Senin, 26 November 2012

Jurnal Perilaku Konsumen dalam B. INDONESIA


KAJIAN FAKTOR-FAKTOR YANG MEMPENGARUHI PERILAKU KONSUMEN
DALAM MEMBELI /MENGKONSUMSI BUAH LOKAL1)
Sudiyarto2)
dan
Nuhfil Hanani

I. Pendahuluan

Pemasar harus berusaha untuk memahami konsumen, mengetahui apa yang dibutuhkannya, apa seleranya dan bagaimana ia mengambil keputusan.Sehingga pemasar dapat memproduksi barang dan jasa yang sesuai dengan kebutuhan konsumen. Pemahaman yang mendalam mengenai konsumen akanmemungkinkan pemasar dapat mempengaruhi keputusan konsumen, sehingga mau membeli apa yang ditawarkan oleh pemasar. Persaingan yang ketat antar merek dan produk menjadikan konsumen memiliki posisi yang semakin kuat dalam posisi tawar-menawar (Sumarwan, 2003).

Pendekatan komoditas yang berfokus pada self sufficiency harus mulai digeser menjadi pendekatan agribisnis yang sarat dengan penciptaan nilai tambah dan berorientasi pada keuntungan. Pendekatan kecukupan pangan yang berorientasi pada produksi pangan hendaknya mulai digeser pada ketahanan pangan yang berorientasi pada ketersediaan dan daya beli masyarakat. Dengan demikian, pendekatan produksi bukanlah satu-satunya pendekatan yang mampu mencukupi kebutuhan pangan masyarakat (Sa’id, 1999). Kebutuhan dan selera konsumen akan terpenuhi manakala ketersediaan produk dan daya beli masyarakat juga mampu mengatasinya.

Usaha pemenuhan kebutuhan dan selera konsumen buah-buahan tercermin dengan semakin membanjirnya buah impor baik dari ragam jenis buah maupun volumenya. Sumarwan (1999), mengemukakan bahwa membanjirnya buah impor pada saat sebelum krisis moneter telah memojokkan buah-buahan lokal., persaingan yang datang dari luar serta kebijakan pemarintah yang kurang kondusif menyebabkan banyak petani yang semakin terpuruk. Namun krisis moneter menyebabkan buah impor semakin mahal dan semakin berkurang ketersediaannya di pasar. Sebaliknya pada saat yang sama, buah local semakin banyak tersedia di pasar dengan harga yang bersaing, oleh karenanya krisis moneter seharusnya dapat menjadi momentum yang tepat untuk merencanakan pengembangan buah lokal sebagai komoditas unggulan untuk ekspor maupun konsumsi dalam negeri.

Konsumen merupakan salah satu komponen penting dalam sisem agribisnis. Menurut Sumarwan (1999), mengemukakan bahwa tumbuhnya sektor agribisnis akan ditentukan oleh seberapa besar permintaan konsumen terhadap produk-produk agribisnis. Memahami perilaku konsumen buah-buahan merupakan informasi pasar yang sangat penting bagi sektor agribisnis. Informasi ini diperlukan sebagai bahan masukan untuk merencanakan produksi, mengembangkan produk dan memasarkan buah-buahan dengan baik.

Faktor-faktor utama yang mempengaruhi perilaku konsumen menurut Kotler (1993) antara lain adalah faktor budaya, faktor sosial, faktor pribadi dan faktor psikologis. Budaya merupakan salah satu penentu keinginan dan perilaku seseorang yang paling mendasar dan sesungguhnya seluruh masyarakat memiliki stratifikasi sosial dimana kelas sosial menunjukkan pilihan terhadap produk dengan merek yang berbeda-beda. Keputusan pembelian juga dipengaruhi oleh karakteristik/ciri-ciri pribadinya, terutama yang berpengaruh adalah umur dan tahapan dalam siklus hidup pembeli, pekerjaannya, keadaan ekonominya, gaya hidupnya, pribadi dan konsep jati dirinya. Pilihan membeli seseorang juga akan dipengaruhi faktor psikologis utama, yaitu : motivasi, persepsi, proses belajar, dan kepercayaan dengan sikap.

Berdasarkan latar belakang, dalam penelitian ini dirumuskan permasalahan sebagai berikut : Faktor-faktor apa sajakah yang berpengaruh terhadap perilaku konsumen dalam mengkonsumsi/ membeli buah, serta factor apa sajakah yang dominan berpengaruh ?

2. Tujuan Penelitian :

Tujuan penelitian adalah sebagai berikut :
Menganalisis pengaruh faktor-faktor
1). budaya,
 2). lingkungan sosial;
3). Individu;
4). psikologis dan;
 5). Strategi pemasaran terhadap perilaku konsumen dalam membeli/ mengkonsumsi buah lokal dan buah impor serta melihat faktor-faktor mana yang dominan.

3. Perilaku Konsumen Buah

Engel et al (1993), berpendapat bahwa perilaku konsumen didefinisikan sebagai tindakan yang langsung terlibat dalam mendapatkan, mengkonsumsi, dan menghabiskan produk barang atau jasa termasuk proses keputusan yang mendahului dan mengikuti tindakan ini. Jadi perilaku konsumen pada hakekatnya adalah semua kegiatan, tindakan serta proses psikologis yang mendorong tindakan tersebut pada saat sebelum membeli, ketika membeli, menggunakan, menghabiskan produk.

 Faktor-faktor yang mempengaruhi perilaku konsumen didalam membeli produk antara lain adalah faktor budaya, sosial, pribadi (perbedaan individu), psikologis dan strategi pemasaran (Kotler, 1993 dan Engel et al, 1995).

Faktor-faktor yang mempengaruhi perilaku konsumen tersebut kemudian dijabarkan dalam model yang lebih lengkap dengan masing-masing factor diukur melalui dimensi dan indicator, yang terdiri dari endogenous laten variables dan eksogenous laten variables.


