The impact of consumers’ positive online recommendations on the omnichannel webrooming experience

Orús, C. (Universidad de Zaragoza) ; Gurrea, R. (Universidad de Zaragoza) ; Ibáñez-Sánchez, S. (Universidad de Zaragoza)

Resumen: Purpose: This purpose of this paper is to analyze how consumers’ online recommendations affect the omnichannel webrooming experience based on the internet, physical and mobile channels. Design/methodology/approach: Two experimental studies are implemented. Study 1 analyzes the impact of an online review on the physical interaction with the product. Study 2 modifies the moment of receiving the online recommendation and its social tie. Findings: Webrooming improves the shopping experience. Online recommendations from anonymous customers increase confidence in the product’s adequacy, although this effect depends on the moment of receiving the recommendation and the level of confidence before interacting physically with the product. Friend recommendations reinforce preferences regardless of previous online experiences. Research limitations/implications: This research examines the effects of different types of online recommendations on offline shopping experiences, choice and confidence. Confidence is stressed as a key variable in omnichannel behavior. Practical implications: The findings offer practical value for electronic word-of-mouth marketing, omnichannel marketing, as well as online and physical channel management. Originality/value: This is one of the first studies that examine the impact of online consumer recommendations on shopping experiences combining online, mobile and physical channels. The results reveal the importance of recommendations’ source and moment of reception for determining consumers’ preferences, choice and confidence.

Idioma: Inglés

DOI: 10.1108/SJME-08-2019-0067

Año: 2019

Publicado en: Spanish Journal of Marketing - ESIC 23, 3 (2019), 397-414
ISSN: 2444-9695

Factor impacto SCIMAGO: 0.512 - Marketing (Q2)

Financiación: info:eu-repo/grantAgreement/ES/DGA/S20-17R
Financiación: info:eu-repo/grantAgreement/ES/MINECO/ECO2016-76768-R
Financiación: info:eu-repo/grantAgreement/ES/UZ/JIUZ-2018-SOC-14

Tipo y forma: Article (Published version)

Área (Departamento): Área Comerci.Investig.Mercados (Dpto. Direc.Mark.Inves.Mercad.)