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A theoretical application of exchange theory to online purchase decisions
conference contribution
posted on 2002-01-01, 00:00 authored by Michael CallaghanMichael Callaghan, Robin ShawRecent discussion within the marketing literature has accentuated the overlap and interrelationships between relationship marketing and e-commerce. However, as discussion is yet to focus on relationship marketing’s theoretical antecedent of exchange theory, this paper considers the evolution of e-commerce in terms of the exchange continuum. It is proposed that insight can be derived from the application of the concepts of extrinsic and intrinsic value (Houston and Gassenheimer, 1987) to online exchange. A theoretical model of extrinsic and intrinsic evaluation is developed, based on online consumers’ valuation of the object of exchange (i.e., the product). Possible empirical measures, to test the model, are suggested, derived from the relationship and services marketing literature.
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Title of proceedings
Proceedings of the Australian and New Zealand Marketing Academy Conference 2002Event
Australian and New Zealand Marketing Academy. Conference (2002 : Geelong, Victoria)Pagination
3241 - 3249Publisher
ANZMACLocation
Melbourne, AustraliaPlace of publication
Melbourne, Vic.Start date
2002-12-02End date
2002-12-04ISBN-13
9780730025627ISBN-10
0730025624Language
engNotes
Reproduced with the specific permission of the copyright owner.Publication classification
E1 Full written paper - refereedCopyright notice
2002, The AuthorsEditor/Contributor(s)
R Shaw, S Adam, H McDonaldUsage metrics
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