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The paper examines the moderating role of a purchasing function's absorptive capacity (AC) on the relationship between the use of electronic purchasing tools and category level purchasing performance. The authors argue that an e‐purchasing tool may not in itself positively influence performance unless combined with AC as a human interface to maximise its information and transactional improvement potential.

Survey data collected from 297 procurement executives of large companies in ten countries are analysed using confirmatory factor analysis (CFA) and hierarchical moderated regression.

The results demonstrate few significant direct effects of e‐purchasing tools on category performance. All performance measures studied are enhanced when dimensions of AC and their interactions with the e‐purchasing tools are added. Specifically, buyer competence, manager competence and communications climate have performance‐enhancing effects. In some cases, AC on its own appears to increase performance more than e‐tools.

This paper is the first to study the moderating effects of AC on the relationship between e‐purchasing tool usage and category performance. Its findings support the view that simply implementing technology does not lead to performance improvements, but that a human interface is required to maximise the information and transactional improvement potential of e‐purchasing tools.

The purpose of this paper is to model the development of e‐purchasing behavior by examining the simultaneous effects of information, web interactivity, satisfaction and positive attitude (PA) on purchase intentions (PIs).

Development and testing of four competing models from surveys of 402 consumers.

The results highlight the appropriateness of the multiple mediation model (MMM). The findings also indicate that both the dual mediating role of PA and the simple mediating role of positive emotional bond (PEB) in the model significantly improve the explanation of e‐purchasing model process. Particularly, path coefficients for two groups (male vs female) are significantly different. Female consumers have a tendency to accept valuable information and to participate in interactivity.

In this study, Armstrong et al.'s notion is adopted to show that the role of the scientist is changed from advocating a single hypothesis to evaluating a number of competing models. The current research attempts to empirically test competing mechanisms of the variables and their affects on PI.

The emergence of social media has brought the influencer marketing landscape to an unprecedented level, where many ordinary people are turning into social media influencers. The study aims to construct and validate a model to yield strategic insights on the relevance of content curation, influencer–fans interaction and parasocial relationships development in fostering favorable endorsement outcomes (i.e. purchase intention).

The present study analyzes data from a survey of 411 consumers using partial least squares-structural equation modelling (PLS-SEM) and fuzzy set qualitative comparative analysis (fsQCA) to understand the net and combined effects of content attributes, interaction strategies and parasocial relationships on purchase intention.

PLS-SEM results reveal that content attributes (i.e. prestige and expertise) and interaction strategies (i.e. interactivity and self-disclosure) positively influence parasocial relationships, and in turn, lead to high purchase intention. Findings from fsQCA indicate six solutions with different combinations of content attributes, interaction strategies and parasocial relationships that sufficiently explain high purchase intention.

The present study demonstrates the roles of content attributes and interaction strategies in engendering parasocial relationship and the endorsement outcome (i.e. purchase intention) from both linear and non-linear (complexity) perspectives.

The purpose of this paper is to develop a multiple‐indicator‐multiple‐cause (MIMIC) model that assesses the relative influence of various e‐shopping web site design attributes on e‐shopping web site usage intention.

Data from a survey of 261 students are used to test the research model. Factor analysis is performed to ascertain distinct constructs. LISREL analysis of the survey data is then used to test the proposed MIMIC model.

The results showed the effect of the dimensions of content quality (CQ), transaction quality (TQ), playfulness, and security on e‐shopping web site usage. Security is identified as the most important factor in e‐shopping web site success.

The theoretical contribution is the systematic evaluation of the relative influence of the four web site design factors on web site usage intention. The degree of influence of specific factors that can motivate continuous use is identified.

This paper provides a guide for designers to make their web site relevant for organizations who desire a quality presence on the web. Additionally, the relative influence of the factors can be used to evaluate the effectiveness of web sites providing guidance for modifications and improvements.

This paper suggests that e‐shopping web sites should not include extensive entertaining components at the expense of responsiveness and useful contents. The information provided has to be informative, accurate, current, and relevant. The functionality must facilitate the completion of e‐purchases and ensure security.

This paper examines the results of the first year of the new Russian state procurement law, 94-FZ, through the lens of the 88 regional government web portals created to implement it. Benchmarks are developed and applied to them, comparing results with two contemporaneous Russian studies. Almost all regions have provided core information provision functions, but other missing features and the lack of automation mean that more than half may have done little more than fulfill formal requirements. More website features do seem to correspond to more transparency, but the law and the web portals have done little so far to combat endemic, institutional corruption of the state procurement process.

The purpose of this paper is to present an integrated information systems–consumer behavior (IS-CB) model for e-shopping to examine the antecedents and consequences of e-shopping and usage behavior.

The study tests 320 usable responses collected from e-shoppers against the integrated model using structural equation modeling.

The main research results support the use of antecedents of e-shopping acceptance and usage by drawing from unified knowledge of IS and CB underpinnings. The findings show the significance of perceived value, social factors, perceived ease of use, perceived usefulness, entertainment gratification (EG), web irritation (WI), emotional state, and web atmospherics (WA) in the process of e-shopping.

