Moving from Click to Brick - Research Prospect...Page 1 of 67 Moving from Click to Brick Analysing...

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Moving from Click to Brick

Analysing consumer role influencing the shift from Click-and-Order

stores to Brick-and-Mortar stores

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Table of Contents List of Figures 4

List of Tables 4

Abstract 6

1 7

1.1 7

1.2 8

1.3 9

1.3.1 9

1.4 10

1.5 10

2 11

2.1 11

2.2 11

2.3 14

2.4 15

2.5 17

2.6 18

2.6.1 19

2.6.2 20

2.6.3 21

2.7 22

3 23

3.1 23

3.2 23

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3.2.1 24

3.2.2 25

3.3 26

3.4 26

3.4.1 27

3.5 28

3.5.1 28

3.5.2 28

3.5.3 29

3.6 29

3.7 30

4 31

4.1 31

4.2 31

4.3 34

4.3.1 34

4.3.2 35

4.3.3 36

4.3.4 37

4.4 41

5 42

5.1 42

5.2 42

5.3 43

5.4 43

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6 46

7 51

8 56

9 57

10 58

11 60

12 61

13 62

List of Figures

Figure 2.5-1: Theory of Planned Behaviour (Sourcel Ajzen 1991) 18

Figure 2.6-1- Research Model for Channel Switching Behaviour (Source; Poolulangara

et al. 2011 ) 20

Figure 3.2-1: Research Approach Development (Source; Creswall 2013) 24

Figure 3.2-2: Process of deduction (Source; Bryman and Bell 2015) 27

Figure 3.4-1: The Research Onion (Source; Saunders and Tosey 2013) 28

Figure 4.3-1: Results of hedonic and utilitarian beliefs; variables of self-efficacy, time,

money, information hedonic products and utilitarian product; outcomes of self-efficacy;

and behavioural intention 37

Figure 4.3-2: Result for Cronbach Alpha 38

List of Tables

Table 2.2-1- Dimension affecting relative attractiveness to consumers (Source; Alba et al.

1997) 12

Table 2.2-2- Brick-and-Mortar stores vs. the Internet- Shopping Values and Costs.

(Source; Kim 2000) 13

Table 4.2-1: Respondent Gender and Ethnicity 29

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Table 4.2-2: Demographic Characteristics of Respondents 31

Table 4.2-3: Frequency Analysis of Demographics 32

Table 4.3-1: Descriptive Statistics of Respondents Question 1&2 Section II 33

Table 4.3-2: Regression Analysis for Hedonic and Utilitarian Beliefs on Channel

Switching: 35

Table 4.3-3: Regression Analysis of Additional Variables 37

Table 4.3-4: Regression Analysis of Channel Switching Behaviour 38

Table 5.4-1: Cronbach's Alpha Variance 52

Table 5.4-1: Item Statistics of Questionnaire 53

Table 5.4-1: Frequency Analysis of Age Group 54

Table 5.4-2: Frequency Analysis of Education 54

Table 5.4-3: Frequency Analysis of Working Hours 54

Table 5.4-4: Frequency Analysis of Marital Status 55

Table 5.4-5: Frequency Analysis of Ethnic Group 55

Table 5.4-1: Reliability Analysis of Questionnaire using Skewness and Kurtosis 56

Table 5.4-1: Regression Analysis Results Presentation of Correlations 57

Abstract

The current study examined what factors influence a customer’s behaviour to switch from

shopping online to using traditional brick-and-mortar stores. The study looked to examine

this phenomena using the Theory of Planned Behaviour. A model was constructed using

this theory to analyse factors such as hedonic beliefs, utilitarian beliefs, hedonic products,

utilitarian products, self-efficacy, time, information, money, normative beliefs, and

perceived behavioural control. The study has used a quantitative research approach to

study the factors that influence customers to switch from internet to stores. The research’s

approach lead to the use of a Likert like scale survey as the quantitative research

instrument. The data that was obtained was then put through frequency analysis and

regression analysis in addition to a Cronbachs alpha analysis to test the instrument’s

reliability.

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The tests produced a result that indicated that the most influential factors that contributed

to channel switching were Utilitarian beliefs, Utilitarian products, self-efficacy, information,

and attitude based on the regression analysis result. The research instrument constructed

was also reliable because the alpha product produced was in the excellent category.

Retailers can use these results to develop omni-channels that take into account these

factors contributing to channel switching.

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1 Chapter 1: Introduction to the Research Topic

1.1 Significance of the Research Area

Retailers ranging from department stores to specialty stores have launched internet sales

sites in parallel to pre-existing retail channels (Hoisington et al. 2015). Many traditional

retailers have used the internet to channel consumers as a logical extension of their

store’s physical existence in order to complement existing customer relationships,

business processes, and distribution systems of merchandise (Prince & Graf 2015).

According to Scott Silverman, “branding is a tremendous advantage and cross-promoting

it over the internet and physical stores will open up new selling opportunities” (Bernstein

et al. 2008).

Conversely, based on latest reporting from news agencies many companies that had

started off as internet sensations are adopting the model of traditional brick and mortar

stores (Schneir et al. 2014). According to Walsh (2016) Amazon.com had opened its first

brick and mortar store in November in Seattle’s University Village, USA. Over the last few

years many companies in the US and UK have launched physical presence in order to

better market their products, build closer customer relations, and boost their online traffic

and sales (Glanz et al. 2012). Shifting from online presence only to conventional stores

is reflecting the broader industry placing a greater deal of importance on omni-channel

retailing which allows merchants to set a goal of providing customers with a seamless

experience regardless of if they are shopping through a computer or mobile device or

through a traditional retail store (Baal and Dach 2005)

Shim et al. (2000) argues that the consumer market of today is driven by various factors

such as dual-income families, decreasing amount of available shopping time,

revolutionizing technology, and innumerable shopping choices among different products,

brands, and diverse retail formats like brick-and-mortar or online shopping using

electronic mediums. Pookulangara et al. (2011) have asserted that retailers are beginning

to learn that many shoppers are taking advantage of the variety of available channels

allowing them to shop more often, across different sales channels. Sullivan and Thomas

(2004) describe this behaviour as consumer channel migration which is a process by

which current consumers repeatedly make choices to frequent one of several retailer

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channel options such as; brick-and-mortar, catalogues/mail orders, and the Internet. Wise

et al. (2004) found that multiple complementary channels provide more diverse service

outputs than compared to use of single channel strategies allowing retailers to increase

their consumer contact points; when it adds on a channel it is able to expand both the

quantity and possible combinations of service outputs available to its consumers.

1.2 Problem Statement

Pookulangara et al. (2011) finds that the retail industry has matured and expansion in the

industry has slowed to a steady crawl causing retailers to find new ways to create

shareholder value using the least amount of assets at their disposal. Pookulangra et al.

(2011) further recognises that multi-channel marketing is different from the traditional

route of multiple-channel marketing where firms interact with different segments of their

consumers through different channels. Pookulangra et al. (2011) believes that multi-

channel marketing is more about consumers being able to use alternative channels to

build a network relationship with the retailers when they please and these consumers can

also use different channels at different times. This is why many brick-and-mortar retailers

now have websites, while many internet based retailers are moving towards building

physical stores (Rangaswamy and Burggen 2005; Kurt Salmon Associates 2005).

Sullivan and Thomas (2004) found that the consumer channel migration characteristic is

imperative as a factor in consumer relationship management since consumers that are

able to buy from a variety of channel combinations may be different in regards to the

major drivers of consumer profitability. Johnson (1999) argued that multi-channels are

able to meet the desires for flexibility of consumers when it comes to shopping “what they

want, when they want, and in a way that they want”. However, the problem that arises

which is relevant to the current study is understanding how and when consumers use

retailers with physical locations or the internet, and what drives their proclivity to switch

from Internet to brick-and-mortar which is driving internet based companies to switch to

such an option.

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1.3 Research aims and objectives

Based on the research question presented in the section below, the primary aim of the

study is to analyse how consumers have influenced businesses to shift back to using

traditional retailing; brick and mortar stores using the Theory of Planned Behaviour. The

theory assumes that individual attitudes and beliefs, in addition to many subjective norms

and control factors will result in an intention to perform as specific behaviour, i.e. to switch

from online shopping to traditional shopping. In order to achieve this aim, the following

objectives need to be met.

1. Highlight the advantages and disadvantages of business models based on clicks and

bricks.

2. Investigate the impact that online stores have had on consumers and the retail

industry.

3. Explore factors that may influence the consumer’s decision to change from shopping

primarily online to more traditional retail stores using quantitative data.

4. Bring to light the major issues and concerns in the matter. Provide logical and rational

recommendations based on the data analyses in the form of results and discussion.

1.3.1 Research Questions

The current study is based on a primary research question that will form its basis.

How has consumer behaviour influenced the shift of click-and-order stores to move

towards more traditional retailing with physical stores?

Complimentary questions to the primary research question were also developed to aid

the research of the current. Complementary questions included;

1. How does the theory of planned behaviour explain consumer channel switching

behaviour by focusing on hedonic (practical, instrumental and functional) and

utilitarian (sensational and experiential) products?

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2. What are indications of behavioral intentions of consumers when it comes to

switching shopping channels?

3. What are some variables that will help predict channel switching behaviour?

1.4 Research Approach

The current study uses the theory of planned behaviour (TBP) to analyse consumer’s

channel switching behaviour by specifically focusing on switching from the internet to

brick and mortar stores. Ajzen (2001) explains that theory of planned behaviour is

designed to predict and explain human behaviour in specific contexts. For this specific

study the context that is being used is behaviour of switching channels while shopping,

specifically the combination of brick-and-mortar stores and the internet as a medium of

retailing. The main factor of this theory is an individual’s intention to perform a given

behaviour under volitional control. The theory hypotheses that behavioural intention is the

direct originator of the actual behaviour. The theory of planned behaviour assumes that

an individual’s attitudes and beliefs when coupled with subjective norms and control

factors result in an intention to perform a specific behaviour, in this case switching from

the internet to traditional retail stores.

1.5 Project Outline

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2 Chapter 2 Literature Review

2.1 Introduction

The current chapter is aimed at analysing the current and previous literature available

when it comes to examining consumer behaviour in channel switching and current

business models that companies are using to attract consumers towards their multiple-

channel network. The literature used in the current study does not set a geographic

limitation but attempts to encompass a great deal of literature that has been conducted

outside of the UK. Previous studies investigating this phenomena have examined

shopping benefits and costs of multi-channel consumerism using individual channels like

traditional stores, catalogs, television, and the internet (Balasubramanian et al. 2005).

However, with the rise of the Internet, ecommerce, and increased number of online

retailers, studies have begun to examine the attitudes of consumers towards using

different purchasing channels and also looking at channel switching behaviour. Using the

concepts and theories discussed in the current chapter, the study will be able to

implement its literature review findings in developing a research approach and

methodology.

2.2 Channel Switching Behaviour of Consumers

Today, consumers are taking a more active role in their shopping and making decisions

about products. Because of this more aggressive role they demand any time and where

procurement in addition to any time and where consumption of products or services.

Consumers are beginning to demand more value in exchange for their money, time, effort,

and space in the four main consumer resources (Seth and Sisodia 1997). Due to this

increased active role that consumers have taken on, they are driving the entire marketing

process for companies (Baal and Dach 2005) while also demanding increased

customisation from businesses. Crawford (2005) asserts that a singular marketing plan is

no longer effective for the whole target segment since individuals are now beginning to

expect companies to respect their own individuality which demands specifically

personalized marketing strategies that comply with their unique needs and wants. For the

current circumstances being analysed, it is vital for retailers to comprehend who their

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customers are and the reason behind picking one channel over the other, in this case

brick-and-mortar over the internet. Crawford (2005) finds that the predicament lies in

knowing who is buying from a retailer’s brick-and-mortar stores, as it is easy for them to

identify their online buyers. . Pookulangra et al. (2011) believe that channel switching can

result in channel conflict, this is because a customer can receive service or obtain

information from one channel but they may conduct business through another channel.

Alba et al. (1997) have identified specific dimensions associated with a retail channel and

their impact in terms of attractiveness to a consumer (Table 2.2-1). Alba et al. (1997)

argues that specific characteristics available to consumers have different intensities for

brick-and-mortar and internet stores as seen in Table 2.2-1. Based on this table, Internet

stores provide consumers with a great deal of alternative products compared to stores

and have high intensity of this dimension.

Table 2.2-1- Dimension affecting relative attractiveness to consumers (Source; Alba et al. 1997)

Kim (2000) went on to compare the shopping values based on hedonic and utilitarian

concepts and the perceived behavioural controls of brick-and-mortar stores and the

internet (Table 2.2-2). The table describes the shopping values categorised on concepts

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from hedonic and utilitarian concepts and behavioural controls for both brick and mortar

stores and the internet. Kim (2005) provided these characteristics in order to explain the

behavioural reasons that prompt shoppers to choose a channel. This provides the study

with characteristics most associated with the specific channel of shopping.

Table 2.2-2- Brick-and-Mortar stores vs. the Internet- Shopping Values and Costs. (Source; Kim 2005)

Pookulangra et al. (2011) argues that consumers switch channels based on their beliefs

and attitudes concerning each channel in addition factors such as social norms, perceived

behavioural control, and attitude towards channel-switching.

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2.3 Studies on consumer switching habits between traditional store and online channels

While conducting the literature review, various studies were identified that had examined

consumer channel switching behaviour using traditional stores and online stores. This section

examines these studies using a chronological set up to organize the studies analysed.

Jarvenpaa and Todd (1997) had found that responsiveness and tangibility had the greatest impact

on buying intention during internet shopping, while product perceptions were greater on catalogs

than the internet. Madlberger (2006) later replicated the study of Jarvenpaa and Todd (1997) and

found that the most important factor that influence consumer attitudes toward online shopping

was their attitude toward catalogues. Madlberger (2006) also found that the convenience of online

shopping resulted in a greater favorable attitude among catalog shoppers when given the option

of a multichannel retailer’s online store. This eventually resulted in them preferring online

shopping and slowly moving away from catalog shopping.

Shim et al. (2000) focused their study on examining the impact of the internet and the traditional

retail stores on consumers and their purchase intention. The research had used a sample of 706

participants with no specific user characteristics as they were sampled randomly in the population.

Based on the results Sim et al. (2000) concluded that the internet was used more for purchasing

cognitive products (i.e. products that satisfy users’ needs and desires through cognitive

capabilities such as “smart” products). However, the study also found that cross-shoppers were

product situation specific.

