PT  - JOURNAL ARTICLE
AU  - Goutam Chakraborty
AU  - Vishal Lala
AU  - David L. Warren
TI  - What Do Customers Consider Important in B2B Websites?
AID  - 10.2501/JAR-43-1-50-61
DP  - 2003 Mar 01
TA  - Journal of Advertising Research
PG  - 50--61
VI  - 43
IP  - 1
4099  - http://www.journalofadvertisingresearch.com/content/43/1/50.short
4100  - http://www.journalofadvertisingresearch.com/content/43/1/50.full
SO  - J Advert Res2003 Mar 01; 43
AB  - Based on prior research, we identified seven factors that customers might consider important in a business-to-business website. Using a rigorous scale development procedure and a field study with 606 business customers, we developed valid and reliable scales for measuring these factors. Results revealed that organization is the most important factor in a website. This is followed by nontransaction-related interactivity, privacy/security, and informativeness. The other factors (transaction-related interactivity, personalization, and entertainment) were found to be relatively less important. Managerially useful differences were found in the importance ratings of these factors for those who use the web for purchase versus those who use the web for nonpurchase activities.