Open AccessHow does Online Engagement Drive Consumers’ Webrooming Intention?
Publication year - 2021
Publication title -
journal of global information management
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.315
H-Index - 41
eISSN - 1533-7995
pISSN - 1062-7375
DOI - 10.4018/jgim.20211101oa20
Subject(s) - perception , value (mathematics) , risk perception , channel (broadcasting) , structural equation modeling , business , psychology , marketing , online and offline , cognition , advertising , computer science , computer network , machine learning , neuroscience , operating system
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.