US retail ecommerce will continue its torrid growth in 2014, with sales forecast to rise 15.5% to $304.1 billion. Although ecommerce sales will account for just 6.4% of the $4.73 trillion in total US retail sales expected this year, their true impact will be much bigger, according to a new eMarketer report, “US Retail Ecommerce: 2014 Trends and Forecast.”
Sales alone do not tell the whole story of US retail ecommerce. Consumers may not buy online all the time, but they are shopping through digital channels constantly. Of the 219.4 million internet users in the US ages 14 and older, eMarketer expects 196.6 million, or 89.6%, to shop online this year, compared with 163.2 million who will go on to complete a purchase digitally.
As the difference between those figures makes plain, digital shopping doesn’t always lead to an immediate conversion. Retail executives, however, say it does translate to influence throughout the path to purchase. The influence works both ways. According to a November 2013 survey of US digital shoppers by consulting firm Accenture, 78% of respondents reported “webrooming,” or researching online before heading to a store to make a purchase. At the same time, some store trips eventually led to a digital purchase. The same Accenture study found that 72% of respondents “showroomed,” or bought digitally after seeing a product in a store. Consumers, then, have merged online and offline into a single shopping experience.