How Does Online Engagement Drive Consumers' Webrooming Intention? A Moderated-Mediation Approach

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Shankar, Amit
Yadav, Rambalak
Gupta, Manish
Jebarajakirthy, Charles
Griffith University Author(s)
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2021
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http://creativecommons.org/licenses/by/4.0/
Abstract

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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Journal of Global Information Management (JGIM)
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© The Author(s) 2021. This article published as an Open Access article distributed under the terms of the Creative Commons Attribution License (http://creativecommons.org/licenses/by/4.0/) which permits unrestricted use, distribution, and production in any medium, provided the author of the original work and original publication source are properly credited.
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Information systems
Library and information studies
Business systems in context
Science & Technology
Information Science & Library Science
Multi-Channel Retailing
Online Engagement
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Shankar, A; Yadav, R; Gupta, M; Jebarajakirthy, C, How Does Online Engagement Drive Consumers' Webrooming Intention? A Moderated-Mediation Approach, Journal of Global Information Management (JGIM), 2021, 29 (6)
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