Burke (2002) found that shoppers valued different features when they are shopping for different

products. The study found that consumers were less interested in using multiple channels when

shopping for goods which they frequently purchased like groceries or healthcare products. Burke

(2002) concluded that consumers had valued the option of buying online and picking up the

product at the nearest store, in addition the option of shopping in the store and having the

purchases delivered at home while also being able to return the products to the store or through

the mail.

Levin et al. (2003) has used product categories in their study to hypothesise the behavior of

channel switching. Levin et al. (2003) found that products that were categorised as being “high-

touch” like health/grooming merchandise, sporting goods, and clothing products were preferred

to be shopped at brick-and-mortar stores. On the other hand, products that were categorised as

“low-touch” like computer software or airline tickets were preferred to be purchased online

because there was greater importance placed on shopping quickly.

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Gupta et al. (2004) used utility maximisation in their study, it was concluded that utility obtained

from online shopping needed to be greater than the utility available under the brick-and-mortar

format of shopping because it resulted in consumers switching to an online shopping environment.

Gupta et al. (2004) found that channel risk opinions between channels had a negative association

with the tendency of consumers to switch channels. However, the difference in price-search intent

between online channels and traditional channels had a positive impact on the tendency of

consumers to switch between channels.

Baal and Dach (2005) examined a sample of 489 who made purchases in physical stores and

447 participants who purchased online to understand the behaviours of channel switching. The

study concluded that the internet is able to provide services for products that have dominant

search characteristics, rapid technological changes and had low frequencies of purchase. The

study also found that consumers retained cross-channel options when it was more likely for

products to be purchased infrequently. Baal and Dach (2005) also concluded that product

characteristics influenced shoppers more when they looked for more information online and then

made their purchases in a traditional retail setting.

All the literature reviewed had stringent controls in place to compare their survey results. Also,

the literature included above also used quantitative or empirical techniques to analyse and

present results. The studies presented above were homogenous in that matter and used surveys

as the research instrument.

2.4 Research in Omni channel models studies

The fast development of information technologies has provided retailers and other

businesses to reach various ends of the market they are operating in (Kollmann &

Hensellek 2016). Over the past decade, worldwide more consumers have gained access

to the Internet and have found it to be a convenient and safe way to shop online (Segarra

et al. 2016). This has led many firms opting for more ecommerce integration (Powell et

al. 2016). Many internet enabled business models have also emerged from the

information technology boom (Magretta 2002). One business model that has gained

speed is the integration of internet channels and the traditional retail channel known

through the label of the clicks-and-mortar business model (Chen et al. 2014). Many large

retails have boomed from just internet sales such as the revolutionary Amazon.com which

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is built on the clicks-and-order business model (Lim et al. 2005). This section analyses

studies that have examined omni-channel models for businesses.

Of the studies reviewed, all were common in that they had set up thorough methodologies

by focusing on businesses. Laroche et al. (2005) and Picot-Coupey et al. (2016) both had

longitudinal case studies as their methodologies. Using this research approach the

studies were able to analyse companies that had implemented omni-channels. Studying

the application of omni-channels helps to understand how characteristics of consumers

are implemented to allow businesses to shift from the internet to traditional retailers. All

three pieces of literature produced results with positive impacts of omni-channel

implementation.

Studies such as Brynjolfsson et al. (2000) have carried out extensive research to compare

businesses online to that of their traditional brick and mortar counterpart. The study was

conducted over a period of 15 months using a dataset of 8,500 price observations.

Brynjolfsson et al. (2000) compared the pricing behaviour at 41 different internet retailers

with conventional outlets to study the trend of pricing. The study goes on to explore the

claim of whether or not the interest has allowed for a frictionless market. The study found

that prices on the internet were about 9-16% lower than those in their conventional outlets

(Brynjolfsson & Smith 2000). However, it was concluded that there was the presence of

low friction in dimensions of internet competitions, such as branding and awareness; but

there was a greater importance on trust for internet retailers (Brynjolfsson & Smith 2000).

Laroche et al. (2005) study the intangibility of internet stores in terms of its effect on

dimensions of a consumer’s ability to evaluate goods and services; and its perceived risk

in terms of conducting the transaction. Mostly, the purchase environments of this

relationship is explored by comparing purchase environments in conventional stores

versus the Internet stores. The researchers conducted two experiments to explore this

concept, the first experiment being the development of a latent model that explores the

relationship between evaluation difficulty (ED) and perceived risk (PR). The second

experiment explored the effect of the internet on ED and PR compared to that of traditional

retailers.

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Research conducted by Picot-Coupey et al. (2016) aimed to investigate the challenges

that are faced by online retailers when synchronising clicks with bricks using an omni-

channel perspective. The paper also brought insight on the possible ways to overcome

the channels of online retailers to successfully implement an omni-channel strategy.

Picot-Coupey et al. (2016) used an in-depth longitudinal case study using French online

eyewear retailer Direct Optic from January 2013 to March 2015. The research included

1,500 and more hours of participant observations and 118 interviews (Picot-Coupey et al.

2016)

2.5 Theoretical Development

The theory of planned behaviour as proposed by Ajzen (2001) provides a framework that

allows to study attitudes towards behaviours. According to the theory of planned

behaviour, the most important element of an individual’s behaviour is their intent. In order

for an individual to have the intention of performing a specific behaviour there needs to

be a combination of an individual’s attitude toward performing the behaviour and there

needs to be the presence of a subjective norm. The attitude that an individual has to a

specific behaviour includes factors of subjective norms, normative beliefs, evaluations of

behavioural outcomes, motivation to comply, and behaviour beliefs which are illustrated

in the figure below.

Figure 2.5-1: Theory of Planned Behaviour (Sourcel Ajzen 2001)

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The theory of planned behaviour assumes that behaviour intention is the direct precursor

of actual behaviour as seen in Fig. 2.3-1. For this specific study, behaviour is defined as

the intention to switch shopping channels within the next three months; this includes any

form of information search for a product and or buying a product or service. In addition,

behavioural intent is defined by the study as a person’s likelihood for engaging in behavior

outlined previously and is a function of the following three components;

1. Attitude (A)

2. Subjective norm (SN)

3. Perceived behavioral control (PBC)

Ajzen and Fishnein (1980) describe behavioural intentions as a summary of motivation

that is needed to perform or conduct a specific behavior, this also reflects the person’s

decision to follow a specific course of action, and lastly it provides an outline of how hard

individuals are willing to try and perform the specific behaviour set out (Fishbein and Ajzen

1975). It is evident from the research conducted by Ajzen (1988) that intentions of an

action can change over time. According to Ajzen (1988) the greater the likelihood that

there are unforeseen events the greater the chance of change in the intentions. Based

on this premise, the accuracy of a prediction will most likely decline with the amount of

time taken in between the measurement of intention and observation of the behaviour

suspected (Ajzen 1988).

2.6 Conceptual Framework/Model

As explained above, the theory of planned behaviour states that the performance of a

behaviour is a joint function of intentions and perceived behavioural control (Ajzen 2001).

For an accurate prediction to take place based on the behaviour it is imperative that the

measures of intent, in this case the intention of switching from one channel to another

and the perceived behaviour control are attuned with the behaviour that is to be predicted.

Ajzen (2002) argues that when people believe that they have the needed resource and

opportunities like skills, money, cooperation of other people, and time; and that specific

problems that have a greater chance of coming forth are manageable, people then exhibit

confidence in their ability to perform the intended behaviour and also exhibit a high degree

of perceived behavioral control.

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For the current study, the proposed beliefs that are thought to conceive switching

shopping channels includes self-efficacy and other facilitating conditions which are

hypothesized to impact channel switching behaviour of a customer that is aware and uses

multiple channels of purchasing. The model developed for the proposed study takes from

Poolulangara et al. (2011) and their study to build upon as seen in Fig. 2.4-2.

Figure 2.6-1- Research Model for Channel Switching Behaviour (Source; Poolulangara et al. 2011 )

2.6.1 Hedonic and Utilitarian beliefs

Addis and Holbrook (2001) asserts that retail characteristics can be identified as either

utilitarian or hedonic. According to Lee et al. (2006) utilitarian characteristics offer for

customers practical functionally which includes convenience, price and assortment, on

the other hand hedonic characteristics are ones that are able to satisfy the consumer’s

emotional wants which include atmosphere and social experiences. Based on the

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classification and understanding of literature the following hypothesis has been proposed

with its negative thesis;

2.6.2 Perceived self-efficacy and facilitating conditions

Bandura (1977) defines self-efficacy as individual judgements of an individual’s

capabilities to perform a specific behaivour; therefore, the stronger that the perceived self-

efficacy is the more active the efforts will be. When applied to the circumstances of

channel switching, self-efficacy refers to a customer’s judgement of their own capabilities

to get product information and buy products from either traditional physical retail stores

or through the internet. Furthermore, facilitating conductions impact the perceived

behaviour control which soon or later influences the behaviour of the outcome. These

variables are known to be in control of the customer and facilitate their behaviour. For this

specific model, the facilitating conditions have been termed as information search, time,

money, and product type. Taylor and Todd (1995) argue that the absence of any of the

facilitating conditions represents barriers to switching channels and may inhibit the

development of an intention but the presence of these conditions may not as such

encourage consumers to use channel switching when looking for or buying products.

Therefore, according to the research model the following have been formulated.

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2.6.3 Perceived Behavioural control (PBC)

Perceived behavioural control is defined as a perception of control but is not considered

actual control over the behaviour that is being examined (Notani 1999). This can be

measured by asking direct questions about the capability to perform a behaviour or it can

be indirectly according to the beliefs about the ability to deal with a specific facilitating or

inhibiting factor. According to Ajzen (2002) and Bansal and Taylor (2002) the more a

person believes that they have all the needed resources, abilities and opportunities to

influence behaviour, the more chance it is that they will intend to actually perform that

specific behavior. Keen et al. (2000) argued that perceived behavioural control acts as a

determinant of behavior. Therefore the following hypotheses have been developed.

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2.7 Conclusion

The retail industry has drastically changed over the years to become more diversified in

the channels in which business is conducted. Because of this, today’s customers are

provided with a number of choices when it comes to retailing and for them multiple

channels are offered by retailers. Based on the literature review conducted, various

studies over the years have been conducted to understand the channel switching

phenomena. There are a diverse set of characteristics and behaviours that influence the

behaviour of consumers to switch over channels. By understanding the conclusions of

other literature the current study constructed a conceptual framework that would allow the

build-up of the current research. It explained the theoretical basis of the study and built

upon a model on which the study revolved around.

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3 Chapter 3 Research Methodology

3.1 Introduction

The chapter of the study explains the research philosophies that are associated with the

research to develop an approach which is implemented to solve the research problem.

The chapter provides a detailed discussion of how the method of research was conducted

using a specific data collection strategy and data analysis strategy.

3.2 Selecting an Appropriate Research Approach

The following sections describe the philosophical and interpretive stances of the current

study. It is based on these premises that the entire methodology of the current study was

developed. These assumptions and approaches were necessary in order to ensure that

the steps used in the current study follow a logical thread which can be deemed

defendable. The way in which research is conducted can be developed in terms of the

research philosophy used, the research strategy employed and therefore the produces a

set of research instruments that can be incorporated in order to achieve the research

objectives (Fig. 3.2-1).

Figure 3.2-1: Research Approach Development (Source; Creswall 2013)

There are many ways in which research approaches can be customised to develop an

approach most suited for a particular study. However, the main three categories with

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which research approaches are organised include; qualitative, quantitative, and mixed

methods of research. Creswall (2013) comments that all three approaches are not to be

considered so discrete or distinct to one another. Creswall (2013) states, “qualitative and

quantitative approaches should not be viewed as rigid, distinct categories, polar opposite,

or dichotomies” (p.32). Newmand and Benz (1998) pointed out that quantitative and

qualitative approaches instead represent different ends on a continuum, since a study

“tends” to be more quantitative than qualitative or vice versa. Lastly, mixed methods

research resides in the middle of the continuum as it is able to incorporate elements and

characteristics of both quantitative and qualitative approaches. Lewis (2015) points out

that the main distinction that is often cited between quantitative and qualitative research

is that it is framed in terms of using numbers rather than words; or using closed-ended

questions for quantitative hypotheses over open-ended questions for qualitative interview

questions. Guetterman (2015) points out that a clearer way of viewing gradations of

differences between the approaches is to examine the basic philosophical assumptions

that are brought to the study, the kinds of research strategies used, and the particular

methods that are implemented in conducting the strategies.

3.2.1 Underlying Philosophical Assumptions

In order to construct the methodology of the current study it is essential to first establish

a set of beliefs or principles that will act as the guiding route of the current study. For this

reason various philosophical research assumptions were examined to choose one which

fits the current study in terms of providing it with a foundation. A research philosophy is a

belief about the way in which data about a phenomenon or situations should be gathered,

analysed, and used. According to Galliers (1991) the two major research philosophies

that have been identified in the Western tradition of science are positivist and

interpretivist.

Positivism reflects the acceptance in adopting the philosophical stance of natural

scientists (Saunders, 2003). According to Remenyi et al. (1998) there is a greater

preference in working with an “observable social reality” and that the outcome of such

research can be “law-like” generalisations that are the same to those which are produced

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by physical and natural scientists. Gill and Johnson (1997) add that it will also place a

greater emphasis on a highly structured methodology in order to allow for replication for

other studies. Dumke (2002) agrees and explains that a positivist philosophical

assumption produces highly structured methodologies and allows for generalization and

quantification of objectives that can be evaluated by statistical methods. For this

philosophical approach, the researcher is considered an objective observer who should

not be impacted by or impact the subject of research.

An in-depth study of both these positions have resulted in the current study choosing the

positivist approach for becoming the philosophical basis of the current research. Positivist

philosophy believes that reality is stable and can be observed and described from an

objective viewpoint (Galliers 1991; Levin 1988). This can be achieved even without

interfering with the phenomena that is under study. The premise held by the thought is

that the phenomena should be isolated and that observations should be repeatable. Levin

(1988) contends that this involved the manipulation of reality with variations of only a

single independent variable so as to identify regularities in order to construct relationships

between them. The positivist viewpoint is a scientific viewpoint that allows one to evaluate

theory using substantial evidence that can be obtained again using a rigid research

method that can be replicated. It is for this reason that the positivist assumptions make

up the foundation of the current study.

