Features

eCommerce: Flattening the Fold

Written on
Sep 8, 2011 
Author
Jake Bailey  |

ADOTAS – Way back in 1994, when the Internet was oh-so-young, “the king of usability,” Dr. Jakob Nielsen, stated that people allocated much less attention to information not visible in the first screen view of a website—termed “below the fold.” Although Nielsen recanted his original position in 1997, the damage was done and Nielsen’s original assertion that people don’t scroll had gotten so much attention it had become a “rule” of web design and a commonly accepted view.

In the last six years, research attempting to debunk the “myth” of the fold has reignited the debate over “the fold.” One analytics company questioned relevance of the fold to site design, considering how variable its location can be with numerous screen resolutions and browser window sizes (2007). They found users’ scrolling behavior was relative, independent of actual screen height, and that people actually did make it to the bottom of the page.

In 2010, the great originator of the fold argument concluded that the existence of the fold was just as incontrovertible as his findings of 1994, saying that his 1997 recanting of the hypothesis had been a reflection of fluctuation in user behavior. However, Nielsen offered important exceptions to the rule, conceding that users do read down an entire page in particular scenarios.

People will look very far down a page if (a) the layout encourages scanning, and (b) the initially viewable information makes them believe that it will be worth their time to scroll. Both provided are exemplified by eCommerce sites.

So why do shoppers operate so differently on an eCommerce site, with complete disregard to “the fold”?

Above all, what sets eCommerce sites apart from non-eCommerce sites is the fundamental difference in user intent. On an eCommerce site, users are in research mode where they engage with products much as they would while browsing a physical store.

Behavior on an eCommerce site is a prime example of the widely accepted (and entertainingly named) “information foraging theory,” which explains how websites are browsed using the analogy of animals hunting for food. On an eCommerce site, shoppers are at the height of this “hunting” behavior as they search for the right product and browse corresponding product information, product recommendations, customer reviews, etc. to ensure the product satisfies their goals. According to Dr. Nielsen, users will keep clicking through a site hunting for specific products or answers as long as they continue to find links that take them closer to their goal.

There is a strong “information scent” on well-designed eCommerce sites—those with high-quality product photos, clearly defined product categories, product reviews and personalized product recommendations. All of these features assure shoppers that they are on the right track and encourage them to keep clicking and, more important, keep scrolling down the page.

Far more essential than the location of the fold in determining the potential success is the layout of the page itself and the intent of the shopper visiting it. The most successful placements are near the highest areas of interest—which may land above or below the fold.

No matter the site, the key to encouraging scrolling is the same: if the site content is compelling and relevant, users will follow where it leads. People scroll when they perceive value in doing so.

ECommerce sites have an inherent advantage over other site types in that they are laced with compelling content; product information, pictures, recommendations, user reviews, and so on, relate directly to what the shopper is looking for. There’s greater potential to engage a shopper across and down an entire page.

To best optimize online branding and advertising initiatives, it is essential that we move beyond generalized assumptions about user behavior (e.g. the importance of the fold), which are based on aggregated data from diverse sites. When selecting the ideal ad placement on publishers’ sites, advertisers must consider how users consume content.

Behavioral patterns vary greatly on blogs, newspapers, eCommerce, and video sites. Brands that strategically and seamlessly integrate into the content stand to gain the most consumer engagement. As they pertain to eCommerce sites, product recommendations are far and away one of the most powerful ways to reach the consumer and ensure engagement.





Jake Bailey is chief evangelist at RichRelevance. He is responsible for helping the e-Commerce market's retailers, influencers and brands understand the potential of RichRelevance's personalization platform and offerings as it relates to their businesses. A recognized thought leader in e-Commerce, Jake's expertise in creating new and innovative customer-driven marketing channels is based on his experiences in online retail. Most recently, Jake built RichRelevance's new offering, enRICH for Brands, delivering personalized advertising on retail websites and empowering retailers to become premium advertising publishers.

Jake joined RichRelevance in 2009 from Overstock.com where he was Director of Marketing overseeing all channels (SEM, affiliates, comparison shopping, display and portal relationships) as well as lead generation and Overstock.com's 60,000-strong affiliate program. While at Overstock.com, Bailey launched the international business, which now ships to over 70 countries.

Jake is a participating member of the Shop.org content committee and has spoken at premier industry events including the Global E-Commerce Summit, Shop.org Strategy and Innovation Forum, eTail, Linkshare Symposium and Affiliate Summit. Jake holds a BS in Business from BYU and an MBA from the University of Utah.

Reader Comments.

The Internet has created a new economic ecosystem, the Ecommerce marketplace, and it has become the virtual main street of the world.

Ecommerce

Posted by Ecommerce | 5:32 am on September 14, 2011.

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