Understanding the role of regulatory focus in e-tailing activities

Abstract

Purpose

Regulatory focus theory has been studied in an in-store retailing context. Although an in-store retailing differs from an e-tailing in terms of the factors such as absence of products, physical human interactions and store atmospherics, the application of regulatory factors in an e-tailing context is limited. This study aims to examine the moderating role of regulatory focus orientations in consumer e-tailing activities.

Design/methodology/approach

A laboratory experiment with 297 participants was conducted to test the theoretical propositions. Statistical techniques such as t-test were used to analyse the data.

Findings

Results show that a consumer online purchase intentions, product review and spreading positive word of mouth vary from promotion-focused individuals to prevention-focused individuals. Results also show that there is no difference in spreading negative word of mouth between promotion-focused and prevention-focused individuals after encountering an unpleasant shopping experience. Finally, results show both the regulatory focus-oriented shoppers are encouraged by sales promotions.

Originality/value

Arguably, this is the first study to examine how consumers’ regulatory orientations moderate their e-tailing activities. The results of this study have implications for both academicians and managers.

Citation

Das, G. (2016), "Understanding the role of regulatory focus in e-tailing activities", Journal of Services Marketing, Vol. 30 No. 2, pp. 212-222. https://doi.org/10.1108/JSM-10-2014-0358