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The purpose of this paper is to investigate consumers’ variety perception for online grocery assortments and, more generally, to better understand consumers’ attitude toward digital assortments. In particular, this research examines the influence of the organization of products that results from assortment structure and display.

Starting from the observation that previous work on traditional assortments is not sufficient to understand consumers’ perceptions and attitudes, the paper adopts a hypothetico-deductive approach and develops four hypotheses. These hypotheses are tested using an experimental approach.

This research enables us to see that both attitude and variety perception are affected by the way products are organized on a website. Furthermore, contrary to what the literature on traditional assortments allows one to assume, the assortment corresponding to a more positive attitude is not perceived as being the more varied. As a result, our findings reconsider the link between variety perception and consumer assortment evaluation for digital assortments.

The work is based on data collected for only one product category. It would be interesting to explore other categories also, to determine if the structure of the assortment and variety perception have stable effects.

The results inform retailers that they must carefully design the display of their digital assortments. If a retailer wants to enhance variety perception, the authors recommend using an assortment organized by brand, or presenting all the products together. If, instead, the goal is to encourage a positive attitude, the retailer should opt for assortments sorted by attribute or that present all products together.

This research adopts a new orientation on assortment perception and evaluation, considering the specificities involved in digitizing assortments. In addition, this research studies a real product category and puts respondents in experimental conditions close to reality.

The key to success in the internet business lies in how you carry out the integration between virtual and physical channels. The purpose of this paper is to aim at defining the solution to the integration.

Channel coordination is grounded on a new governance of integration strategy which bridges the channels. This study proposes a novel research model with three stages: first, click-and-brick strategies; second, channel coordination for three purchase stages; and third, synergy realizations. A survey was conducted for collecting empirical data. PLS was used for path analysis. In total, three separate statistical analyses were performed for three defined integration strategies.

Click-and-brick strategies have different degrees of impact on channel coordination in different purchase stages and in turn, different degrees of impact on synergy benefits. Specifically, the in-house division strategy is more important in determining channel coordination in the three purchase stages.

Customers initially perceive online services with a nature of low trust and view them as highly risky. This integration is useful for a firm to successfully start a new online business. Further, it provides insight into allocating a firm’s resources to critical multi-channel activities to realize synergy benefits.

Multi-channel marketing is dynamic and complex in nature. Existing theories provide limited insight into effectively defining them. This study attempted to define a strategy-based implementation model. This model demonstrated the capability to effectively reduce the complexity of defining channel integration.

The purpose of this paper is to understand the dimensions of the e-fulfillment process and its influence on customers in pure e-tailing; to classify the pertinent literature that has evolved over time addressing relevant managerial issues; and to identify the gaps between the practices prevalent in the e-fulfillment and those suggested by academicians to develop insights for future research.

A critical systemic literature review approach was used for the study with quantitative and qualitative analysis.

The authors identified seven dimensions of e-fulfillment in the literature on pure e-tailing: e-business quality, product quality, pricing, availability, timeliness, condition and ease of return and explored its linkages with shopping satisfaction and repurchase intention of customers in e-tailing.

The study was skewed toward an empirical approach. The study does not include many of the analytical models in this space.

This study helps e-tailers, academicians and practitioners understand critical dimensions of e-fulfillment and its influence on customers in the pure e-tailing setting in order to design customer-centric e-fulfillment architecture.

The study identified seven dimensions of e-fulfillment in the literature and explored its influence on shopping satisfaction and repurchase intention of customers in pure e-tailing. This is the first compilation of standalone/isolated studies available in the literature to provide e-tailers and academicians meaningful insights into e-fulfillment in the pure e-tailing setting.

The growth of Internet usage, spurred by rapidly advancing network technologies, has been bringing about broad changes in customer behaviors related to the Internet, attitudes toward the traditional mass media, and satisfaction. This study attempts to investigate what types of changes have been made in Korea due to the transition of the networking environment. According to the findings, Internet users with a high‐speed Internet service system tend to enjoy various kinds of services, including e‐mail, and depend less on the traditional media, such as TV and radio, for information and entertainment. They also have an increased level of satisfaction in the dimension of convenience.

The online purchasing behaviour of consumers has recently become a topic of increased interest and attention for marketers, policymakers, and researchers. However, due to its complex nature, this phenomenon is still in its infancy in many developing countries and needs to be paid more attention. Using the technology acceptance model (TAM), the purpose of this paper is to examine the role of utilitarian and hedonic shopping motivations, as well as the trust and privacy concerns of consumers in their online purchasing intentions, in a developing South Asian country: Pakistan.

Data were collected from 859 respondents through a self-administrated questionnaire using the non-probability convenience sampling technique and were analysed using the structural equation modelling.

The results of this study demonstrate that, more than hedonic values, trust, and privacy concerns, utilitarian values positively influence consumers’ attitudes to online purchasing. Consequently, consumers’ attitudes positively influence their online purchasing intentions. The findings indicate that Pakistani consumers buy online for goal-oriented reasons. Not surprisingly, they feel unsafe buying online due to concerns over trust and data privacy.

The findings of this study have various practical and managerial implications for electronic businesses in developing countries. This study serves as a guide for the development of effective online marketing and selling strategies.

This paper contributes to the existing literature on business to consumer e-commerce by identifying and empirically validating motivational factors and factors of concern using the TAM model. The extended TAM model, which integrates shopping motivations, trust, and privacy factors, can provide a solid theoretical foundation for consumers’ online purchasing behaviour in a developing country.

