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. Schlosser, Tiffany Barnett White, Susan M. Lloyd

Research output: Contribution to journal › Article › peer-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 language	English (US)
Pages (from-to)	133-148
Number of pages	16
Journal	Journal of Marketing
Volume	70
Issue number	2
DOIs	https://doi.org/10.1509/jmkg.70.2.133
State	Published - Apr 2006

ASJC Scopus subject areas

Business and International Management
Marketing

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10.1509/jmkg.70.2.133

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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.",

author = "Schlosser, {Ann E.} and White, {Tiffany Barnett} and Lloyd, {Susan M.}",

year = "2006",

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Converting web site visitors into buyers: How web site investment increases consumer trusting beliefs and online purchase intentions

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