 4. Metode Penelitian

Penelitian ini merupakan studi perilaku konsumen buah-buahan kotaSurabaya serta sekaligus menganalisis daya saing buah (lokal terhadap impor) atas dasar nilai sikap kepercayaan konsumen terhadap masing-masing buah(apel; jeruk dan anggur). Sehingga lokasi penelitian ditentukan secara sengaja, sebaran lokasi penelitian adalah lokasi tujuan pemasaran buah dengan sasaran konsumen akhir, yaitu Kota Surabaya.

Jumlah responden sebanyak 140 responden, ditentukan secara accidental yaitu mewawancarai konsumen buah dengan kriteria :
 1). Penggemar (senang) makan buah-buahan;
2). Pembeli rutin buah minimal satu bulan sekali;
3). Mewakili keluarga dan
 4). Keluarga memiliki penghasilan.
Metode pengumpulan data yang digunakan adalah metode survei dengan menggunakan instrumen penelitian:

Analisis Data

Tujuan penelitian ini dianalisis dengan menggunakan Structural Equation Model (SEM) yang juga dinamakan Model Persamaan Struktural (MPS) dengan menggunakan piranti lunak (soft ware) AMOS. Tahap-tahap awal yang perlu ditempuh dalam mengaplikasikan Model Persamaan Struktural menurut Hair et al (1992)

5. Hasil Penelitian

Hipotesis yang diajukan dalam penelitian ini adalah bahwa variable-variabel
1). Budaya;
2). Lingkungan Sosial;
3). Individu;
4). Psikologis
Konsumen dan
5). Strategi Pemasaran berpengaruh signifikan positip terhadap perilaku sikap konsumen buah lokal maupun buah impor.
Pengujian hipotesis dilakukan dengan membandingkan nilai probabiltas (p) dikatakan signifikan jika critical ratio (CR) > 1,96 (Ferdinand, 2002).
Berdasarkan hasil analisis dengan SEM yang sudah dimodifikasi indeks 39 kali diperoleh nilai koefisien jalur dan critical ratio pada Tabel 24 berikut ini.
Tabel 1. Koefisien Jalur dan Critical Ratio Sikap Konsumen Terhadap Buah Lokal

A. Pengaruh Budaya Terhadap Sikap Konsumen

Hasil uji hipotesis pada Tabel 24. di atas ternyata memperlihatkan bahwa dengan nilai critical ratio (CR) 7,274 lebih besar dari 1,96, sehingga dapat dikatakan berpengaruh positip signifikan. Besarnya nilai pengaruh budaya terhadap sikap kepercayaan konsumen pada atribut buah lokal adalah sebesar 0,544 atau 54,40 % persen.

Budaya yang berpengaruh positip terhadap sikap konsumen menunjukkan bahwa perubahan ‘tata nilai’; ‘kebiasaan’ dan semakin berkembangnya ‘budaya popular’ dalam mengkonsumsi /membeli buah maka mendorong semakin tinggi sikap konsumen dalam menilai atribut-atribut buah lokal.


B. Pengaruh Lingkungan Sosial Terhadap Sikap Konsumen

Hasil analisis untuk uji hipotesis pengaruh lingkungan sosial terhadap sikap kepercayaan konsumen menunjukkan bahwa nilai critical ratio (CR) -1,171 lebih kecil dari -1,96, sehingga tidak signifikan. Besarnya nilai pengaruh lingkungan sosial konsumen terhadap sikap kepercayaan konsumen pada atribut buah lokal adalah sebesar 0,211 atau 21,10 persen.

Lingkungan sosial konsumen yang tidak berpengaruh signifikan terhadap sikap konsumen menunjukkan bahwa lingkungan sosial konsumen yang terdiri dari
 1). status sosial;
2). Keluarga (anak; suami/istri) dan
3). Kelompok acuan (teman; tetangga dan ahli) tidak mempengaruhi dalam sikap konsumen untuk mengkonsumsi /membeli buah lokal. 

Hal ini berarti bahwa konsumen tidak perlu mempertimbangkan status sosialnya dan tidak perlu untuk minta pendapat /pertimbangan kepada anak; suami/ istri; teman; tetangga dan para ahli dalam hal membeli buah, atau dengan kata lain pendapat dan saran keluarga; tetangga dan teman tidak berpengaruh nyata terhadap sikap kepercayaan dalam mengkonsumsi/ membeli buah lokal.

C. Pengaruh Karakteristik Individu Terhadap Sikap Konsumen

Faktor karakteristik Individu konsumen yang tidak siknifikan terhadap sikap konsumen menunjukkan bahwa semakin tinggi perkembangan individu konsumen yang terdiri dari 1). Usia; 2). Pendidikan ; 3). Pekerjaan ; 4). Pendapatan (income) dan 5). Gaya hidup konsumen maka tidak berpengaruh nyata terhadap sikap dalam membeli atau mengkonsumsi buah lokal.

Karakteristik individu yang semakin mapan tidak mendorong sikap konsumen untuk membeli/memilih buah lokal. Konsumen cenderung meninggalkan buah lokal dan memilih buah impor yang dinilai lebih baik kualitasnya dan bergengsi.

D. Pengaruh Psikologis Terhadap Sikap Konsumen

Hasil uji hipotesis ternyata dengan nilai critical ratio (CR) 3,412 lebih besar dari 1,96 sehingga berpengaruh positip signifikan. Besarnya nilai pengaruh psikologis konsumen terhadap sikap kepercayaan konsumen pada atribut buah lokal adalah sebesar 0,439 atau 43,90 persen.

Psikologis konsumen yang berpengaruh positip terhadap sikap konsumen menunjukkan bahwa semakin tinggi motivasi; persepsi dan pengetahuan dalam hal produk buah lokal maka semakin semakin tinggi sikap kepercayaan konsumen terhadap atribut-atribut buah lokal. Secara psikologis konsumen sudah mengenal dan akrab dengan buah-buahan lokal, sehingga kedekatan itu mendorong konsumen untuk bersikap positip terhadap buah lokal.

