scholarly journals The Influence of Word-Of-Mouth Referral on Consumers’ Purchase Intention: Experimental Evidence from WeChat

2021 ◽  
Vol 13 (2) ◽  
pp. 645
Author(s):  
Bing Yuan ◽  
Alessandro M. Peluso
Keyword(s):  
Information Processing ◽  
Purchase Intention ◽  
Word Of Mouth ◽  
Experimental Studies ◽  
Economic Benefits ◽  
Purchase Intentions ◽  
Public Welfare ◽  
Self Construal ◽  
Different Types ◽  
Interdependent Self

Based on the perspective of dual-system information processing, this article explores how word-of-mouth (WOM) referral affects the purchase intentions of consumers with different types of self-construal. Two experimental studies, using WeChat as a research setting, tested the interactive influence of type of WOM referral (economic vs. public welfare) and type of self-construal (independent vs. interdependent) on consumers’ purchase intention toward the referred product and its intermediary mechanism. The results showed that economic (vs. public welfare) WOM referrals, which emphasize a product’s economic benefits, increased the purchase intention of consumers with an independent (vs. interdependent) self-construal, who typically take an individualistic perspective. In contrast, public welfare (vs. economic) WOM referrals, which emphasize the social benefits connected to a company for the community at large, increased the purchase intention of consumers with an interdependent (vs. independent) self-construal, who take a more collectivistic perspective. The results also shed light on the underlying mechanism by showing that different types of self-construal activate different information processing systems in consumers, which mediate consumers’ reaction to different types of WOM referrals. Specifically, economic WOM referrals can inspire consumers with an independent self-construal to engage in more emotional processing, thereby generating higher purchase intentions; in contrast, public welfare WOM referrals can stimulate consumers with an interdependent self-construal to get involved in more cognitive processing, thereby generating higher purchase intentions. These findings contribute to WOM literature and provide practical implications for companies adopting societal marketing strategy and implementing sustainable promotional plans.

What Drives Electronic Word of Mouth and Purchase in Social Commerce?

2020 ◽  
Vol 12 (4) ◽  
pp. 71-84
Author(s):  
Youngkeun Choi
Keyword(s):  
Purchase Intention ◽  
Word Of Mouth ◽  
Behavioral Control ◽  
Subjective Norm ◽  
Purchase Intentions ◽  
Perceived Behavioral Control ◽  
Electronic Word Of Mouth ◽  
Research Model ◽  
Social Commerce ◽  
Consumer Purchase Intention

The purpose of this study is to develop and verify the research model to examine the antecedents of electronic word of mouth on social commerce, which influences consumer purchase intentions. In the results, first, the attitude toward the electronic word of mouth, subjective norm, and perceived behavioral control increases the electronic word of the consumer. Second, a consumer's electronic word of mouth increases his or her purchase intention. Finally, attitude toward the electronic word of mouth and perceived behavioral control among the pioneers of the electronic word of mouth of the consumer increases his or her purchase intention through the electronic word of mouth. This study is the first one to contribute to the study of social commerce by giving scholarly attention to electronic word of mouth. This study provides new ways to stimulate consumer purchase intention.

scholarly journals The role of social media marketing, entertainment, customization, trendiness, interaction and word-of-mouth on purchase intention: An empirical study from Indonesian smartphone consumers

2021 ◽  
pp. 231-238
Author(s):  
Oscarius Yudhi Ari Wijayaa ◽  
Sulistiyanib Sulistiyanib ◽  
Juliani Pudjowatic ◽  
Theresia Siwi kartikawatid ◽  
Ninik Kurniasih ◽  
...  
Keyword(s):  
Social Media ◽  
Purchase Intention ◽  
Structural Equation ◽  
Word Of Mouth ◽  
Purchase Intentions ◽  
Social Media Marketing ◽  
Equation Modeling ◽  
Snowball Sampling ◽  
Sampling System ◽  
System Data

