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Determinants of Online Channel Use and Overall Satisfaction with a Relational, Multichannel Service Provider

North Carolina State University, m_mw{at}ncsu.edu

Glenn B. Voss

North Carolina State University, gvoss{at}ncsu.edu

Dhruv Grewal

Babson College, dgrewal{at}babson.edu

This study examines what drives customers' use of an online channel in a relational, multichannel environment. The authors propose a conceptual model of the determinants of online channel use and overall satisfaction with the service provider. They then conduct two large-scale studies in different service contexts to test the model. The results show that Web site design characteristics affect customer evaluations of online channel service quality and risk, which in turn drive online channel use.Customers' overall satisfaction with the service provider is determined by the service quality provided through both the online channel and the traditional channel. The results offer insights into the trade-offs that multichannel service providers face as they attempt to influence online channel use while maintaining or enhancing overall customer satisfaction.

Key Words: online channel use • multichannel satisfaction

Journal of the Academy of Marketing Science, Vol. 31, No. 4, 448-458 (2003)
DOI: 10.1177/0092070303254408


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