantages of Internet as a shopping medium. The advantages or benefits of online shopping considered by customers described as the followings.2.5.1 ConvenienceThe customers expect online shopping to be easier and more convenient than as compare to traditional (Shun, 2006). Convenience is appearing very obvious at the stage of information search. According to Kotler (2003) The Internet is an almost perfect market due to the fact that information provided immediately and buyers can make a comparison of offers globally. As a result, consumers require minimal effort and time in order to compare and contrast competitive products.2.5.2. Time savingAccording to Rayport et al. (2003) those who buy clothing on Web most often appreciate time saving. The process of locating merchants, finding items and procure offerings is easier in online environment (Maruca, 1999), which means online shopping can economize on time. Consumers do not require leaving their houses and exhausted time for travelling in order to make merchandise. Additionally, online environment allows browsing for needed items by size, social class or price. Browsing and time benefits of online shopping represent the positive perception of e-satisfaction (Lichtenthal, 2004).2.5.3. Product related benefitsComparing with a conventional retailer, e-retailer is able to offer a more wider range of products, because e-retailer do not have physical restrictions in terms of the amount and cost of floor space which is needed to display goods (Kanttila, 2005). Furthermore, it is less costly and easier for e-retailer to form alliances with other supplier, which brings more extensive inventories.2.5.4. freeze off priceInternet enhances customer knowledge about pricing. In online environment customers are able to visit sites of competitors and compare the prices moreover intermediaries provide price comparisons, which make process of evaluation more convenient and time saving (Gunasekaran et al., 2004). This transparency of price increases the ambition between e-retailers and drives the price down. Furthermore the cost for performing online business is lower than for offline (e.g. minimal staffing cost, no retail space costs), this also lead to lower prices (Brown et al., 2003). However, some researches show those consumers are ready to pay for the online products same as for offline in exchange for the convenience (Rayport et al., 2003).2.6. perceive risks of online shoppingPerceived risk can be defined as the uncertainty which arise when customer cannot predict the consequences of purchase decision (Farley et al., 1973). The level of risk can vary depending on individuals, personality, situation and product. However, perceived risk can be reduced to some acceptable level in any purchase situation.2.6.1. Risk of privacyPrivacy may mean diverse things to different people. Generally privacy refers to a moral right of individuals to avoid interruption interruptions into their personal life and affairs by terce parties (Rotem-Mindali et al., 2006). Privacy is the main factor which stops many consumers from online shopping. roughly of the time individuals get afraid that their private information can be sold, used, shared or observed in an incorrect manner. According to Kanttila (2005)fears and concerns of online purchasing reduce online purchasing decisions.2.6.2. Security riskSecurity risks are often related to privacy issues. Security, especially online payment security is one of the main concerns for the consumers in e-shopping (Shun, 2006). Even the Intern et and advanced technology improving fast, there are still high proportion of online users who are very cautious about making online purchase due to the concerns over credit and debit card security. Majority of customers have concerns whether the company is legal and private information will be not distributed to third parties, due to high percentage of hackers operating online (Siyal et al., 2006).2.6.3. Lack of inspection before purchaseAbsence of direct sensory cues is another perceived risk, which is often mentioned both by marketers and customers. According to Schiffman Kanuk (2004 the fact that consumers are inefficient to touch products offered online is considered as significant drawback. This fact leads to more uncertainties regarding online shopping, because consumers have doubts about quality of the purchased product. This is also the reason why a lot of products which require high involvement are seldom purchased online (Rayport et al., 2003).2.6.4. Risk of deliveryAno ther drawback of online purchase is time between the purchase was made and time it received. When purchasing online, consumers cannot obtain the purchased product directly after transaction (Mutz, 2005). After the transaction was made the product will reach customer via home/office delivery sometime later. Therefore the reliability of delivery is another concerning issue.Additional problem which involved in delivery process is speed. One more issue to consider about home delivery is the presence of customer at home (Lichtenthal, 2004). Sometimes time of the delivery can be uncertain, and such situation can also lead to uncertainty.2.6.5. Risk of returningProduct returns are essential for the customers convenience and satisfaction. Majority of researches shows that the rate of online returns are low, however it is only due to the fact that customers find the process of returning is too complex (Constantinides, 2004). Such disgruntled customers are unlikely to continue online shopping in future (Case, 2002). Another issue in returning goods is that money usually are paid through credit or debit card, and here arise another problem of returning money back on the customer account, which depend not on e-company, but on the bank through which purchase was done.2.7. SummaryIt is unarguable that the Internet has become an important part of peoples lives, enabling the fast growth of e-commerce. Currently, e-commerce is making improvements in customers satisfaction and tries to involve more people in online business environment (Chen Dubinsky, 2003).Consumer perception is the causation of customer performance, at the same time customer actions are the output of consumer perception (Citrin et al., 2000). It is useful to understand factors which influence buyers perception and purchasing behaviour. The adaptation of Internet creates a great impact on purchasing behaviour by providing more information, facilitating evaluation and decision making, and after-sales feedback .Additionally, online shopping includes different benefits and risks related to factors influencing consumer purchasing behaviour. 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