Results from the PLS bootstrapping procedure with control variables
| Hypotheses | Path coefficients | t statistic | p-value |
|---|---|---|---|
| H1: salesperson quality → inspired-by state | 0.17 | 3.14 | 0.002 |
| H2: offline-to-online integration → inspired-by state | 0.34 | 7.31 | 0.000 |
| H3: inspired-by state → inspired-to state | 0.67 | 24.05 | 0.000 |
| H4: inspired-to state → loyal vs competitive showrooming | 0.08 | 1.97 | 0.04 |
| H5: inspired-to state → positive word of mouth | 0.41 | 9.87 | 0.000 |
| H6: loyal vs competitive showrooming → positive word of mouth | 0.08 | 2.45 | 0.01 |
| Path coefficients | |||
|---|---|---|---|
Note:
Rows in italic indicate significant relationships