E. Pengaruh Strategi Pemasaran Terhadap Sikap Konsumen

Hasil uji hipotesis tentang pengaruh strategi pemasaran terhadap sikap kepercayaan ternyata menunjukkan bahwa nilai critical ratio (CR) 1,690 lebih kecil dari 1,96, sehingga tidak signifikan. Besarnya nilai pengaruh ‘strategi pemasaran’ terhadap sikap kepercayaan konsumen pada atribut buah local adalah sebesar 0,225 atau 22,50 persen.

Strategi pemasaran yang tidak berpengaruh positip terhadap sikap konsumen menunjukkan bahwa tidak terdapat upaya-upaya dalam bentuk :
1). Strategi produk;
2). Strategi harga; dan
3). Strategi distribusi yang berpengaruh nyata terhadap mengkonsumsi /membeli buah maka semakin tinggi sikap konsumen dalam menilai atribut-atribut buah lokal.

KESIMPULAN DAN SARAN

Beberapa kesimpulan yang diperoleh dari hasil penelitian ini adalah : Faktor-faktor yang berpengaruh terhadap sikap kepercayaan konsumen dalam membeli buah, menunjukkan bahwa :
1.   Perubahan ‘budaya’ maupun peningkatan ‘psikologis’ konsumen, dapat meningkatkan secara nyata sikap-kepercayaannya dalam membelim /mengkonsumsi buah local
2. Konsumen tidak perlu mempertimbangkan ‘Lingkungan sosial’-nya dalam membeli buah lokal dan peningkatan karakteristik ‘individu’ konsumen tidak menjadikan sikap kepercayaannya meningkat dalam membeli/ mengkonsumsi buah lokal.
3. Konsumen tidak merasakan adanya ‘Strategi pemasaran’ yang ditempuh perusahaan/ pemasar yang dapat mendukung meningkatkan ‘sikap-kepercayaan’-nya dalam membeli /mengkonsumsi buah local


Saran
1. Buah lokal perlu diperlakukan sebagai produk yang lebih dihargai di negeri sendiri.
2. Daya saing buah lokal agar ditingkatkan melalui : strategi pemasaran dan peningkatan atribut.



DAFTAR PUSTAKA
Badan Penelitian dan Pengembangan Pertanian, 2001. Sektor Pertanian sebagai Andalan Pembangunan Ekonomi Indonesia. Buletin Agroekonomi, Volume 1, Nomor 4, Agustus 2001. Pusat Penelitian dan Pengembangan Pertanian, , Departemen Pertanian, Jakarta.

Direktorat Jenderal Bina Produksi Hortikultura, 2002. Strategi PengembanganDaya Saing Buah Unggulan Indonesia.. Bagian Proyek PengembanganUsaha Hortikultura Pusat. Departemen Pertanian. Direktorat Jenderal Bina Produksi Hortikultura. Jakarta.

Engel J.F; Blackwell R. D. dan P.W. Miniard , 1995. Perilaku Konsumen. Translation of Consumer Behafior. Six Edition. The Dryden Press, Chicago. Diterbitkan Binarupa Aksara Jakarta.

Ferdinand, A., 2002. Structural Equation Modelinga Dalam Penelitian Manajemen. Fakultas Ekonomi Universitas Diponegoro.

Hair Jr., Joseph F., Ralph E. Anderson and R.L. Tatham. 1992. Multivariate Data Analysis. Third Edition. Macmillan Publishing Company. New York.

Kotler, P., 1993. Manajemen Pemasaran. Translation of Marketing Management Analysis, Planning, Implematation, and Control. Sevent

Sumber :
http://www.google.co.id/url?sa=t&rct=j&q=&esrc=s&source=web&cd=2&cad=rja&ved=0CDcQFjAB&url=http%3A%2F%2Fnuhfil.lecture.ub.ac.id%2Ffiles%2F2009%2F03%2Fmakalah-jurnal.pdf&ei=j4izUMK3GYSurAe7lYDgBQ&usg=AFQjCNHosQzyyautFp73tuLDhMDXMYUOSA

