Cross-border online shopping experiences of Chinese shoppers

Eunsoo Baek, Ha Kyung Lee, Ho Jung Choo

Research output: Journal article publicationJournal articleAcademic researchpeer-review

Abstract

Purpose: The purpose of this paper is to investigate how geographic cues embedded in a website affect Chinese consumers’ cross-border shopping experiences. The study simultaneously explores the effect of telepresence on shoppers’ perceptions of product authenticity and their trust in retailers, key drivers of behavioral intentions. Design/methodology/approach: Two experimental conditions were utilized. Geographic cues depicted a famous shopping district in the retailer’s country (South Korea) or the shopper’s country (China). Study participants were female Chinese consumers in their 20s and 30s who had purchased Korean fashion products in the past (n=236). Structural equation modeling was conducted using AMOS 21.0. Findings: Results indicate that participants in the “retailer’s country” experimental condition experienced higher telepresence and greater perceptions of product authenticity. Furthermore, telepresence increased participants’ trust in the retailer and perceived product authenticity, which led to positive behavioral intentions. Practical implications: Findings offer important implications for cross-border online retailing. First, results suggest a highly successful tactic for enhancing shoppers’ perceptions of product authenticity and retailer trust on a cross-border platform. Second, cross-border online business professionals should focus on the role of telepresence. Finally, this study provides insight about Chinese cross-border shoppers. Originality/value: This study contributes to the literature on cross-border online shopping. It suggests that the strategic use of geographic cues on a website can provide an experiential benefit, telepresence, to cross-border shoppers. The study’s findings provide a novel insight into possible unique success factors in cross-border e-commerce.

Original languageEnglish
Pages (from-to)366-385
Number of pages20
JournalAsia Pacific Journal of Marketing and Logistics
Volume32
Issue number2
DOIs
Publication statusPublished - 3 Oct 2019

Keywords

  • Chinese consumer
  • Cross-border e-commerce
  • Online shopping
  • Product authenticity
  • Telepresence
  • Trust

ASJC Scopus subject areas

  • Business and International Management
  • Strategy and Management
  • Marketing

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