3.2.2 Selecting Interpretive Research Approach

Using the philosophical assumptions made in the previous section the interpretive

research selection is made as the deductive approach. The main purpose of a deductive

approach is that it aimed and tested towards theory (Babbie 2010). The approach begins

with a hypothesis (Fig. 3.2-2), unlike the inductive approach which is concerned with

generating new theory from emerging data while using research questions to narrow the

scope of the study (Wilson 2010). The deductive approach places a greater emphasis on

causality. Gulati (2009) argues that the deductive approach follows the path of logic the

most closely with reasoning starting off with theory and leading to a new hypothesis.

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Figure 3.2-2: Process of deduction (Source; Bryman and Bell 2015)

3.3 Justifying the Use of Quantitative Research Method

Babbie (2010) defines quantitative research methods as placing a greater emphasis on

objective measurements, and “the statistical, mathematical, or numerical analysis of data

collected through polls, questionnaires, and surveys, or by manipulating pre-existing

statistical data using computational techniques”. This basically means that quantitative

research focuses on gathering numerical data and then being able to generalise it across

many groups of people or to even explain a specific phenomenon which was the focus of

the study (Wilson 2010). Quantitative research approach is best suited for the current

study because of this reason. The goal of the study is to conduct quantitative research in

order to determine a relationship between consumer choices of shopping channels on a

business’s decision to shift to brick-and-mortar stores within the UK population. It is

through quantitative research that the data obtained and projected can be used to

generalise concepts more widely, predict future results or even investigate causal

relationships. (Gulati 2009).

3.4 Selecting an Appropriate Research Strategy

There are a great deal of research strategies that can be used which includes field

experiments, laboratory experiments, simulation, case studies, reviews, surveys, and

interviews to name a few. However, the right strategy for a study depends on the

underlying assumptions made from the philosophical and interpretive premises

Theory Hypothesis Data

Collection Findings Hypotheses

confirmed or rejected

Revision

of theory

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developed. The current study looks to follow a quantitative research approach by using

positivitism and deductive reasoning, for this reason a survey was considered the best

strategy. The choice of this is also in parallel to the steps presented in a typical ‘research

onion’ (see Fig 3.4-1)

Figure 3.4-1: The Research Onion (Source; Saunders and Tosey 2013)

3.4.1 Justifying the use of Survey Based Questionnaire

With the underlying theme of positivist and deductive reasoning, available research

strategies that will allow the achievement of the research objectives can only be surveys.

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Surveys enable researchers to obtain data about practices, situations or viewpoints at a

single point in time through questionnaires. Through the use of quantitative analytical

methods the data is manipulated to draw inferences from it regarding existing

relationships. It is through the use of surveys that a researcher is able to study more

variables at a single time than compared to the option of laboratory tests or field

experiments. With surveys this all becomes possible while data is still being collected

within real world environments.

3.5 Empirical Research Methodology

3.5.1 Research Design

The study is based completely on quantitative research design that is composed using

the scientific method indicated as the hypothetico-deductive method. Kuhn (2012) finds

that quantitative research approach allows for the interpretation of observations for the

sole reason of discovering an underlying meaning or patterns of a relationship which also

means the ability to classify a phenomena in a way that involves mathematical models.

The sections that follow present the important components that make up the research

design.

3.5.2 Data Collection

3.5.2.1 Survey

For the current study a questionnaire was developed which was to be self-administered

to consumers. The questionnaire consists of items that are able to measure the beliefs

towards switching channels using hedonic and utilitarian beliefs and attitude towards

switching channels between internet to brick and mortar stores. The questionnaire is able

to measure perceived self-efficacy, facilitating conditions set as time, money, information

and production type, and perceived behavioural control for the internet to brick and

mortar. The questionnaire also included information which collected answers on the

respondents’ demographics, including age, marital status, gender, work status, annual

household income, ethnicity, number of children, and education. The variables under

attitude beliefs, self-efficacy, time, money, product type and information are associated

with outcomes per the expectancy value model. The survey is presented in Appendix A.

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The survey is made of Likert-like items using a 7 point scale that gives varying degrees

of expression for each statement.

3.5.2.2 Sampling

The sample of the study was chosen based on random sampling. No specific

requirements were placed on obtaining a sample and the population chosen was anyone

who purchased products or services using the internet and/or brick and mortar stores. A

total of 300 respondents is intended to be collected in order to ensure a wide range of

perspectives. The sample was obtained by posting the survey online for a total of seventy

days to ensure that a maximum number of people respond in order to reach the desired

sample size value of 300.

3.5.3 Data Analysis

The data analysis is to be analysed using IBM SPSS v. 24 for descriptive analysis, factor

analysis and regression analysis. Each of the tools used for data analysis will be used

according to the section on the survey.

Firstly, the demographic section of the survey will be analysed using frequency statistics.

A further frequency analysis will be conducted on questionnaire section II in addition to a

reliability test using Cronbach’s alpha. However, both simple and multiple regression will

be used for complete data analysis. The premise set for such analysis to take place is

that the dependent variables were independent variables for the next stage of the model.

3.6 Limitations

One of the primary issues for data collection was the choice of distributing the survey

online using Survey Monkey. The issue with this is lack of rate of response which cannot

be calculated as the researcher will not be able to know how many individuals had seen

the survey and chose not to participate. This is one of the major drawbacks of online

distribution. Another drawback is ensuring that the survey was taken once by a single

person and not taken multiple times by a single person. However, it is assumed for the

sack of the study that individuals completed the survey once. This use of the Internet was

only chosen due to lack of funds and time limitation in completing the entire study.

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3.7 Conclusion

The current chapter has outlined the crucial components that make up the methods of the

research. It is through these methods that the research aims and objectives will be

accomplished. The chapter provides an in-depth discussion of the underlying philosophy,

interpretive beliefs, and research approach of the current study. Using these components

the study has set up a research design that can be replicated and produces results as

discussed in the next chapter.

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4 Chapter 4 Findings and Analysis

4.1 Introduction

The chapter presents the findings of the study. The data was acquired from the

questionnaire (see Appendix A) and analysed using IBM SPSS v. 24. The data was

analysed for descriptive, cronbach’s alpha and regression analysis. The frequency

statistics were acquired for the demographic analysis of the sample. As mentioned earlier,

the data was collected through random sampling by placing the survey on the Internet

using Survey Monkey. The primary issue with this was that there is no specific population

representation and the population being questioned is unknown. As with all surveys there

are chances of respondent bias which results in the interaction between variables and

outliers in the data. The first section of the chapter describes the demographics which is

followed by a frequency analysis of section II questions, Cronbach’s alpha and concluded

with a regression analysis.

4.2 Characteristics of Demographics

The proposed sample designated for the current study was 300. The survey was posted

on the Internet for seventy days in order to allow the maximum amount of respondents to

answer them. However, a total of 243 completed surveys were received within the

seventy day period. Only surveys that were completely filled were included in the data

analysis. Based on the demographic analysis of the surveys, a total of 107 males

participated while 136 females participated.

Table 4.2-1: Respondent Gender and Ethnicity

Table. 4.2-1 illustrates the ethnicity of the respondents; from the data obtained, 71

Hispanics had participated in the survey making them the largest group examined in

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terms of ethnicity compared to other ethnicities. The smallest group present in

respondents that identified as Caucasians with only 15 participants present in the sample.

Other characteristics of the respondents in the current study are present in Table 4.2-2

below.

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Table 4.2-2: Demographic Characteristics of Respondents

Based on the table presented 103 individuals made up the largest group of respondents

based on age in the 24-40 year old category. On the other hand, only 36 participants were

representative of individuals above 55 years old. The median age for the participants was

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ages 25-40 years old. Of the sample, 98 participants held a Bachelors, and only one

participant had no education. The median response for education was also bachelors as

present in Table 4.2-3.

Table 4.2-3: Frequency Analysis of Demographics

Based on the income, a majority of respondents (82) indicated that they earned £8,000

to £24,999 annually; while only seven indicated that income annually was £57,000-

£72,999. The median response for annual income among respondents was £8,000-

£24,999. An equal number of respondents indicated that they worked part time and full

time, split 86 participants each indicating this. However, only 71 respondents indicated

that they did not work. Based on the frequency analysis, the median response was

working full time. Marital status of 105 participants was either married or living with a

partner, while only 76 were separated/widowed/divorce. The median answer of

respondents was also married/living with a partner.

4.3 Questionnaire Results

4.3.1 External Variables

Table 4.3-1 explains the descriptive statistics of brick and mortar stores, catalog, and

internet usage for finding information on products and purchasing products in the last

three months. About 91% of participants indicated that they searched for product

information in stores, which was followed by about 51% of searches using catalogs, and

the most participants indicated that they searched for information on the internet, about

96%.

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Table 4.3-1: Descriptive Statistics of Respondents Question 1&2 Section II

In addition, participants indicated that 97% of them purchased products in the last three

months from stores, while an estimate of 46% purchased from catalogs, and about 99%

purchased online.

4.3.2 Frequency Analysis of Questionnaire

The questionnaire section II was designed using Likert-like questions that respondents

were asked to answer using a seven (7) point scale. Results of the questionnaire using

cumulative percentage frequency are presented in the Figs 4.3-1. below.

Fig. 4.3-1 presents the results of the questionnaire that analysed hedonic and utilitarian

beliefs; variables of self-efficacy, time, money, information hedonic products and

utilitarian product; outcomes of self-efficacy; and behavioural intention. The results are

evident that 51.9% of respondents agreed to some degree that changing from the internet

to stores while shopping was fun. About 55% of respondents also indicated with some

level of agreement that changing from internet to stores when shopping was enjoyable.

For utilitarian beliefs present in question 3g, respondents presented a large majority with

about 75% in some degree of agreement that changing from internet to stores when

shopping is efficient.

Questions 6d to 6h analysed variables of variables of self-efficacy, time, money,

information hedonic products and utilitarian products. Based on the results presented in

the figure below, 51.9% of respondents indicated some level of agreement that they had

the time to change between stores and the internet. Question 6f illustrates that about 58%

of respondents agreed that to varying degrees that they had the information needed to

change between stores and the internet. This supports the prediction made in hypothesis

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5 that information will predict the perceived behavioural control when switching from

internet to brick and mortar stores

Figure 4.3-1: Results of hedonic and utilitarian beliefs; variables of self-efficacy, time, money, information hedonic products and utilitarian product; outcomes of self-efficacy; and behavioural intention

4.3.3 Cronbach’s Alpha Analysis

Reliability of items is necessary in evaluating assessments and questionnaires (Tavakol

and Dennick 2011). It is often thought of as mandatory in research to estimate the quantity

of alpha in order to increase the validity and accuracy of interpretations of results for a

given data set. Academics such as Gliem and Gliem (2003) argue that it is important to

calculate Cronbach’s alpha when using Likert type scales, which has been used in the

current study. Using SPSS, the following figure below presents the result for Cronbach

alpha.

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Figure 4.3-2: Result for Cronbach Alpha

Kline (2000); Georgy and Mallery (2003); and DeVeillis (2012) provide the following rules

for identifying internal consistency; α ≥ 0.9 – excellent; 0.9 ≥ α ≥ 0.8- good; 0.8 ≥ α ≥ 0.7-

acceptable; 0.7 ≥ α ≥ 0.6 questionable; 0.6 ≥ α ≥ 0.5- poor; and 0.5 ≥ α- unacceptable.

The alpha produced for the current study is .924 making it reside in the excellent category.

Thus, it is concluded that the questionnaire produced with all its items holds a fair internal

consistency making the items in the study’s questionnaire measured as one-dimensional.

Other uninformed values of variables in the analysis produced closeness in value of alpha

which are presented Appendix B. This proves that the study’s alpha is not deflated or

inflated by external or internal factors.

4.3.4 Regression Analysis of Questionnaire

The section discusses the regression analysis for channel switching behaviour from

internet to brick and mortar stores. For the analysis independent variables that were used

to predict attitudes of channel switching behaviour were hedonic and utilitarian beliefs

toward the internet to store behaviour which was the dependent variable. The R2 value

presented in the analysis increases once new terms are introduced into the regression

model. Meaning, an addition of variables like hedonic beliefs, utilitarian beliefs, time, self-

efficacy, normative beliefs, hedonic & utilitarian products, money, and information. All of

these were predictor independent variables that were hypothesised to influence channel

switching behaviour.

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Table 4.3-2: Regression Analysis for Hedonic and Utilitarian Beliefs on Channel Switching:

The significant predictor of the dependent variable was Utilitarian beliefs with a regression

coefficient of 0.385 (p<.001) accompanied by an overall F value of 72.233 (p<.001) and

Adjusted R2 value of 0.18. The results therefore support the hypothesis H2 that utilitarian

beliefs will significantly predict attitudes of switching between internet to brick and mortar

stores.

Other variables such as self-efficacy, time, money, information, hedonic products, and

utilitarian products were kept as independent variables in order to predict the participants

perceived behavioural control (PBC). Based on the results of the regression analysis

majority contributing factors the significantly predicted the dependent variable were self-

efficacy with values at 0.173 (p<.001) and information valued at 0.429 (p<.001) as seen

in Table 4.3-3. These values were accompanied with an overall F value of 72.724

(p<0.001) and adjusted R2 value of 0.43. Using the stepwise regression analysis method

for predicting perceived behavioural control (PBC) changed the value of adjusted R2 to

0.41 and increased the value of F to 152.148 (Table 4.3-3). Significant predictors of PBC

based on this method were self-efficacy with 0.179 (p<.001), information at 0.421

(p<.001), and Utilitarian products producing 0.184 (p<.05). Based on these results,

hypotheses H3, H5, and H8 are supported being that self-efficacy, information, and

utilitarian products will predict the perceived behavioural control when switching from the

Internet to brick and mortar stores.

Furthermore, PBC was set as an independent variable to predict channel-switching

behaviour. Table 4.3-4 illustrates that PBC has a significant influence on channel

switching behaviour with 0.113 (p<.001) with an adjusted R2 of 0.05 and F of 34.245. This

supports the hypothesis H9. Variables of attitude and PBC were kept as independent

variables for the dependent variable channel switching intention. Table 4:3-4 illustrates

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attitude with 0.359 and PBC -0.092 with an adjusted R2 of 0.49 and F of 179.012. These

results support hypothesis H10. Lastly, channel-switching intention significantly predicted

channel switching behaviour with produced regression value of 0.276 (p<.001) with an

adjusted R2 or 0.06 and F value of 37.454.

