Webrooming and showrooming: a multi-stage consumer decision process

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Srabanti Mukherjee ◽  
Swagato Chatterjee
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Structural Equation ◽  
Product Type ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Channel Choice ◽  
Multi Stage

PurposeThe purpose of this research is to propose and validate a theoretical framework explaining web-rooming and showrooming as a multi-stage decision-making process. The authors have used consumer purchase decision-making theories to propose a model that identifies showrooming and webrooming as a combination of two decisions, channel choice during information search and channel choice during actual purchase. Further, the authors explored how various antecedents of showrooming and webrooming have differential effects on various stages of a purchase decision-making process and how product type moderates the relationships.Design/methodology/approachThe authors have conducted empirical research, whereby 243 responses were obtained from a cross-sectional survey. The authors have used structural equation modeling and multiple regression analysis to validate our theoretical model.FindingsWebrooming or showrooming is a multi-stage decision-making process for the consumers. First, consumers decide whether to search online or offline and then whether to buy online and offline. Different individual, purchase context-related and channel related factors impact these decisions. Product type governs which variables will be more important than others.Originality/valueThe research looks to enhance the understanding of the consumer's decision-making process during showrooming and webrooming while also helping retailers design and implement appropriate strategies that could affect consumers during information search and actual purchase.

Are negative and positive reviews regarding apparel fit influential?

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Eonyou Shin ◽  
Telin Chung ◽  
Mary Lynn Damhorst
Keyword(s):  
Decision Making ◽  
Information Processing ◽  
Decision Process ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Female Consumers ◽  
Online Purchase ◽  
Apparel Product

PurposeThe purpose of the current study is to explore how valenced fit reviews affect the consumer decision-making process during online apparel shopping.Design/methodology/approachA single factor (valence of fit review) within-subject experimental design was employed to examine how the valenced fit review (negative vs positive) affects the consumer online purchase decision process. A mock website was created to simulate the online shopping environment through four steps for developing a stimulus website for the main study. The data were analyzed using repeated multivariate analysis of variance and structural equation modeling.FindingsA total of 418 female consumers completed an online self-administrated survey. Results showed that positive fit review was more compelling than negative fit review for female consumers when they like the apparel product. Two aspects of information credibility (review and site credibility) and confidence in purchase decision evoked by both fit reviews and overall product information were significant determinants of the consumer purchase decision process in increasing consumers’ future purchase intentions through attitude to the online retailer.Originality/valueThe current study was an attempt to fill the gap in knowledge regarding the crucial role of fit reviews in apparel product purchase decisions in an online context. This study confirmed the type of fit reviews that would be influential on female consumers’ online purchase decision-making process for apparel products when they liked the apparel product, supporting positive confirmation bias from the information processing point of view. This study contributed to the importance of the two concepts (i.e. credibility and confidence in the purchase decision) in online information processing and purchase decision-making process.

Investigating the role of interactive social media and halal brand equity on purchase decision-making: direct and indirect effects

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Heru Yulianto ◽  
Yohanes Sutomo ◽  
Dyah Palupiningtyas ◽  
Krisnawati Setyaningrum Nugraheni
Keyword(s):  
Decision Making ◽  
Social Media ◽  
Brand Equity ◽  
Structural Equation ◽  
Effective Rate ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Content Type ◽  
Indirect Relationship

Purpose This study aims to determine the effect of halal brand awareness (HBA), halal brand image (HBI), halal brand loyalty (HBL) on halal brand equity (HBE) and purchase decision-making (PDM). This study will also discuss the mediating role of HBE and the moderating role of interactive social media (ISM). Design/methodology/approach A total of 700 questionnaires were distributed with an effective rate of 94% to customers in large supermarkets in 3 major cities in Indonesia by using convenience sampling. The hypothesis was tested using structural equation modeling processed using AMOS. The Sobel test was used to test the significance of mediating variables. Findings The results of the study reveal that there was a positive and significant influence between variables. Other results reveal that HBE acts as a partial mediator and ISM as a moderator. Originality/value This study builds a new construct, namely, ISM and is the first to build and test a comprehensive direct and indirect relationship between HBA, HBI, HBL, HBE, ISM and PDM on halal cosmetics in Indonesia.

