Building trust to increase purchase intentions: The signaling impact of low pricing policies

White, Tiffany Barnett; Yuan, Hong

doi:10.1016/j.jcps.2011.09.003

Cited by 35 publications

(21 citation statements)

References 33 publications

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“…In this regard, Grewal et al (2004) supported the relationship among perception of trust, price fairness and repurchase intentions and revealed that consumers view larger price difference as more unfair. Similarly, White and Yuan (2011) and Kim et al (2012)…”

Section: Trusting Beliefs and Uncertainty Avoidancementioning

confidence: 98%

Role of trusting beliefs in predicting purchase intentions

Sahi

Sekhon

Quareshi

2016

IJRDM

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Section: Trusting Beliefs and Uncertainty Avoidancementioning

confidence: 98%

Role of trusting beliefs in predicting purchase intentions

Sahi

Sekhon

Quareshi

2016

IJRDM

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“…Consumer trust can potentially explain the effectiveness of different marketing strategies on consumer behavior. For instance, low-price policies increase consumers’ trust in sellers’ ability, which in turn enhances consumers’ purchase intention (White and Yuan 2012). Similarly, a firm’s investments in website design enhance consumers’ trust in the firms’ abilities, which increases consumers’ online purchase intention (Schlosser, White, and Lloyd 2006).…”

Section: Literature Review and Hypothesis Developmentmentioning

confidence: 99%

Consumers’ Preference for User-Designed Versus Designer-Designed Products: The Moderating Role of Power Distance Belief

Song¹,

Jung²,

Zhang³

2020

Journal of Marketing Research

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Anecdotal evidence and extant research show that consumers can prefer both user-designed and designer-designed products. Yet, factors that moderate such preferences are not well understood. We posit power distance belief (PDB) as a moderator such that low-PDB consumers prefer user-designed to designer-designed products because they identify more with user-driven companies. In contrast, high-PDB consumers prefer designer-designed to user-designed products due to their stronger trust in designer-driven companies. Six studies examining power distance belief at both the country and individual levels provide convergent support for the proposed moderating effect of PDB and underlying mechanisms. Further, we demonstrate that the interaction between design philosophy and PDB is more likely for low-complexity than high-complexity products.

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“…In addition, Hsiao et al (2010) and White and Yuan (2011) revealed perceived ability and perceived benevolence as important antecedents of trust and examined the impact of low pricing policies on only two components of trusting beliefs, i.e., ability and benevolence, thus ignored competency of an e-vendor and other factors like reputation of a firm, which are of a great concern while analysing intentions. In the same context, Kim et al (2012) investigated the impact of only price and trust on consumer purchase decision, but failed to include other important constructs like image of e-vendor, their benevolent character, integrity, etc.…”

Section: Introductionmentioning

confidence: 99%

Factors obstructing intentions to trust and purchase products online

Kaur

Quareshi

2015

Asia Pacific Journal of Marketing and Logistics

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Purpose – The purpose of this paper is to explore reasons for not buying products through online. The study also tries to explain the relationship between intentions to trust (IT) and online purchase intentions. Design/methodology/approach – Data were collected through well-structured instrument, distributed to 226 students of Masters of Business Administration and Masters of Computer Applications departments of a north Indian University. Confirmatory Factor Analysis and Structural Equation Modelling were used to analyse the data and to test the formulated hypotheses. Findings – The results of the study highlight that 90 per cent of the respondents are aware about online shopping sites but only 38 per cent are online buyers of various products. Major reasons for not shopping are lack of security, absence of physical examination and testing of products, lack of product’s complete information, unattractive visual displays and layouts, etc. However, it is observed that nearly 79 per cent respondents have positive intentions to buy products online in near future. Research limitations/implications – There is a need to study actual online buying behaviour. Also, models like Technology Acceptance Model and Diffusion of Innovation have not been studied. As the study was confined to students only, it can be replicated to other age group consumer segments and extended to other emerging economies as well. There is a need to take into consideration some other important dimensions in the future studies, namely, predictability, familiarity, third party certification, attitude, ease of use, perceived risk, etc., for the better analysis of behaviour. Practical implications – E-vendors must properly implement money back guarantee schemes when there is non-delivery of ordered goods, provide dispute resolution system, instil confidence in customers, highlight security, privacy policy, display contacts details, etc., to increase customers’ IT and purchase products online. Originality/value – The paper identifies the factors that obstruct customer to purchase products online. More particularly, in Indian context the present study makes valuable contribution as the Indians have been reported to be techno phobic and uncertainty avoidant.

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Building trust to increase purchase intentions: The signaling impact of low pricing policies

Cited by 35 publications

References 33 publications

Role of trusting beliefs in predicting purchase intentions

Role of trusting beliefs in predicting purchase intentions

Consumers’ Preference for User-Designed Versus Designer-Designed Products: The Moderating Role of Power Distance Belief

Factors obstructing intentions to trust and purchase products online

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