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Table 4.3-3: Regression Analysis of Additional Variables

Table 4.3-4: Regression Analysis of Channel Switching Behaviour

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4.4 Conclusion

Based on the findings of the study variables of Utilitarian beliefs, self-efficacy, information,

utilitarian products, and attitude are significantly contributing factors for prompting

customers to switch from using the Internet as a purchasing and information searching

channel to brick and mortar stores. These factors are concluded as the reason why

customers are looking more towards using brick and mortar stores than compared to

shopping online which is forcing businesses to establish physical store locations to

accommodate customers. The findings were analysed using frequency analysis,

Cronbach’s alpha analysis, and regression analysis.

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5 Chapter 5: Conclusion and Discussion

5.1 Research Overview

The research had looked to answer the research question;

How has consumer behaviour influenced the shift of click-and-order stores to move

towards more traditional retailing with physical stores?

Using the Theory of Planned behaviour the research question was analysed using a

quantitative research approach. The approach included the use of a quantitative research

instrument, in this case a questionnaire tool to examine behaviour in participants. A total

of 300 participants were proposed to partake in the study, however, only 243 valid fully

completed questionnaires were acquired using Survey Monkey, an online survey tool. By

acquiring data through this route, the data was analysed using frequency analysis and

regression analysis to examine how certain variables may influence channel switching

behaviour among consumers.

5.2 Meeting the Aim and Objectives of the Study

Based on the conducted study the aim of analysing how consumers have influenced

businesses to shift to using traditional retailing using the Theory of Planned Behaviour

was achieved. The theory had assumed that individual attitudes and beliefs and control

factors will result in an intention to perform a behaviour, in this case switching from online

shopping to using physical stores. The objectives of the research were to highlight the

various pros and cons of business models on clicks and bricks which was achieved in the

Literature Review Chapter 2. The investigation of the impact that online stores have on

consumers and the retail industry was also achieved in the literature review. The objective

of exploring factors that influence a consumer's decision to change from online to

shopping in physical stores was achieved by the experimental investigation using the

questionnaire and present in the results of chapter 4. The results of the study concluded

that the following hypotheses were found supported by the data:

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H2: Utilitarian beliefs will predict attitude towards switching from the internet to brick and

mortar stores.

H3: Self-efficacy will predict the perceived behavioural control when it comes to switching

from the internet to brick and mortar stores.

H5: Information will predict the perceived behavioural control when it comes to switching

from the internet to brick and mortar stores.

H8: Utilitarian products will predict the perceived behavioural control when it comes to

switching from the internet to brick and mortar stores.

H10: Attitude directed towards channel switching will predict channel switching from

internet to brick and mortar stores.

H11: PCB directed towards channel switching will predict channel switching from internet

to brick and mortar stores.

5.3 Research Implications on Theory and Practice

Overall the current study was successful in predicting a causal relationship between the

independent variables and dependent variables presented in the theory of planned

behaviour research model for channel switching from internet to brick and mortar stores.

The findings of the current study will have implications on the retail industry that is looking

to develop an omni-channel business model for more informed consumers. Also, the

information presented in the current study will aid and impact researchers that are looking

to divulge in depth study on variables that provide a greater insight in switching from the

internet to physical stores. Most importantly, the results of the current study impacts

retailers in the UK due to the interactions between variables. This will allow retailers that

are looking to shift to physical stores a body of knowledge of how to combine specific

variables that will produce a desired outcome from consumer behaviour. According to

Reardon and McCorkle (2002) having the ability to actively manage several sales

channels requires that the business knows the customers channel preference.

5.4 Research Limitations and Recommendations for Future Research

The findings of the current study cannot be generalised to the population analysed in the

study because the samples obtained were not normally distributed specifically in regards

to the characteristics found in the demographics of participants. The characteristics of

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respondents show that over 45% of participants were between the ages of 25 to 40 years

old. There was also predominance of characteristics of participants being Hispanic and

married compared to other ethnic groups and marital statuses. It is recommended that

studies in the future ensure a large amount of sample size to ensure more diversity in

participant characteristics. It is also recommended that future studies indulge in further

analysis by separating different sample groups to provide more robust information for

retailers. There was difficulty in calculating response rate since the survey was

administered online. Kaye and Johnson (1999) argue that web based surveys cannot

have their response rates calculated since there is no way of knowing how many

individuals might have seen the survey link but declined to participate in the study. It is

recommended that future studies use more than one method to administer surveys in

order to ensure maximum participation and analysis.

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Guardian, [onlin] < https://www.theguardian.com/business/2016/dec/05/amazon-

go-store-seattle-checkouts-account>[Accessed: 15th January 2017].

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7 APPENDIX A- Survey

Section I

About You: The following are background information questions that have been included to help interpret the reason to your responses in regards to the questions of the succeeding sections. Your responses in this section, and all sections of the questionnaire will the kept strictly confidential.

1. Indicate your gender. o Male o Female

2. Indicate your age group. o 18-25 o 25-40 o 40-55

o Above 55 years old 3. Please indicate the highest level of education that you have acquired. o Primary

Education o GCSE/O-level

o CGE/A-level o Bachelors o Graduate

o Doctoral o None

4. Are you working? o No o Part time o Full Time 5. What is your marital status? o Single/Never

married o Married/living with

partner o Separated/widow

ed/divorced 6. Which of the following best describes your ethnicity? o African o Asian

o Caucasian o Hispanic

o Other

7. What is your annual household income from all sources before taxes? o Less than 8,000 o 8,000- 24,999

o 25,000- 40,999 o 41,000- 56,999

o 57,000-72,999 o 73,000 or more

8. Please fill the number of children dependent of you for each category.

None

Under 6 years old

6 to 12 years old

13 to 17 years old

18 years and/or older

Section II- Please read each of the statements and follow the instructions for answering each of these statements.

1. Have you ever in the past year searched for information about goods or services from any of the following in the last three months? (Tick all that apply)

Store Catalog Internet

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2. Have you ever made a purchase of goods or service from any of the following in the last three months? (Tick all that apply)

Store Catalog Internet

Please read each statements and circle the answer that indicates your opinion.

3. Please indicate the extent to which you agree with the following statements when “changing from the internet to stores when shopping”. Circle that number that best describes your opinion.

Strongly Disagree

-3

-2

-1

Neutral 0

1

2

Strongly Agree

3

a. It is fun (b1i) -3

-2

-1

0 1 2 3

b. It is enjoyable (b2i) -3

-2

-1

0 1 2 3

c. The shopping experiencing truly feels satisfying(b3i)

-3 -2

-1

0 1 2 3

d. It is rewarding (b4i) -3

-2

-1

0 1 2 3

e. It is convenient (b5i) -3

-2

-1

0 1 2 3

f. It is easy (b6i) -3

-2

-1

0 1 2 3

g. It is efficient (b7i) -3

-2

-1

0 1 2 3

4. How important is each of the following when “changing from internet to stores when shopping”? Circle that number that best describes your opinion.

Very Unimportant

-3

-2

-1

Neutral 0

1

2

Very Important

3

a. Having fun is (e1i) -3

-2

-1

0 1 2 3

b. Enjoyment is (e2i) -3

-2

-1

0 1 2 3

c. Having a satisfying experience is (e3i)

-3 -2

-1

0 1 2 3

d. Having a rewarding experience is (e4i)

-3 -2

-1

0 1 2 3

e. Convenience is (e5i) -3

-2

-1

0 1 2 3

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f. The ease of shopping is (e6i) -3

-2

-1

0 1 2 3

g. Shopping efficiently is (e7i) -3

-2

-1

0 1 2 3

5. How do you feel for each of the following when “changing from the internet to store while shopping”. Circle that number that best describes your opinion.

a. The idea of using a store instead of the internet (a1i)

Dislike -3

-2

-1

Neutral 0

1

2

Like 3

b. Changing from Internet to store is (a2i) Foolish -3

-2

-1

0 1 2 Wise

3

c. I think changing from internet to store is (a4i)

Bad -3

-2

-1

0 1 2 Good

3

d. Using internet instead of store is (a4i) Bad -3

-2

-1

0 1 2 Good

3

6. How much do you agree with each of following statements with respect to “changing from internet to store while shopping”?

Strongly Disagree

-3

-2

-1

Neutral 0

1

2

Strongly

Agree 3

a. If I wanted to, I could change between stores and internet on my own. (cb1i)

-3 -2 -1 0 1 2 3

b. I know enough to change between stores and internet on my own. (cb2i)

-3 -2 -1 0 1 2 3

c. I would feel comfortable changing between stores and internet on my own. (cb3i)

-3 -2 -1 0 1 2 3

d. I have the time needed to change between stores and internet. (cb4i)

-3 -2 -1 0 1 2 3

e. I have the money to change between stores and internet. (cb5i)

-3 -2 -1 0 1 2 3

f. I have the information needed to change between stores and internet. (cb6i)

-3 -2 -1 0 1 2 3

g. I have the ability to buy products such as apparel, jewelry, flowers, and home furnishings. (cb7i)

-3 -2 -1 0 1 2 3

h. I have the ability to buy products such as travel, financial services (tax returns, stocks, home banking, and credit card) (cb8i)

-3 -2 -1 0 1 2 3

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i. I have the resources, knowledge and ability to change between stores and internet. (PBC1i)

-3 -2 -1 0 1 2 3

j. I would be able to change between stores and internet (PBC2i)

-3 -2 -1 0 1 2 3

7. How much do you agree with each of following statements with respect to “changing from internet to store while shopping”?

Strongly Disagree

-3

-2

-1

Neutral 0

1

2

Strongly Agree 3

a. Being able to change between stores and internet on my own. (pf1i)

-3 -2 -1 0 1 2 3

b. Knowing enough to change between stores and internet. (pf2i)

-3 -2 -1 0 1 2 3

c. Being comfortable changing between stores and internet on my own. (pf3i)

-3 -2 -1 0 1 2 3

d. Having the time needed to change between stores and internet. (pf4i)

-3 -2 -1 0 1 2 3

e. Having the money needed to change between stores and internet. (pf5i)

-3 -2 -1 0 1 2 3

f. Having the information needed to change between stores and internet. (pf6i)

-3 -2 -1 0 1 2 3

g. Having the ability to buy production such as apparel, jewelry, flowers, and home furnishings. (pf7i)

-3 -2 -1 0 1 2 3

h. Having the ability to buy products such as travel and financial services. (pf8i)

-3 -2 -1 0 1 2 3

8. Please answer the following in regards to overall intention to “changing from internet to stores while shopping”.

Strongly Disagree

-3

-2

-1

Neutral 0

1

2

Strongly Agree

3

a. I intend to change to store from internet while shopping. (bi1i)

-3 -2 -1

0 1 2 3

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b. I plan to change to store from internet for all my shopping. (bi2i)

-3 -2 -1

0 1 2 3

9. Please answer the following with respect to overall actual behaviour of “changing between Internet to stores”.

a. How many times in the course of the last three months have you changed from internet to store while searching for information?

Never 1-5

times 6-10 times

11-15 times

>15 times

b. How many times in the course of last three months have changed from internet to store while purchasing?

Never 1-5

times 6-10 times

11-15 times

>15 times

c. How many times in the course of the last three months have changed from store to internet while searching for information?

Never 1-5

times 6-10 times

11-15 times

>15 times

d. How many times in the course of the last three months have changed from store to internet while purchasing?

Never 1-5

times 6-10 times

11-15 times

>15 times

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8 Appendix B: Cronbach’s Alpha

Table 5.4-1: Cronbach's Alpha Variance

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9 Appendix C- Item Statistics of Questionnaire

Table 5.4-1: Item Statistics of Questionnaire

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10 Appendix D- Frequency Tables of Result

Table 5.4-1: Frequency Analysis of Age Group

Table 5.4-2: Frequency Analysis of Education

Table 5.4-3: Frequency Analysis of Working Hours

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Table 5.4-4: Frequency Analysis of Marital Status

Table 5.4-5: Frequency Analysis of Ethnic Group

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11 Appendix E- Reliability Analysis

Table 5.4-1: Reliability Analysis of Questionnaire using Skewness and Kurtosis

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12 Appendix F- Correlations using Regression Analysis

Table 5.4-1: Regression Analysis Results Presentation of Correlations

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13 Appendix G – Raw Data

S1Q1

S1Q2

S1Q3

S1Q4

S1Q5

S1Q6

S1Q7

S2Q3a

S2Q3b

S2Q3c

S2Q3d

S2Q3e

S2Q3f

S2Q3g

S2Q4a

S2Q4b

S2Q4c

S2Q4d

S2Q4e

S2Q4f

S2Q4g

S2Q5a

S2Q5b

S2Q5c

S2Q5d

S2Q6a

S2Q6b

S2Q6c

S2Q6d

S2Q6e

S2Q6f

S2Q6g

S2Q6h

S2Q6i

S2Q7a

S2Q7b

S2Q7c

S2Q7d

S2Q7e

S2Q7f

S2Q7g

S2Q8a

S2Q8b

S2Q9a

S2Q9b

S2Q9c

1 1 4 2 1 1 1 1 1 2 3 2 1 3 3 2 3 2 3 2 3 2 1 3 1 3 2 3 1 1 2 3 2 2 3 2 2 1 3 3 2 3 2 2 1 2

1 1 3 2 1 1 1 1 1 2 3 2 1 3 3 2 3 2 3 2 3 2 2 3 2 3 2 3 1 1 2 3 2 2 3 2 2 1 3 3 2 3 2 2 1 3

1 1 4 2 1 2 1 1 1 2 3 2 1 3 3 2 3 2 3 2 3 2 3 3 3 3 2 3 1 1 2 3 2 2 3 2 2 1 3 3 2 3 2 2 1 1

1 1 5 3 2 2 1 1 1 2 3 2 1 3 3 2 3 2 3 2 3 2 1 3 1 3 2 3 1 1 2 3 2 2 3 2 2 1 3 3 2 3 2 2 1 4

1 1 6 3 2 4 1 2 1 2 3 2 1 3 3 2 3 2 3 2 3 1 2 3 2 3 2 3 2 1 2 3 2 2 3 2 2 1 3 3 2 3 2 2 1 5

1 2 7 3 2 3 2 2 1 2 3 3 1 3 3 2 3 2 3 2 3 1 3 3 3 3 2 3 2 1 2 3 3 2 3 2 3 1 3 3 2 3 2 3 1 2

1 2 1 3 3 4 2 2 2 2 3 3 1 3 3 2 3 2 3 1 3 1 2 3 2 3 1 3 2 2 2 3 3 2 3 1 3 1 3 3 2 3 1 3 1 1

1 2 2 3 3 4 2 2 1 2 3 3 1 3 2 1 3 2 3 1 3 2 1 3 1 3 1 3 2 1 2 3 3 2 3 1 3 1 3 2 2 3 1 3 1 2

