Offline and online search in used durables markets

Singh, S; Ratchford, BT; Prasad, A

Offline and online search in used durables markets

Singh, S

Ratchford, BT Prasad, A

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Publication Type:: Journal Article
Citation:: Journal of Retailing, 2014, 90 (3), pp. 301 - 320
Issue Date:: 2014-01-01

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Field	Value	Language
dc.contributor.author	Singh, S https://orcid.org/0000-0002-6996-0371	en_US
dc.contributor.author	Ratchford, BT	en_US
dc.contributor.author	Prasad, A	en_US
dc.date.available	2020-05-25T19:03:37Z
dc.date.issued	2014-01-01	en_US
dc.identifier.citation	Journal of Retailing, 2014, 90 (3), pp. 301 - 320	en_US
dc.identifier.issn	0022-4359	en_US
dc.identifier.uri	http://hdl.handle.net/10453/36774
dc.description.abstract	This study examines how different information sources are used by consumers prior to their purchase of used durable goods, specifically used cars. We examine how online and offline search are related. Categories of online sources are dealer websites and resale websites, and of offline sources are print media and dealer visits. Prior research on new car purchases finds that online sources substitute for traditional, offline sources such as dealer visits. We examine whether this theory extends to used-car purchases and distinguish between dealer websites and resale websites (a distinction relevant to used-goods markets) by collecting data from a sample of used-car buyers. Because search in different sources can be interrelated, and due to data censoring, we build and estimate a simultaneous equations Tobit model. In contrast to existing research, we find that online search on dealer websites is complementary to and not a substitute for dealer visits. This complementary effect highlights the importance of dealers' web presence in used markets. © 2014 New York University.	en_US
dc.relation.ispartof	Journal of Retailing	en_US
dc.relation.isbasedon	10.1016/j.jretai.2014.03.005	en_US
dc.subject.classification	Marketing	en_US
dc.title	Offline and online search in used durables markets	en_US
dc.type	Journal Article
utslib.citation.volume	3	en_US
utslib.citation.volume	90	en_US
utslib.for	1505 Marketing	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Marketing Discipline
utslib.copyright.status	open_access
pubs.issue	3	en_US
pubs.publication-status	Published	en_US
pubs.volume	90	en_US

Abstract:

This study examines how different information sources are used by consumers prior to their purchase of used durable goods, specifically used cars. We examine how online and offline search are related. Categories of online sources are dealer websites and resale websites, and of offline sources are print media and dealer visits. Prior research on new car purchases finds that online sources substitute for traditional, offline sources such as dealer visits. We examine whether this theory extends to used-car purchases and distinguish between dealer websites and resale websites (a distinction relevant to used-goods markets) by collecting data from a sample of used-car buyers. Because search in different sources can be interrelated, and due to data censoring, we build and estimate a simultaneous equations Tobit model. In contrast to existing research, we find that online search on dealer websites is complementary to and not a substitute for dealer visits. This complementary effect highlights the importance of dealers' web presence in used markets. © 2014 New York University.

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http://hdl.handle.net/10453/36774