The purpose of this study is to analyze the effect of customization purchase intention of Smartphones, entertainment, interaction, social media marketing, trendiness, and Word-of-Mouth on purchase intention of Smartphones. The study uses a quantitative method by distributing online questionnaires to 217 consumers in Banten Indonesia and the method of distributing questionnaires is a snowball sampling system. Data processing and testing of hypotheses and models in this study are based on Structural Equation Modeling (SEM). The research has benefits in increasing knowledge and information for companies about the importance of brand awareness through increasing influencing factors such as social media marketing and word of mouth. Based on the results of SmartPLS analysis, Interaction, Word-of-Mouth, Social media marketing, Entertainment and Trendiness have insignificant effects on purchase intentions of Smartphones while Customization has significant effects on purchase intentions of Smartphones during.

scholarly journals Understanding the Dark Side of Online Reviews on Consumers' Purchase Intentions in E-Commerce: Evidence From a Consumer Experiment in China

2021 ◽  
Vol 12 ◽  
Author(s):  
Junbin Wang ◽  
Xiaojun Fan ◽  
Xiangdong Shen ◽  
Yurong Gao
Keyword(s):  
Purchase Intention ◽  
Word Of Mouth ◽  
Critical Role ◽  
Online Reviews ◽  
Purchase Intentions ◽  
Dark Side ◽  
Online Review ◽  
Purchase Decision ◽  
Subject Design ◽  
Main Effects

Background: Online review, as an important way of electronic word-of-mouth (eWOM) communication, plays an important role in e-commerce. However, few studies have examined the dark side of online reviews and their effect on consumers' purchase intentions. Information inconsistency is one of the dark sides that plays a critical role in influencing consumers' purchase intentions through online reviews.Methods: Using a 2*2 between-subject design that explores the main effects of the type of information inconsistency (vertical- vs. horizontal-attribute inconsistency) on purchase intention and the moderating effect of product type (search vs. experience product).Results: This study examines whether and how the type of information inconsistency between online recommendations and reviews influences consumer purchase decision-making.Conclusions: The findings show that vertical-attribute inconsistency leads to a lower purchase intention for search products; moreover, both vertical- and horizontal-attribute inconsistencies have no significant effect on purchase intention for experience products.

scholarly journals THE INFLUENCE OF BRAND AWARENESS, BRAND IMAGE, AND WORD OF MOUTH ON PURCHASE INTENTION OF NINTENDO SWITCH IN SURABAYA

2018 ◽  
Vol 8 (1) ◽  
Author(s):  
Andhika Persada Putra ◽  
Emma Yulianti
Keyword(s):  
Data Collection ◽  
Multiple Regression ◽  
Purchase Intention ◽  
Quantitative Method ◽  
Word Of Mouth ◽  
Brand Image ◽  
Purchase Intentions ◽  
Brand Awareness ◽  
Collection Method ◽  
Know How

Every company would want the intentions to buy in their consumer. Purchase intentions could grows in the consumer when the consumer knows the brand well through the good images or surrounding environments. This study is to know how brand awareness, brand image, and word of mouth affect purchase intention of Nintendo Switch in Surabaya. Quantitative method was used in this research. To conduct this research, the data collection method was used questionnaires of 82 respondents. Multiple regression was used in this research to analyze the data statistically. The results showed that brand image and word of mouth are significantly affects purchase intentions while brand awareness is not strongly affects purchase intentions of Nintendo Switch in Surabaya.

scholarly journals Struggling With Business Corporate Cynical Impression? Powerful Methods of CSR to Enhance Corporate Image and Consumer Purchase Intention

2021 ◽  
Vol 9 ◽  
Author(s):  
Andrianarivo Andriandafiarisoa Ralison Ny Avotra ◽  
Ye Chengang ◽  
Xu Wei ◽  
Jiang Ming ◽  
Tsimisaraka Raymondo Sandra Marcelline
Keyword(s):  
Purchase Intention ◽  
Selection Process ◽  
Purchase Intentions ◽  
Corporate Image ◽  
Educational Institutions ◽  
Bootstrap Approach ◽  
Different Types ◽  
Consumer Purchase Intention ◽  
Corporate Social ◽  
A Company