Jurnal Perilaku Konsumen dalam B. INGGRIS


TOWARD AN INTEGRATIVE FRAMEWORK FOR ONLINE CONSUMER BEHAVIOR RESEARCH: A META-ANALYSIS APPROACH
Abstract
The recent failure of a large number of e-tail companies epitomizes the challenges of operating through virtual channels and underscores the need to better understand key drivers of online consumer behavior. The objective of this study is to provide a comprehensive review of the extant information systems literature related to online consumer behavior and integrate the literature in order to enhance our knowledge of consumer behavior in electronic markets and provide clear direction for future research. This paper introduces a framework that integrates research findings across studies to develop a coherent and comprehensive picture of the online consumer behavior research conducted in the IS field. The integrative framework proposes system quality, information quality, service quality, and vendor and channel characteristics as key factors that impact online consumer behavior, achieving their effects by altering the perceptions of usefulness, ease of use, trust, and shopping enjoyment. [PUBLICATION
INTRODUCTION
The Internet offers immense opportunities for companies to reach a wide base of consumers and efficiently market their products through an electronic channel. According to the Boston Consulting Group, online retailing will reach $168 billion by 2005 (Mark, 2001). Such estimates substantiate that the Internet has emerged as a powerful alternative channel for selling products and services. However, the recent failure of a large number of e-tail companies exemplifies the challenges of operating through virtual channels and also highlights the need to better understand key factors that drive consumer behavior in online market channels. The infusion of the Internet technology into customer-supplier interactions requires a reconsideration of existing theories and frameworks regarding consumer behavior. Explicit attention should focus on understanding the factors that can explain a consumer’s interaction with the technology, their purchase behavior in electronic channels, and their preference to transact with an electronic vendor on a repeat basis.
Although online consumer behavior has been the subject of considerable research in the last few years, there is a paucity of research that attempts to integrate research findings across studies. Online consumer behavior research is a young and dynamic academic domain that is characterized by a diverse set of variables studied from multiple theoretical perspectives. Researchers have relied on the Technology Acceptance Model (Davis, 1989; Davis et al., 1989), the Theory of Reasoned Action (Fishbein&Ajzen, 1975), the Theory of Planned Behavior (Ajzen, 1991), Innovation Diffusion Theory (Rogers, 1983, 1995), and Flow Theory (Csikszentmihalyi, 1988) in investigating consumers’ adoption and use of electronic commerce. Studies have examined various aspects of consumer behavior such as Web site use, future use, purchase, future purchase, unplanned purchase, channel preference, and satisfaction. In terms of explanatory factors that drive such behavior, researchers have explored the role of attributes of the Web site, attributes of the vendor, consumer characteristics, individual perceptions, and the social context (Agarwal&Karahanna, 2000; Agarwal&Venkatesh, 2002; Gefen& Straub, 1997, 2000; Jarvenpaa et al., 2000; Koufaris, 2002; Limayem et al., 2000; Moon & Kim, 2001; Torkzadeh&Dhillon, 2002). While these studies individually provide meaningful insights, a single study does not resolve a major issue (Hunter & Schmidt, 1990). By integrating research findings across multiple studies, we can accumulate knowledge, develop a comprehensive understanding of the phenomena, and identify remaining research issues.
The objective of this study is to provide a comprehensive review of the extant information systems (IS) literature related to online consumer behavior and rigorously integrate the literature in order to enhance our knowledge of consumer behavior in electronic markets and provide clear directions for future research. To that end, we not only review and analyze studies that have been published in the major IS journals, but also propose an integrative framework that describes the relationships between key variables that predict and determine consumer behavior in electronic channels. Such an approach should provide insights on factors that need to be carefully considered by companies starting or operating electronic businesses, as well as researchers developing and testing models to further understand online consumer behavior.
STUDY APPROACH
A set of sampling criteria was initially determined in order to identify the studies that formed the foundation for our research endeavor. First, we decided to include only those studies that have been published in major journals within the IS domain. Second, only studies published between 1995 and 2002 were included for further consideration. Third, we limited our focus to those electronic commerce studies that were conducted at the individual level unit of analysis. Hence, consumers or users of Web technologies were the main subjects in these studies. Fourth, for a study to be included, it had to be based on empirical (quantitative) analysis. This allowed us to focus on empirically tested constructs and relationships rather than those that have only been conceptualized.
Based on the stated criteria, we conducted a thorough search of the following major IS journals: Communications of the ACM; Decision Sciences; Decision Support Systems; IEEE Transactions on Systems, Man, and Cybernetics; Information Systems Research; Information Technology and Management; Information and Management; International Journal of Electronic Commerce; Journal of End User Computing; Journal of Management Information Systems; and MIS Quarterly. These journals were considered to be mainstream IS journals that are appropriate outlets for research on online consumer behavior. Studies were located via computer searches of large bibliographic databases (UMI-Proquest and ScienceDirect) and by manually scanning the journals. Upon completion, a total of 42 nonredundant papers were identified for inclusion.
As shown in Table 1, the most popular outlets for online consumer behavior research were Information Systems Research (11 articles), International Journal of Electronic Commerce (11 articles), and Information and Management (nine articles). Two recent special issues on e-commerce metrics were the main sources of the Information Systems Research articles. While the number of articles published each year was increasing over time, most articles were published in 2000 and thereafter (seven articles before 2000, seven articles in 2000, seven articles in 2001, and 21 articles in 2002).
Two researchers read each of the papers and independently coded and tabulated the following items in independent tables: methodology, sample size, sample source, independent and dependent variables, task, theory basis, and study findings. The coders then met to compare the tables and resolve the discrepant cases in order to reach a consensus in their categorization and tabulation as shown in Table 2. The overall inter-rater agreement between the two coders for the categorization of study methodology, sample source, theory basis, and task was 94%. Analysis showed that the most common research method is survey (23 studies), followed by laboratory experiments (15 studies), combined approaches (three studies), and secondary data analysis (one study). Half of the studies used consumers and the other half used student (including undergraduate and graduate) subjects as the source of samples. A total number of 27,202 individuals participated in the studies that were included in the final set. Laboratory experiment-based studies either used actual Web sites (Web site for books, airline tickets, legal services, automotives, car rental, etc.) or resorted to simulated replicas of actual Web sites.
Books were the most popular product type used in the studies. Other product types included CDs, airline tickets, used laptop computers, videos, and flowers. In terms of virtual products, legal services, e-banking services, financial products, and news services were employed by the studies. Subjects were typically asked to respond to the instrument based on their immediate prior experience or their general impression regarding behavior in an online environment. The tasks ranged from rating Web site attributes that may influence their behavior to making purchases for a specific product.
REVIEW OF STUDY FINDINGS
Our review of the 42 studies focused on understanding the interrelationships between the study variables. We first present our review of the study findings organized around three related but distinct categories of the dependent variables of online consumer behavior research: Web use, online purchase, and post-purchase. The Web use category included variables such as current Web site use, future intention to use a Web site, and satisfaction with the use of the Web or Internet-based services. However, if the underlying purpose of use was to “purchase”, that behavior was classified in the second category called online purchase. Post-purchase behaviors such as future purchase and satisfaction with purchase were classified in the third category. Following the review, we present the results of our quantitative analysis conducted for the theoretic models and variable relationships commonly found across studies. Table 3 summarizes the list of study variables for the dependent variables of online consumer behavior research.
Studies on Web Use
The Internet has evolved to become a technology that serves multiple needs. Users can access various types of services (such as news, e-banking, information search, etc.). Studies that evaluated use behavior focused on actual use or willingness to use these services. Some studies assessed use of the Internet in general, without contextualizing use for a specific service. The predictors of the use behavior can be segmented into user characteristics, user perceptions, and the social context of the user (Table 3).

