© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Internet Marketing & e-Commerce Ward Hanson Kirthi Kalyanam Requests for permission to copy any part of the material should be addressed to: PERMISSIONS DEPARTMENT THOMSON BUSINESS and ECONOMICS 5109 Natorp Boulevard Mason, OH Phone: (800)

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Part Two: Chapter Seven Usability, Credibility and Persuasion “The Web is the ultimate customer-empowering environment. He or she who clicks the mouse gets to decide everything.” Jakob Nielsen, Designing Web Usability 顧客授權 Communication

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Dynamics of a Web Visit Average length of time less than three page views on most sites

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Dynamics of a Web Visit Average length of time less than three page views on most sites Random surfer model: whether to continue to next page is coin flip

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Dynamics of a Web Visit Average length of time less than three page views on most sites Random surfer model: whether to continue to next page is coin flip Look ahead model: decision to continue based on value of current page and expected value of any page yet to come

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Dynamics of a Web Visit The Look Ahead Model of Web Surfing Behavior

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Dynamics of a Web Visit Site visits are short, so first impressions matter Visits that extend past a few clicks offer information about motives, results Dynamic personalization systems adjust information to user goals Identifying major entry and exit points also can improve customization

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Matching Content to Site Location Web Analytics DataMarketer’s Response Most Popular Entry Pages Place product offers, rotate weekly Promote online store Sell advertising Include toll-free number Remind users to bookmark page Visits by Day of the Week Replace offers on the least-visited day Ramp up sales pitch ( 銷售廣告 ) leading up to most popular day “Liquidation Sale” on day following most popular Increase pay-for-performance positions on search engines during strongest performing days Most Popular Exit Pages Promote “limited time” offers Offer coupons in exchange for addresses Launch exit pop-up surveys

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation ☆ Usability for Task-Oriented Sites Users looking to solve problems want efficiency and effectiveness –Fast response time –Effective navigation –Responsiveness to user goals –Higher interactivity and quality content

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Usability for Task-Oriented Sites Slow sites break the user’s train of thought Delay TimeImpact 0.1 second Upper limit of delay leading to perception of instantaneous response 1.0 second Upper limit on delay for user’s flow of thought to stay uninterrupted 10 seconds Upper limit on delay to keep user’s attention focused on dialogue

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Usability for Experiential Sites Gaming and entertainment sites among the “stickiest” and most profitable online –Pokerstar.com, Xbox Live

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation ☆ Usability for Experiential Sites Gaming and entertainment sites among the “stickiest” and most profitable online –Pokerstar.com, Xbox Live Different priorities than for task- oriented web sites –Emphasis on beauty, flow, engagement –Greater concerns about latency ( 潛伏不動 )

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Usability and Customer Support Effectiveness of support sites can indicate proof of a company’s commitment to customer service, or prove otherwise

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation ☆ Usability and Customer Support Effectiveness of support sites can indicate proof of a company’s commitment to customer service, or prove otherwise Features of leading support sites: –Inexpensive communications –Electronic distribution –Online publishing –FAQs and customer self-help –Key notices and events

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Usability and Customer Support Online support provides cheaper solutions Median cost per transaction WebPhone Web/Phone % By price of best-selling product $10,000+ $16.91$56.84$ % $1,000-$9,995 $7.94$36.24$ % Under $1,000 $2.80$26.67$ % Median $3.75$27.78$ % Per-incident ( 事件 ) costs calculated by dividing monthly payroll costs for employees who support each method by reported transaction volume. SOURCE: Association of Support Professionals, (2002), The Economics of Online Support

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Anyone can build a web site Users seek out credibility clues

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Anyone can build a web site Users seek out credibility clues –Ease of use

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Anyone can build a web site Users seek out credibility clues –Ease of use –Indicators of outside endorsements

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Anyone can build a web site Users seek out credibility clues –Ease of use –Indicators of outside endorsements –Accurate and complete information

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation ☆ Credibility and Persuasion Anyone can build a web site Users seek out credibility clues –Ease of use –Indicators of outside endorsements –Accurate and complete information –Absence of advertisements

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion The Stanford Credibility Guidelines 1. Make it easy to verify accuracy of information on the site. 2. Show that there is a real organization behind the site. 3. Highlight expertise in organization, content and services. 4. Show honest and trustworthy people behind the site. 5. Make it easy to contact. 6. Design site so it looks professional and appropriate. 7. Make the site easy to use – and useful. 8. Update site’s content often (or indicate recent review). 9. If possible, avoid advertisements on the site. 10 Avoid errors of all types, no matter how small they seem. SOURCE: B.H. Fogg, Stanford Web Credibility Project (2004), Stanford Persuasive Technology Lab

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Evaluating Information Why some users turn away from health information sites Health Seekers% Site was too commercial 47 Couldn’t determine source of information 42 Couldn’t determine when info last updated 37 Site lacked independent endorsement 30 Site appeared sloppy or unprofessional 29 Site contained inaccurate information 26 Information disagreed with doctor’s advice 20 SOURCE: Pew Internet Project

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation ☆ Credibility and Persuasion Usability experts emphasize simplicity and benefits of online text Marketers value long tradition of using images for persuasive purposes Visual metaphor ( 隱喻 ) can be the tradeoff between straightforward information and other branding goals

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion AskJeeves.com: matching simplicity with effective imagery SOURCE: ©PRNewsFoto/AskJeeves, Inc.

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Core strength of online interaction is the ability to present the right information at the right time

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Core strength of online interaction is the ability to present the right information at the right time In ancient Greece, the concept of kairos – the opportune ( 適宜 ) moment

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion In real estate, key persuadable moments

© Copyright 2006, Thomson South-Western, a division of the Thomson Corporation Credibility and Persuasion Core strength of online interaction is the ability to present the right information at the right time In ancient Greece, the concept of kairos – the opportune moment Online activities can alter balance, make favorable moments as easy to spot ( 容易發現 ) in real time as in retrospect ( 回 顧 )