Factors affecting luxury consumers’ webrooming intention: A moderated-mediation approach

Shankar, Amit; Jain, Sheetal

doi:10.1016/j.jretconser.2020.102306

Cited by 87 publications

(128 citation statements)

References 80 publications

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“…In the recent past, consumer webrooming intention was found to be a crucial challenge, and retailers are keen to know how they can manage consumer webrooming behaviour. In the webrooming context, consumers tend to visit online platforms to collect product information before making a final purchase from an offline store (Flavián et al, 2016;Shankar and Jain, 2020).…”

Section: Webrooming Intentionmentioning

confidence: 99%

“…Product assortment plays a crucial role in consumer channel choice during the purchasing process (Verhoef et al, 2015;Gensler et al, 2017). Over online platforms, consumers receive better assortment and save time, money, and efforts in the evaluation of the products (Rubio et al, 2017;Shankar and Jain, 2020) but also get the automatic suggestions of complementary, bundling, and substitute products, which help them in better evaluation (Kang, 2018;Goraya et al, 2020). Over online platforms, consumers can quickly gather comparative information regarding features, price, quality, warranty, and consumer ratings of alternative products and brands (Duarte et al, 2018;, which is difficult to obtain in offline stores.…”

Section: Better Assortment and Webrooming Intentionmentioning

confidence: 99%

“…Whereas, consumers can receive limited information in an offline setting, and they have to visit different offline stores to collect information which requires a vast amount of resources. Hence, consumers prefer online platforms to search the information (Arora & Sahney, 2018;Shankar and Jain, 2020). Online platforms enable gathering an enormous amount of product information economically (Arora & Sahney, 2019) as consumers can access a huge amount of information in a few clicks.…”

Section: Lower Search Cost and Webrooming Intentionmentioning

confidence: 99%

“…Consumers also seek their suggestions and advice, which helps them make their purchase decisions (Arora & Sahney, 2018). However, consumers miss these socialization benefits during online shopping (Albesa, 2007;Shankar & Jain, 2020). Further, consumers can spend some quality time with their family and friends in the gaming zone and entertainment section at physical stores (Wang et al, 2015).…”

Section: Socialization and Webrooming Intentionmentioning

confidence: 99%

“…Consumers do several searches before making the final purchase decision and received several perceived value during this process. These perceived value could be divided into two categories; hedonic values and utilitarian values (Park et al, 2012;Shankar & Jain, 2020). During information search over the online platforms, consumers receive fun, and enjoyment (Mazaheri et al, 2010;Park et al, 2012;.…”

Section: Mediating Role Of Perceived Value In the Relationship Between Online Search Benefits And Webrooming Intentionmentioning

confidence: 99%

See 4 more Smart Citations

How Does Online Engagement Drive Consumers' Webrooming Intention?

Shankar

Yadav

Gupta

et al. 2021

Journal of Global Information Management

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Based on the cognitive-motivational-relational (CMR) theory, this study empirically investigates the mechanisms through which consumers' online engagement impacts their channel switching intention. The present study examines the mediating effects of perceived value and the ways in which these mediating effects are moderated by online risk perception. Data were collected from 428 online Indian consumers using systematic random sampling. The results of the structural and process macro analyses indicated that consumer online engagement has a significant impact on consumer online search benefits which in turn leads to webrooming intention. Also, perceived value mediated the effects of online search benefits and offline purchase benefits on webrooming intention. The results advance the theory of CMR by explaining consumer channel switching behaviour and are expected to help multi-channel retailers to identify the key drivers that help engage consumers online.

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Section: Webrooming Intentionmentioning

confidence: 99%

Section: Better Assortment and Webrooming Intentionmentioning

confidence: 99%

Section: Lower Search Cost and Webrooming Intentionmentioning

confidence: 99%

Section: Socialization and Webrooming Intentionmentioning

confidence: 99%

Section: Mediating Role Of Perceived Value In the Relationship Between Online Search Benefits And Webrooming Intentionmentioning

confidence: 99%

See 3 more Smart Citations

How Does Online Engagement Drive Consumers' Webrooming Intention?

Shankar

Yadav

Gupta

et al. 2021

Journal of Global Information Management

Self Cite

View full text Add to dashboard Cite

show abstract

Developing trends in showrooming, webrooming, and omnichannel shopping behaviors: Performance analysis, conceptual mapping, and future directions

Halibas

Nguyen

Akbari

et al. 2023

J of Consumer Behaviour

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In an omnichannel era, businesses and marketers need insights into the dynamics of customer shopping behaviors, particularly the interplay between omnichannel, showrooming, and webrooming behaviors. This study investigates the evolution and trends of the research and channel shopping behaviors (RCSB) domain, spanning from 1998 to 2022, including the Covid‐19 era. The study performed a bibliometric review of 500 papers in the Scopus database. The performance analysis reveals an annual growth rate of nearly 16%, with average citations per document of 44, indicating sustained and growing research interest. Science mapping revealed five distinct cluster themes, including showrooming and webrooming in multi‐ and omni‐channel contexts; consumer behavior in online retail and shopping; customer satisfaction and trust in multi‐channel retailing; mobile commerce in a multi‐channel environment; and the interplay between online shopping, channel choice, and supply chain management. Furthermore, topics, such as showrooming, e‐commerce, retailing, and omnichannel retailing, remain popular before and during the pandemic, as seen in the thematic evolution. Our examination of the thematic maps revealed various topics that gained significance during the pandemic, such as multichannel, channel choice, customer experience, social commerce, purchase behavior, and covid‐19. Among these, the thematic maps indicate that customer experience, channel choice, multichannel, and covid‐19 are emerging and basic topics. These topics can steer research directions in the RCSB domain toward examining customer experiences using digital innovations, e‐commerce (including mobile and social commerce), and omnichannel strategy and management.

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Should I adopt an integrated virtual clinic? A dual‐factor theory perspective

Shankar

Kumar

Yadav

et al. 2023

J of Consumer Behaviour

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This study investigates consumers' adoption intention toward the virtual clinic. The theory of planned behavior and status‐quo‐bias theory are used as underpinning theories to investigate the effects of enablers and inhibitors, respectively. Further, the mediating role of perceived values on the relationship between enablers, inhibitors, and adoption intention is also investigated. The study also investigates how mediating effect of perceived values varies at different levels of perceived information privacy concerns. The results of this study reveal that attitude, subjective norm, regret avoidance, inertia, and switching costs significantly influence the adoption intention toward virtual clinics. The study's findings will enrich technology adoption and online health literature, especially emerging literature related to the virtual clinic. The study helps healthcare service providers understand consumers' adoption intention of the virtual clinic.

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Factors affecting luxury consumers’ webrooming intention: A moderated-mediation approach

Cited by 87 publications

References 80 publications

How Does Online Engagement Drive Consumers' Webrooming Intention?

How Does Online Engagement Drive Consumers' Webrooming Intention?

Developing trends in showrooming, webrooming, and omnichannel shopping behaviors: Performance analysis, conceptual mapping, and future directions

Should I adopt an integrated virtual clinic? A dual‐factor theory perspective

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