1 2 4 3 3 4 2 2 1 2 3 3 1 3 2 1 3 2 3 1 3 2 2 3 2 3 1 3 2 1 2 3 3 2 3 1 3 1 3 2 2 3 1 3 1 3

1 2 4 3 3 3 2 2 1 2 3 3 1 3 2 1 3 2 3 2 3 2 3 3 3 3 2 3 2 1 2 3 3 2 3 2 3 1 3 2 2 3 2 3 1 2

1 2 4 3 2 3 2 2 1 2 3 3 2 3 2 1 3 2 3 2 3 1 2 3 2 3 2 3 2 1 2 3 3 2 3 2 3 2 3 2 2 3 2 3 2 3

1 2 4 3 2 3 2 2 2 2 3 3 2 3 3 1 3 2 3 2 2 1 1 3 1 3 2 2 2 2 2 3 3 2 3 2 3 2 3 3 2 3 2 3 2 4

2 2 4 3 2 2 2 2 2 3 3 3 2 3 3 1 3 2 3 2 2 2 2 3 2 3 2 2 2 2 3 3 3 2 3 2 3 2 3 3 2 3 2 3 2 4

2 2 4 3 1 2 2 2 2 3 3 3 3 3 3 1 3 1 3 2 2 3 3 3 3 3 2 2 2 2 3 3 3 1 3 2 3 3 3 3 1 3 2 3 3 5

2 2 4 3 1 2 2 2 2 3 3 3 3 3 2 1 3 1 3 2 2 2 1 3 1 3 2 2 2 2 3 3 3 1 3 2 3 3 3 2 1 3 2 3 3 5

2 2 4 3 1 1 1 2 2 3 3 3 3 2 2 1 3 1 2 1 1 2 2 2 2 2 1 1 2 2 3 3 3 1 2 1 3 3 2 2 1 2 1 3 3 4

2 2 4 3 2 1 1 1 2 3 3 3 3 1 2 1 3 1 2 1 1 1 2 2 2 2 1 1 1 2 3 3 3 1 2 1 3 3 1 2 1 2 1 3 3 3

2 2 4 3 2 1 1 1 2 3 3 3 2 1 1 2 3 1 2 1 1 2 3 2 3 2 1 1 1 2 3 3 3 1 2 1 3 2 1 1 1 2 1 3 2 4

2 1 4 3 2 1 1 1 3 3 3 3 2 1 1 2 3 1 2 1 2 2 2 2 2 2 1 2 1 3 3 3 3 1 2 1 3 2 1 1 1 2 1 3 2 3

2 1 4 3 3 1 1 1 3 3 3 3 2 1 1 2 3 1 2 1 2 1 1 2 1 2 1 2 1 3 3 3 3 1 2 1 3 2 1 1 1 2 1 3 2 4

2 4 4 3 2 1 1 1 3 3 3 3 2 1 1 2 3 3 3 1 2 2 2 3 2 3 1 2 1 3 3 3 3 3 3 1 3 2 1 1 3 3 1 3 2 5

2 1 4 3 2 2 1 2 3 3 3 2 2 1 1 2 3 3 3 2 3 3 3 3 3 3 2 3 2 3 3 3 2 3 3 2 2 2 1 1 3 3 2 2 2 4

1 4 4 3 1 2 1 2 3 3 3 2 2 1 1 2 3 3 2 2 3 2 1 2 1 2 2 3 2 3 3 3 2 3 2 2 2 2 1 1 3 2 2 2 2 3

1 4 4 3 1 2 1 2 3 3 3 2 2 1 1 2 3 2 2 2 3 2 2 2 2 2 2 3 2 3 3 3 2 2 2 2 2 2 1 1 2 2 2 2 2 3

1 4 4 3 2 2 1 3 3 3 3 2 2 1 1 2 3 3 2 2 1 1 3 2 3 2 2 1 3 3 3 3 2 3 2 2 2 2 1 1 3 2 2 2 2 4

1 4 4 3 3 2 1 3 3 3 3 2 2 1 2 2 3 2 2 2 1 2 1 2 1 2 2 1 3 3 3 3 2 2 2 2 2 2 1 2 2 2 2 2 2 5

1 4 4 3 3 3 2 3 3 3 3 2 2 1 2 2 3 3 2 1 1 3 2 2 2 2 1 1 3 3 3 3 2 3 2 1 2 2 1 2 3 2 1 2 2 3

1 4 4 3 3 3 2 3 3 3 2 2 2 1 2 2 3 2 2 1 3 2 3 2 3 2 1 3 3 3 3 2 2 2 2 1 2 2 1 2 2 2 1 2 2 4

1 4 4 3 3 3 2 3 3 3 2 2 2 1 2 2 3 3 2 3 3 2 3 2 3 2 3 3 3 3 3 2 2 3 2 3 2 2 1 2 3 2 3 2 2 3

2 4 3 3 2 4 2 3 3 3 2 2 1 1 2 2 3 2 1 3 2 1 3 1 3 1 3 2 3 3 3 2 2 2 1 3 2 1 1 2 2 1 3 2 1 5

2 3 3 3 2 4 1 3 3 3 2 1 1 1 2 2 3 3 1 3 3 2 3 1 3 1 3 3 3 3 3 2 1 3 1 3 1 1 1 2 3 1 3 1 1 4

2 3 3 3 2 4 2 3 3 3 2 1 1 1 2 2 3 2 1 3 2 3 1 1 1 1 3 2 3 3 3 2 1 2 1 3 1 1 1 2 2 1 3 1 1 4

2 3 3 3 1 4 2 1 3 3 2 1 1 1 2 1 3 3 1 3 3 2 2 1 2 1 3 3 1 3 3 2 1 3 1 3 1 1 1 2 3 1 3 1 1 5

2 3 3 3 1 3 2 1 3 2 2 1 1 1 2 1 3 2 1 3 2 2 3 1 3 1 3 2 1 3 2 2 1 2 1 3 1 1 1 2 2 1 3 1 1 3

2 3 3 3 1 3 2 1 3 2 1 1 1 1 2 1 2 3 1 3 3 1 1 1 1 1 3 3 1 3 2 1 1 3 1 3 1 1 1 2 3 1 3 1 1 3

2 3 4 3 1 3 2 1 3 2 1 1 1 1 2 1 2 2 1 3 1 2 2 1 2 1 3 1 1 3 2 1 1 2 1 3 1 1 1 2 2 1 3 1 1 2

1 3 4 3 1 3 2 1 3 1 2 1 2 2 2 1 2 3 1 3 1 3 2 1 2 1 3 1 1 3 1 2 1 3 1 3 1 2 2 2 3 1 3 1 2 2

1 3 4 3 2 4 2 1 3 1 2 1 2 2 2 1 2 2 2 3 3 2 2 2 2 2 3 3 1 3 1 2 1 2 2 3 1 2 2 2 2 2 3 1 2 3

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1 3 4 2 2 4 2 2 2 1 2 1 2 2 2 1 2 3 2 3 1 2 3 2 3 2 3 1 2 2 1 2 1 3 2 3 1 2 2 2 3 2 3 1 2 4

1 2 4 3 2 4 2 2 2 1 2 1 2 3 2 1 2 2 2 3 1 1 1 2 1 2 3 1 2 2 1 2 1 2 2 3 1 2 3 2 2 2 3 1 2 3

1 2 4 3 2 4 2 3 2 1 2 1 2 3 3 1 2 1 3 1 2 2 2 3 2 3 1 2 3 2 1 2 1 1 3 1 1 2 3 3 1 3 1 1 2 1

2 2 4 2 2 3 2 3 2 1 2 1 2 3 3 1 2 1 3 1 3 3 2 3 2 3 1 3 3 2 1 2 1 1 3 1 1 2 3 3 1 3 1 1 2 2

2 2 4 2 3 3 2 3 2 1 2 1 2 3 3 1 2 1 3 1 2 2 3 3 3 3 1 2 3 2 1 2 1 1 3 1 1 2 3 3 1 3 1 1 2 2

2 2 5 2 3 3 1 3 2 1 2 1 2 3 3 1 2 1 3 1 1 2 1 3 1 3 1 1 3 2 1 2 1 1 3 1 1 2 3 3 1 3 1 1 2 2

2 2 5 2 3 1 1 1 2 1 2 1 2 3 3 1 2 2 3 3 3 1 3 3 3 3 3 3 1 2 1 2 1 2 3 3 1 2 3 3 2 3 3 1 2 3

2 2 5 1 3 1 1 1 2 1 2 1 2 3 3 1 2 2 3 3 3 2 1 3 1 3 3 3 1 2 1 2 1 2 3 3 1 2 3 3 2 3 3 1 2 2

1 2 5 2 3 1 1 1 1 1 2 1 2 3 2 2 2 2 3 3 3 3 3 3 3 3 3 3 1 1 1 2 1 2 3 3 1 2 3 2 2 3 3 1 2 3

1 2 5 2 2 1 1 1 1 1 2 2 2 3 2 2 2 2 2 2 2 2 2 2 2 2 2 2 1 1 1 2 2 2 2 2 2 2 3 2 2 2 2 2 2 2

1 2 5 2 2 1 1 2 1 1 2 2 2 3 2 2 2 3 2 2 2 1 2 2 2 2 2 2 2 1 1 2 2 3 2 2 2 2 3 2 3 2 2 2 2 3

1 2 5 2 2 1 1 2 1 2 2 2 2 3 2 3 2 3 2 2 1 2 3 2 3 2 2 1 2 1 2 2 2 3 2 2 2 2 3 2 3 2 2 2 2 2

1 2 4 2 2 1 2 2 2 2 2 2 3 3 2 3 1 3 2 3 1 2 2 2 2 2 3 1 2 2 2 2 2 3 2 3 2 3 3 2 3 2 3 2 3 2

2 2 4 2 1 2 2 2 2 2 1 2 3 3 2 3 1 2 1 3 1 1 1 1 1 1 3 1 2 2 2 1 2 2 1 3 2 3 3 2 2 1 3 2 3 4

2 2 4 2 1 2 2 2 2 2 1 3 3 2 2 3 1 2 1 3 2 1 3 1 3 1 3 2 2 2 2 1 3 2 1 3 3 3 2 2 2 1 3 3 3 4

2 2 4 2 1 2 2 2 2 3 1 3 3 2 2 3 1 2 1 3 2 1 2 1 2 1 3 2 2 2 3 1 3 2 1 3 3 3 2 2 2 1 3 3 3 3

2 2 4 2 1 2 2 3 2 3 1 3 3 2 1 3 1 2 1 1 3 1 1 1 1 1 1 3 3 2 3 1 3 2 1 1 3 3 2 1 2 1 1 3 3 2

2 2 4 2 2 3 2 3 3 3 1 3 3 2 1 3 1 2 1 1 2 1 2 1 2 1 1 2 3 3 3 1 3 2 1 1 3 3 2 1 2 1 1 3 3 4

2 2 4 3 2 3 2 3 3 3 1 3 2 1 1 3 1 2 1 1 2 2 3 1 3 1 1 2 3 3 3 1 3 2 1 1 3 2 1 1 2 1 1 3 2 2

2 2 5 3 2 3 2 3 3 3 1 3 2 1 2 3 1 1 1 1 1 3 1 1 1 1 1 1 3 3 3 1 3 1 1 1 3 2 1 2 1 1 1 3 2 2

2 2 5 3 2 3 2 1 3 3 1 3 2 1 2 3 1 1 1 1 1 2 2 1 2 1 1 1 1 3 3 1 3 1 1 1 3 2 1 2 1 1 1 3 2 1

2 2 5 3 3 4 2 1 3 1 1 3 2 1 2 3 1 1 2 3 1 3 3 2 3 2 3 1 1 3 1 1 3 1 2 3 3 2 1 2 1 2 3 3 2 2

2 2 6 3 3 4 2 1 3 1 1 3 2 1 3 3 1 1 2 3 2 3 1 2 1 2 3 2 1 3 1 1 3 1 2 3 3 2 1 3 1 2 3 3 2 4

2 2 6 2 3 4 1 1 2 1 1 3 2 1 3 3 2 2 2 3 2 2 2 2 2 2 3 2 1 2 1 1 3 2 2 3 3 2 1 3 2 2 3 3 2 2

2 2 6 3 3 4 1 1 2 1 1 3 2 1 3 3 2 2 2 3 2 2 3 2 3 2 3 2 1 2 1 1 3 2 2 3 3 2 1 3 2 2 3 3 2 1

1 2 6 3 3 4 1 1 2 3 1 3 2 1 3 3 2 3 2 3 2 1 1 2 1 2 3 2 1 2 3 1 3 3 2 3 3 2 1 3 3 2 3 3 2 2

1 2 6 3 3 5 1 1 2 3 1 3 2 1 2 3 2 3 3 3 2 2 2 3 2 3 3 2 1 2 3 1 3 3 3 3 3 2 1 2 3 3 3 3 2 2

1 2 6 3 3 5 2 1 2 3 1 3 2 1 2 3 2 2 3 2 1 3 3 3 3 3 2 1 1 2 3 1 3 2 3 2 3 2 1 2 2 3 2 3 2 3

1 2 6 3 1 5 2 1 1 3 1 3 2 1 2 3 2 2 3 2 1 2 1 3 1 3 2 1 1 1 3 1 3 2 3 2 3 2 1 2 2 3 2 3 2 1

1 2 6 3 1 5 2 1 1 1 1 3 2 1 2 3 2 3 3 2 1 1 2 3 2 3 2 1 1 1 1 1 3 3 3 2 3 2 1 2 3 3 2 3 2 3

1 2 5 3 1 5 1 1 1 1 1 3 2 1 1 3 2 2 2 3 1 2 3 2 3 2 3 1 1 1 1 1 3 2 2 3 3 2 1 1 2 2 3 3 2 4

1 2 5 3 1 5 1 1 1 1 1 3 2 1 1 3 2 3 3 3 1 3 1 3 1 3 3 1 1 1 1 1 3 3 3 3 3 2 1 1 3 3 3 3 2 2

1 2 5 3 2 5 1 1 1 3 1 3 2 1 1 3 2 2 3 3 2 2 2 3 2 3 3 2 1 1 3 1 3 2 3 3 3 2 1 1 2 3 3 3 2 3

1 2 5 3 2 5 1 1 1 3 1 3 2 1 2 3 2 3 3 3 2 1 3 3 3 3 3 2 1 1 3 1 3 3 3 3 3 2 1 2 3 3 3 3 2 2

