Mobile word of mouth (m-WOM): analysing its negative impact on webrooming in omnichannel retailing
International Journal of Retail & Distribution Management
ISSN: 0959-0552
Article publication date: 25 November 2020
Issue publication date: 15 February 2021
Abstract
Purpose
The purpose of this research is to analyse the influence of mobile word of mouth (m-WOM), received at the physical store, which “challenges” the consumer's preferences in a webrooming experience. The impacts of the social relationship between the sender and the receiver of the m-WOM and product category (electronics versus fashion accessories) are examined.
Design/methodology/approach
An online experiment was carried out which manipulated the presence and type of challenging m-WOM, and product category, in a 3 × 2 between-subjects factorial design. The participants were 204 consumers recruited through a market research agency. Their perceptions about the helpfulness of the m-WOM, and their product preferences and choices, were analysed.
Findings
Receiving in-store m-WOM was perceived as helpful by webroomers and affected their preferences and choices. For electronics online reviews posted by anonymous customers were more influential than friends' opinions, whereas the opposite was the case with fashion accessories. The trustworthiness and expertise of the m-WOM source may explain the effects of m-WOM.
Practical implications
m-WOM entails challenges and opportunities for retailers in the omnichannel era. The findings suggest that allowing customers to access m-WOM may be beneficial; however, retailers must consider the type of m-WOM that may be most suitable for their businesses. Recommendations for referral and review sites are also offered.
Originality/value
This study examines the impact of challenging m-WOM on shopping experiences, combining online, mobile and physical channels. The results revealed the importance of the information source and product category in the determination of consumers' perceptions of helpfulness, preferences and choice.
Keywords
Acknowledgements
This study was supported by the Spanish Ministry of Science, Innovation and Universities under Grant PID2019-105468RB-I00; European Social Fund and the Government of Aragon (LMP65_18 and “METODO” Research Group S20_20R).
Citation
Flavián, C., Gurrea, R. and Orús, C. (2021), "Mobile word of mouth (m-WOM): analysing its negative impact on webrooming in omnichannel retailing", International Journal of Retail & Distribution Management, Vol. 49 No. 3, pp. 394-420. https://doi.org/10.1108/IJRDM-05-2020-0169
Publisher
:Emerald Publishing Limited
Copyright © 2020, Emerald Publishing Limited