To buy or not to buy: Influence of seller photos and reputation on buyer trust and purchase behavior

Bente, Gary; Baptist, Odile; Leuschner, Haug

doi:10.1016/j.ijhcs.2011.08.005

Cited by 108 publications

(81 citation statements)

References 67 publications

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“…Thus, if sellers want consumers to buy their products (purchase decision and money transfer), they need to pass the threshold for trustworthy behaviour (Bente et al 2012). Based on this information, the following hypothesis is proposed:…”

Section: Consumer Trustmentioning

confidence: 99%

Effect of marketing activities, benefits, risks, confusion due to over-choice, price, quality and consumer trust on online tourism purchasing

Παππάς

2015

Journal of Marketing Communications

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Pappas, Nikolaos (2015) Effect of marketing activities, benefits, risks, confusion due to over-choice, price, quality and consumer trust on online tourism purchasing. Journal of Marketing Communications. ISSN 1352-7266 Downloaded from: http://sure.sunderland.ac.uk/6489/ Usage guidelinesPlease refer to the usage guidelines at http://sure.sunderland.ac.uk/policies.html or alternatively contact sure@sunderland.ac.uk.The effect of marketing activities, benefits, risks, confusion due to over-choice, price, quality and consumer trust on online tourism purchasing ABSTRACT The paper focuses on website vendors and on three fundamental aspects which influence price quality and trust, the major factors that affect purchasing intentions amongst online consumers. The three fundamental aspects in question are: perceived benefits, risks, and confusion due to over-choice. The purpose of the study is to examine the influence of these three aspects on consumers' trust and their online purchasing intentions, and also to evaluate their interrelationship with marketing activities. Using the Theory of Planned Behaviour, the research focuses on holidaymakers (N=735) who bought at least one component of their vacation using the Internet. The research implements Confirmatory Factor Analysis (CFA) and uses Structural Equation Modelling. The findings indicate the importance of direct marketing and of the brand names of e-retailers and products. They also pinpoint the significance of online buying convenience and of the provision of sufficient product information. Moreover they reveal the influence of safety and security issues, of the instilment of trust, and of price and quality in relation to purchasing intentions. The research contributes to a better understanding of online tourism decision making, it identifies website vendor characteristics which are important to online consumers, and presents a number of managerial implications.

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Section: Consumer Trustmentioning

confidence: 99%

Effect of marketing activities, benefits, risks, confusion due to over-choice, price, quality and consumer trust on online tourism purchasing

Παππάς

2015

Journal of Marketing Communications

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“…En primera instancia, los usuarios deben dar una retroalimentación sobre sus interacciones y esto, en ocasiones, puede requerir de incentivos; además, las personas tienden a no dar un voto negativo, salvo en el caso de un desempeño terrible. Los sistemas de reputación también pueden enfrentar el problema de calificaciones a modo de represalias por parte de las personas que reciben malas calificaciones, así como el problema de complot para inflar artificialmente una reputación (Corritore et al, 2003); aun así, estos sistemas pueden ser considerados como un mecanismo de construcción de confianza, ya que muchos estudios han demostrado su alto impacto para mitigar el miedo presente al momento de la compra (Bente et al, 2012).…”

Section: La Reputación Del Vendedorunclassified

Factors affecting the consumer trust for shopping through electronic media

Alzate

Restrepo

2016

pege

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“…All these initiatives build up a seller's online status. Several studies stress that higher seller status can result increased sale volume, whereas a weak status sounds non-attractive to potential buyers (Bente et al, 2012;Wang & Dai, 2013).…”

Section: Seller Statusmentioning

confidence: 99%

The Effect of Website Performance and Online Retailer Status on Consumer Purchase Intention: A Mediator Role of Buyer Perception

Jiang

Adnan

Kaur

et al. 2015

IJBM

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Purpose: The purpose of this research is to examine the effect of website performance and online seller status on consumer purchase intention. This study also aims to assess the mediation effect of buyer perception on the relationship between website performance and consumer purchase intention in the context of Internet shopping.Design/Methodology/Approach: This study proposed a conceptual framework and collected a total of 255 samples in the Mainland China to test research hypothesis and investigate the relationship among different predictors. Both measurement model and construct model were established and evaluated using AMOS 21.Findings: Results present that website performance and online seller status significantly affect consumer purchase intention. Buyers' perception partially mediates the relationship between the website performance and consumer purchase intention. The effect of website performance on purchase intention is greater than the effect of other constructs. There is a reciprocal relation between seller status and website performance. Implication:Website managers should further enhance website quality, customer service, and well acknowledge consumers about the good performance of their website. Online vendors should devote to strengthen their online status. A partial influencing effect impacts on the relation between website performance and consumer purchase intention, thus the buyers' perception should not be considered as a 'standalone' concept.Originality/Value: This study proposed a conceptual model to predict consumer purchase intention in the context of C2C E-Commerce. The primary value lies in a better understanding of consumer behavior and detailed examination of the critical determinants.

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To buy or not to buy: Influence of seller photos and reputation on buyer trust and purchase behavior

Cited by 108 publications

References 67 publications

Effect of marketing activities, benefits, risks, confusion due to over-choice, price, quality and consumer trust on online tourism purchasing

Effect of marketing activities, benefits, risks, confusion due to over-choice, price, quality and consumer trust on online tourism purchasing

Factors affecting the consumer trust for shopping through electronic media

The Effect of Website Performance and Online Retailer Status on Consumer Purchase Intention: A Mediator Role of Buyer Perception

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