Abstract Following Bitner’s well-known “servicescape” model, the propensity of physical
surroundings to facilitate organisational as well as marketing goals is now well researched. Their
importance is, in general, more important in service settings because of the unique characteristics
of services, particularly their intangibility and perishability, the inseparability of production and
consumption, and heterogeneity in delivery quality. E-businesses, whether offering products or
services, ultimately share many service characteristics. For example, the benefits consumed are
often not solely in the products purchased, which could have been purchased elsewhere, but rather
in the intangible benefits of interaction with the website, i.e. saved time, convenience, and a reduced
risk of dissatisfaction with an enhanced availability of information. This paper adapts Bitner’s
model to encounters in “cyberspace”, where the key characteristics of the service “product” are still
present, with the result that, just as in the physical setting, stimuli may be planned and designed to
engender approach behaviour. In so doing, it borrows from the motivational psychology construct
of “flow”, a metaphor for optimal experiences.
Abstract Following Bitner’s well-known “servicescape” model, the propensity of physical
surroundings to facilitate organisational as well as marketing goals is now well researched. Their
importance is, in general, more important in service settings because of the unique characteristics
of services, particularly their intangibility and perishability, the inseparability of production and
consumption, and heterogeneity in delivery quality. E-businesses, whether offering products or
services, ultimately share many service characteristics. For example, the benefits consumed are
often not solely in the products purchased, which could have been purchased elsewhere, but rather
in the intangible benefits of interaction with the website, i.e. saved time, convenience, and a reduced
risk of dissatisfaction with an enhanced availability of information. This paper adapts Bitner’s
model to encounters in “cyberspace”, where the key characteristics of the service “product” are still
present, with the result that, just as in the physical setting, stimuli may be planned and designed to
engender approach behaviour. In so doing, it borrows from the motivational psychology construct
of “flow”, a metaphor for optimal experiences.
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