E-BUYER BEHAVIOUR

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Presented By:

Amit RamawatMBA/8001/12

Electronic buyer behavior

• Electronic buyer behavior(Also called Online shopping behavior and Internet shopping/buying behavior) refers to the process of purchasing products or services via the Internet.

• Online shopping became popular in the mid-1990s with the popularization of the World Wide Web(WWW).

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Growth of Online Shopping

• In 2010, nearly 70% of consumers have purchased at least one defined category via online.

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Percentage of people who have shopped online all over the world

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Segments influencing e-buyer behaviour

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E-buyer Advantages

1. Convenience

2. Information and reviews

3. Price selection

E-buyer Disadvantages

1. Fraud and Security

2. Lack of full cost disclosure

3. Privacy

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S.W.O.T. Analysis

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Strengths- Online auction leader- Developed CRM- Diversified market by branching and localizing- B2B & B2C- Acquisition of PayPal

Weaknesses- Shipping- Fake or illegal auctions- Inability to control the contents of the auction- Online service only

Opportunities- International expansion- New markets- Skype technology- Localized websites

Threats

- Local competitors

- Scammers and phishers

- Google Checkout

- Online security

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Factors Influencing Consumer Behaviour while shopping online

CULTURAL SOCIAL PERSONAL PSYCHOLOGICAL

Traditional Outlet Shoppings

Invitation based private shopping( shopping with friends)

Products based on gender/age/…(kids,men,home… categories)

Impulse buying(Time pressure and price advantage encourage to buy)+Brands

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Trends of E-buyer behaviours

New Payment Methods

Mobile Shopping

Location Based Services

Social Media

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Bricks and Mortar

• Bricks and mortar: “Traditional” organizations that have physical operations and locations and don’t provide their services exclusively through the Internet.

• Example: General Electric

Pros

• There is a sense of trust and reliability that comes with having your own brick and mortar store. Many customers still feel safer buying from a store. There are shady websites everywhere, so having your own physical store adds a touch of professionalism.

• Walk-ins are another benefit that comes with having your own store. This is the old-fashioned way of buying products. In high traffic locations, you can have plenty of walk-ins in a day.

• Many customers still want to see, feel, and touch the product physically before purchasing anything.

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Cons

• Business is only open during business hours. You can’t do business when you’re closed, obviously–since no one can accommodate your customers during that time.

• Huge startup capital and overhead costs come with having your own brick and mortar store.

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Difference between brick and mortar and online

• An online outlet store is just like a normal outlet store, except that it is selling its heavily discounted products over the internet.

• “Brick-and-Mortar” outlet store just means a real outlet store that is built out of bricks and mortar and really exists somewhere.

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