Perceived Risk and Trust as Major Determinants of Actual Purchase, Transcending The Influence of Intention

Indiani, Ni Luh Putu; Rahyuda, I Ketut; Yasa, Ni Nyoman Kerti; Sukaatmadja, I Putu Gde

doi:10.21002/amj.v7i1.4601

Cited by 26 publications

(29 citation statements)

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“…Researchers have found that people who engage in eWOM communications have the following motivations: altruism (Tong et al 2013;Zhang and Lee 2012), self-enhancement (Wang et al 2014;Yap et al 2013), venting feelings (Yen and Tang 2015), social benefits (Munzel et al 2014), and economic incentives (Ahrens et al 2013). Several studies have investigated the relationship between intention to engage in eWOM communications and intention to buy (Alhidari et al 2015;Husnain and Toor 2017;Indiani et al 2015). For example, Husnain and Toor (2017) conducted an empirical study with 243 existing users of social networking websites in Pakistan and found that consumer engagement in eWOM positively affects intention to buy.…”

Section: Intention To Engage In Ewommentioning

confidence: 99%

The Effect of Electronic Word of Mouth Communications on Intention to Buy: A Meta-Analysis

et al. 2019

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The aim of this research is to synthesise findings from previous studies by employing weight and meta-analysis to reconcile conflicting evidence and draw a “big picture” of eWOM factors influencing consumers’ intention to buy. By using the findings from 69 studies, this research identified best (e.g. argument quality, valence, eWOM usefulness, trust in message), promising (e.g. eWOM credibility, emotional trust, attitude towards website) and least effective (e.g. volume, existing eWOM, source credibility) predictors of intention to buy in eWOM research. Additionally, the effect size of each predictor was calculated by performing meta-analysis. For academics, understanding what influences consumers’ intention to buy will help set the agenda for future research directions; for practitioners, it will provide benefit in terms of practical guidance based on detailed analysis of specific factors influencing consumers’ intention to buy, which could enhance their marketing activities.

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Section: Intention To Engage In Ewommentioning

confidence: 99%

The Effect of Electronic Word of Mouth Communications on Intention to Buy: A Meta-Analysis

et al. 2019

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“…Shen, Li, and DeMoss (2012) measured perceived transaction convenience with several indicators including: ease of ordering procedure, ease of product search, and ease of payment. In addition, perceived transaction convenience is also reflected in a quick transaction process (Rajamma et al, 2009); no significant additional costs during payment process (Indiani et al, 2015); uncomplicated transaction mechanisms (Kim et al, 2011); availability of various payment methods and online retailer displays detailing ordering information before proceeding to the payment stage (Chen et al, 2010).…”

Section: Perceived Transaction Conveniencementioning

confidence: 99%

“…The selection of measurements was based on the criteria of quantity, quality, and relevance. Perceived transaction security is measured by five indicators: (1) secure online payment mechanism, adapted from Kim and Lennon (2013); (2) online vendors will not commit fraud, adapted from Liu et al willing to provide credit card information, adapted from Indiani et al (2015). Actual purchase is measured by three indicators: (1) has been shopping online, (2) shop online frequently, (3) has bought many products online, adapted from Indiani et al (2015).…”

Section: Construct Measurementmentioning

confidence: 99%

Conversion of Online Purchase Intention Into Actual Purchase: The Moderating Role of Transaction Security and Convenience

Indiani

Fahik

2020

Business: Theory and Practice

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Online retail trade in Indonesia has grown dramatically in recent years. However, it is not being followed by an increase in the transaction completion ratio, with a cart abandonment rate of up to 70 percent. This indicates that the transition from online purchase intention to actual purchase is not as simple as postulated in the theory of planned behaviour (TPB); yet, there are other factors moderating the conversion. Therefore, this study aims to develop a model analysing the moderating role of perceived transaction security and convenience in the relationship between online purchase intention and actual purchase. Model development was also motivated by critics regarding TPB’s robustness in explaining consumer purchase behaviour; therefore, this model is expected to enrich TPB by providing a more comprehensive picture in online purchase behaviour. The sample consisted of consumers who had shopped for retail products online. The proposed relationship was tested with partial least square method. Results showed that perceived transaction convenience has a positive and significant moderating effect, whereas perceived transaction security showed an insignificant moderating impact. This finding is noteworthy amid risky online purchase environment. Respondents’ characteristics and alternative payment methods might explain the insignificant moderation. As a practical implication, it is recommended that online retailers improve online transaction convenience to increase the conversion rate.

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“…For example, Gefen and Pavlou [32] explain that trust played an essential role in influencing the intentions of buyers when it came to buying products or services online. Additionally, Indiani et al [52] state that trust affects the decision of buyers to transaction online while Fang et al [26] showed that trust influences the repurchasing intentions of online buyers.…”

Section: Trustmentioning

confidence: 99%

The Driving Forces of Facebook Social Commerce

Al-Adwan

Kokash

2019

J. theor. appl. electron. commer. res.

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Trust is viewed as a crucial factor in social commerce due to the prominent role and significant amount of peer-generated contents. The current study aims to investigate the relationship between trust in social commerce and customers' purchase intentions by providing a mechanism to describe this relationship. Thus, a proposed model is developed based on three concepts: social presence, social commerce information seeking and familiarity with the platform. The model explains the mechanisms through which social commerce information seeking, familiarity, social presence and trust influence customers' intentions to purchase from social commerce platforms. For the purpose of this study, a survey is designed and distributed to Facebook users. The findings demonstrate that trust in a social networking site has positive influence on purchase intentions. Moreover, trust encourages information seeking, which in turn improves purchase intentions. Furthermore, both social presence and familiarity are found to enhance trust and purchase intentions. According to the findings, several managerial and theoretical implications are highlighted. Particularly, as the first study to investigate the adoption of social commerce among Jordanian customers, this study offers valuable insights and implications for Jordanian firms' managers and marketers who are targeting direct sales on social networking platforms.

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Perceived Risk and Trust as Major Determinants of Actual Purchase, Transcending The Influence of Intention

Cited by 26 publications

References 0 publications

The Effect of Electronic Word of Mouth Communications on Intention to Buy: A Meta-Analysis

The Effect of Electronic Word of Mouth Communications on Intention to Buy: A Meta-Analysis

Conversion of Online Purchase Intention Into Actual Purchase: The Moderating Role of Transaction Security and Convenience

The Driving Forces of Facebook Social Commerce

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