This study focuses on the perception of Chinese students about the image of the company and their purchase intention if the organization has a business cynical impression in the minds of its targeted customers. The study proposed three different types of corporate social responsibility (CSR) to cope up with the organizational cynical impression. These types are Economic and Legal CSR, Philanthropic CSR, and Ethical CSR. The main objective of this study is to determine which CSR type is better to reduce the corporate cynical impression on corporate image and the purchase intentions of consumers. In the study design, the bootstrap approach and AMOS 24 were employed to deal with mediation. The researchers recruited 500 individuals from different educational institutions in China using a simple random selection process. The outcomes of this study indicated that all three types of CSR are successful in mitigating the detrimental effects of corporate cynicism on the image of a firm and the purchase intentions of consumers. A more effective technique of boosting the corporate image of a company and purchase intention of a consumer is via charitable CSR, which may help restore the image of a company and the purchase intention of a consumer that has been affected by corporate cynicism among its target customers.

Ambiguity Intolerance Considerations when Designing Health and Risk Messages

2017 ◽  
Author(s):  
Adrian Furnham
Keyword(s):  
Information Processing ◽  
Basic Concept ◽  
Religious Beliefs ◽  
Experimental Studies ◽  
Uncertainty Avoidance ◽  
Theoretical Development ◽  
Ambiguity Tolerance ◽  
Different Types ◽  
And Behaviors ◽  
Novel Products

The concept of ambiguity tolerance (TA), variously called Uncertainty Avoidance, Ambiguity Avoidance, or Intolerance, can be traced back nearly 70 years. It has been investigated by many different types of researchers from clinical and differential, to neuro- and work psychologists. Each sub-discipline has tended to focus on how their variable relates to beliefs and behaviors in their area of expertise, from religious beliefs to reactions to novel products and situations. The basic concept is that people may be understood on a dimension that refers to their discomfort with, and hence attempts to avoid, ambiguity or uncertainty in many aspects of their lives. There have been many attempts to devise robust and valid measures of this dimension, most of which are highly inter-correlated and require self-reporting. There remains a debate as to whether it is useful having just one or more dimensions/facets of the concept. Using these tests, there have been many correlational studies that have sought to validate the measure by looking at how those high and low on this dimension react to different situations. There have also been some, but many fewer, experimental studies, which have tested very specific hypotheses about how TA is related to information processing and reactions to specific stimuli. There is now a welcomed interest by neuroscientists to explore the concept from their perspective and using their methodologies. These studies have been piecemeal, though most have supported the tested hypotheses. There has been less theoretical development, however, of the concept attempting to explain how these beliefs arise, what sustains them, and how, why, and when they may change. However, the concept has continued to interest researchers from many backgrounds, which attests to its applicability, fecundity, and novelty.

scholarly journals Framing Descriptive Norms as Self-Benefit Versus Environmental Benefit: Self-Construal’s Moderating Impact in Promoting Smart Energy Devices

2020 ◽  
Vol 12 (2) ◽  
pp. 614
Author(s):  
Carla Mingolla ◽  
Liselot Hudders ◽  
Veroline Cauberghe
Keyword(s):  
Purchase Intention ◽  
Energy Use ◽  
Experimental Studies ◽  
Descriptive Norm ◽  
Environmental Benefit ◽  
Energy Device ◽  
Household Energy ◽  
Energy Devices ◽  
Self Construal ◽  
Normative Message

Recently, awareness has been raised concerning the importance of sustainable energy use. Nevertheless, many obstacles must be overcome to change individuals’ energy consumption habits. This study examines how a message should be framed to convince individuals to purchase a smart energy device that provides feedback on household energy use. As such, this device can assist households in adjusting their energy-wasting habits. Through two experimental studies, this paper examines how a descriptive normative message, indicating that the majority of US households have already purchased a smart energy device, can increase individuals’ intention to purchase the device. Both studies consider the moderating influence of the self-construal, which refers to individuals’ consideration of themselves as either part of a group (interdependent self-construal) or independent from others (independent self-construal). The first study (n = 231) reveals that a descriptive norm (versus no norm) leads to a higher purchase intention through an enhanced normative influence regardless of participants’ self-construal. The second study (n = 128) adds to the finding that combining a descriptive norm with a self-benefit (versus environmental) frame more strongly impacts the purchase intent of individuals with a dominant independence. No significant differences are identified between the two benefit frames’ effectiveness among individuals with a dominant interdependence.

