Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance

- Showrooming is a technology-enabled behavior which can have severe consequences.
- Showrooming has negative effects on both salesperson self-efficacy and performance.
- Approach-based coping behaviors reduce the negative effect of showrooming on self-efficacy.
- Cross-selling strategies help mitigate the negative effect of showrooming on performance.
- Retail store managers must begin to address showrooming and determine how to respond to it.