1 2 4 3 2 5 1 1 2 3 1 3 2 1 2 2 2 2 3 2 2 2 1 3 1 3 2 2 1 2 3 1 3 2 3 2 3 2 1 2 2 3 2 3 2 4

1 2 4 3 2 5 1 1 2 2 1 3 2 1 2 2 2 3 2 2 1 3 0 2 0 2 2 1 1 2 2 1 3 3 2 2 3 2 1 2 3 2 2 3 2 3

1 2 4 3 3 4 3 2 2 2 1 3 2 1 3 2 2 2 2 2 1 2 0 2 0 2 2 1 2 2 2 1 3 2 2 2 3 2 1 3 2 2 2 3 2 3

1 1 4 3 3 4 3 2 2 2 1 3 2 1 3 2 2 2 2 1 2 1 0 2 0 2 1 2 2 2 2 1 3 2 2 1 3 2 1 3 2 2 1 3 2 4

1 1 4 2 1 4 3 2 2 2 1 3 2 1 3 2 2 1 2 1 2 2 0 2 0 2 1 2 2 2 2 1 3 1 2 1 3 2 1 3 1 2 1 3 2 2

1 1 4 2 1 4 4 2 2 2 1 3 2 1 1 1 2 2 1 1 3 3 0 1 0 1 1 3 2 2 2 1 3 2 1 1 3 2 1 1 2 1 1 3 2 2

1 1 4 2 1 4 4 2 2 2 1 3 2 1 1 1 2 2 1 2 3 2 0 1 0 1 2 3 2 2 2 1 3 2 1 2 3 2 1 1 2 1 2 3 2 3

1 1 4 2 1 3 4 3 2 1 1 3 2 1 2 1 2 1 1 2 3 1 0 1 0 1 2 3 3 2 1 1 3 1 1 2 3 2 1 2 1 1 2 3 2 4

1 1 4 2 1 3 5 3 2 1 1 1 2 1 2 1 2 2 1 3 3 2 0 1 0 1 3 3 3 2 1 1 1 2 1 3 1 2 1 2 2 1 3 1 2 3

1 1 4 2 1 3 5 3 2 1 1 1 2 1 2 1 2 1 1 3 3 3 1 1 1 1 3 3 3 2 1 1 1 1 1 3 1 2 1 2 1 1 3 1 2 4

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1 1 4 1 1 3 5 3 2 1 2 1 3 1 3 1 2 2 1 3 3 2 1 1 1 1 3 3 3 2 1 2 1 2 1 3 1 3 1 3 2 1 3 1 3 3

1 1 3 1 1 3 6 3 2 1 2 1 3 1 3 2 2 1 2 3 2 1 1 2 1 2 3 2 3 2 1 2 1 1 2 3 1 3 1 3 1 2 3 1 3 5

1 1 3 1 1 1 6 3 2 3 2 1 3 2 3 2 2 2 2 3 2 2 1 2 1 2 3 2 3 2 3 2 1 2 2 3 1 3 2 3 2 2 3 1 3 4

1 1 3 1 1 1 6 3 3 3 2 1 3 2 1 2 1 1 2 1 2 3 2 2 2 2 1 2 3 3 3 2 1 1 2 1 1 3 2 1 1 2 1 1 3 3

1 1 3 1 1 1 6 3 3 3 2 1 3 2 1 3 1 2 2 1 2 2 2 2 2 2 1 2 3 3 3 2 1 2 2 1 1 3 2 1 2 2 1 1 3 3

1 1 3 1 2 1 6 3 3 3 2 1 3 2 1 3 1 1 3 2 1 1 3 3 3 3 2 1 3 3 3 2 1 1 3 2 1 3 2 1 1 3 2 1 3 4

1 1 1 1 2 1 6 3 3 3 2 1 3 2 3 3 1 2 3 2 1 2 1 3 1 3 2 1 3 3 3 2 1 2 3 2 1 3 2 3 2 3 2 1 3 3

1 1 1 1 2 1 5 3 2 3 2 1 3 2 2 3 1 1 3 3 2 3 2 3 2 3 3 2 3 2 3 2 1 1 3 3 1 3 2 2 1 3 3 1 3 3

2 1 1 1 3 1 4 -1 2 1 2 1 3 2 2 3 1 2 3 3 2 2 3 3 3 3 3 2 -1 2 1 2 1 2 3 3 1 3 2 2 2 3 3 1 3 4

2 1 1 1 3 1 4 -1 -3 1 2 1 3 2 3 2 1 1 3 1 3 1 1 3 1 3 1 3 -1 -3 1 2 1 1 3 1 1 3 2 3 1 3 1 1 3 5

2 3 1 1 3 1 4 -1 -3 1 2 2 3 2 3 2 1 2 3 3 2 2 2 3 2 3 3 2 -1 -3 1 2 2 2 3 3 2 3 2 3 2 3 3 2 3 3

2 3 1 1 3 1 3 -1 -3 -1 2 2 3 2 3 2 1 1 3 1 2 3 3 3 3 3 1 2 -1 -3 -1 2 2 1 3 1 2 3 2 3 1 3 1 2 3 3

2 3 1 1 3 1 3 -1 3 -1 2 2 3 2 3 2 1 2 3 3 1 2 1 3 1 3 3 1 -1 3 -1 2 2 2 3 3 2 3 2 3 2 3 3 2 3 4

2 3 1 1 3 1 3 -1 -3 -1 -3 -1 3 2 3 1 1 1 3 1 1 1 2 3 2 3 1 1 -1 -3 -1 -3 -1 1 3 1 -1 3 2 3 1 3 1 -1 3 3

2 3 1 1 3 1 3 -1 -3 -1 -3 -1 3 2 0 1 1 2 2 3 2 2 3 2 3 2 3 2 -1 -3 -1 -3 -1 2 2 3 -1 3 2 0 2 2 3 -1 3 4

2 3 1 1 3 2 2 -1 -3 -1 -3 -1 3 2 0 1 1 1 2 1 3 3 3 2 3 2 1 3 -1 -3 -1 -3 -1 1 2 1 -1 3 2 0 1 2 1 -1 3 3

2 3 1 1 3 2 2 -1 -1 -1 -3 -1 3 2 0 1 2 1 2 3 3 2 3 2 3 2 3 3 -1 -1 -1 -3 -1 1 2 3 -1 3 2 0 1 2 3 -1 3 4

1 3 1 1 3 2 2 -1 -1 -1 -3 -1 2 2 0 1 2 2 2 1 2 1 2 2 2 2 1 2 -1 -1 -1 -3 -1 2 2 1 -1 2 2 0 2 2 1 -1 2 3

1 3 3 1 3 2 2 -1 -1 -1 -3 -1 2 2 0 1 2 2 2 3 1 2 1 2 1 2 3 1 -1 -1 -1 -3 -1 2 2 3 -1 2 2 0 2 2 3 -1 2 3

1 3 3 1 3 2 3 -1 -1 -1 -3 -1 2 2 0 1 2 1 2 1 1 3 2 2 2 2 1 1 -1 -1 -1 -3 -1 1 2 1 -1 2 2 0 1 2 1 -1 2 2

1 3 3 1 2 2 3 -1 -1 -1 -3 -1 2 2 0 1 2 2 1 3 2 2 3 1 3 1 3 2 -1 -1 -1 -3 -1 2 1 3 -1 2 2 0 2 1 3 -1 2 5

1 3 3 1 2 2 3 -1 -2 -1 0 -1 3 3 0 1 2 1 1 1 3 1 2 1 2 1 1 3 -1 -2 -1 0 -1 1 1 1 -1 3 3 0 1 1 1 -1 3 4

1 3 3 1 2 2 3 -2 -2 -1 0 -1 3 3 0 1 2 2 1 2 2 2 1 1 1 1 2 2 -2 -2 -1 0 -1 2 1 2 -1 3 3 0 2 1 2 -1 3 3

1 3 3 1 2 2 3 -2 -2 -1 0 0 3 3 1 1 2 2 1 2 2 3 2 1 2 1 2 2 -2 -2 -1 0 0 2 1 2 0 3 3 1 2 1 2 0 3 3

2 3 3 1 3 2 3 -2 -3 -1 0 0 3 3 2 1 2 1 1 1 1 1 3 1 3 1 1 1 -2 -3 -1 0 0 1 1 1 0 3 3 2 1 1 1 0 3 3

2 4 3 1 3 2 3 -3 -3 -1 0 0 3 3 1 1 2 2 1 1 2 2 1 1 1 1 1 2 -3 -3 -1 0 0 2 1 1 0 3 3 1 2 1 1 0 3 2

2 4 3 1 3 3 3 -3 -1 -1 0 0 2 2 2 1 2 1 1 2 3 3 2 1 2 1 2 3 -3 -1 -1 0 0 1 1 2 0 2 2 2 1 1 2 0 2 2

2 4 4 1 2 3 3 -3 -1 -1 0 0 2 2 3 0 2 2 2 2 2 1 3 2 3 2 2 2 -3 -1 -1 0 0 2 2 2 0 2 2 3 2 2 2 0 2 3

2 4 4 1 2 3 3 -3 -1 -1 0 0 2 2 3 0 2 1 2 1 1 2 2 2 2 2 1 1 -3 -1 -1 0 0 1 2 1 0 2 2 3 1 2 1 0 2 4

2 4 4 2 2 3 3 -3 -1 -1 0 0 2 2 3 0 2 2 2 1 1 3 0 2 0 2 1 1 -3 -1 -1 0 0 2 2 1 0 2 2 3 2 2 1 0 2 3

2 4 2 2 1 3 3 -3 -1 -1 0 0 2 2 3 0 2 1 2 1 2 1 0 2 0 2 1 2 -3 -1 -1 0 0 1 2 1 0 2 2 3 1 2 1 0 2 3

2 4 2 2 1 3 4 -3 -1 -1 0 0 2 2 3 0 2 2 2 2 3 2 0 2 0 2 2 3 -3 -1 -1 0 0 2 2 2 0 2 2 3 2 2 2 0 2 2

2 4 2 2 1 3 4 -3 -1 -1 0 -2 2 2 3 0 2 1 3 3 2 -1 0 3 0 3 3 2 -3 -1 -1 0 -2 1 3 3 -2 2 2 3 1 3 3 -2 2 2

2 4 2 2 1 4 4 -2 -1 -1 0 -2 2 2 3 0 2 2 3 3 2 -1 0 3 0 3 3 2 -2 -1 -1 0 -2 2 3 3 -2 2 2 3 2 3 3 -2 2 3

1 4 2 2 3 4 3 -2 -1 -1 0 2 2 1 3 0 2 1 3 2 1 -1 0 3 0 3 2 1 -2 -1 -1 0 2 1 3 2 2 2 1 3 1 3 2 2 2 4

1 4 2 2 3 4 3 -2 -1 -1 0 -2 2 1 3 2 2 3 3 2 1 -1 0 3 0 3 2 1 -2 -1 -1 0 -2 3 3 2 -2 2 1 3 3 3 2 -2 2 3

1 4 2 2 3 4 3 -2 -1 -2 0 -2 2 1 3 2 0 2 3 2 2 -1 -1 3 -1 3 2 2 -2 -1 -2 0 -2 2 3 2 -2 2 1 3 2 3 2 -2 2 2

1 3 2 1 3 4 3 -2 -1 -2 0 -2 2 1 3 2 0 1 3 2 3 -1 -1 3 -1 3 2 3 -2 -1 -2 0 -2 1 3 2 -2 2 1 3 1 3 2 -2 2 3

1 3 2 1 3 4 3 -2 -1 -2 0 -2 2 1 3 0 0 3 3 2 2 -1 -1 3 -1 3 2 2 -2 -1 -2 0 -2 3 3 2 -2 2 1 3 3 3 2 -2 2 4

2 3 2 1 3 4 3 -2 -1 -2 -3 -2 2 1 3 0 0 3 3 2 1 -1 -1 3 -1 3 2 1 -2 -1 -2 -3 -2 3 3 2 -2 2 1 3 3 3 2 -2 2 2

2 3 2 1 3 1 3 -2 -1 -2 -3 -2 2 1 3 0 0 3 3 1 1 -1 -1 3 -1 3 1 1 -2 -1 -2 -3 -2 3 3 1 -2 2 1 3 3 3 1 -2 2 3

2 3 2 1 3 1 3 -2 -1 -2 -3 -2 2 1 3 0 0 2 3 1 2 -1 -1 3 -1 3 1 2 -2 -1 -2 -3 -2 2 3 1 -2 2 1 3 2 3 1 -2 2 4

2 3 2 1 3 1 3 -2 -1 -2 -3 -2 2 2 3 1 0 2 3 1 3 -2 -2 3 -2 3 1 3 -2 -1 -2 -3 -2 2 3 1 -2 2 2 3 2 3 1 -2 2 3

2 2 2 2 3 1 3 -2 -1 -2 -3 -2 0 2 3 1 0 0 3 2 2 -2 -2 3 -2 3 2 2 -2 -1 -2 -3 -2 0 3 2 -2 0 2 3 0 3 2 -2 0 2

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2 2 2 2 3 1 3 -2 -1 -2 -3 -2 0 2 3 1 0 0 3 2 1 -2 -1 3 -1 3 2 1 -2 -1 -2 -3 -2 0 3 2 -2 0 2 3 0 3 2 -2 0 3

2 2 2 2 2 4 3 -3 -1 -2 -3 -2 0 2 3 1 0 0 0 3 2 -2 -2 0 -2 0 3 2 -3 -1 -2 -3 -2 0 0 3 -2 0 2 3 0 0 3 -2 0 4

2 2 1 2 2 4 3 -3 -1 -2 -3 -2 0 2 1 1 0 -1 0 3 3 0 -3 0 -3 0 3 3 -3 -1 -2 -3 -2 -1 0 3 -2 0 2 1 -1 0 3 -2 0 3

2 1 1 1 2 4 6 -3 2 -2 -3 -2 0 2 1 1 1 0 0 3 2 -3 -3 0 -3 0 3 2 -3 2 -2 -3 -2 0 0 3 -2 0 2 1 0 0 3 -2 0 2

2 1 1 1 2 4 6 -3 1 -2 -3 -2 0 2 1 2 1 -1 0 3 2 -3 -1 0 -1 0 3 2 -3 1 -2 -3 -2 -1 0 3 -2 0 2 1 -1 0 3 -2 0 3

2 1 1 1 2 4 6 -3 2 3 -3 -2 0 2 1 2 1 -2 0 2 1 -3 -1 0 -1 0 2 1 -3 2 3 -3 -2 -2 0 2 -2 0 2 1 -2 0 2 -2 0 4

