scholarly journals Consumer’s Motivation toward Purchase Intention on Online Product with Mediating Effect of Trust in Brunei

2021 ◽  
Vol 04 (09) ◽  
Author(s):  
Theresa Kula, ◽  
Keyword(s):  
Purchase Intention ◽  
Quantitative Method ◽  
Mediating Effect ◽  
Website Design ◽  
Social Commerce ◽  
Business Managers ◽  
Uses And Gratifications Theory ◽  
Customer Reviews ◽  
Online Customer Reviews ◽  
Specific Influence

This study proposes a conceptual framework for determining the influences of consumers’ motivation toward purchase intention on online product in Brunei. Nowadays, purchasing goods via internet is growing rapidly in the whole world and it gives confidence to a researcher to explore what factors influence consumer see at the time of purchase goods via online. However, this study argues that the driver of the motivation on consumer is yet to be fully identified due to lack of studies that investigate the specific influence as a separate phenomenon and has not been tested in Brunei yet. Therefore, this study analyses the Uses and Gratifications Theory and Theory of Trust, to develop the understanding of consumers’ motivation and purchase intention on online product. The aim for this study is to explore the factors of consumers’ motivation in Brunei such as social media, online customer reviews, social influence and website design/features. This is to examine whether they have relationship between purchase intention and trust as a mediator. The data will be updated by quantitative method where the expected sample of 350 participants in Brunei in order to test the effect of variables. This study provides further insight for future researchers who will benefit to study consumers’ motivation for instance, in the e-commerce and social commerce, which may assist business managers’ advance their decision-making quality in developing markets.

The Relationship between Online Reviews, Brand Trust, and Willingness to Buy

2015 ◽  
pp. 139-161 ◽  
Author(s):  
V. Cheng ◽  
J. Rhodes ◽  
P. Lok
Keyword(s):  
Decision Making ◽  
Online Reviews ◽  
Mediating Effect ◽  
Consumer Decision Making ◽  
Brand Trust ◽  
Purchasing Decisions ◽  
Customer Reviews ◽  
Online Customer Reviews ◽  
Willingness To Buy ◽  
The Relationship

This chapter investigates how online customer reviews affect consumer decision-making (willingness to buy) during their first purchase of services or products using brand trust as a mediating variable. A brief literature review, rationale and significance, and methodology are discussed, and a conceptual framework based on the relationships between the stated variables is adopted in this empirical study to demonstrate linkages and insights. The findings demonstrate that the “reliability dimension” of brand trust had a mediating effect on online customer reviews' valence to willingness to buy, while the “intentionality dimension” of brand trust had little effect. Furthermore, the findings demonstrate that online customer reviews generated by in-group and out-group reviewers have little effect on purchasing decisions (willingness to buy). These results suggest that marketers should focus more on managing negative online customer reviews that have a damaging effect on brand trust.

Mediating impact of fan-page engagement on social media connectedness and followers purchase intention

2018 ◽  
Vol 42 (7) ◽  
pp. 1082-1105 ◽  
Author(s):  
Zoha Rahman ◽  
Sedigheh Moghavvemmi ◽  
Kumaran Suberamanaian ◽  
Hasmah Zanuddin ◽  
Hairul Nizam Bin Md Nasir
Keyword(s):  
Social Media ◽  
Purchase Intention ◽  
Structural Equation ◽  
Consumer Involvement ◽  
Mediating Effect ◽  
Customer Engagement ◽  
Social Commerce ◽  
Content Type ◽  
Involvement Theory ◽  
The Impact

PurposeThe purpose of this paper is to identify the mediating effect of fan-page followers’ engagement activities and moderating role of followers’ demographic profile and trust level on their purchase intention.Design/methodology/approachThis study utilised the customer engagement behaviour and consumer involvement theory as a foundation to explore the impact of variables. Structural equation modelling was utilised to test the model with the data collected from 307 Facebook fan pages’ followers of five Malaysian companies.FindingsIt was shown that following fan pages will influence fan page engagement, which in turn affects purchase intention and social media connectedness. Further analysis indicated that the impact of “follow” and “engagement” on purchase intention differs between genders, ages, level of trust and income.Research limitations/implicationsThe study serves as a basic fundamental guideline for academics and researchers to interpret the concept of following fan pages and engagement actions and its effects on purchase intention and social media connectivity, as well as opening a vast area of unexplored researches on the subject of social media.Practical implicationsThe research provides information for business-to-consumer companies in utilising fan page based on user categories.Originality/valueThis study proposes the application of an empirically tested framework to the fan-page follow actions. The authors argue that this framework can provide a useful foundation for future social commerce research. The results would help academics be aware of fan page and its user’s engagement actions, which will provide a new avenue of research.

