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Business in the hands of consumers: A scale for measuring online resale motivations

Author

Listed:
  • Myriam ERTZ

    (University of Quebec in Chicoutimi, Canada)

  • Fabien DURIF

    (University of Quebec in Montreal, Canada)

  • Manon ARCAND

    (University of Quebec in Montreal, Canada)

Abstract

The web channel is increasingly a central aspect of the second-hand economy and, as such, favours also more sustainable post-consumption processes. This is why the field of online reselling appears increasingly important. Besides, the ever broadening scope of online reselling is key to the success of new online intermediaries that position themselves in the broader movement of collaborative consumption. While, consumers’ attachment for second-hand exchanges is not new, they have largely embraced its online declination. In response to these evolutions in the online retail environment, traditional retail companies have therefore started to create online consumer marketplaces in which consumers exchange goods by themselves. In order to best adapt such online marketplaces to consumers, it is therefore critically important to gain a better understanding of the driving forces behind online reselling. At present, knowledge about what motivates consumers to resell products online is limited. This article outlines the development and validation process of an online resale motivation (ORM) scale via three studies involving 1,119 respondents. Study 1 presents the ORM scale development process and resulting multi-dimensional construct, including protester, economic, generative, recreational, practical and social facets. Study 2 replicates the scale and investigates its predictive capabilities. More specifically, the ORM scale predicts successfully online resale frequency. Consumers who are more highly motivated to resell online, will indeed resell more often online. Study 3 examines the mediating role of ORM on the relationship between planned resale intentions (PRI) and online resale behaviour. The fact that consumers plan to resell a product prior to its purchase, will not directly lead them to increase the frequency at which they resell online. Rather, it is because they perceive positive economic, practical and recreational outcomes associated with online reselling that they resell more frequently online the goods which they intended to resell prior to their purchase.

Suggested Citation

  • Myriam ERTZ & Fabien DURIF & Manon ARCAND, 2016. "Business in the hands of consumers: A scale for measuring online resale motivations," Expert Journal of Marketing, Sprint Investify, vol. 4(2), pages 60-76.
    • Handle: RePEc:exp:mkting:v:4:y:2016:i:2:p:60-76
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    References listed on IDEAS

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    Cited by:

    1. Tan, Teck Ming & Makkonen, Hannu & Kaur, Puneet & Salo, Jari, 2022. "How do ethical consumers utilize sharing economy platforms as part of their sustainable resale behavior? The role of consumers’ green consumption values," Technological Forecasting and Social Change, Elsevier, vol. 176(C).

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    More about this item

    Keywords

    online resale; online reselling motivations; measurement scale; planned resale intentions; online resale frequency;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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