Cultural Face of E-commerce: Armenian and Dutch Online Consumers

Tatevik Pirumyan, Peter Broeder

Research output: Contribution to journalArticleScientificpeer-review

Abstract

One of the restrictions of online shopping is that buyers cannot actually see, taste and try the product. This increases the importance of availability of product information in a web shop. This study investigated cultural differences and the effect of product information on online shopping. The assumption was that consumers of collectivistic (high-context) cultures prefer experiential and explicit information, whereas members of individualistic cultures (low-context) prefer factual and implicit information. Armenian and Dutch consumers were representatives of collectivistic and individualistic cultures respectively. In an online survey 444 respondents (out of which 234 were Armenians and 210 were Dutch) reported their attitude and purchase intention towards a camera in a web shop. The information provided for the camera was manipulated in six conditions (factual/experiential (information in general and reviews), implicit/explicit). The results indicated no significant differences in the effect of different types of product information on the online purchase intention between the two cultures. The implications for developing an effective (local/global) marketing strategy are discussed.
LanguageEnglish
Pages34-48
Number of pages15
JournalInternational Conference Marketing - from Information to Decision
Volume9
StatePublished - Oct 2016

Fingerprint

Electronic commerce
Product information
World Wide Web
Online shopping
Purchase intention
Marketing strategy
Cultural differences
Online survey
Global marketing
Buyers

Keywords

  • online shopping
  • individalism
  • collectivism
  • low context
  • high context
  • Marketing
  • online infomation
  • cultural adaptation
  • hofstede
  • hall

Cite this

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Cultural Face of E-commerce : Armenian and Dutch Online Consumers. / Pirumyan, Tatevik; Broeder, Peter.

In: International Conference Marketing - from Information to Decision, Vol. 9, 10.2016, p. 34-48.

Research output: Contribution to journalArticleScientificpeer-review

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