Store selection criteria and sales prediction in virtual worlds

Abstract

Virtual worlds (VWs) have emerged as a new context for gaming, collaboration, social networking but also commercial activity. This paper focuses on the latter, and investigates how consumers behave in this virtual context when selecting stores they visit or buy from. The paper explores store selection criteria in virtual world stores and extends earlier research in both offline and online commercial environments, taking into account the novel IT capabilities that VWs exploit. Theoretical insights drawn from the marketing and information systems literature have been used to guide the design of a survey conducted in the virtual world Second Life. In addition to identifying the factors influencing store selection, the paper investigates how these differ between shoppers and non-shoppers, and identifies the factors that affect the amount of money spent in virtual world shopping environments. The findings suggest that “Core Store Features” and “Security and Privacy” constitute the most important store selection factors in virtual environments and that sales in VWs are predicted by the frequency of visiting and the time spent within VWs’ stores. Building on these findings, the paper discusses theoretical and practical implications and further research perspectives in the context of (3D) online commerce.

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