Impact of Sexual Stimuli on Men's Purchase Intentions Toward Discounted Conspicuous Goods

2017 ◽  
Vol 45 (2) ◽  
pp. 253-268 ◽  
Author(s):  
Chunhui Huo ◽  
Shaofeng Yuan
Keyword(s):  
Purchase Intention ◽  
Economic Benefits ◽  
Purchase Intentions ◽  
Male Mating ◽  
Trade Off ◽  
Chinese Men ◽  
Sexual Stimuli ◽  
Negative Effect ◽  
Mating Goals ◽  
Negative Impression

In this research we examined whether or not when men are exposed to sexual stimuli (e.g., images of sexually attractive women) this negatively affects their purchase intention for conspicuous goods being offered at a discounted price. We conducted 3 experiments, with Chinese men (282 in total), and found that sexual stimuli can activate male mating goals, prompting the men in our study to care more about the presentation of their mating value; thus, they preferred nondiscounted conspicuous goods to discounted ones. The negative effect of sexual stimuli on men's purchase intentions toward discounted conspicuous goods was greater for men who tended to associate discounts with low status, cheapness, and stinginess (i.e., strong negative impression association) than for those with a weak negative impression association. These findings identify the boundary conditions of a trade-off for men between economic benefits and signaling values for discounted conspicuous goods.

Electronic Word of Mouth (eWOM) and Makeup Purchase Intention Among Gen-Z Females

2021 ◽  
Vol 12 (2) ◽  
pp. 17-35
Author(s):  
Sheena Lovia Boateng
Keyword(s):  
Purchase Intention ◽  
Word Of Mouth ◽  
Brand Image ◽  
Purchase Intentions ◽  
Purchase Decisions ◽  
Electronic Word Of Mouth ◽  
Generation Z ◽  
Increasing Demand ◽  
The Impact ◽  
Practical Implications

Generation Z (Gen-Z) consumers have been averred to rely on electronic word of mouth (eWOM) for making purchase decisions and expect integrity in brand communication. A significant question bearing both theoretical and practical implications, however, is how the tendency of these consumers to associate brand image with brand integrity influences the impact of eWOM on their purchase intentions, which remains unanswered. Also, studies focusing on a specific gender of Gen-Z consumers are limited. Using the signaling theory and a survey, the study suggests that eWOM signals play a significant role in influencing purchase intentions among female Gen-Z consumers, as well as their perceptions of the brand image and the brand integrity of makeup brands. For female Gen-Z consumers, eWOM signals that enhance the perceptions of brand integrity and brand image tend to equally matter in their makeup purchase decision making. These findings have implications for an industry that is marked by increasing demand for transparency and responsible marketing communication.

scholarly journals Homophily and Purchase Intention

2018 ◽  
Author(s):  
Sharon Barzily ◽  
Valerie Ackerman
Keyword(s):  
Social Networks ◽  
Online Social Networks ◽  
Purchase Intention ◽  
Purchase Intentions ◽  
Different Types

With the emergence and pervasiveness of online social networks, marketers and corporations constantly look for different ways to exploit their potential in terms of promoting products and brands. There has been increasing interest in studying what influences purchase intentions on online social networks in hopes to more accurately target consumers. This seminar paper will study the correlation between different types of homophily and attitudes towards purchase intentions. Homophily means how similar two or more people are and refers to the idea that people are more likely to associate themselves with people that are similar to them than vice versa. More specifically, this paper will attempt to determine which are the types of homophily (i.e. gender, income etc.) that better estimate what products, two or more people would commonly be interested in.

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