The results suggest that e-retailers should establish positive perceived value in consumers’ minds and uphold trust to foster favorable attitudes and intentions toward e-shopping and actual e-shopping purchase. Proper and good construction of WA can lead to useful and easy-to-use e-shopping sites, EG, and minimization of WI. Capitalizing on online social influences also would be an advantage.

This paper bridges a gap in the studies of IS and CB, contributing to a more comprehensive understanding of the influence of IS and CB antecedents on acceptance and usage of e-shopping.

The authors empirically examine purchasing strategy typologies based on strategic intent (i.e. competitive priorities) and practices used to achieve these priorities. The authors further investigate the implementation conditions of such strategies based on perceived uncertainty and strategic purchasing.

The authors utilize case study data from 11 international service and manufacturing firms with global supply chains. Each company was profiled based on the level of perceived environmental uncertainty, the characteristics of strategic purchasing, the use of relevant purchasing practices and its ability to create value through purchasing.

The study findings show that four purchasing strategy types exist: Purchasing Rationalization, Supply Base Optimization, Purchasing as a Service and World-Class Supply Base Management. Lower levels of perceived environmental uncertainty favor the adoption of rationalization strategies (i.e. Purchasing Rationalization and Supply Base Optimization), while increased uncertainty leads companies to switch to relationship-focused strategies (i.e. Purchasing as a Service and World-Class Supply Base Management). Further, that specific components of strategic purchasing (i.e. strategic planning, maturity, status and report level) enable the successful implementation of different strategy types.

This research contributes to the existing literature by outlining the different types of purchasing strategies and the external and internal factors that need to be considered to achieve strategic alignment and value creation in purchasing, and by classifying purchasing strategy types at the functional level based on empirical evidence.

In the present study, the authors propose a segmentation schema based on patterns of e‐browsing and e‐purchasing. We examine self‐reports of browsing and purchasing using five specific non‐store channels: the Internet, television infomercials, advertising that accompanies regular television programming, television shopping channels, and print catalogs. Our findings indicate that shoppers who browse and/or purchase on the Internet differ in their use of multi‐channel options related to their perceptions of convenience. Some shoppers clearly want to purchase in the store setting and reject multiple forms of non‐store shopping. Others like to browse various non‐store media and have extended their browsing to the Internet, yet maintain their loyalty to in‐store purchases. Retailers who attempt to “convert” such shoppers to Internet‐only purchasing may alienate the shoppers who rely on the Internet solely for information.

The purpose of the paper is to analyse the evolution of e‐customer purchasing behaviour. Certain perceptions of electronic commerce (EC) may differ according to the purchasing experience of customers. Three groups of e‐customers are differentiated: potential, new and experienced.

First of all, the socio‐demographic characteristics of each group were analysed using the Chi‐squared test. Then, using ANOVA and post hoc analysis (Scheffe's test), the differences that exist in their perceptions were analysed.

Data analyses show that level of experience with Internet and the perceptions about EC differ according to the e‐customer. Some variables, like perceived usefulness or attitude, increase significantly as the number of interchanges grows, while others, such as perceived ease of use, tend to stabilise. It can be affirmed that there is an evolving cycle of purchasing that will continue to develop as the individual acquires experience.

This research enables the companies that want to compete in the e‐market to know the type of customer they are addressing. Moreover, the results obtained show what perceptions must be concentrated on if these companies want to capture new customers (potential e‐customers) or if they want to maintain existing customers (new and experienced). The evolution of this behaviour means that the strategies oriented to fomenting EC should stress one or another aspect depending on the target customer.

While most research indistinctly analyses the behaviour of any e‐customer, this study has considered it necessary to differentiate at least three types of e‐customers in function of their purchasing experience. Thus, this is one of the few studies that allows us to know the evolution of the perceptions related to e‐commerce.

The purpose of this paper is to understand what drives customers’ behavioral loyalty and explore the relationship between intentional and behavioral loyalty in the context of e-tailing.

Based on the theory of reasoned action and the recency-frequency-monetary value model, this study proposes a research model to explore the relationships among satisfaction, switching cost, intentional loyalty (i.e. word of mouth (WOM) and repurchase intention), and behavioral loyalty (i.e. purchase frequency and monetary value). Data collected from 266 respondents in the context of e-tailing are tested against the research model using a partial least squares (PLS) approach.

The results indicate that both satisfaction and switching cost are positively related to intentional loyalty (i.e. WOM and repurchase intention), and that the relationship of satisfaction with intentional loyalty outweighs that of switching cost. Additionally, while repurchase intention significantly associates with purchase frequency and monetary value, a relatively small portion of the variance in both purchase frequency and monetary value are explained. More importantly, WOM is unrelated to both purchase frequency and monetary value. The insignificance of WOM and the low predictability of repurchase intention indicate that the relationship between intentional and behavioral loyalty is weak in e-tailing context.

This study provided empirical evidence to support the weak relationship between intentional and behavioral customer loyalty in the context of e-tailing. The findings provide several important theoretical and practical implications for e-tailing customer relationship management.