Impact of perceived value on the online purchase intention of base of the pyramid consumers |
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| Authors: | Abhinav Srivastava Srabanti Mukherjee Biplab Datta Amit Shankar |
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| Institution: | 1. Institute of Rural Management Anand (IRMA), Anand, Gujarat, India;2. Vinod Gupta School of Management, Indian Institute of Technology Kharagpur, Kharagpur, India;3. Indian Institute of Management Visakhapatnam, Visakhapatnam, India |
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| Abstract: | Despite the voluminous purchasing power of the consumers at the base of the pyramid (BOP), substantial research has not been carried out on their online buying behaviour. This study investigates the factors that trigger the online shopping intention of BOP consumers. We conducted semi-structured in-depth interviews with 52 BOP respondents from India. Our thematic analysis indicates four perceived benefits and five sacrifices influencing BOP consumers' perceived value for online purchases, subsequently determining their adoption behaviour. As a novel contribution to the literature, this study unfolds several unknown factors that motivate/demotivate BOP consumers to buy online using the Value-based Adoption Model (VAM). The findings of this study will help e-commerce marketers enhance BOP consumers' usage intention toward online purchases. |
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| Keywords: | BOP online shopping perceived benefits perceived sacrifices perceived value value-based adoption model |
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