The influence of online customer reviews on customers’ purchase intentions: a cross-cultural study from India and the UK

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sheshadri Chatterjee ◽  
Ranjan Chaudhuri ◽  
Demetris Vrontis ◽  
Alkis Thrassou
Keyword(s):  
Cultural Difference ◽  
Purchase Intention ◽  
Value Theory ◽  
Cross Cultural ◽  
Age And Gender ◽  
Content Type ◽  
Customer Reviews ◽  
Online Customer Reviews ◽  
And Gender ◽  
The Impact

Purpose The purpose of this study is to examine the influence of online customer reviews (OCRs) and electronic word-of-mouth (eWOM) on customers’ purchase intention (PUI). This study also investigates the cultural differences between the customers in India and UK as regards the influence of OCR and customers’ PUIs. Design/methodology/approach This study has used socialisation theory, theory of reasoned action, congruity theory and expectation value theory, along with the existing literature to develop the conceptual model. The theoretical model has been validated using the PLS-SEM technique on a survey involving 305 and 280 respondents for India and UK, respectively. Findings The findings highlight that gender has no effect on UK customers’ PUIs, whereas age and gender have considerable impacts on Indian customers’ PUIs. Research limitations/implications The study only examines the cross-cultural difference between a European country (UK) and an Asian country (India). Also, since the sample size is low, the findings did not represent a generic view. Practical implications The proposed model has provided important inputs to the organisations to understand consumer behaviour particularly the study would help marketing departments to formulate their marketing strategies regarding OCR and customers’ PUI. Originality/value This study is unique in understanding the implications of OCR and their influence on customer purchase decisions of UK customers and India’s customers. This study also helps to understand the impact of age and gender on OCR and PUIs.

The Mediating Effect of Brand Trust Between Online Customer Reviews and Willingness to Buy

2013 ◽  
Vol 11 (1) ◽  
pp. 22-42 ◽  
Author(s):  
Ting-Pong Vincent Chang ◽  
Jo Rhodes ◽  
Peter Lok
Keyword(s):  
Structural Equation ◽  
Mediating Effect ◽  
Consumer Decision Making ◽  
Brand Trust ◽  
Purchasing Decisions ◽  
Customer Reviews ◽  
Equation Modelling ◽  
Online Customer Reviews ◽  
Willingness To Buy ◽  
The Relationship

This research investigates how online customer reviews affect consumer decision-making (willingness to buy) during their first purchase of services or products. By using brand trust as a mediating variable in the relationship between online customers’ reviews and consumers’ willingness to buy, data was collected through a quasi-experiment approach, and analysed using structural equation modelling. 240 returns were used in this study (a response rate of approximately 70%). The findings demonstrated that the “reliability dimension” of brand trust has a mediating effect on online customer reviews’ valence to willingness to buy, while the “intentionality dimension” had little effect. Furthermore, the findings also suggested that online customer reviews generated by in-group and out-group reviewers have little effect on purchasing decisions when viewing the reviews from an independent source. These results suggest that marketers should focus more on managing negative online customer reviews that have a damaging effect on brand trust.

scholarly journals Price Discount: Pengaruhnya terhadap Online Customer Review dan Purchase Intention pada Konsumen Online Marketplace Platform pada Masa Pandemi Covid-19

2021 ◽  
Vol 9 (1) ◽  
pp. 25
Author(s):  
Dyajeng Puteri Woro Subagio ◽  
Sri Hastari
Keyword(s):  
Purchase Intention ◽  
Partial Least Square ◽  
Least Square ◽  
Shopping Behavior ◽  
Price Discount ◽  
Online Questionnaire ◽  
Customer Reviews ◽  
Online Marketplace ◽  
Online Customer Reviews ◽  
Consumer Purchase Intention

The COVID-19 pandemic significant impact on decreasing income and community activities, including shopping behavior. Many people have decided to use the online marketplace platform to shop for various needs. This study aims to investigate the direct and indirect relationships among variable price discounts, Online Customer Reviews (OCR), and purchase intentions for consumers of the 5 most popular online marketplace platforms in Indonesia during the COVID-19 pandemic. Collecting data in this study using an online questionnaire to 120 respondents as a sample who have met the purposive sampling criteria. This study uses Partial Least Square (PLS) to analyze the data. There is a uniqueness in this study where the price discount strategy is not able to directly influence consumer purchase intention even though the economic condition has decreased due to the pandemic. This strategy encourages consumers to seek information through online customer reviews. Information on OCR affects consumer purchase intention in a product. This makes OCR able to fully mediate the relationship between the price discount strategy and purchase intention.

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