Beyond Price – An Exploration into the Factors That Drive Young Adults to Purchase Online

Abstract

Bargain buys are often touted as the primary reason for shopping online, particularly in a country such has South African where disposable income is lower than that seen in developed countries. This study, however, digs deeper in order to explore the underlying factors that draw customers to acquire items online. The research also determines what items are frequently purchased and what marketers can do in order to optimize the experience for such shoppers. The research finds that tickets (airline, movie, etc) are the most popular items, followed by books, CDs and then electronic content and gadgets. The study also finds that experience of shopping online and familiarity with local e-tailers assist in lowering perceived risk. Other aspects such as increased convenience factors, web site quality and personal innovativeness also play a role in encouraging consumers to shop online. A gender divide was found to exist whereby male shoppers were more prone to transacting online than female shoppers. The mode of connection, on the other hand, was not found to be a significant influence. Finally, the study makes recommendations with respect to practical means through which marketers can further stimulate online sales in South Africa. ABSTRACT FROM AUTHOR