Impact of geomarketing and location determinants on business development and decision making

2018 ◽  
Vol 28 (1) ◽  
pp. 98-120 ◽  
Author(s):  
Veland Ramadani ◽  
Donika Zendeli ◽  
Shqipe Gerguri-Rashiti ◽  
Leo-Paul Dana
Keyword(s):  
Decision Making ◽  
Structural Equation ◽  
Secondary Data ◽  
Business Development ◽  
Primary Data ◽  
Equation Modeling ◽  
Decision Making Process ◽  
Content Type ◽  
Location Determinants

Purpose This paper aims to study and compare variables such as location, industry, socio-demographics and business factors of several companies located in Western Macedonia. Design/methodology/approach Research method is based on primary data the authors collected through questionnaires and secondary data obtained from State Statistical Office. Besides, the research sums up data classification of companies in the aspect of geomarketing and how location determinants and geo-information of certain cities can influence their business development and decision-making. Lastly, the results of data and Structural Equation Modeling integration are presented. Findings Since Republic of Macedonia is more than 25 years in transition, experts have often foreseen that companies in their country most of the time make intuitive decisions and do not take into account many elements during decision-making process in the business aspect. But on the other hand, results reveal interesting facts about companies involved in their research. For a majority of companies, the influence of geomarketing on business development is positive as long as during decision-making process its determinants have been taken into consideration and reviewed. Practical implications The paper helps the entrepreneurs to develop their businesses and decision-making process based on geomarketing determinants. Originality/value This is the first paper that investigates and compares variables such as location, industry, socio-demographics and business factors of companies located in Macedonia.

Young adults’ socialization in housing and real estate purchase decisions in India

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sijo Saju John ◽  
Chaitali Balapure ◽  
Benny J. Godwin
Keyword(s):  
Decision Making ◽  
Young Adults ◽  
Real Estate ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Final Decision ◽  
Product Involvement ◽  
Content Type ◽  
Family Housing

Purpose The purpose of this paper is to understand the influence of young adults’ socialization and product involvement on family housing and real estate purchase decision-making process. While previous studies have used these constructs in the fast-moving commercial goods category, this paper is considering the real estate family purchase decision as the core point of research and analysis. Design/methodology/approach Data were collected from 429 young working adults across various sectors in India. The proposed conceptual framework is tested using structural equation modeling. Findings The findings suggest that the teenagers with high social life have a better say in the decision-making process. It was also found that the young adults’ product involvement (measured in terms of gratification and symbol) construct shows how involved they are with the final decision-making in a family. The results suggested that the more young adult socializes, the more voice he has in the family housing and real estate decision-making process. Originality/value This paper is the first to analyze the role of teenage socialization and product involvement on family housing and real estate purchase decision-making process. This paper will be practicable to all the stakeholders of the housing industry as a whole.

A multi-level analysis of mixed gender couple’s food decisions in a tourism context

2019 ◽  
Vol 2 (2) ◽  
pp. 121-144 ◽  
Author(s):  
Guliz Coskun ◽  
Laura W. Jodice ◽  
DeWayne Moore
Keyword(s):  
Decision Making ◽  
South Carolina ◽  
Structural Equation ◽  
Equation Modeling ◽  
Decision Making Process ◽  
Group Level ◽  
Content Type ◽  
Study Results ◽  
Multi Level ◽  
Mixed Gender

Purpose Through application of multi-level structural equation modeling as the data analysis technique, the purpose of this paper is to analyze the group-level impacts on a couple’s food choices during travel at a coastal destination. Design/methodology/approach Researchers obtained 380 individual questionnaires from 190 mixed gender couples (who eat oysters) in Charleston and Beaufort County, South Carolina, USA. Data were collected from both members of the couple during their vacation. Due to missing data and normality issues 5 couples and 30 individuals were eliminated. The remaining data were analyzed with SPSS 21 and EQS 6.2 with advanced confirmatory factor analysis and multi-level (ML) regression techniques. Findings The study results indicated that while women have a more negative attitude than men toward oysters, their intention to eat oysters during vacation is not different from their partner. By detecting the interdependency of responses of individuals within a couple, this study revealed that a ML approach is a more powerful way to understand the decision-making process of couples. Additionally the difference in the results of single- and ML models showed that the latter approach lowers the chance of Type 2 error and provides more accurate results. Originality/value In tourism decision-making literature, the focus has been mostly on the individual despite the collectivistic nature of tourism activity. The current study is the first to analyze a couple’s decision-making process at the group level. Furthermore by collecting data from both members of the group during their vacation, this study has distinguished itself from previous studies.

