Online retailers should prioritize creating immersive and interactive shopping experiences over mere efficiency to cultivate customer loyalty, according to new research from Durham University Business School. The study, led by Markus Blut, Professor in Marketing and International Business, along with a team of international co-authors, offers insights into the evolving preferences of online consumers.
The research examines a comprehensive database spanning more than 20 years, involving over 120,000 consumers across 25 countries. The study aimed to determine whether customers valued an efficient shopping experience or a more engaging, interactive one. Using an analytical model, website attributes were categorized into efficiency or experience, and their impact on customer loyalty was assessed.
Findings reveal that while an efficient website fosters contentment and trust, it is the experience-focused websites that significantly boost customer loyalty. This effect is particularly pronounced for service-oriented businesses and in cultures that emphasize long-term orientation and high self-indulgence.
“With consumers more and more likely to be suffering online fatigue, it’s becoming harder to grip their attention and truly captivate this audience,” said Professor Blut. He noted that while major players like Amazon have thrived by providing efficient services, smaller online retailers need to differentiate themselves by offering a more immersive experience to build a loyal customer base.
The study underscores that efficiency alone, while crucial for maintaining customer satisfaction, is insufficient for fostering loyalty. Immersive experiences, which actively engage and delight consumers, are more likely to encourage repeat visits and sustained loyalty.
The collaborative research, involving experts from institutions such as Sheffield University Management School, Vrije Universiteit Amsterdam, and Babson College, highlights the need for online retailers to balance high-quality service with enriching customer experiences. The findings are published in the Journal of Retailing, offering valuable insights for retailers navigating the competitive online marketplace.
As the online retail landscape continues to evolve, this research provides a roadmap for businesses aiming to enhance customer loyalty through strategic improvements in user experience.