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Exploring differences in how males and females leverage trust and reputation in driving online purchase intentions

Oghazi, Pejvak ; Karlsson, Stefan LU ; Hellström, Daniel LU and Hjort, Klas LU (2018) Nordic Retail and Wholesale Conference 2018
Abstract
How customers develop purchase intentions in online shopping has been a perennial area of interest. In this research note, we ask whether males and females leverage trust in and perceive reputation of online retailers differently in reporting purchase intentions. Drawing on the broader literature on differences in males and females in online shopping behaviors, we propose that females rely on reputation in developing purchase intentions whereas males rely on perceived trust in developing purchase intentions. In a sample of 727 respondents in Sweden, we find support for the proposed association. Implications for online retailers are discussed.
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author
; ; and
organization
publishing date
type
Contribution to conference
publication status
published
subject
conference name
Nordic Retail and Wholesale Conference 2018
conference location
Reykjavik, Iceland
conference dates
2018-11-08 - 2018-11-09
language
English
LU publication?
yes
id
a4e6f63d-9a67-4923-a28f-f96a46136c67
date added to LUP
2020-06-09 17:15:46
date last changed
2020-06-12 12:06:31
@misc{a4e6f63d-9a67-4923-a28f-f96a46136c67,
  abstract     = {{How customers develop purchase intentions in online shopping has been a perennial area of interest. In this research note, we ask whether males and females leverage trust in and perceive reputation of online retailers differently in reporting purchase intentions. Drawing on the broader literature on differences in males and females in online shopping behaviors, we propose that females rely on reputation in developing purchase intentions whereas males rely on perceived trust in developing purchase intentions. In a sample of 727 respondents in Sweden, we find support for the proposed association. Implications for online retailers are discussed.}},
  author       = {{Oghazi, Pejvak and Karlsson, Stefan and Hellström, Daniel and Hjort, Klas}},
  language     = {{eng}},
  month        = {{11}},
  title        = {{Exploring differences in how males and females leverage trust and reputation in driving online purchase intentions}},
  url          = {{https://lup.lub.lu.se/search/files/80509253/Full_Paper_NRWC_2018_From_Mars_to_Venus.pdf}},
  year         = {{2018}},
}