Demystifying the product attribute nexus: illuminating webrooming behavior in emerging fashion industry

Abstract

Purpose

This study aims to evaluate the impact of product complexity, product involvement and product diagnosticity on shaping webrooming behavior in emerging fashion retailing, with product knowledge acting as a moderator and information processing, and uncertainty reduction theory contributing as the theoretical foundation.

Design/methodology/approach

In total, 371 responses were collected from fashionable consumers who had recently purchased fashion products via a purposive sampling approach, and the data were analyzed using structural equation modeling and PROCESS macro.

Findings

The results illustrated that product complexity had a significant impact on product involvement and product diagnosticity, and consumer attitude. Attitude, in turn, had a favorable impact on webrooming behavior. Likewise, product diagnosticity and product involvement had a positive mediating association between product complexity and consumer attitude. Product knowledge significantly moderated the relationship between product complexity, product involvement, and consumer attitude, but it exhibited a negative moderation association between product complexity, product diagnosticity, and attitude.

Originality/value

This study represents a novel research endeavor, shedding light on webrooming from the perspective of product attributes in fashion retailing. It contributes to the growing body of literature on fashion marketing by analyzing the rapidly evolving phenomena of webrooming behavior within the multichannel context of the fashion industry.

Citation

Lavuri, R. and Gopi, R.K. (2024), "Demystifying the product attribute nexus: illuminating webrooming behavior in emerging fashion industry", Journal of Product & Brand Management, Vol. 33 No. 5, pp. 590-603. https://doi.org/10.1108/JPBM-04-2023-4473