Affect Consumer Purchase Intention Research Articles

Consumers' attitude and purchase intention towards 'green' products: a study of selected FMCGs

The present study attempts to understand the ever dynamic consumers' attitude and purchase intention towards green products under category of Fast Moving Consumer Goods. The objective of the study is to assess the consumer attitude and purchase intention towards 'green' products under key elements of marketing mix as well as identify factors that affect consumer purchase intention. A survey was carried on 500 respondents associated with four retail outlets selling green products and conventional products in Dehradun, Uttarakhand, India. Factor analysis technique was used which led to the extraction of maximum common variance from all variables. Multiple regression analysis was carried out to understand the relationship shared amongst variables. The results revealed that there is a significant effect of green marketing mix variables on the attitude towards green behaviour and purchase intention towards green products.

The Influence of Discount Framing towards Brand Reputation and Brand Image on Purchase Intention and Actual Behaviour in e-commerce

In e-commerce context, there are many implementations of discount framing that have effect toward brand reputation as well as brand image. The latter two constructs have been noted to affect consumer purchase intention and actual behaviour. However, there are limited studies that examine the relationship between discount framing consumer purchase intention and actual behaviour. Therefore, the objective of this study is to examine the impact of discount framing towards consumer’s purchase intention and actual behaviour that may mediated by brand reputation as well as brand image. The researchers conducted a quantitative study with 307 valid sample data from the respondents in Greater Jakarta Area who have ever made purchases in Lazada, a leading e-commerce in Indonesia. The research results show that the path for discount framing in influencing purchase intention and actual behaviour depends on both brand reputation and brand image.

The Impact of Cultural Similarity on Consumer Ethnocentrism Tendencies Toward Foreign Products

Consumer ethnocentrism is found to be an important factor in making consumers adversely evaluate foreign products. This study is an attempt to improve understanding of consumer ethnocentrism and its influence on consumer attitude and purchase intention toward foreign products in an emergent market. It was also hypothesized that cultural similarity moderates the relationship between consumer ethnocentrism and purchase intention in which domestic products are not available. All but one of the hypotheses were accepted. Consumer ethnocentrism is found to have a strong influence on consumer attitude but does not significantly affect consumer purchase intention toward foreign products. Cultural similarity was found to have a significant moderating effect on the relationship between consumer ethnocentrism and purchase intention. This suggests that cultural similarity plays an important role for ethnocentric consumers in the evaluation of foreign products. Theoretical and managerial implications are discussed.

Investigating the customer’s intention in the “Clicks-and-Mortar” business model

The aim of the paper is twofold: (1) to examine the impact of different characteristics of virtual and physical distribution channels on consumers, and (2) to analyze the key factors that influence consumer purchase intentions in the click-and-mortar business model. In this study we employed the S-O-R Model as a framework and combine it with the Information System Success Model and the Experiential Marketing Theory to explore the factors that affect consumer purchase intentions on websites and in offline stores. The empirical result shows that the information quality, system quality, sense experience and feel experience have significant positive influences on consumer satisfaction and emotions, which further influence the consumer purchase intentions. Only the act experience has no significant impact on consumers’ emotions. In addition, we employed gender and occupation to classify and compare the sample data. In the category of gender, we found the female consumers’ emotions will influence their purchase intentions, but the males’ will not. The results of the category of non-student also show that non-student purchase intentions will not be affected by emotions. In conclusion, we hope that the results of our research can identify directions for the future research on related issues and facilitate the development of business.

Consumer purchase intention of a cosmetic product after the Fukushima nuclear incident

We examined the factors affecting consumer purchase intention of a cosmetic product after the Fukushima nuclear incident and the role of distinctiveness in postcrisis recovery. Through a 2-group experiment and structural equation modeling, we found that the incident did not affect the firm's reputation and brand image but it was perceived as a significant threat to health and product safety that consequently negatively affected purchasing intentions. Findings also showed that high distinctiveness is a valid factor in diminishing the impact of crisis. In particular, a firm's reputation and indirect effects on revenue are least affected by, or even positively related to distinctiveness. We have included discussion of the critical implications for firms around the importance of maintaining desirable relationships with the public as preparation for a crisis and for rapid postcrisis recovery.

