Exploring the behaviour of Indian consumers towards online discounts

Abstract

Online shopping has grown significantly in recent years, but is yet to reach its full potential. Online shopping fears discourage consumers to shop online. Click only companies are providing heavy discounts to attract the consumers to shop online. Customers expect an integrated buying process including e-coupon, daily deals and loyalty programs. The purpose of the study is to analyse various factors, which influence the consumer while purchasing online discounted products. The study was conducted among 207 online shoppers who purchase discounted products in selected Tier 2 and Tier 3 cities of a large and prominent state of India. The data was analysed using Statistical Package for Social Sciences (SPSS 16.0). Using factor analysis (principal axis factoring with varimax rotation), factors were extracted. These factors can be essential in understanding the behaviour of online consumers towards online discounts and can significantly contribute in converting non-online buyer into online buyer.