The effects of Instagram social capital, brand identification and brand trust on purchase intention for small fashion brands: the generational differences

Abstract

PurposeUsing social capital theory as the theoretical framework, the purpose of this study is to examine if shared value, the norm of reciprocity and social bonding within a small fashion brand's Instagram page transfers to the overall perception and purchase intention toward the brand. Further, the authors test perceived benefit (i.e. perceived usefulness and perceived enjoyment) as anteceding variables along with the social capital variables. More specifically, this study investigates (1) the influence of shared value and norm of reciprocity on social bonding on the Instagram page, (2) the influence of perceived usefulness and perceived enjoyment on social bonding on the Instagram page, (3) the mediating effect of brand trust and brand identification on the relationship between social bonding and purchase intention and (4) and the moderating role of the generational cohort on the hypothesized relationships.Design/methodology/approachThrough an online survey, 599 usable data were collected to test the proposed research framework using partial least squares structural equation modeling.FindingsThe results identify significant influences of shared value, norm of reciprocity and perceived enjoyment on social bonding. Brand identification and brand trust both have significant mediating effects between social bonding and purchase intention. Further, the results show that the mediating effect of brand trust is significantly higher for Generation Y, while the mediating effect of brand identification is significantly higher for Generation Z.Originality/valueThe study findings provide important implications for small fashion brands operating in a social media realm.

Instagram activities, engagement and enrollment intention in Indonesia: A case in the third largest island in the world

“…The higher the level of customer engagement on social media impacts on increasing the intention to purchase (Majeed, Asare, Fatawu, & Abubakari, 2022;Tandy, Jesselin, & Sari, 2023;Yoong & Lian, 2019). The cohesiveness with consumers or potential customers is represented by the engagement noticed in Ig which influences the propensity to purchase (Kim, Leung, & McKneely, 2023). Communication with customers through Ig will increase brand trust, equity and loyalty (Samarah, Bayram, Aljuhmani, & Elrehail, 2022) and they influence purchase decisions (Chavadi, Sirothiya, Menon, & MR, 2023).…”