User Characteristics
Two dominant aspects within user characteristics that have been subjected to empirical analysis are demographic variables and psychographic variables. The demographic variables investigated by studies as predictors of Internet use included race, gender, generation, and culture. The findings supported the notion that the white population used the Internet more than minorities, males were marginally heavier users than females, and subjects younger than 19 years of age displayed a much higher usage behavior (Kraut et al., 1999). Culture (subjects in the U.S. and Hong Kong) not only impacted the use behavior but also influenced the underlying purpose of the use (Chau et al., 2002). The subjects in the U.S. were found to be more oriented toward using the Internet for commerce and entertainment, while subjects in Hong Kong primarily used the Internet for hobbies and social communication. In terms of psychographics, researchers have found that personal innovativeness, playfulness, and computer skill were distal determinants of use, achieving their effects through ease of use and usefulness (Agarwal&Karahanna, 2000; Agarwal& Prasad, 1998; Kraut et al., 1999; Moon & Kim, 2001).
User Perceptions
User perceptions were widely used as the main variables of interest in a variety of studies. User perceptions regarding lack of data security, instability of the system, information content and accuracy, responsiveness, download delay, navigation, interactivity, system design quality, ease of use, and usefulness were found to be significant predictors of use behavior (Agarwal&Venkatesh, 2002; Han & Noh, 2000; Liao & Cheung, 2002; Liu & Arnett, 2000; Moon & Kim, 2001; Palmer, 2002). In addition, it was found that the difference between expectation and perceived performance regarding Web information quality and service quality significantly explained Web customer satisfaction (McKinney et al., 2002). Factors such as control, curiosity, heightened enjoyment, focused immersion and temporal dissociation collectively proposed as cognitive absorption were also found to influence perceptions such as ease of use and usefulness, which subsequently impacted use (Agarwal&Karahanna, 2000).
Social Context
A limited number of studies has investigated the impact of social context on Web use behavior. Use of the Internet by other family members, external influence (articles, reviews, and promotion of the Web site), and interpersonal influence (relatives and colleagues) were identified as significant predictors of Web use (Agarwal&Venkatesh, 2002; Kruat et al., 1999; Parthasarathy&Bhattacherjee, 1998).
Studies on Online Purchase
The studies within this category focused on identifying factors that impacted the intention to purchase or the actual purchase behavior. The variables used as predictors of purchase behavior are categorized into consumer characteristics, consumer perceptions, technology attributes, and social context (Table 3).
Consumer Characteristics
Studies found that the higher a person’s income, education, and age, the more likely he or she was to buy online (Bellman et al., 1999; Liao & Cheung, 2001). Gender was found to significantly impact perceptions toward shopping through the Web. Women view shopping as a social activity and were found to be less technology oriented compared to men (Slyke et al., 2002). However, researchers have cautioned that demographic variables alone explain a very low percentage of variance in the purchase decision (Bellman et al., 1999). An interesting result that emerged was that consumers that are more likely to buy online have a “wired lifestyle”. Such consumers have used the Internet for a long time, received a large number of emails everyday, believed the Internet improves productivity at work, and used the Internet for most of their other activities such as reading news and searching for information (Bellman et al., 1999). Other consumer characteristics, such as personal innovativeness, discretionary time, search for product information, Web skill, Internet self-efficacy, email use, and prior Web use were also found to be predictors of willingness to purchase (Agarwal& Prasad, 1998; Liao & Cheung, 2001; Limayem et al., 2000; Ramasawami et al., 2001). The impact of those variables on intention to purchase may be mediated through factors such as ease of use, shopping enjoyment, and perceived control (Koufaris, 2002; Limayem et al., 2000).
Consumer Perceptions
Consumer perceptions constituted an important category that influenced purchase related behavior. However, it was also one of the categories that showed a high level of diversity in terms of study variables. Perceived consequences and perceived risk were found to predict purchase behavior (Grazioli&Jarvenpaa 2000; Liao & Cheung, 2001; Limayem et al., 2000). Perceived control and involvement with the product were also found to significantly impact shopping behavior. Consumer perceptions about different types of quality attributes of the Web site and the vendor were also evaluated. Perceptual variables from the Technology Acceptance Model (TAM) (Davis, 1989) and Service Quality (SERVQUAL) (Parasuraman et al., 1988) were examined. The TAM variables of perceived usefulness and ease of use were found to be distinguishing factors between bidders and non-bidders in an online auction context (Stafford & Stern, 2002). The SERVQUAL construct consists of the five sub-dimensions of tangibles, reliability, responsiveness, assurance, and empathy (Pitt et al., 1995), but were often used in a disaggregated fashion resulting in mixed findings. Vendor quality was found to influence willingness to shop online (Liao & Cheung, 2001), and information or content quality was also a predictor of purchase behavior (Jarvenpaa& Todd, 1997; Ranganathan&Ganapathy, 2002).
Technology Attributes
