04. e-commerce consumer behaviorscontents.kocw.net/document/2011-2-wku-ecm-04.pdf · 04. (lecture)...
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04. (Contents) E-Commerce Consumer Behaviors
04. E-Commerce Consumer Behaviors
E-Commerce Consumer Behaviors
Contents
• Code: 166145-01 • Course: Electronic Commerce Marketing • Period: Autumn 2011 • Professor: Sangwon Lee, Ph.D.
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04. (Contents) E-Commerce Consumer Behaviors
Contents • 01. E-Commerce Waves • 02. E-Commerce Marketing • 03. E-Commerce Environments • 04. E-Commerce Consumer Behaviors • 05. E-Commerce Marketing Researches • 06. E-Commerce Marketing Goal • 07. Segmentation, Targeting, and Positioning • 08. E-Commerce Marketing Mix – Collaboration • 09. E-Commerce Marketing Mix – Contentware • 10. E-Commerce Marketing Mix – Commitment • 11. E-Commerce Marketing Mix – Communication • 12. E-Commerce Marketing Mix – Channel • 13. Website Establishment • 14. Integrated Marketing Strategy • 15. Internet Society and Law
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04. (Lecture) E-Commerce Consumer Behaviors
Lecture
• Code: 166145-01 • Course: Electronic Commerce Marketing • Period: Autumn 2011 • Professor: Sangwon Lee, Ph.D.
04. E-Commerce Consumer Behaviors
E-Commerce Consumer Behaviors
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04. (Lecture) E-Commerce Consumer Behaviors
01. E-Commerce Consumer Behaviors • Analysis of E-Commerce Consumer Behaviors
• Needed to establish e-commerce marketing strategy • Needed to understand features of consumers • Needed to understand needs of consumers • Needed to understand responses to marketing mix
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04. (Lecture) E-Commerce Consumer Behaviors
• Features of Commerce Consumer Environments • Needs of cognitive capability • Lack of experiential attribute information • Information provision by hypertext • Importance of online experience
cognitive capability
experiential attribute hypertext online experience
01. E-Commerce Consumer Behaviors
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04. (Lecture) E-Commerce Consumer Behaviors
• Cf. Categories of Products • Exploratory attribute • Experiential attribute • Confidential attribute
01. E-Commerce Consumer Behaviors
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04. (Lecture) E-Commerce Consumer Behaviors
• An Example of Exploratory/Experiential Attribute Information • website of www.womenplus.com
Integrated Internet Marketing, Doohee Lee, Pakyoungsa
01. E-Commerce Consumer Behaviors
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04. (Lecture) E-Commerce Consumer Behaviors
• Cf. Hypertext • Hyperlink • SGML: Standard Generalized Markup Language • HTML: Hyper Text Markup Language • XML: Extensible Markup Language • XRML: Extensible Rule Markup Language
SGML
HTML XML XRML
01. E-Commerce Consumer Behaviors
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04. (Lecture) E-Commerce Consumer Behaviors
• Cf. Markup Language • Tag
<HTML>
<HEAD>
<TITLE>Test01</TITLE>
</HEAD>
<BODY>
HTML의 기본 구조
</BODY>
</HTML>
01. E-Commerce Consumer Behaviors
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04. (Lecture) E-Commerce Consumer Behaviors
Exposure
Caution
Awareness
Response
02. Information Processing of EC Consumer • Information Processing of E-Commerce Consumer
• 1) Exposure • 2) Caution • 3) Awareness • 4) Response
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04. (Lecture) E-Commerce Consumer Behaviors
Exposure
Caution
Awareness
Response
• Information Processing of E-Commerce Consumer • 1) Exposure
• Intentional exposure • Contingent exposure • Optional exposure
02. Information Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
Exposure
Caution
Awareness
Response
• Information Processing of E-Commerce Consumer • 2) Caution
• Focusing on specific exposure
02. Information Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
Exposure
Caution
Awareness
Response
• Information Processing of E-Commerce Consumer • 3) Awareness
• Organizing external stimuli • Meaning to external stimuli
02. Information Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
Exposure
Caution
Awareness
Response
• Information Processing of E-Commerce Consumer • 4) Response
• Cognitive response • Emotional response
02. Information Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
03. Decision Processing of EC Consumer • Decision Processing of E-Commerce Consumer
• 1) Problem cognition • 2) Information exploration • 3) Alternative evaluation • 4) Alternative selection • 5) Behavior
Problem Cognition
Information Exploration
Alternative Evaluation
Alternative Selection
Behavior
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04. (Lecture) E-Commerce Consumer Behaviors
• Decision Processing of E-Commerce Consumer • 1) Problem cognition
Problem Cognition
Information Exploration
Alternative Evaluation
Alternative Selection
Behavior
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Decision Processing of E-Commerce Consumer • 2) Information exploration
• Internal information exploration • External information exploration
• Cf. Features of external info-exploration • Low cost • Many information resources • High condition-dependency
• Internal condition • External condition
Problem Cognition
Information Exploration
Alternative Evaluation
Alternative Selection
Behavior
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Decision Processing of E-Commerce Consumer • 3) Alternative evaluation
• Process for alternative selection Problem Cognition
Information Exploration
Alternative Evaluation
Alternative Selection
Behavior
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Decision Processing of E-Commerce Consumer • 4) Alternative selection
• Selecting a favorite contentware Problem Cognition
Information Exploration
Alternative Evaluation
Alternative Selection
Behavior
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Decision Processing of E-Commerce Consumer • 5) Behavior
• Satisfaction/dissatisfaction • Buzz marketing
Problem Cognition
Information Exploration
Alternative Evaluation
Alternative Selection
Behavior
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• An Example of Waiting Uncertainty
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• An Example of Satisfaction Model • WARS(Web Attention Revisit Satisfaction) by KNP
Integrated Internet Marketing, Doohee Lee, Pakyoungsa
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Purchasing Behavior of E-Commerce Consumer • Internet as a tool for purchasing
Internet Experience
Internet-using Time
Purchasing Intention
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Agent Role in Decision Making • Agent
• A computer program to automate mapping a consumer preference with a purchase
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Agent Role in Decision Making • Role of agent in EC consumer’s decision processing
• Educator for preference-formation • Employee for information retrieval • Advisor for products/services evaluation • Financer for purchasing
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• Agent Role in Decision Making • People who uses agent in decision processing
• Low knowledge on products/services • Young • Enthusiastic about internet
Trust is very important!
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
• An Example of Agent • www.enuri.com for electronic products
03. Decision Processing of EC Consumer
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04. (Lecture) E-Commerce Consumer Behaviors
05. Influence of EC Consumer Behavior • Influence Factors of EC Consumer Behavior
• Social/cultural factors • Culture, social classes, reference group, family, ...
• Personal factors • Gender, age, location, job, academic ability, income, motive, lifestyle, …