Understanding how customer interaction drives e-loyalty during returns handling in online retailing

Abstract

Purpose

The purpose of this study is to identify the structural determinants of e-returns service interactions, examine their impact on online shoppers' loyalty and propose returns service interventions from an interactive marketing perspective to facilitate consumer interaction and repeat purchase intentions with e-retailers.

Design/methodology/approach

This study empirically tests the research hypotheses based on cross-sectional survey data collected from Chinese online consumers who experienced interactions during the product returns process.

Findings

E-return service interaction includes three determinants: access support, friendly interaction and communication support. These interactions positively impact ease of return, returns satisfaction and customer loyalty. Returns satisfaction is a key mediator in the relationship between return service interaction and loyalty. Access support and friendly interaction have both direct and indirect effects on loyalty, while communication support has only an indirect effect.

Originality/value

This study contributes to understanding e-returns service interaction by analyzing its structural determinants, providing a robust scale foundation and analytical framework for future empirical research. Additionally, this study explores the driving role of e-returns service interaction in forming e-customer loyalty, offering a theoretical basis for the service recovery function of e-returns service interaction. It enriches the application of service recovery theory and relationship marketing theory in the field of interactive marketing.

Citation

Li, M., Choudhury, A. and Zhang, N. (2024), "Understanding how customer interaction drives e-loyalty during returns handling in online retailing", Journal of Research in Interactive Marketing, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/JRIM-02-2024-0101