Factors included in this category related to the actual functionalities and attributes of the Web site rather than the perceptions of the attributes. Paper-based catalogs were found to generate higher levels of consumer involvement as compared to Web-based catalogs (Griffith et al., 2001). No difference was found in money spent or number of products purchased among different interface designs, including catalog interface designs, bundle-based interface designs, and virtual reality-based stores (Westland & Au, 1998). Other attributes of the technology such as comparative shopping, assurance mechanisms, Web page loading speed, value-added search mechanisms, shopping carts, feedback mechanisms, and chat channels were found to significantly influence intentions to shop and actual purchase behavior (Grazioli&Jarvenpaa, 2000; Koufaris, 2002; Liang & Lai, 2002; Limayem et al., 2000).
Social Context
Studies in psychology and sociology have presented a wealth of knowledge about how individuals are influenced by the social structures in which they live. Limayem et al. (2000) found that media and family influences significantly affected intentions to purchase while friends’ influence did not make a difference.
Studies on Post-Purchase
The primary dependent variables within this category were satisfaction with purchase, channel preference, switching, attrition, and re-visitation. The predictor variables are grouped into consumer characteristics, consumer perceptions, technology attributes, and vendor and channel characteristics (Table 3).
Consumer Characteristics
Chen and Hitt (2002) provided the only study that investigated the role of user characteristics in determining two types of post-purchase behavior (switching and attrition). The study found that age and education impacted attrition negatively, and that females showed a higher propensity to become inactive users. However, they concluded that demographics overall did not explain much variance.
Consumer Perceptions
In the context of consumer perceptions, researchers found that perceptions regarding data security, inconvenient use, stability of the system, satisfaction with previous purchase, usefulness, ease of use, Web site quality, time saving, empathy, assurance, and shopping enjoyment were significant predictors of channel satisfaction, intention to return, switching, and attrition (Chen &Hitt, 2002; Devaraj et al., 2002; Han & Noh, 2000; Koufaris, 2002; Koufaris et al., 2002).
Technology Attributes
The studies evaluating the role of attributes of technology on post-purchase behavior have yet to identify a significant predictor. No difference was found in Web satisfaction when the download time of the Web page was varied between 0 and 15 seconds (Otto et al., 2000). Chen and Hitt (2002) found no significant relationship between personalization enabled through the Web site and switching behavior.
Vendor and Channel Characteristics
In the context of vendor characteristics, it was found that the breadth of offerings was negatively related to switching behavior, while a greater minimum deposit required to join an online broker reduced attrition rate (Chen &Hitt, 2002). In terms of channel characteristics, price differentials between online and offline channels were found to be a significant predictor of channel satisfaction and subsequent channel preference (Devaraj et al., 2002).
Quantitative Analysis of the Theoretic Models and Study Variable Relationships
The dominant theoretical model used in online consumer research was the Technology Acceptance Model (16% of the studies) (Davis, 1989), followed by the Theory of Planned Behavior (12%) (Ajzen, 1991), and Innovation Diffusion Theory (7%) (Rogers, 1983, 1995). Other theoretic models or paradigms included Transaction Cost Economics (5%) (Williamson, 1979, 1985), Flow Theory (5%) (Csikszentmihalyi, 1988), SERVQUAL (5%) (Parasuraman et al., 1988), and Involvement Theory (5%) (Reeves &Nass, 1996). These theories were used independently or in combination with each other. An effort to examine the predictive power of different theoretical models proved to be extremely difficult because studies combined variables from different theories and used different dependent variables, thus making the comparison task problematic. An exception is the study conducted by Devaraj et al. (2002), which compared three alternative models and found that TAM explained the most variance in electronic commerce channel satisfaction (76%), followed by Transaction Cost Analysis (72%) and SERVQUAL (56%).
A meta-analysis of the interrelationships between the study variables was conducted by aggregating the correlation coefficients reported by individual studies. Since path coefficients are influenced by other variables present in the model, methods that rely on correlations are deemed more desirable (Hunter & Schmidt, 1990). Our review of the 42 studies identified only 17 studies with the correlation table reported in the paper. A subsequent review further showed that there were only eight relationships examined more than once across studies. Table 4 summarizes the analysis results of these common relationships. A weighted average of the correlation coefficients, instead of the simple average across studies, was computed for each relationship to correct for sampling error as recommended by Hunter and Schmidt (1990).
The most commonly studied relationship was found between ease of use and usefulness, with the weighted correlation average of .55. The highest correlation was found between information (or content) quality and system quality at r = .70, and the lowest correlation was between playfulness and system use at r = .26. Attitude was correlated with willingness to buy at r = .60. Intention to use was most correlated with usefulness (r = .67), followed by enjoyment (r = .59), ease of use (r = .51), and perceived control (r = .45).

