Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance

Journal of Retailing, pp. 358-369, 2015.

Cited by: 123|Bibtex|Views2|Links
Keywords:
ShowroomingSelf-EfficacyCoping behaviorsSalesperson performanceSelf-regulation theoryMore(1+)

Abstract:

•Showrooming is a technology-enabled behavior which can have severe consequences.•Showrooming has negative effects on both salesperson self-efficacy and performance.•Approach-based coping behaviors reduce the negative effect of showrooming on self-efficacy.•Cross-selling strategies help mitigate the negative effect of showrooming on perfo...More

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