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Authors: DANIEL MICAN, DAN-ANDREI SITAR-TĂUT.
DOI: 10.2478/subboec-2020-0004
Published Online: 2020-04-30
Published Print: 2020-04-30
pp. 54-66
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Selecting online the most suitable product or service can be a draining process, and the broad diversity of products on retailers'''' websites is overwhelming. Following this, there has been a high interest in examining buyers’ motivations and recognizing the determinant factors that affect the decision-making process in the case of online shopping. Hence, in this article, we carried out an empirical study and we analyzed to what extent certain factors such as product features, confidence in the online shop, product reviews, product price, consumer evaluations, the trust of the sources, usability of the online shop, convictions and commitment to the brand, product notoriety, consumer loyalty programs, WOM, and eWOM influence the purchasing decision. The findings reveal that the most significant variables determining the acquisition decision are product features, confidence in the online shop, reviews of the product, product price, and evaluations of customers from trusted sources. The most relevant information resources are trustworthy websites that offer specialized product reviews and reliable websites that offer customer product reviews.
JEL Classification: L81, M31
Keywords: Purchase decision, Online shopping behavior, Consumer decision-making process, E-commerce