2 2 1 1 2 1 6 -3 2 3 2 2 0 2 1 2 1 1 -2 2 1 -3 -2 -2 -2 -2 2 1 -3 2 3 2 2 1 -2 2 2 0 2 1 1 -2 2 2 0 5

2 2 1 2 2 1 3 -3 2 3 2 3 0 2 1 2 1 -2 -2 1 2 -3 -3 -2 -3 -2 1 2 -3 2 3 2 3 -2 -2 1 3 0 2 1 -2 -2 1 3 0 2

2 2 1 2 2 1 3 -3 2 3 2 3 0 2 1 2 1 -2 -2 1 3 -3 -3 -2 -3 -2 1 3 -3 2 3 2 3 -2 -2 1 3 0 2 1 -2 -2 1 3 0 3

2 3 1 2 2 4 3 -3 2 3 2 3 0 2 2 3 1 -2 -2 -1 2 -3 -3 -2 -3 -2 -1 2 -3 2 3 2 3 -2 -2 -1 3 0 2 2 -2 -2 -1 3 0 2

2 3 1 2 2 4 3 -3 3 3 2 3 1 2 2 3 1 -2 -2 -1 2 -3 -3 -2 -3 -2 -1 2 -3 3 3 2 3 -2 -2 -1 3 1 2 2 -2 -2 -1 3 1 3

2 4 1 1 2 4 3 -3 3 3 2 3 1 3 2 3 1 -2 -2 -1 2 -3 -3 -2 -3 -2 -1 2 -3 3 3 2 3 -2 -2 -1 3 1 3 2 -2 -2 -1 3 1 4

2 4 1 1 2 4 3 -3 3 3 2 3 1 3 2 3 1 -2 -2 -1 -2 -2 -3 -2 -3 -2 -1 -2 -3 3 3 2 3 -2 -2 -1 3 1 3 2 -2 -2 -1 3 1 2

2 4 1 1 2 4 3 -3 1 1 2 33 1 3 2 3 1 2 -2 -1 -2 -2 1 -2 1 -2 -1 -2 -3 1 1 2

33 2 -2 -1

33 1 3 2 2 -2 -1

33 1 3

2 4 2 1 2 1 1 -3 -1 1 2 3 1 3 3 3 1 -2 -2 -1 -2 -2 -1 -2 -1 -2 -1 -2 -3 -1 1 2 3 -2 -2 -1 3 1 3 3 -2 -2 -1 3 1 4

2 2 2 2 2 1 1 -3 -1 1 2 1 1 3 3 3 1 1 -2 -2 -2 -3 -2 -2 -2 -2 -2 -2 -3 -1 1 2 1 1 -2 -2 1 1 3 3 1 -2 -2 1 1 3

2 2 2 2 2 1 1 -3 -1 -2 -1 1 1 3 3 2 1 1 -2 -2 -2 -3 -3 -2 -3 -2 -2 -2 -3 -1 -2 -1 1 1 -2 -2 1 1 3 3 1 -2 -2 1 1 2

2 2 2 2 2 1 1 -2 -1 -2 -1 1 1 3 3 2 1 1 -2 -2 -2 -3 1 -2 1 -2 -2 -2 -2 -1 -2 -1 1 1 -2 -2 1 1 3 3 1 -2 -2 1 1 3

2 2 2 2 1 4 2 -2 -1 -2 -1 -1 1 3 1 2 1 1 -2 -2 -2 -1 -3 -2 -3 -2 -2 -2 -2 -1 -2 -1 -1 1 -2 -2 -1 1 3 1 1 -2 -2 -1 1 4

2 2 2 1 1 4 2 -2 -1 -2 -1 0 2 3 1 2 1 2 1 -2 -2 -1 -3 1 -3 1 -2 -2 -2 -1 -2 -1 0 2 1 -2 0 2 3 1 2 1 -2 0 2 2

2 2 2 1 1 4 2 -2 -1 -2 -1 0 2 3 1 1 1 2 1 -2 -2 -1 -3 1 -3 1 -2 -2 -2 -1 -2 -1 0 2 1 -2 0 2 3 1 2 1 -2 0 2 3

2 1 2 1 1 2 2 -2 -1 -2 -1 0 2 3 3 1 1 2 1 -1 -2 -1 -3 1 -3 1 -1 -2 -2 -1 -2 -1 0 2 1 -1 0 2 3 3 2 1 -1 0 2 2

2 1 2 1 1 2 3 -2 -1 -2 -1 0 3 3 3 1 1 2 1 -1 -2 -3 -3 1 -3 1 -1 -2 -2 -1 -2 -1 0 2 1 -1 0 3 3 3 2 1 -1 0 3 3

2 1 2 1 1 2 3 -2 -1 -2 -1 3 3 3 3 1 2 2 1 -2 -2 -3 -3 1 -3 1 -2 -2 -2 -1 -2 -1 3 2 1 -2 3 3 3 3 2 1 -2 3 3 1

2 1 2 1 1 3 3 -2 -1 -2 -1 3 3 3 1 3 2 2 1 0 -2 -3 -3 1 -3 1 0 -2 -2 -1 -2 -1 3 2 1 0 3 3 3 1 2 1 0 3 3 4

2 2 3 2 1 3 4 -2 -2 -1 -1 3 2 1 1 3 2 2 1 0 -2 -3 -2 1 -2 1 0 -2 -2 -2 -1 -1 3 2 1 0 3 2 1 1 2 1 0 3 2 3

2 2 3 2 1 3 4 -2 -3 -1 -2 3 2 1 1 3 2 3 1 0 -2 -3 3 1 3 1 0 -2 -2 -3 -1 -2 3 3 1 0 3 2 1 1 3 1 0 3 2 3

2 2 3 2 1 3 4 -2 -3 -1 0 3 2 1 3 1 2 3 1 0 -2 0 -2 1 -2 1 0 -2 -2 -3 -1 0 3 3 1 0 3 2 1 3 3 1 0 3 2 4

2 2 3 2 1 4 5 -2 3 -1 0 3 -1 1 3 3 2 3 1 0 -2 0 -1 1 -1 1 0 -2 -2 3 -1 0 3 3 1 0 3 -1 1 3 3 1 0 3 -1 3

2 2 3 2 1 4 5 -2 -3 -1 0 3 -1 1 3 1 2 3 1 0 -2 0 -1 1 -1 1 0 -2 -2 -3 -1 0 3 3 1 0 3 -1 1 3 3 1 0 3 -1 3

2 2 3 1 1 4 5 -2 -3 -2 0 3 -1 0 1 3 2 3 2 0 -2 0 0 2 0 2 0 -2 -2 -3 -2 0 3 3 2 0 3 -1 0 1 3 2 0 3 -1 4

2 1 4 1 1 2 6 -2 -3 -2 0 3 -1 0 1 2 2 3 2 0 -2 0 -1 2 -1 2 0 -2 -2 -3 -2 0 3 3 2 0 3 -1 0 1 3 2 0 3 -1 3

2 1 4 1 1 2 6 -1 -3 -2 0 3 -1 0 1 2 2 3 2 1 -2 0 1 2 1 2 1 -2 -1 -3 -2 0 3 3 2 1 3 -1 0 1 3 2 1 3 -1 3

2 3 4 3 2 2 4 -1 -3 -2 0 3 -1 0 3 2 2 3 2 1 -2 0 1 2 1 2 1 -2 -1 -3 -2 0 3 3 2 1 3 -1 0 3 3 2 1 3 -1 3

2 2 4 3 2 2 4 -1 -3 -2 2 3 -1 0 3 2 1 3 2 1 0 0 0 2 0 2 1 0 -1 -3 -2 2 3 3 2 1 3 -1 0 3 3 2 1 3 -1 4

2 3 4 3 2 2 4 -1 -3 -1 2 2 2 0 3 2 1 3 2 1 0 0 0 2 0 2 1 0 -1 -3 -1 2 2 3 2 1 2 2 0 3 3 2 1 2 2 3

2 3 4 3 2 2 3 -1 -3 -2 2 2 1 0 2 2 1 2 2 1 0 0 0 2 0 2 1 0 -1 -3 -2 2 2 2 2 1 2 1 0 2 2 2 1 2 1 4

2 2 4 3 2 2 3 -1 -3 -2 2 2 1 0 2 2 1 2 2 1 0 0 0 2 0 2 1 0 -1 -3 -2 2 2 2 2 1 2 1 0 2 2 2 1 2 1 3

2 2 4 2 2 3 3 -1 -3 -2 2 2 1 0 1 3 1 2 2 1 0 0 0 2 0 2 1 0 -1 -3 -2 2 2 2 2 1 2 1 0 1 2 2 1 2 1 5

2 2 4 3 2 3 3 -1 -3 -2 2 3 1 0 0 3 1 2 2 1 0 0 0 2 0 2 1 0 -1 -3 -2 2 3 2 2 1 3 1 0 0 2 2 1 3 1 5

2 2 4 3 2 3 3 -1 -3 -2 1 3 1 0 0 3 1 3 2 1 0 0 0 2 0 2 1 0 -1 -3 -2 1 3 3 2 1 3 1 0 0 3 2 1 3 1 5

2 2 4 3 2 3 3 -1 -3 -2 1 3 1 0 0 3 2 3 2 1 0 0 0 2 0 2 1 0 -1 -3 -2 1 3 3 2 1 3 1 0 0 3 2 1 3 1 5

2 2 4 3 2 3 3 1 -3 -2 1 3 1 0 0 3 2 3 3 1 0 0 0 3 0 3 1 0 1 -3 -2 1 3 3 3 1 3 1 0 0 3 3 1 3 1 4

2 2 4 3 2 3 3 1 -1 -2 -2 2 1 0 0 3 2 2 3 2 0 1 -1 3 -1 3 2 0 1 -1 -2 -2 2 2 3 2 2 1 0 0 2 3 2 2 1 3

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2 2 4 3 2 3 3 0 0 0 -2 2 1 0 0 3 2 2 3 2 1 1 -1 3 -1 3 2 1 0 0 0 -2 2 2 3 2 2 1 0 0 2 3 2 2 1 3

2 2 4 3 2 3 3 0 0 0 -2 2 1 0 0 3 2 2 2 2 1 1 -1 2 -1 2 2 1 0 0 0 -2 2 2 2 2 2 1 0 0 2 2 2 2 1 3

2 2 4 3 2 3 2 0 0 0 -2 3 1 0 0 3 2 3 2 2 1 1 -1 2 -1 2 2 1 0 0 0 -2 3 3 2 2 3 1 0 0 3 2 2 3 1 2

2 2 4 3 2 2 2 0 0 0 -2 3 1 0 0 3 2 2 2 2 1 1 -1 2 -1 2 2 1 0 0 0 -2 3 2 2 2 3 1 0 0 2 2 2 3 1 2

2 2 4 3 2 2 2 0 0 0 -2 3 1 0 0 3 2 1 2 2 2 2 -2 2 -2 2 2 2 0 0 0 -2 3 1 2 2 3 1 0 0 1 2 2 3 1 2

2 1 4 3 2 2 2 0 0 0 -3 3 1 0 1 3 2 1 2 2 2 2 -2 2 -2 2 2 2 0 0 0 -3 3 1 2 2 3 1 0 1 1 2 2 3 1 2

2 1 4 3 2 2 2 0 0 0 -3 3 1 0 1 3 2 1 1 1 2 3 -3 1 -3 1 1 2 0 0 0 -3 3 1 1 1 3 1 0 1 1 1 1 3 1 2

2 1 4 3 3 2 2 0 0 0 -3 2 1 0 1 1 2 1 1 1 2 2 -3 1 -3 1 1 2 0 0 0 -3 2 1 1 1 2 1 0 1 1 1 1 2 1 2

2 1 4 3 3 3 2 0 0 0 -3 2 1 0 1 1 2 1 2 1 1 2 -3 2 -3 2 1 1 0 0 0 -3 2 1 2 1 2 1 0 1 1 2 1 2 1 2

2 1 4 3 3 3 2 0 0 0 -3 2 3 0 1 1 2 1 2 2 2 1 -3 2 -3 2 2 2 0 0 0 -3 2 1 2 2 2 3 0 1 1 2 2 2 3 3

2 1 4 3 3 3 2 0 0 0 -3 3 3 1 2 2 1 1 2 2 3 2 -3 2 -3 2 2 3 0 0 0 -3 3 1 2 2 3 3 1 2 1 2 2 3 3 3

2 1 4 3 3 4 2 0 0 0 -3 3 3 1 2 2 1 1 2 2 3 3 -3 2 -3 2 2 3 0 0 0 -3 3 1 2 2 3 3 1 2 1 2 2 3 3 4

2 1 4 3 3 4 2 0 0 0 -3 3 3 1 2 2 1 1 2 3 3 1 -3 2 -3 2 3 3 0 0 0 -3 3 1 2 3 3 3 1 2 1 2 3 3 3 4

2 2 4 2 3 4 2 0 0 0 -3 2 3 1 2 2 1 2 2 3 2 2 -3 2 -3 2 3 2 0 0 0 -3 2 2 2 3 2 3 1 2 2 2 3 2 3 3

2 2 4 2 3 4 2 0 0 0 -3 2 3 1 2 3 1 2 1 3 2 3 -1 1 -1 1 3 2 0 0 0 -3 2 2 1 3 2 3 1 2 2 1 3 2 3 3

2 2 4 2 3 4 1 0 0 0 -3 -1 3 1 3 3 1 2 1 3 1 2 1 1 1 1 3 1 0 0 0 -3 -1 2 1 3 -1 3 1 3 2 1 3 -1 3 2

2 2 4 2 3 4 1 1 0 0 -3 -1 -2 1 3 3 1 2 1 3 1 2 1 1 1 1 3 1 1 0 0 -3 -1 2 1 3 -1 -2 1 3 2 1 3 -1 -2 2

2 2 4 2 3 4 1 1 0 0 -3 -1 -2 1 3 3 1 2 1 3 2 3 1 1 1 1 3 2 1 0 0 -3 -1 2 1 3 -1 -2 1 3 2 1 3 -1 -2 4

2 2 4 2 3 4 2 1 0 0 -3 -1 -2 1 3 3 2 3 1 1 2 3 1 1 1 1 1 2 1 0 0 -3 -1 3 1 1 -1 -2 1 3 3 1 1 -1 -2 2

2 2 4 2 3 4 2 1 0 0 -3 -1 -2 1 3 3 2 3 1 1 3 3 2 1 2 1 1 3 1 0 0 -3 -1 3 1 1 -1 -2 1 3 3 1 1 -1 -2 3

