Inside the mind of the online shopper: What do they value most?

by | Oct 20, 2022 | Marketing, Public Relations

New research from product information provider inriver analyzing online shopping behaviors and preferences confirms sustainability is a top priority for consumers when making purchases—a mere 18 percent of respondents thought it wasn’t important for a brand to showcase their sustainability or eco-practice product information online, regardless of that, there are 283 million online shoppers only in U.S.

Combined with accurate product descriptions and product availability surpassing any notion of brand loyalty, the firm’s new report, Inside the Mind of an Online Shopper, explores the essential elements retailers, marketers and product manufacturers should consider leading up to the holiday shopping season.

Research is king for consumers

With rising living costs and continued supply chain issues, research is king during the purchasing process with many consumers looking to compare and shop in more than one place to find the best deals. The report found even if a website provides all the production information, 83 percent said they will look elsewhere.

What’s more, findings show brands need to get it right the first time to increase their chances of making a sale. Nearly three quarters (69 percent) of respondents will not buy a product if the product description is poor. On top of that, inaccurate online product descriptions left almost half (47 percent) of respondents feeling frustrated and even 36 percent feeling angry with a significant 86 percent admitting to taking their business elsewhere.

Instant gratification vs. returns

The need for “now” overtakes brand loyalty almost every time, with two-thirds (62 percent) saying they would switch to a competitive product if their first choice was out of stock, with only 12 percent saying they would be unlikely to switch.

Despite this need for immediate access to products whenever they want them, the research suggests the reasons behind having to return products could also impact trust and confidence. The most common reasons for returns for those surveyed was the product not being as described (32 percent), followed by a poor fit (21 percent) or it being the wrong item (12 percent).

Creating the right digital impression

At a time when online experience is critical to the purchasing decision, complete and accurate product information is the first opportunity to make a good impression. In fact, 81 percent agree product information was either an essential or very important factor when deciding to buy. And written descriptions are still seen as the most important detail (39 percent), ranking above images (25 percent), customer reviews and ratings (18 percent), and video (12 percent). This has interestingly remained somewhat unchanged compared to the survey conducted last year cementing the critical need for the right information and written content online.

“Brands are bracing themselves for the most unpredictable holiday shopping season yet. Issues surrounding health, supply chain disruption, and rising living costs are impacting consumer trends like never before,” said Niels Stenfeldt, CEO at inriver, in a news release. “Our report highlights the need for brands to build a digital shelf customers can rely on. This is true across all sectors, with even B2B industries like manufacturing seeing buyer behavior that now reflects B2C trends. For companies looking to exploit these behaviors, the importance of better product data has never been clearer. Not only to drive revenue and customer experience but to also create the product stories that truly matter.”

Download the full report here.

This independent survey was conducted by OnePoll in June 2022 in the U.S, Germany and UK. Insights were collected from 6,000 online shoppers aged 18+ years old from across each region.

Richard Carufel
Richard Carufel is editor of Bulldog Reporter and the Daily ’Dog, one of the web’s leading sources of PR and marketing communications news and opinions. He has been reporting on the PR and communications industry for over 17 years, and has interviewed hundreds of journalists and PR industry leaders. Reach him at richard.carufel@bulldogreporter.com; @BulldogReporter


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