INTEGRATIVE FRAMEWORK
Figure 1 presents an integrative framework for online consumer behavior research. The framework builds upon prior research and integrates research findings across studies to develop a coherent and comprehensive understanding of the online consumer behavior research conducted in the IS field. The framework is also grounded on several theoretic perspectives developed outside of the online consumer behavior research such as IS success model (DeLone& McLean 1992; Seddon 1997), SERVQUAL (Pitt et al., 1995), and TAM (Davis, 1989; Davis et al., 1989). Each element of the framework and relationships between them are further described below.
Dependent Variables
Consistent with our review of the online consumer behavior research, the framework groups dependent variables into three categories: Web use, online purchase, and post-purchase. Studies have examined these behaviors independently or in combination with each other. However, an interesting aspect that has not been explicitly addressed in literature is the relationship between these behaviors. The framework proposes significant links between Web use and online purchase, between online purchase and post-purchase, and between post-purchase and use. First, frequent use of the system is likely to lead to online purchasing. Companies on the Internet try to increase traffic and make their Web sites “sticky,” so that users can spend more time on the Web. Liang and Lai (2002) report that consumers are more likely to shop at well-designed Web sites. As the customer has to interact with the system to execute an online purchase, the use of the Web site is a crucial precursor to online purchase. Second, online purchase is likely to become a repeated pattern of behavior if customers are satisfied with their purchase. Online purchasing offers the opportunity to assess the quality of product and vendor service, as well as to experience the convenience of online transactions. Thus, the experience from the purchase becomes a determinant of post-purchase decision variables such as channel preference, switching, attrition, and re-visitation. Finally, post-purchase is likely to influence the level of Web use. Customers need to resolve post-purchase issues, receive technical support, and check product updates through the use of the Web. Further, as they are satisfied with the purchase, they will continue using the system to repeat the purchase.
Mediating Perceptual Variables
Extending the prescriptions of the TAM, which theorizes usefulness and ease of use as fundamental mediating perceptions through which external factors influence usage behavior (Davis et al., 1989), the framework conceptualizes usefulness, ease of use, trust, and shopping enjoyment as perceptual variables that mediate the effects of system quality, information quality, service quality, and vendor and channel characteristics. Studies based on Flow Theory have found shopping enjoyment as a mediator between various predictor variables and intention to return (Koufaris 2002; Koufaris et al., 2002). Trust-related literature emphasizes trust as a key mediating variable (Bhattacherjee, 2002; Gefen et al., 2003; Grazioli&Jarvenpaa, 2000; McKnight et al., 2002). Relationships between the mediating variables have also been found. The relationship between usefulness and ease of use is well established (Davis et al, 1989; Venkatesh& Davis, 2000). Gefen et al. (2003) found that ease of use, trust, and usefulness are related. However, the relationship between shopping enjoyment and usefulness, while implicitly referred to, has not been empirically examined.
Predictor Variables
Based on our review of the studies and the theoretical perspectives presented earlier, we propose that many variables used as predictors of online consumer behavior can be classified into system quality, information quality, and service quality. Other factors such as vendor and channel characteristics, consumer demographics and traits, and the social context of the consumer were also addressed in the studies and are included in the integrative framework.
System Quality
System quality captures the user perceptions regarding the effectiveness of system attributes. The infusion of technology in the interaction between the consumer and the vendor increases the importance of the technology-enabled interface with which the consumers have to interact. Navigation, interface layout, download speed, digital seals, and value-added mechanisms are some factors that constitute the notion of system quality (Han & Noh, 2000; Liao & Cheung, 2001; Liu & Arnett, 2000; Westland & Au, 1998).
Koufaris (2002) has found that value-added search mechanisms play a significant role in shaping consumers’ intention to return to the Web site and shopping enjoyment partially mediates the effect. Anecdotal evidence suggests that high performing companies actively pursue enhancements in Web site features and services that facilitate the consumer purchase experience (Zbar, 2000). Schubert and Selz (1997) structure an extensive list of Web site features into three phases common to purchase transactions (information phase, agreement phase, and settlement phase). TAM suggests that system features affect use through the perceptions of ease of use and usefulness (Davis et al., 1989). Therefore, the framework proposes that system quality influences online consumer behavior by altering consumer perceptions of ease of use, usefulness, trust, and shopping enjoyment.
Information Quality
Information quality captures the perceptions of the consumer regarding the characteristics of the Web site content such as accuracy, comprehensiveness, reliability, relevance and usefulness. Agarwal and Venkatesh (2002) found that content was equally important across industries (books, airline, car rental, and automotive) and tasks (customer and investor). Although studies suggested that information quality was an important determination of use and user satisfaction, its impact on purchase or post-purchase behavior was found to be rather moderate. For example, Palmer (2002) and McKinney et al. (2002) found that information quality impacted use, while Ranganathan and Ganapathy (2002) concluded that content was the least important discriminator between subjects with low intent and high intent to purchase. A possible reason for such findings could be the underlying task or product. For example, content may be a dominant factor in the context of Web sites that provide information-based services (news, search, legal counseling, article delivery, etc.), while its role in purchasing physical products may be moderate. Liu and Arnett (2000) found a high correlation between information quality and learning capability (r = .72, p < .001). Overall, prior research findings suggest that information quality is an important predictor of online consumer behavior, and its effect may be mediated by user perceptions of usefulness and ease of use.
Service Quality
Service quality measures the perceptions of the consumers regarding their service experience. The peculiar nature of the technology in question (the Web site) and the context (online consumer behavior) creates complexity in application of service quality in electronic channels. This issue is also prevalent in the context of other information systems as pointed out by Seddon (1997) that the system and the IS department are two different entities. Thus, a distinction needs to be made regarding who is providing the service. If the service is being provided by the Web site, the elements of service quality such as tangibility, reliability and responsiveness will tend to overlap with system quality. However, if the vendor provides the service, service quality should emerge as a distinct factor. This may be one of the reasons for contradictory findings in the studies on dimensions of SERVQUAL. Consequently, we recommend that researchers make a clear distinction regarding the context and apply SERVQUAL with caution. Most prior studies operationalized SERVQUAL as a set of service functions of a Web site. In our framework, we conceptualize SERVQUAL as vendor’s effectiveness in providing customer service, rather than Web site’s effectiveness in providing service functions. When a vendor’s service quality changes, it is likely to change user perceptions of trust and usefulness, thereby changing the users’ intentions to buy online. Thus, the framework proposes that the service quality of the vendor influences online consumer behavior through its effects on trust and usefulness perceptions.
Vendor and Channel Characteristics
