Consumer showrooming: Value co-destruction |
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Institution: | 1. Institute of Value-Based Marketing, University of Münster, Am Stadtgraben 13-15, 48143 Münster, Germany;2. Tuck School of Business at Dartmouth, 100 Tuck Hall, Hanover, NH 03755, USA;3. University of Groningen, P.O. Box 800, 9700 AV Groningen, The Netherlands;1. Operations Management Group, Indian Institute of Management Calcutta, Diamond Harbor Road, Kolkata 700104, India;2. Economics Group, Indian Institute of Management Calcutta, Diamond Harbor Road, Kolkata 700104, India |
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Abstract: | PurposeThis research employs value co-destruction as a theoretical lens to investigate the antecedents of consumer showrooming behavior. Drawing on relevant literature, a research model specifying showrooming dynamics from the consumer's perspective is conceptualized and empirically tested.MethodologyUtilizing survey data from 275 consumers, structural equation modelling is employed to assess a research model including thirteen hypotheses.FindingsThe study findings reveal that showrooming behavior is complex and comprises differing degrees of accumulative value co-destruction and value co-creation behavior across online and offline channels. Specifically, consumer characteristics, channel characteristics and product characteristics are shown to be associated with in-store value taking and online value co-destruction and co-creation.Originality and valueScholarly insights into the antecedents of consumer showrooming are rare. In responding to calls for research, this paper represents the first empirical investigation of consumer showrooming behavior utilizing the lens of value co-destruction. The study adds to academic understanding of the showrooming phenomena and demonstrates that co-destructive and co-creative behaviors can occur in a simultaneous, concurrent and iterative fashion. Focusing on practice, the findings reveal opportunities for experience-led shopping environments. |
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Keywords: | Consumer Showrooming Freeriding Research shopper Multi-channel shopping Co-destruction |
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