Social Commerce Success: Antecedents of Purchase Intention and the Mediating Role of Trust

Dabbous, Amal; Barakat, Karine Aoun; Sayegh, May Merhej

doi:10.1080/15332861.2020.1756190

Cited by 51 publications

(59 citation statements)

References 100 publications

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“…To increase purchase intentions through YouTuber product reviews, it is better to establish cognitive trust among consumers before establishing affective trust. These findings were consistent with previous research suggesting that trust is an essential determinant of purchase intentions in social commerce [113,114].…”

Section: Discussionsupporting

confidence: 93%

Understanding How Product Reviews on YouTube Affect Consumers’ Purchase Behaviors in Indonesia: An Exploration Using the Stimulus-Organism-Response Paradigm

Huang

Chen

et al. 2022

Human Behavior and Emerging Technologies

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Product reviews on YouTube have become highly beneficial to consumers’ decision-making, as they can help consumers judge and experience products before making purchases. Consequently, scholars and managers must understand consumer behaviors regarding product reviews and identify factors influencing consumers’ purchasing decisions. A novel contribution of the study is the introduction of a model based on the stimulus-organism-response paradigm that explains how sensory marketing and information adoption affect parasocial interaction, trust (cognitive and affective), and information usefulness that are correlated with consumers’ responses to stickiness, adoption, and purchase intentions. To empirically evaluate the proposed research model, we conducted an online survey of 611 participants who had purchased products based on YouTube product reviews. We performed data analysis using structural equation modelling and Smart-PLS software, and the results indicated that all hypotheses were supported except for parasocial interaction and information usefulness, which were rejected. This study could provide insights into the antecedents and consequences of purchase intentions in light of YouTube product reviews, thus contributing knowledge of online consumer behaviors to help managers understand consumer behaviors regarding social media and formulate marketing strategies.

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Section: Discussionsupporting

confidence: 93%

Understanding How Product Reviews on YouTube Affect Consumers’ Purchase Behaviors in Indonesia: An Exploration Using the Stimulus-Organism-Response Paradigm

Huang

Chen

et al. 2022

Human Behavior and Emerging Technologies

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“…Jin's research results show that company and product brand images positively affect consumer attitudes and purchasing tendencies [19]. Online shopping research shows that after the online clothing brand image forms a value perception in customers' minds, it impacts pre-purchase intentions and purchase decisions [20]. Accordingly, hypothesis H1 is proposed:…”

Section: Literature Review and Hypothesis Deduction 21 Clothing Brand Imagementioning

confidence: 99%

Relationship Analysis among Apparel Brand Image, Self-Congruity, and Consumers’ Purchase Intention

et al. 2021

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Brand image has been a crucial clue to making subjective judgment for consumers to determine the brand, which is critical to making a purchase decision. The influence mechanism from apparel brand images on consumers’ purchase intention was explored for theoretical and positive analysis based on the self-congruity theory. This research first constructed a hypothetical model of apparel brand images influencing consumers’ purchase intention with self-congruity and perceived quality as mediators, in which a questionnaire was designed and conducted to test the theoretical model. The research shows that apparel brand image and perceived quality can significantly influence consumers’ purchase intention. The consumer purchase intention is directly related to clothing brand image provided self-consistency and perceived quality play an intermediary with the regulatory effect of self-motivation and brand familiarity. A positive attitude toward apparel brand image will stimulate consumers to build cognitive clues and associations between the consumers and the brand and strengthen cognitive consistency with the apparel brand’s spirit. The research results are beneficial to textile fashion and clothing enterprises to improve brand building and marketing.

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“…Trust transfer is an intellectual procedure in which an individual may have transferred from one recognizable milieu to another unique milieu ( Wang and Ellinger, 2011 ; Liu et al, 2018 ; Shahzad et al, 2019 ; Sharma et al, 2019 ; Lonardi et al, 2021 ). Recent studies explored the effect of trust on customer buying behavior in social commerce research using a sole component of trust or a solitary authorization ( Kim and Park, 2013 ; Hajli et al, 2017 ; Dabbous et al, 2020 ). Investigating the role of trust in f-commerce is an immediate research area due to the dearth of prior studies in this field ( Lu et al, 2016 ; Liébana-Cabanillas and Alonso-Dos-Santos, 2017 ; Al-adwan and Kokash, 2019 ).…”

Section: Literature Underpinningmentioning

confidence: 99%

“…Recent studies explored the effect of trust on customer buying behavior in social commerce research using a sole component of trust or a solitary authorization (Kim and Park, 2013;Hajli et al, 2017;Dabbous et al, 2020). Investigating the role of trust in f-commerce is an immediate research area due to the dearth of prior studies in this field (Lu et al, 2016;Liébana-Cabanillas and Alonso-Dos-Santos, 2017;Al-adwan and Kokash, 2019).…”

Section: Literature Underpinningmentioning

confidence: 99%

Decision Making With an Alternative Mindset in an Online Shopping Environment: Identifying User Intentions Toward Facebook-Commerce

et al. 2022

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Considering the current global trend in the digital economy, Facebook commerce (f-commerce) is an indispensable component of today’s digital commerce. The purpose of this research is to test the proposed model to validate current theories that evaluate the relationships between online trust and customer f-commerce usage intentions. It has also been proposed to improve usage intention by integrating the relationship between perceived value and trust in electronic commerce (e-commerce). The data was gathered using a structured questionnaire and analyzed with structural equation modeling (SEM; n = 435). In this study, gender has been discussed as a moderating factor. The findings describe the positive relationships that exist between antecedents of trust and user intentions toward f-commerce. Furthermore, according to the findings of the study, females are more concerned than males about developing their intentions to utilize f-commerce for online shopping. Theoretical and practical implications are also presented in this study.

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Social Commerce Success: Antecedents of Purchase Intention and the Mediating Role of Trust

Cited by 51 publications

References 100 publications

Understanding How Product Reviews on YouTube Affect Consumers’ Purchase Behaviors in Indonesia: An Exploration Using the Stimulus-Organism-Response Paradigm

Understanding How Product Reviews on YouTube Affect Consumers’ Purchase Behaviors in Indonesia: An Exploration Using the Stimulus-Organism-Response Paradigm

Relationship Analysis among Apparel Brand Image, Self-Congruity, and Consumers’ Purchase Intention

Decision Making With an Alternative Mindset in an Online Shopping Environment: Identifying User Intentions Toward Facebook-Commerce

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