Vendor characteristics such as vendor competence, size, reputation, and participation costs have shown consistent results across different studies (Chen &Hitt, 2002; Jarvenpaa et al., 2000). Vendor characteristics such as size and reputation enhance consumer perceptions regarding trust or the integrity of the vendor. Thus, brand issues seem to be as prevalent, if not stronger, in an online context as they are in an offline channel. These results raise concerns regarding the assertions that the Internet provides a level playing field for the companies. It is argued that electronic markets may be more efficient than offline markets (Devaraj et al., 2002). The main arguments presented in favor of such an assertion is that the Internet reduces search costs and makes the delivery processes more efficient, thus resulting in low prices for products. Empirical results show that lower prices play an important role in channel choice decisions (Devaraj et al., 2002; Liang & Huang, 1998; Liao & Cheung, 2001). Furthermore, prior research found that price differentials between online and offline channels (Devaraj et al., 2002) and participation costs (Chen &Hitt, 2002) influenced online behavior. The framework proposes that these characteristics of the vendor and channel impact online consumer behavior by enhancing vendor trust and perceived usefulness of the channel.
Consumer Demographics and Personal Traits
Factors that constitute demographics and personal traits have either been modeled as facilitating factors of certain types of perceptions or as factors that moderate the relationships between the independent and dependent variables. Three important findings have emerged concerning demographics. First, women have been found to be more conservative customers with respect to electronic channels (Slyke et al., 2002). Multiple arguments have been presented for these results. For example, women view shopping as a social activity, and show conservatism toward trying a new technology. Second, lifestyle has been suggested as an important variable. Researchers have found that a wired lifestyle (Bellman et al., 1999) and a Net-oriented life style (Kim et al., 2000) play a significant role in determining consumer behavior. Finally, studies have concluded that demographics overall do not explain much variance in behavior (Bellman et al., 1999; Chen &Hitt, 2002). Personal traits such as personal innovativeness, Web skills, Internet computer self-efficacy, and affinity with a computer have consistently been found to be significant variables across the studies.
Social Context Variables
Social context consists of the external influences (mass media, advertising, and marketing-related stimuli) and interpersonal influences (word-of-mouth, friends, relatives and other sources involving a consumer’s social network) (Agarwal&Venkatesh, 2002; Limayem et al., 2000; Parthasarathy&Bhattacherjee, 1998). Results were, for the most part, supportive of the significant effects of social context variables on the use of the Internet and online shopping intention. Outside of the online consumer behavior context, Venkatesh and Davis (2000) showed that social norm affected intention to use partially via perceived usefulness. Consistently, the framework includes social context variables as determinants of both perceptual variables and consumer behavior.
DISCUSSION
Online consumer behavior is a complex phenomenon. By taking a meta-analytic approach and integrating previous findings across studies, this study seeks to overcome the inherent limitation of a single study and provide a comprehensive overview of the current status of knowledge within the domain of online consumer behavior research in the IS field. Furthermore, this study offers an integrative framework that is comprehensive enough to facilitate an understanding of how key variables fit together and detailed enough to allow investigation into sub-domains of online consumer behavior. The framework proposes that system quality, information quality, service quality, and vendor and channel characteristics are central variables that predict and determine online consumer behavior, achieving their effects primarily by altering the perceptions of ease of use, usefulness, trust, and shopping enjoyment. In addition, the framework includes individual difference variables and social context variables to further account for their potential influence on mediating perceptual variables and online consumer behavior variables.
Several major avenues for future research emerge from the analysis presented in this paper. First, the relationships between Web site use, online purchase, and post-purchase have not been explicitly investigated. Research projects that focus on this issue can provide meaningful insights into what factors contribute toward converting users to customers and customers to repeat customers. An interesting extension in this regard could also be to investigate the role of services (such as buy online and subsequently pick up at or return to the physical store) that leverage both virtual and physical channels in determining purchase behavior, and also the linkage between that purchase experience and post-purchase satisfaction.
Second, the integrative model proposes some new relationships between predicting and mediating variables and between mediating and dependent variables that have not been subjected to empirical examination, and thus provide areas toward which future research can be directed. For example, future research is needed to systematically vary the system quality factors such as navigation efficiency, interactivity, value-added mechanisms, and assurance mechanisms, and trace their effects on ease of use, usefulness, trust, shopping enjoyment, and consumer behaviorvariables. While there are studies that examined the effects of system quality on consumer behavior (e.g., Koufaris, 2002; Liang & Lai, 2002; Limayem et al., 2000), and the effects of perceptual variables on consumer behavior (e.g., Agarwal&Karahanna, 2000; Agarwal& Prasad, 1998; Chen et al., 2002; Devaraj et al., 2002; Grazioli&Jarvenpaa, 2000; Koufaris, 2000; Stafford & Stern, 2002), only one study (Koufaris, 2000) examined the linkages between system quality factors and online consumer behavior via the perceptual variables.
Finally, future research can examine whether task and product characteristics play a role in determining online consumer behavior. For example, task type can include information search, purchase, and online service use, while task complexity can range from programmed (routine, structured) task to non-programmed (novel, unstructured) task. Based on this categorization, a matrix for different types of tasks can be developed and subsequently used to identify important variables within a specific task context.
The business-to-consumer (B2C) segment within electronic commerce is under enormous pressure due to the frequent failures of a large number of e-tailers. By identifying specific variables that impact Web use, online purchase, and post-purchase behaviors of customers, this study provides meaningful guidance to managers seeking to wisely use limited resources to improve online transactions. Given that system quality, information quality, service quality, and vendor and channel characteristics are important drivers of consumer perceptions and subsequent online behaviors, companies should focus on providing consumers with a well-designed Web site, accurate and useful content, high-quality service, and low cost advantage.
Some limitations should be noted. The results and analysis presented in the study were limited to the pool of journals that satisfied our selection criteria. The scope of the study did not include other areas such as marketing and human computer interaction that have also examined online consumer behavior. In this study, our intention was to understand online consumer behavior from an IS perspective. It should also be noted that the number of studies included in the quantitative meta-analysis performed for the common relationships was rather small. Although we included all the variable relationships examined by more than one study, due to the lack of the correlation table and incomparable sets of variables, there were only eight relationships based on a limited number of studies. Thus, the results of the meta-analysis should be interpreted with caution and should be expanded by future research.


CONCLUSION
The main objective of the present study was to integrate past research that investigated online consumer behavior. Through a rigorous search of several mainstream IS journals, we identified 42 papers. Our review of those papers revealed that the studies could be grouped into three categories based on the dependent variables of the online consumer behavior: Web use, online purchase, and post-purchase. Within each category, we evaluated the factors that were examined as predictors of the behavior. Further, building upon the results of the studies, we developed an integrative framework to provide a holistic perspective on online consumer behavior. This integrative framework is offered as a conceptual map to organize seemingly disparate findings across studies and develop a more coherent and comprehensive understanding of the dynamics involved in online consumer behavior. The framework also serves as a unified source of variables and their interrelationships, stimulating future research on online consumer behavior by drawing attention to the variables and linkages that need further investigation.
ACKNOWLEDGMENTS
The authors wish to acknowledge the constructive editorial comments of Martha W. Thomas and Joyce D. Jackson on this paper.

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