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

Research output: Contribution to journalArticlepeer-review

Abstract

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.

Original languageEnglish (US)
Pages (from-to)133-148
Number of pages16
JournalJournal of Marketing
Volume70
Issue number2
DOIs
StatePublished - Apr 2006

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

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