2 2 4 2 3 4 2 1 0 0 -3 -1 -2 1 2 3 2 3 1 1 2 3 2 1 2 1 1 2 1 0 0 -3 -1 3 1 1 -1 -2 1 2 3 1 1 -1 -2 4

2 2 4 2 3 4 2 1 2 0 -3 -1 -2 3 2 3 2 2 1 3 2 3 3 1 3 1 3 2 1 2 0 -3 -1 2 1 3 -1 -2 3 2 2 1 3 -1 -2 4

2 2 4 2 3 4 2 3 2 0 -3 -1 -2 3 2 3 2 2 1 3 1 2 2 1 2 1 3 1 3 2 0 -3 -1 2 1 3 -1 -2 3 2 2 1 3 -1 -2 3

2 2 4 2 3 4 2 3 2 1 -3 -1 -2 3 2 3 3 2 2 3 2 1 3 2 3 2 3 2 3 2 1 -3 -1 2 2 3 -1 -2 3 2 2 2 3 -1 -2 2

2 2 4 2 2 1 2 3 2 1 1 -1 -2 3 2 2 3 1 2 3 3 2 2 2 2 2 3 3 3 2 1 1 -1 1 2 3 -1 -2 3 2 1 2 3 -1 -2 3

2 2 3 2 2 1 2 3 2 1 1 -1 -2 3 -1 2 3 1 3 2 2 3 1 3 1 3 2 2 3 2 1 1 -1 1 3 2 -1 -2 3 -1 1 3 2 -1 -2 4

2 3 3 2 2 1 2 3 2 1 1 -1 -2 3 -1 2 2 1 3 2 1 1 2 3 2 3 2 1 3 2 1 1 -1 1 3 2 -1 -2 3 -1 1 3 2 -1 -2 2

2 3 3 2 2 1 2 3 2 1 2 -1 -2 3 -1 -2 2 1 3 3 2 2 3 3 3 3 3 2 3 2 1 2 -1 1 3 3 -1 -2 3 -1 1 3 3 -1 -2 3

2 3 3 2 2 1 2 2 2 2 2 -1 -2 2 -1 -2 2 2 3 3 3 3 2 3 2 3 3 3 2 2 2 2 -1 2 3 3 -1 -2 2 -1 2 3 3 -1 -2 4

2 3 3 2 2 2 1 2 2 2 2 -1 -2 2 -1 -2 -1 2 3 3 2 1 1 3 1 3 3 2 2 2 2 2 -1 2 3 3 -1 -2 2 -1 2 3 3 -1 -2 2

2 3 3 2 2 2 1 2 1 2 2 -1 -2 2 -1 -1 -1 2 3 1 3 2 2 3 2 3 1 3 2 1 2 2 -1 2 3 1 -1 -2 2 -1 2 3 1 -1 -2 3

2 3 3 2 2 2 1 2 1 1 2 -1 -2 2 3 2 -1 3 2 1 2 3 3 2 3 2 1 2 2 1 1 2 -1 3 2 1 -1 -2 2 3 3 2 1 -1 -2 4

2 3 2 2 1 2 1 2 1 1 3 2 -2 -1 1 2 -1 3 1 1 3 1 2 1 2 1 1 3 2 1 1 3 2 3 1 1 2 -2 -1 1 3 1 1 2 -2 2

1 3 2 2 1 3 1 2 1 2 3 2 -2 -1 -3 2 -1 -2 1 3 3 2 0 1 0 1 3 3 2 1 2 3 2 -2 1 3 2 -2 -1 -3 -2 1 3 2 -2 3

1 4 2 2 1 3 1 2 1 2 3 2 -2 -1 -3 2 -1 -2 -1 3 2 3 0 -1 0 -1 3 2 2 1 2 3 2 -2 -1 3 2 -2 -1 -3 -2 -1 3 2 -2 4

1 4 2 2 1 4 1 -1 1 2 3 2 -2 1 -3 -3 -1 -2 -1 2 1 1 0 -1 0 -1 2 1 -1 1 2 3 2 -2 -1 2 2 -2 1 -3 -2 -1 2 2 -2 4

1 4 2 2 1 4 1 2 1 2 3 2 1 -1 -3 -3 -1 -2 -1 -1 2 2 0 -1 0 -1 -1 2 2 1 2 3 2 -2 -1 -1 2 1 -1 -3 -2 -1 -1 2 1 5

1 4 2 2 1 4 1 2 -3 3 3 2 1 -1 -3 -3 -1 -2 -1 -1 3 3 0 -1 0 -1 -1 3 2 -3 3 3 2 -2 -1 -1 2 1 -1 -3 -2 -1 -1 2 1 3

1 4 2 2 2 4 2 -1 -3 3 3 2 1 -1 -3 -3 -1 -2 -1 -1 2 1 0 -1 0 -1 -1 2 -1 -3 3 3 2 -2 -1 -1 2 1 -1 -3 -2 -1 -1 2 1 3

1 4 2 2 2 2 2 -1 -3 3 1 2 1 -1 -3 -3 -2 -2 -1 -1 1 2 0 -1 0 -1 -1 1 -1 -3 3 1 2 -2 -1 -1 2 1 -1 -3 -2 -1 -1 2 1 4

1 4 1 2 2 2 2 -2 -3 3 1 2 1 -1 -3 -3 -2 -2 -1 -2 2 3 0 -1 0 -1 -2 2 -2 -3 3 1 2 -2 -1 -2 2 1 -1 -3 -2 -1 -2 2 1 5

1 4 1 2 2 2 2 1 -3 -2 1 2 1 -1 -3 -3 -2 -2 -2 -2 3 1 0 -2 0 -2 -2 3 1 -3 -2 1 2 -2 -2 -2 2 1 -1 -3 -2 -2 -2 2 1 3

1 4 1 2 2 1 2 -3 -3 -2 1 3 1 -1 -3 -3 -2 -1 -2 -2 -1 2 1 -2 1 -2 -2 -1 -3 -3 -2 1 3 -1 -2 -2 3 1 -1 -3 -1 -2 -2 3 1 3

1 4 1 2 3 1 3 -3 -1 -2 -3 3 1 -1 -3 -3 -2 -1 -2 -2 -1 3 1 -2 1 -2 -2 -1 -3 -1 -2 -3 3 -1 -2 -2 3 1 -1 -3 -1 -2 -2 3 1 5

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1 4 1 3 3 1 3 -3 -1 -2 -3 3 1 -1 -3 -3 -2 -1 -3 -3 -2 -1 1 -3 1 -3 -3 -2 -3 -1 -2 -3 3 -1 -3 -3 3 1 -1 -3 -1 -3 -3 3 1 3

1 1 1 3 3 4 3 -3 -1 -2 0 2 1 -1 -3 -3 -2 -1 -3 0 1 -1 2 -3 2 -3 0 1 -3 -1 -2 0 2 -1 -3 0 2 1 -1 -3 -1 -3 0 2 1 5

1 1 1 3 3 4 3 -3 -1 -2 -3 2 0 -1 -3 -2 -2 -1 0 -3 -2 -1 3 0 3 0 -3 -2 -3 -1 -2 -3 2 -1 0 -3 2 0 -1 -3 -1 0 -3 2 0 5

1 1 1 3 2 4 4 -3 -1 -2 -3 2 0 -1 0 -2 -2 -1 0 0 -2 -1 -2 0 -2 0 0 -2 -3 -1 -2 -3 2 -1 0 0 2 0 -1 0 -1 0 0 2 0 3

1 1 1 2 2 2 4 -3 -1 -2 -3 2 0 -1 -3 -2 -2 -1 0 0 -2 -1 -2 0 -2 0 0 -2 -3 -1 -2 -3 2 -1 0 0 2 0 -1 -3 -1 0 0 2 0 3

1 1 1 2 2 2 4 -3 -1 -2 -3 2 0 -1 0 -2 -2 -1 0 0 -2 -1 -2 0 -2 0 0 -2 -3 -1 -2 -3 2 -1 0 0 2 0 -1 0 -1 0 0 2 0 4

1 1 3 2 2 2 3 -3 -1 -2 -3 2 0 -1 0 -2 -3 -2 -2 0 -2 -1 -2 -2 -2 -2 0 -2 -3 -1 -2 -3 2 -2 -2 0 2 0 -1 0 -2 -2 0 2 0 3

1 2 3 2 2 1 3 -3 -1 -2 -3 2 0 -1 0 -2 -3 -2 -2 0 -1 -1 -1 -2 -1 -2 0 -1 -3 -1 -2 -3 2 -2 -2 0 2 0 -1 0 -2 -2 0 2 0 4

1 2 3 3 1 1 3 -3 -1 -2 -3 -3 1 -1 0 -2 -3 -2 -2 -1 -1 -2 -1 -2 -1 -2 -1 -1 -3 -1 -2 -3 -3 -2 -2 -1 -3 1 -1 0 -2 -2 -1 -3 1 4

1 2 4 3 1 1 3 2 2 3 2 -3 1 -1 0 -2 -3 -2 -2 -1 -1 -2 -2 -2 -2 -2 -1 -1 2 2 3 2 -3 -2 -2 -1 -3 1 -1 0 -2 -2 -1 -3 1 3

1 2 4 3 1 2 2 2 3 3 3 -3 1 -1 0 -2 -3 -2 -1 -2 -1 -2 -3 -1 -3 -1 -2 -1 2 3 3 3 -3 -2 -1 -2 -3 1 -1 0 -2 -1 -2 -3 1 4

1 2 4 1 1 2 2 2 3 3 2 -3 1 -1 -2 -2 -3 -2 -1 -2 -1 -3 -2 -1 -2 -1 -2 -1 2 3 3 2 -3 -2 -1 -2 -3 1 -1 -2 -2 -1 -2 -3 1 3

1 2 2 1 1 2 1 2 3 3 2 -3 1 -2 -2 -2 -3 -2 -1 -2 -1 -3 -2 -1 -2 -1 -2 -1 2 3 3 2 -3 -2 -1 -2 -3 1 -2 -2 -2 -1 -2 -3 1 4

1 2 2 1 2 4 3 2 3 2 2 -3 -3 2 -3 -2 -3 -2 -2 -2 -3 -3 -1 -2 -1 -2 -2 -3 2 3 2 2 -3 -2 -2 -2 -3 -3 2 -3 -2 -2 -2 -3 -3 3

1 2 2 1 2 4 3 2 3 2 2 2 -2 2 -3 -1 -3 -2 -2 -1 -3 -3 0 -2 0 -2 -1 -3 2 3 2 2 2 -2 -2 -1 2 -2 2 -3 -2 -2 -1 2 -2 4

1 2 3 1 2 4 3 2 3 2 2 2 -2 2 -3 -1 -3 -2 -1 -1 -3 -2 0 -1 0 -1 -1 -3 2 3 2 2 2 -2 -1 -1 2 -2 2 -3 -2 -1 -1 2 -2 2

1 3 3 1 2 5 1 2 3 2 2 2 -2 -3 -3 -1 -3 -2 -1 -2 -3 -2 0 -1 0 -1 -2 -3 2 3 2 2 2 -2 -1 -2 2 -2 -3 -3 -2 -1 -2 2 -2 2

1 3 4 1 2 5 1 2 3 2 1 2 2 -3 2 -1 -3 -2 -1 -2 -3 -2 0 -1 0 -1 -2 -3 2 3 2 1 2 -2 -1 -2 2 2 -3 2 -2 -1 -2 2 2 3

1 3 4 1 2 5 1 2 3 2 1 1 2 2 2 -1 -3 -2 -1 -1 -3 -3 0 -1 0 -1 -1 -3 2 3 2 1 1 -2 -1 -1 1 2 2 2 -2 -1 -1 1 2 2

1 3 4 1 2 5 2 -2 3 1 1 1 1 -3 2 -1 -3 -2 -1 -2 -3 -3 1 -1 1 -1 -2 -3 -2 3 1 1 1 -2 -1 -2 1 1 -3 2 -2 -1 -2 1 1 3

1 3 4 1 2 5 2 -2 3 1 1 3 1 -3 -3 -1 -3 -2 -1 -2 -3 -3 1 -1 1 -1 -2 -3 -2 3 1 1 3 -2 -1 -2 3 1 -3 -3 -2 -1 -2 3 1 3

1 3 3 1 2 5 2 3 3 1 2 3 1 -2 -2 -1 -3 -2 -1 -2 -3 -3 1 -1 1 -1 -2 -3 3 3 1 2 3 -2 -1 -2 3 1 -2 -2 -2 -1 -2 3 1 2

1 3 3 1 2 5 3 2 3 1 2 3 2 0 -1 -1 -3 -2 -1 -2 -3 -3 2 -1 2 -1 -2 -3 2 3 1 2 3 -2 -1 -2 3 2 0 -1 -2 -1 -2 3 2 2

2 3 3 1 3 5 3 -3 -3 1 2 3 2 0 -1 -1 -2 -2 -1 -2 -3 -3 2 -1 2 -1 -2 -3 -3 -3 1 2 3 -2 -1 -2 3 2 0 -1 -2 -1 -2 3 2 3

1 3 1 1 3 4 4 -3 -3 1 2 3 2 0 -1 -2 -2 -2 -1 -2 -3 -3 1 -1 1 -1 -2 -3 -3 -3 1 2 3 -2 -1 -2 3 2 0 -1 -2 -1 -2 3 2 4

1 3 1 1 3 4 3 -3 -3 1 2 3 1 0 -1 -2 -2 -2 -1 -2 -3 -1 1 -1 1 -1 -2 -3 -3 -3 1 2 3 -2 -1 -2 3 1 0 -1 -2 -1 -2 3 1 4

1 3 1 1 3 4 3 -3 -3 1 3 3 2 0 -1 -2 -1 -2 -1 -2 -3 -1 3 -1 3 -1 -2 -3 -3 -3 1 3 3 -2 -1 -2 3 2 0 -1 -2 -1 -2 3 2 3

1 3 1 1 3 5 3 -3 -3 1 3 3 2 0 -1 -2 -2 -1 -1 -2 -3 -1 1 -1 1 -1 -2 -3 -3 -3 1 3 3 -1 -1 -2 3 2 0 -1 -1 -1 -2 3 2 2

1 3 4 1 3 5 3 -3 -1 -2 3 3 2 0 2 -2 -1 -1 -1 -2 -3 -1 2 -1 2 -1 -2 -3 -3 -1 -2 3 3 -1 -1 -2 3 2 0 2 -1 -1 -2 3 2 2

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