The effect of showrooming towards salesperson self- efficacy and performance with moderating variable coping strategy and cross-selling in entry level watch store in jakarta

Steven, Eggy (2019) The effect of showrooming towards salesperson self- efficacy and performance with moderating variable coping strategy and cross-selling in entry level watch store in jakarta. Bachelor thesis, Universitas Pelita Harapan.

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Abstract

The introduction of e-commerce in Indonesia has increased multi-channel retailing and significantly impacted the customers buying behavior. Traditional offline customers are shifting towards online shopping due to the unprecedented low prices it offers, resulting towards an increase in e-commerce sales. However, traditional retail stores have negatively been impacted by the lack of sales it fails to produce due to the growing activity of showrooming behavior. Customers reap the benefit of visiting and collecting information in a brick and mortar store, therefore buying the products online. This has left traditional retailers unable to compete on par with the online retail stores. The research of showrooming in Indonesia was carried out on entry level watches as the research object and its retail salesperson as the research subject. A total of 55 samples were collected in Jakarta for this research. Furthermore, primary data was collected from a salesperson working in an entry level watch retail store. The method of data analysis is supported using Partial Least Square (PLS). The results have shown that showrooming behavior has a negative effect towards a salesperson’s self-efficacy and performance. Continually, a salesperson’s self-efficacy is positively correlated towards their performance. Moderating variables of coping and cross-selling strategies have failed to moderate the relationship between showrooming behavior on a salesperson’s self-efficacy and performance. This result highlights that the growing activity of showrooming behavior corresponds negatively towards a salesperson’s self-efficacy and performance. While moderating, variables fail to moderate this relationship and a lenient strategy to persuade traditional retailer in using technology is advisable to counteract this problem.

Item Type: Thesis (Bachelor)
Creators:
CreatorsNIMEmail
Steven, EggyNIM00000017697UNSPECIFIED
Contributors:
ContributionContributorsNIDN/NIDKEmail
Thesis advisorHulisean, Juanna JudithNIDN0306065801UNSPECIFIED
Additional Information: SK 11-15 STE e; 31001000261660
Uncontrolled Keywords: Showrooming behavior; Self-efficacy; Performance; Coping strategies; Cross-selling; E-commerce
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: University Subject > Current > Faculty/School - UPH Karawaci > Business School > Management
Current > Faculty/School - UPH Karawaci > Business School > Management
Depositing User: Yanni Karina
Date Deposited: 14 Jul 2022 07:56
Last Modified: 14 Jul 2022 07:56
URI: http://repository.uph.edu/id/eprint/48652

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