The key role played by intermediaries in the retail insurance distribution

2018 ◽  
Vol 46 (11/12) ◽  
pp. 1170-1192 ◽  
Author(s):  
Sérgio Dominique-Ferreira
Keyword(s):  
Decision Making ◽  
Customer Satisfaction ◽  
Structural Equation ◽  
Ad Hoc ◽  
Structural Equation Models ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
The Impact ◽  
Claims Management

PurposeThe insurance market has high churn rates because customers’ purchase decision-making process and claims management rely heavily on intermediaries. The purpose of this paper is to investigate the role played by insurers and intermediaries in customer satisfaction, as well as in the preferences of customers regarding the purchase decision-making process.Design/methodology/approachThe first step was to select the most important attributes for Portuguese insurance customers. Three focus groups were conducted (using B2C and B2B markets), and data from Portuguese car insurance customers were gathered through anad hocquestionnaire. Structural equation models and the multidimensional scaling unfolding model were applied.FindingsIntermediaries play a key role in the retail insurance distribution channels by influencing customer satisfaction, claims management and the purchasing process (premium acceptance).Practical implicationsBecause of the influence that intermediaries have on customer satisfaction, insurers should improve their partnerships (back office support) with intermediaries.Originality/valueThe study contributes to the retail distribution literature of the insurance sector by providing empirical evidence of the impact of intermediaries on customers’ satisfaction.

Data-based ethical decision making, lateral relations, and organizational commitment

2018 ◽  
Vol 40 (6) ◽  
pp. 946-963 ◽  
Author(s):  
Sean Robert Valentine ◽  
David Hollingworth ◽  
Patrick Schultz
Keyword(s):  
Decision Making ◽  
Organizational Commitment ◽  
Information Flow ◽  
Structural Equation ◽  
Ethical Decision ◽  
Ethical Decision Making ◽  
Ethical Issues ◽  
Self Report ◽  
Equation Modeling ◽  
Content Type

Purpose Focusing on ethical issues when making organizational decisions should encourage a variety of positive outcomes for companies and their employees. The purpose of this paper is to determine the degree to which data-based ethical decision making, lateral relations and organizational commitment are interrelated in organizations. Design/methodology/approach Data were collected from business professionals employed at multiple locations of a financial services firm operating in the USA. Mediation analysis (based on structural equation modeling) was used to test the proposed relationships. Findings Results indicated that employees’ perceptions of data-based ethical decision making were positively related to perceived lateral relations, and that perceived lateral relations were positively related to organizational commitment. Research limitations/implications Given that information was collected using only a self-report questionnaire, common method bias could be an issue. In addition, the study’s cross-sectional design limits conclusions about causality. Another limitation involves the study’s homogenous sample, which decreases the generalizability of the findings. Finally, variable responses could have been impacted by individual frames of reference and other perceptual differences. Practical implications Results suggest that information flow enhancements should support or be consistent with horizontal information flow enhancements, and that together these factors should increase employee commitment. Originality/value Given the dearth of existing research, this interdisciplinary investigation is important because it fills gaps in the management literature. This study is also important because the results could inform decisions regarding the use of data analysis in ethical decisions and lateral forms of organizational structuring to improve work attitudes.

scholarly journals Revisiting the relationship between formal planning process and planning effectiveness

2018 ◽  
Vol 30 (2) ◽  
pp. 1016-1034 ◽  
Author(s):  
Said Elbanna ◽  
Tamer H. Elsharnouby
Keyword(s):  
Decision Making ◽  
United Arab Emirates ◽  
Structural Equation ◽  
Planning Process ◽  
Price Volatility ◽  
Organizational Capabilities ◽  
Equation Modeling ◽  
Content Type ◽  
Tourism Sector ◽  
The Impact

