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

Pejvak Oghazi; Stefan Karlsson; Daniel Hellström; Klas Hjort

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

Pejvak Oghazi, Stefan Karlsson, Daniel Hellström, Klas Hjort

Packaging Logistics

Södertörn University

Research output: Contribution to conference › Paper, not in proceeding › peer-review

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.

Original language	English
Publication status	Published - 2018 Nov 9
Event	Nordic Retail and Wholesale Conference 2018 - Reykjavik, Reykjavik, Iceland Duration: 2018 Nov 8 → 2018 Nov 9

Conference

Conference	Nordic Retail and Wholesale Conference 2018
Abbreviated title	NRWC 208
Country/Territory	Iceland
City	Reykjavik
Period	2018/11/08 → 2018/11/09

Subject classification (UKÄ)

Economics and Business
Transport Systems and Logistics

Cite this

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title = "Exploring differences in how males and females leverage trust and reputation in driving online purchase intentions",

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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AU - Oghazi, Pejvak

AU - Karlsson, Stefan

AU - Hellström, Daniel

AU - Hjort, Klas

PY - 2018/11/9

Y1 - 2018/11/9

N2 - 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.

AB - 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.

UR - http://nrwa.se/

M3 - Paper, not in proceeding

T2 - Nordic Retail and Wholesale Conference 2018

Y2 - 8 November 2018 through 9 November 2018

ER -

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

Abstract

Conference

Subject classification (UKÄ)

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Cite this