How Online Trust and Online Brand Equity Translate Online- and Omni-Channel-Specific Instruments into Repurchase Intentions

Marketing ZFP ◽  
2021 ◽  
Vol 43 (1-2) ◽  
pp. 37-53
Author(s):  
Bernhard Swoboda ◽  
Amelie Winters ◽  
Nils Fränzel
Keyword(s):  
Brand Equity ◽  
Panel Study ◽  
Reciprocal Effects ◽  
Relative Importance ◽  
Repurchase Intention ◽  
Consumer Evaluations ◽  
Repurchase Intentions ◽  
Online Trust ◽  
Brick And Mortar

This study examines omni-channel retailers’ online activities, which previous brick-and-mortar firms’ find challenging, but they are increasingly competing with online players. Therefore, the role of major online-specific instruments such as online aesthetic appeal and omni-channel-specific instruments such as online-offline integration is studied. A framework is proposed in which online trust, as a key mediator in online studies, translates instruments into repurchase intentions. However, the authors also study online brand equity, believing in its strength for repurchasing in competing, reciprocal mediation. They test indirect effects of the instruments in a sequential mediation study and reciprocal effects of trust and brand equity in a cross-lagged panel study based on longitudinal data of consumer evaluations of fashion retailers. Importantly, cross-channel repurchase intention is differentiated. The results provide new empirical evidence of a different relative importance of the instruments and of online trust versus online brand equity. The findings have direct implications for managers interested in understanding which instruments most affect consumer outcomes.

scholarly journals PERAN KEPERCAYAAN DALAM MEMEDIASI PENGARUH KUALITAS PRODUK DAN NILAI TERHADAP NIAT BELI ULANG PRODUK HIJAU (STUDI PADA PRODUK KOPI MEREK STARBUCKS)

2018 ◽  
pp. 449
Author(s):  
Ni wayan Chintia Pinaria ◽  
I Putu Gde Sukaatmadja ◽  
Putu Yudi Setiawan
Keyword(s):  
Sampling Method ◽  
Perceived Value ◽  
Perceived Quality ◽  
Partial Least Square ◽  
Least Square ◽  
Repurchase Intention ◽  
Repurchase Intentions ◽  
Analysis Technique ◽  
Study Population

The objective of the research is to know the role of trust in mediating the effect of product quality and value on the repurchase intention of buying green products (study on Starbucks coffee). Consumers who have purchased Starbucks coffee are the study population. The technique of determining the sample was done by using purposive sampling method with 130 respondents. Questionnaire as research instrument and analysis technique used is Partial Least Square with Sobel Test. Based on the result of research, green perceived quality and green perceived value have positive and significant effect on trust and repurchase intention. Furthermore, it was found an important role of trust that not only directly affects repurchase intention but also significantly mediates the effect of green perceived quality and green perceived value ??on repurchase intentions.

Determinants of Repurchase Intentions at Online Stores in Indonesia

2018 ◽  
Vol 14 (3) ◽  
pp. 95-111
Author(s):  
Rahmad Wijaya ◽  
Naili Farida ◽  
Andriyansah
Keyword(s):  
Structural Equation ◽  
Consumer Trust ◽  
Equation Modeling ◽  
The Internet ◽  
Repurchase Intention ◽  
Online Store ◽  
Repurchase Intentions ◽  
Internet Users ◽  
Online Stores

The rapid growth of the internet users in Indonesia poses a challenge to marketers to explore and develop the potential for e-commerce. In this article, consumer trust is expected to encourage customers to make repurchases in online stores. This article aims to build a determinant model of repurchase intention at online stores in Indonesia. This article is based on a survey of Indonesian online store consumers. Respondents were asked to provide responses related to satisfaction, trust, website quality, and repurchase intention. There were 193 final respondents obtained from 300 distributed questionnaires. The model was tested using Structural Equation Modeling (SEM) with AMOS 18. The results revealed the role of the mediating variable of customer satisfaction on repurchase intention. The findings are expected to contribute ideas related to the formation of model reinforce the repurchase intention of online store customers. This implies for website designers to design an online store capable of increasing trust and strengthening the repurchase intention.

scholarly journals Overall Store Price Image (OSPI), Antecedents, and Its Effect on Repurchase Intention

2020 ◽  
Vol 24 (3) ◽  
pp. 460
Author(s):  
Liana V. Sihotang, Jeanne Ellyawati
Keyword(s):  
Price Sensitivity ◽  
Store Image ◽  
Repurchase Intention ◽  
Price Fairness ◽  
Repurchase Intentions ◽  
Price Image ◽  
The Relationship ◽  
Positive Effect ◽  
Structured Questionnaire