Purpose The purpose of this study is to address a timely research question by clarifying whether formal planning is a worthy approach for hotels. In so doing, the authors developed a theoretical model that extends prior research by exploring how the formal planning process influences organizational capabilities and decision-making style. The model also examines the impact of the three identified factors on planning effectiveness. Design/methodology/approach Data were collected from 175 hotels located in United Arab Emirates (UAE) and Qatar and hypotheses were tested using structural equation modeling (SEM). Findings The study concludes that the practice of formal planning in the tourism sector does matter and both organizational capabilities and decision-making style are important factors in predicting planning effectiveness. Research limitations/implications Generalizations to organizations operating in other sectors, such as manufacturing or government sectors, should be drawn cautiously. Practical implications Taking into account oil price volatility and serious political crises in the region, this study provides several insights to hotel managers into how the formal planning process can influence planning effectiveness. Originality/value The findings enrich the debate on the role of formal planning in the tourism sector, which has been relatively devoid of similar studies.

Perspectives of individuals with multiple sclerosis on discontinuation of disease-modifying therapies

2019 ◽  
Vol 26 (12) ◽  
pp. 1581-1589
Author(s):  
Marisa P McGinley ◽  
Philip A Cola ◽  
Robert J Fox ◽  
Jeffrey A Cohen ◽  
John J Corboy ◽  
...  
Keyword(s):  
Multiple Sclerosis ◽  
Decision Making ◽  
Structural Equation ◽  
Descriptive Analysis ◽  
Equation Modeling ◽  
Decision Making Process ◽  
Inclusion Criteria ◽  
Research Committee ◽  
Disease Modifying Therapies ◽  
Disease Modifying

Background: Therapeutic research in multiple sclerosis (MS) has focused on the development of treatments with little investigation regarding the possibility of discontinuation of disease-modifying therapies (DMTs). Objective: To understand the opinion of individuals with MS concerning stopping DMTs and the factors that influence the decision-making process. Methods: A mixed method approach was used starting with three focus groups from which a survey was developed. This survey was sent to 1000 participants in the North American Research Committee on Multiple Sclerosis registry who met inclusion criteria (age ⩾45 years; on most recent DMT for ⩾5 years). Descriptive analysis and structural equation modeling were used. Results: Of 1000 participants receiving the survey, 377 provided complete responses and met inclusion criteria. Only 11.9% of participants reported that if their disease was considered stable, they would consider coming off medications. A high level of external locus of control in influential others such as physicians significantly decreased the likelihood of considering discontinuation. Conclusions: Most individuals with MS report being unlikely to consider stopping MS therapy if their disease was considered “non-active.” As the results of studies concerning DMT discontinuation are obtained, information from providers will be an important part of individuals’ decision-making process.

The role of elaboration likelihood routes in relationships between user-generated content and willingness to pay more

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Bekir Bora Dedeoğlu ◽  
Anil Bilgihan ◽  
Ben Haobin Ye ◽  
Yajun Wang ◽  
Fevzi Okumus
Keyword(s):  
Decision Making ◽  
Social Media ◽  
Willingness To Pay ◽  
Structural Equation ◽  
Group Analysis ◽  
Equation Modeling ◽  
Moderating Effects ◽  
Content Type ◽  
Central Route ◽  
The Impact

Purpose The purpose of this paper is to examine the impact of social media sharing on tourists’ willingness to pay more (WPM) at destinations. The moderating effects of tourists’ preferred route in decision-making or obtaining information (i.e. central or peripheral routes) were also examined. Design/methodology/approach A theoretical model was developed and tested using partial least squares structural equation modeling (PLS-SEM). Moderating effects of central and peripheral routes were tested using PLS multi-group analysis. Data were collected from 478 tourists in Antalya, Turkey, a sea, sun and sand tourist destination. Findings Findings indicate that importance attached to participant sharing (IPS) and importance attached to non-participant sharing (INPS) are significant antecedents of tourists’ WPM intentions. Moderating effects of tourists’ preferred route in decision-making reveal that the effect of IPS on WPM intention is more influential for those with high central route preferences than those with low central route preferences. While the effects of INPS and IPS on WPM intention is more determinative for those with higher peripheral route preferences. Practical implications Although it is known by the practitioners that consumer-generated contents are important, this research suggests and supports that these contents trigger tourists to pay higher prices. Originality/value How WPM is motivated by others’ social media sharing was not very clear in the literature. Therefore, this research gap was addressed in part by examining the social media sharing structure in terms of whether others posted on organization-related sites or on personal sites.

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