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How perceived behavioral control affects trust to purchase in social media stores

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  • Sembada, Agung Y.
  • Koay, Kian Yeik

Abstract

While social commerce research has predominantly focused on how established brands attract consumers, very little is known about what motivates individuals to risk purchasing from shops owned by other individuals. The study investigates the underlying factors influencing Indonesian consumers’ intentions to purchase lifestyle goods on Instagram shops, despite the lack of financial safeguards against fraudulence. Extending the theory of motivated reasoning, the findings show that perceived constraints to purchase through other channels moderate the effects of key variables that influence trust and purchase intentions. Perceived ease and security of transactions on social media shops only correlate with trust for consumers who perceive they have unrestricted control over where to purchase. However, these relationships were not significant for consumers who perceive high constraints over alternate purchase channels. The findings extend the understanding on the boundary conditions of social media marketing, particularly in emerging economies.

Suggested Citation

  • Sembada, Agung Y. & Koay, Kian Yeik, 2021. "How perceived behavioral control affects trust to purchase in social media stores," Journal of Business Research, Elsevier, vol. 130(C), pages 574-582.
  • Handle: RePEc:eee:jbrese:v:130:y:2021:i:c:p:574-582
    DOI: 10.1016/j.jbusres.2019.09.028
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    2. Sofia Anis Anisha Mohd Nazri & Abdul Kadir Othman, 2023. "Factors Influencing Online Buying Intention among Royal Malaysian Police (RMP) Officers," Information Management and Business Review, AMH International, vol. 15(3), pages 376-386.
    3. Zia, Syeda Hamna & Muneer, Naima & Siddiqui, Amna & Huda, Rozmeen, 2022. "The Impact of Perceived Social Media Activities On Consumer-Based Brand Equity: A Perspective from Emerging Economy," MPRA Paper 112346, University Library of Munich, Germany.
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    5. Cristel Joy G. Cayaban & Yogi Tri Prasetyo & Satria Fadil Persada & Rianina D. Borres & Ma. Janice J. Gumasing & Reny Nadlifatin, 2023. "The Influence of Social Media and Sustainability Advocacy on the Purchase Intention of Filipino Consumers in Fast Fashion," Sustainability, MDPI, vol. 15(11), pages 1-20, May.
    6. María-Jesús Gallego-Arrufat & Norma Torres-Hernández & Inmaculada García-Martínez & Soledad Domene-Martos, 2023. "An Educational Framework in Digital Rights and Responsibilities for Young Entrepreneurs," SAGE Open, , vol. 13(4), pages 21582440231, November.
    7. Wu, Wei & Wang, Sihang & Ding, Guanqi & Mo, Jinfei, 2023. "Elucidating trust-building sources in social shopping: A consumer cognitive and emotional trust perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).

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