The mediating role of showrooming satisfaction and smart shopping perceptions in driving repurchase intention in the beauty industry

The rising trend of showrooming where consumers research offline and buy online, sparked a debate among businesses. Some worried it negatively impacted traditional brick-and-mortar retail stores, while others viewed it as a strategic opportunity to facilitate cross-channel shopping. This study focused on the beauty industry, one of the most popular sectors in Indonesia. Specifically, the study sought to investigate the intention-behavior relationship and examined the impact of showrooming on fostering loyalty, particularly through repurchase intention and positive word-of-mouth. Researchers used a purposive sampling method by distributing questionnaires through social media and utilizing a research connecting platform. A total of 120 valid responses were gathered and analyzed using SmartPLS 4. The results showed that showrooming intention has a significant impact on showrooming behavior as well as showrooming behavior affects showrooming satisfaction. Additionally, the study confirmed the mediating role of showrooming satisfaction in generating positive word-of-mouth. Finally, the researchers identified that smart shopping perceptions mediate showrooming behavior, which led to repurchase intention.

GABRIELA FERNANDA; GLADYS SHELVANY Maria Natalia Damayanti Maer, S.S., M.A., Ph.D. (Advisor 1); Adelina Proboyo (Examination Committee 1); Ricky Wang (Examination Committee 2) Universitas Kristen Petra English Digital Theses Undergraduate Thesis Skripsi/Undergraduate Thesis Skripsi No. 31012659/MAN/2025; Gabriela Fernanda (D11210108), Gladys Shelvany (D11210322) TELESHOPPING; CONSUMERS--RESEARCH; CONSUMER BAHAVIOR

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