Understanding “Webrooming” & “Multichannel Purchase” Behaviour Amongst Pakistani Consumers- An Exploratory Study
Author: Amber Zahra

“Webrooming” (web-influenced offline purchase) and “Showrooming” (store influenced online shopping) is becoming a common practice Among modern consumers in current era of technological world. Statistics are depicting rapid increase in “Webrooming” phenomena which has made it trendy and vital in the multichannel retailing domain. The behavior has both positive and negative impacts over the multi-channel retailers, as it exploits one channel on the cost of other. Though it’s a widely spread phenomena but very few studies are found to represent this particular phenomenon. This study empirically validates a comprehensive research model on the basis of Anticipated utility theory that integrates consumer channel related variables (such as Past experiences, and perceived price-comparison orientation), psychographic variables (Choice making decision, Time savings, variety and possession) consumer related smart shopping perception as antecedents of factors (i.e., online search convenience, perceived usefulness of online reviews, perceived helpfulness of in-store salespeople, and perceived risk of buying online), and smart shopping perception as antecedents of factors (i.e., online search convenience, perceived usefulness of online reviews, perceived helpfulness of in store salespeople, and perceived risk of buying online).The intended research will offer extended understanding on antecedents of “Webrooming” Behavior Among Pakistani consumers and insight for businesses induce in extending their retail channels. By collecting data set of 250 consumers from the respective malls in Islamabad we tried to dissent the potential webrooming antecedents. Cronbach Alpha technique is used to check the reliability of data. The results of the study depict that most influential antecedents of Webrooming are Sales Assistance, Variety and Bargain, Shopping Fun. Supervisor:- Dr. Hassan Rasool

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Supervisor: Hassan Rasool

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