UNDERSTANDING COSMOPOLITAN CONSUMERS’ REPEAT PURCHASING IN THE eMARKETPLACE: CONTRIBUTION FROM A BRAND ORIENTATION THEORETICAL PERSPECTIVE
Name and surname of author:
Christian Nedu Osakwe, Henry Boateng, Simona Popa, Miloslava Chovancová, Pedro Soto-Acosta
Social media engagement, (e)vendor reputation, brand orientation, (e)WoM, repurchase intention
DOI (& full text):
As this scientiﬁc paper is positioned under the relatively big umbrella of relationship marketing; it thus makes a fruitful attempt to bridge the gap between scholarship and practice. Our overriding…more
As this scientiﬁc paper is positioned under the relatively big umbrella of relationship marketing; it thus makes a fruitful attempt to bridge the gap between scholarship and practice. Our overriding objective of this study was to explore critically the contribution of customers’ brand orientation as well as other vital constructs such as social media engagement, (e)vendor reputation and (e)WoM on repeat purchasing intention amongst cosmopolitan consumers in eMarketplace context. Data were collected through a non-probabilistic sampling technique from cosmopolitan consumers in one of the EU-27 countries, Slovakia. Data was analysed using the Partial Least Squares structural equation modelling. This study modelled online consumers’ repeat purchasing decision using constructs such as brand orientation, vendor reputation, vendors’ social media site engagement. The study found that brand orientation leads to a higher perception of vendors’ reputation online. The ﬁndings showed that a positive and signiﬁcant relationship exists between brand orientation and consumers engagement with vendors’ social media site. Furthermore, this studyfound that vendors’ reputation has a signiﬁcant effect on (e)WoM. Importantly, this study conﬁrmed the substantial effect of (e)WoM on repurchase intentions. These ﬁndings imply that online retail brands should ‘push’ their product offerings via some of the popular social networking sites (SNSs) and, importantly, endeavour to keep track of those online users in the social media community who most likely have afﬁnity towards their brands and/or other similar brands. By and large, the paper has demonstrated that the studied constructs are key in consumers’ decision making online. Hopefully, the ﬁndings of the research will assist the online retail vendor in its execution of (robust) customer friendly policies.