This study aims to examine the influence of store price image which is consisting of price fairness images, price pleasure images, price rewards images, price value images on overall store price images (OSPI), and repurchase intentions. The study also examines the role of moderation variables, store image, and price sensitivity on the relationship between OSPI and repurchase intentions. Several 423 respondents were recruited using a purposive sampling method. The structured questionnaire was distributed offline to respondents using paper and pencil test techniques. Data is processed using variant-based SEM (SmartPLS). The results showed that all antecedent variables of store price images have a positive effect on OSPI. Furthermore, OSPI effect positively on repurchase intentions. The study findings show that store image and price sensitivity did not moderate the relationship between OSPI and repurchase intention. This study found interesting results that store image and price sensitivity are mediating variables.

scholarly journals Peran Escrow Services sebagai Variabel Pemoderasi di Marketplace

2019 ◽  
Vol 8 (2) ◽  
pp. 279-292
Author(s):  
Ratna Dewi Kusumawati ◽  
Didi Achjari
Keyword(s):  
Online Survey ◽  
Repurchase Intention ◽  
Perceived Effectiveness ◽  
Repurchase Intentions ◽  
Relationship Of ◽  
The Relationship ◽  
Moderate Relationship

Previous studies show that Perceived Effectiveness of Escrow Service (PEES) affects the relationship. In e-commerce, trust can be seen as a trust in the community of sellers and trust in intermediaries. The purpose of this study is to investigate the role of PEES to moderate relationship between trust in intermediaries and repurchase intentions, and between trust in the community of sellers and repurchase intention. This research was administered to 138 respondents through online survey. The findings indicate that PEES moderates not only the relationship of trust in intermediaries and repurchase intentions, but also the relationship between trust in the community of sellers and repurchase intentions. Keywords: trust to community of seller; trust to intermediary; perceived effectiveness of escrow services; repurchase intentions; e-commerce ---------------------------------- Penelitian terdahulu menunjukkan bahwa Perceived Effectiveness of Escrow Service (PEES) mempengaruhi hubungan kepercayaan kepada komunitas penjual dan intensi pembelian kembali. Dalam konteks e-commerce, kepercayaan dapat dipandang sebagai kepercayaan kepada komunitas penjual dan kepercayaan kepada perantara. Tujuan dilakukannya penelitian ini adalah untuk meneliti peran moderasi PEES terhadap hubungan antara kepercayaan kepada perantara dan intensi pembelian kembali, serta kepercayaankepada komunitas penjual dan intensi pembelian kembali. Penelitian ini dilakukan kepada 138 responden melalui survei daring. Temuan dari hasil uji menunjukkan bahwa PEES memoderasi hubungan antara kepercayaan kepada perantara dan intensi pembelian kembali, serta kepercayaan kepada komunitas penjual dan intensi pembelian kembali.

scholarly journals ANTESEDEN KEPUASAN PELANGGAN DAN DAMPAKNYA PADA NIAT PEMBELIAN ULANG

2018 ◽  
Vol 7 (4) ◽  
pp. 1892
Author(s):  
Zhafira Raihana ◽  
Putu Yudi Setiawan
Keyword(s):  
Quality Of Service ◽  
Data Analysis ◽  
Customer Satisfaction ◽  
Service Quality ◽  
Repurchase Intention ◽  
Repurchase Intentions ◽  
Business Opportunity ◽  
Analysis Techniques

In this era, one of the business opportunity is cafe business. This study aims to explain the effect of store atmosphere, service quality, and customer satisfaction on repurchase intentions, and the role of customer satisfaction mediates the influence of store atmosphere and service quality on repurchase intentions. The research was conducted at The Night Market Cafe & Co Working in Denpasar, using 150 respondents and data analysis techniques in the form of Path Analysis. The results of this study indicate that the store atmosphere and service quality have a positive and significant impact on customer satisfaction. The atmosphere and quality of service have a positive and significant influence on repurchase intention. Customer satisfaction has a positive and significant impact on repurchase intentions. In addition, the results of this study also show that customer satisfaction is able to mediate the effect of store atmosphere and service quality on repurchase intention at The Night Market Cafe & Co Working. Keywords: shop atmosphere, service quality, customer satisfaction, repurchase intention

scholarly journals NIAT KONSUMEN MEMBELI ULANG PRODUK MEWAH SMARTPHONE

2018 ◽  
pp. 1565
Author(s):  
Claudia Lorenzia Core ◽  
Ni Wayan Sri Suprapti
Keyword(s):  
High School ◽  
Customer Satisfaction ◽  
Purchase Intentions ◽  
Social Aspects ◽  
Repurchase Intention ◽  
Product Attributes ◽  
Repurchase Intentions ◽  
Key Driver ◽  
The Relationship