The purpose of this 16-year review is to summarize interactive marketing literature in the context of personal selling and sales management. This paper serves as precursor to the Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management to be published by the Journal of Research in Interactive Marketing. Key research needs are identified.

A content analysis was performed on 106 articles categorized over 1998-2013. Ebsco Host was used as the database search engine, running impendent searches using personal selling, professional selling and sales management as identifiers across a variety of interactive marketing topics identified by Journal of Research in Interactive Marketing (JRIM)’s Editorial Board.

The examination of the convergence of interactive marketing in a personal selling/sales management context revealed 106 articles, with approximately 60 per cent being published in the past eight years. Although the interactive marking field is growing, there is clearly a significant opportunity for scholarly work across wide-ranging personal selling and sales management topics, and specifically in the areas of performance indices, evolving technologies, social media and tactical sales and management issues.

The paper reviews personal selling and sales management articles that have been published in the time period of 1998-2013 across marketing, business and non-business journals. While the Journal of Personal Selling and Sales Management has been the dominant outlet, other marketing and non-marketing journals are increasing their exposure in these areas.

The study provides both academics and practitioners with an updated review of the interactive marketing literature along with a sense of how personal selling and sales management research is evolving. This review offers value as a standalone article and as input for scholars submitting manuscripts to JRIM’s Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management.

Examines the Web sites of online fashion retailers. It evaluates the role of the Internet as a distribution channel and in particular discusses issues of Web page design. Retailer and consumer views within the fashion sector are explored in a three‐stage qualitative research process. This research highlights the differences in retail and consumer perception of fashion Web sites. While retailers are satisfied by their online offer they lack an understanding of consumer needs. Consumers are disappointed in the lack of service and product provision provided by fashion Web sites. Areas of concern include overall Web page design, level of interactivity, absence of information about fashion trends and inconsistency across Web sites.

Firms' motives in adopting ISO 9000 have been considered as one of the primary factors in determining benefits of the implementation of the standard. Literature commonly categorized motives for adopting ISO 9000 into two types, internal and external. The purpose of this paper is to examine three major strategic roles which these two types of motives play in affecting the result of the ISO 9000 adoption, namely goal, driver, and context. As a goal, motives reflect the firms' strategic outcomes in adopting ISO 9000. As a driver, motives determine the way firms implement the standard, and as a context, motives moderate the effect of implementation on firms' performance as the outcomes of ISO 9000 adoption.

Data were collected from 328 middle and senior managers of ISO 9001 certified firms in Australia who were responsible for managing quality system in their organizations.

Consistent with predictions, internal motives had a positive relationship with operational performance and implementation. Furthermore, from a strategic fit perspective, internal motives strengthened the relationship between implementation and performance. In contrast, external motives had no statistically significant relationship with performance and weakened the relationship between implementation and performance.

The results provide key insights for managers to appropriately evaluate their ISO 9000 certification motives and to give attention to the implementation of ISO 9000 standards. Firms can thus gain a better understanding of how performance is shaped from both the motives for and the implementation process of ISO 9000.

This paper is the first which articulates the multiple roles of firms' motives for adopting the ISO 9000 standard and examines their effects on firms' performance.

Online retailing has attracted a lot of attention in recent years due to its great potential and significant implications for buyers and sellers. This study adopts the stimulus-organism-response (S-O-R) framework to illustrate how store layout design and atmosphere influence consumers' shopping intention on the website.

The sample for this study comprised 626 respondents from the internet users. A structural equation model was employed to identify the interrelationships of store layout design, atmosphere, emotional arousal, attitude toward the website, and purchase intention.

The analytical results of this study indicate that store layout design has significant impacts on emotional arousal and attitude toward the website, and thus has a positive influence on purchase intention. In addition, atmosphere has a more influential effect on emotional arousal than store layout design.

This study provides new insights into the influences of store layout design and atmosphere on consumer online shopping intentions.

The 20‐year review of marketing and selected business journals examines the internet marketing literature to determine how the literature has evolved in terms of quantity, content, and publication outlets. This article aims to provide a comprehensive review of the internet marketing literature. It offers a big picture view of the current state of the internet marketing literature and gives readers a sense of the quantity of internet marketing articles published, the scope of this research, and how this research has evolved in terms of content.

Consistent with Schibrowsky et al., a content analysis was performed on 1,957 internet‐related marketing articles identified by searching the business source premier database. The paper reviews the internet marketing literature that has been published in the time period 2005‐2012 in marketing journals.

The study revealed that 68.5 percent of the internet marketing research had been published in the last eight years. The findings suggest the number of internet marketing articles finding their way into the top marketing journals has increased, and that there is a wider array of journals publishing internet marketing articles. Areas of research that maintained high interest included consumer behavior, internet strategy, and internet communications; new areas included social media and networks. Three major research areas are likely to grow in the next few years: mobile internet, social media and networks, as well as internet analytics.

The paper reviews the internet marketing literature that has been published in the time period 2005‐2012 in marketing journals.

The study provides both academics and practitioners with an updated review of the internet marketing literature along with a sense of how internet marketing research is evolving. This review provides marketing academics and practitioners a macro overview of the topics and placement of articles that compose the internet marketing literature. It is an extension of Schibrowsky et al.