This study aims to examine the factors that influence the intention of Denpasar city consumers to repurchase the iPhone brand smartphone products, namely consumer inertia, luxury value, product attributes, customer satisfaction and social aspects. The study also tested the effect of customer satisfaction mediation on the relationship between product attributes and re-purchase intentions, as well as the role of moderator of social aspects of the relationship between consumer inertia and repurchase intentions. Respondents who participated in this study as many as 154 people who meet the sample criteria that are domiciled in Denpasar city, have graduated high school and are using smartphone brand iPhone. The results showed that consumer inertia has no effect on repurchase intention. It was further discovered that product attributes were a key driver of customer satisfaction and repurchase intentions. Customer satisfaction is also found to mediate the relationship between product attributes and repurchase intentions. In addition to product attributes, the luxury value found to be able to encourage repurchase intention as well as social aspects strengthens the relationship between consumer inertia and repurchase intentions.

scholarly journals Peran Sales Promotion dan Brand Equity dalam Memengaruhi Re-purchase Intention Produk Fashion di Marketplace

2021 ◽  
Vol 9 (4) ◽  
pp. 1582-1591
Author(s):  
Yudhistira Rangga Paksi ◽  
Tias Andarini Indarwati
Keyword(s):  
Brand Equity ◽  
Purchase Intention ◽  
Sampling Method ◽  
Sampling Technique ◽  
Sales Promotion ◽  
Primary Data ◽  
Observation Data ◽  
Repurchase Intention ◽  
Repurchase Intentions ◽  
The Impact

Indonesia's e-commerce growth in 2020 has increased quite a lot compared to 2019. Fashion is rising and safe to shop online at Indonesian e-commerce and Shopee as one of the largest E-commerce in Indonesia. Erigo, as a local Indonesian brand, competes with competitors to get customers repurchase intentions. The article examines the impact of sales promotion and brand equity on customer intention to repurchase Erigo local brand products by studying the Shopee marketplace. The sample of this research is respondents who have purchased Erigo products at Shopee. This primary data was collected by questionnaire and observation. Data analysis with multiple linear regression and sample used was 121 respondents. The sampling method used nonprobability sampling, and the sampling technique was judgmental sampling. The results showed that Sales Promotion and Brand Equity had a significant influence on the repurchase intention of Erigo products. This study recommends Erigo to maintain brand equity. Erigo also must keep their unique promotions, such as low prices at the end of the month and get free items for the purchase. Erigo can also use the findings for its brand evaluation.

scholarly journals PERAN SIKAP DALAM MEMEDIASI PENGARUH KESADARAN LINGKUNGAN TERHADAP NIAT BELI ULANG PRODUK MINUMAN KEMASAN HIJAU

2018 ◽  
Vol 7 (10) ◽  
pp. 5478
Author(s):  
I Made Yudi Martana ◽  
I Gst. A. Kt. Sri Ardani
Keyword(s):  
Environmental Awareness ◽  
Green Product ◽  
Repurchase Intention ◽  
Repurchase Intentions ◽  
Analysis Technique ◽  
Buy Back ◽  
The City ◽  
Beverage Packaging ◽  
Good Attitude

Consumers who are sensitive to environmental conditions must have a good attitude to be aware of the environment so it will be easier for the emergence of the intention to buy back a green product in the future and maintain a positive attitude. This study was conducted on consumers who have ever purchased green beverage packaging products in the city of Denpasar. The method used to determine the sample is non-probability in the form of purposive sampling, the number of samples used in this study were as many as 120 respondents. The data were collected through questionnaires, interviews, and observations. The analysis technique used is path analysis and test of sobel. The results showed that: (1) environmental awareness has positive and significant impact on the role of attitude; (2) environmental awareness has a positive and significant impact on repurchase intention; (3) the role of attitudes has a positive and significant impact on repurchase intention; (4) attitudes act as a mediating variable between environmental awareness variables and repurchase intentions. Keywords: Role of Attitude, Environmental Awareness, repurchase intention

Decomposing Customer Engagement Effect Between Marketer- and User-Generated Content and Repurchase Intention in the Online Airline Service Community

2021 ◽  
Vol 11 (4) ◽  
pp. 1-22
Author(s):  
Ali Ahmed Abdelkader ◽  
Reham Shawky Ebrahim
Keyword(s):  
User Generated Content ◽  
Customer Engagement ◽  
Repurchase Intention ◽  
Repurchase Intentions ◽  
Mediating Role ◽  
Service Community ◽  
Internet Users ◽  
Research Findings ◽  
The Relationship

This research is mainly concerned with identifying the mediating role of customer engagement (CE) between marketer and user-generated content and repurchase intentions in online airline service communities. Additionally, this research explores the significance of differences between the customers' perceptions towards the generated content evaluation according to content generator (marketer/user) and identifies the relatively importance of both marketer and user-generated content influence on CE in online airline service communities. To accomplish these objectives, a random cluster sample of 351 valid internet users was selected. The research findings indicated that user-generated content (UGC) is more influential than marketer-generated content (MGC) on CE and its dimensions. The findings also reveal that CE significantly mediates the relationship between both marketer and user-generated content and repurchase intentions. The findings improve both academicians' studies and marketers' practices within the online airline service community.

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