Social Sustainability as Buying Local: Effects of Soft Policy, Meso-Level Actors, and Social Influences on Purchase Intentions

Recently issued United Nations Sustainable Development Goals call for people to make extensive behavioral changes, including consuming food more sustainably. The authors explore the role that meso-level retailers play in local purchasing, an activity that the United Nations recognizes as a contributor to sustainability. In so doing, the authors promote more balance within the marketing literature, which has focused more on the environmental component of products and purchasing and less on the local dimension. This article spotlights “soft” policies, those that use persuasion and encourage voluntary action, rather than direct methods, such as subsidies and regulations. The authors develop a core hypothesis about how social norm messages and attitudes toward local food affect consumer purchase intentions. They test this hypothesis across national contexts via online surveys of 316 Italian consumers (Study 1) and 186 U.S. consumers (Study 2). The analysis reveals that in both countries, the effectiveness of social norm messages increases with unfavorable attitudes toward local buying. The study concludes with thoughts for researchers and policy makers about how meso-level actors, such as retailers, can elicit more local purchasing.

Manufactured opinions: The effect of manipulating online product reviews

Previous research assumes that consumers can detect and discount the manipulation of online product reviews or are oblivious to such practices. We posit that the equilibrium occurs due to the cues of manipulation, consumer suspicion and their expertise. Our analysis of hotel occupancy data shows that the effect of adding positive reviews and deleting negative reviews on sales exhibits an inverted U-curve. Moreover, weak brands suffer more from excessive adding. Our laboratory experiments find that adding affects consumer purchase intention, but it also arouses suspicion, which exerts a negative mediating effect. Deleting is more disguised and difficult to be suspected. Novices are more influenced by manipulations compared with their experienced counterparts. Thus, contrary to the popular belief of “fake it until you make it,” excessive adding leads to consumer distrust and may backfire. Deleting exacerbates information asymmetry and results in adverse selection, thus warrants restraint and regulation.

Effect of perceptual differences on consumer purchase intention of natural functional food

PurposeThe concept of functional foods is not new to the Malaysian people. Functional foods as traditional medicine have made tremendous contributions over the past couple of centuries. The growth in the economy, coupled with a strong desire among the Malaysian consumers to maintain a healthy lifestyle has made functional foods an alternative medicine among the populace. Although the consumption of functional foods is increasing in Malaysia, relatively little is known about the factors which affect consumer purchase intention toward natural functional foods. The purpose of this paper is to determine Malaysian consumer intention to purchase natural functional foods.Design/methodology/approachA survey was conducted in the country where 2,004 household were interviewed using structured questionnaires. The theory of reasoned action (TRA) and health belief model were adopted and modified in this study. Descriptive statistics and structural equation modeling were used to analyze the collected data.FindingsThe results have shown that the data set was normal, valid and reliable. Attitude has a partial mediating effect on perceived barriers, perceived susceptibility and perceived benefits which influence consumer intention to purchase natural functional foods. Nevertheless attitude had no mediation effect on subjective norms for consumers to form their intention to purchase natural functional foods. In other word, subjective norms had a direct influence on consumer intention to purchase natural functional foods.Research limitations/implicationsThe main concern of this paper is about the factors which affect consumer purchase intention toward natural functional foods. However the results from this paper are limited in terms of determining consumer purchasing behavior for natural functional foods.Originality/valueThe paper expands on the TRA and health belief model to examine the factors which influence Malaysian consumer purchase intention toward natural functional foods.

Less is more: Online consumer ratings' format affects purchase intentions and processing

AbstractOnline customer ratings of products and services are commonplace in e‐commerce; however, the format in which these ratings are presented to consumers can vary. Although not anticipated by classical models of decision making, latter models such as prospect theory and feelings‐as‐information theory suggest that the presentation format of online customer ratings could affect subsequent consumer decision making. In the present research, 3 empirical studies test whether online customer ratings' formats differentially affect consumer purchase intentions. The results offer support for feeling‐as‐information theory and suggest that online ratings presented in a mean (vs. distribution) format result in higher purchase intentions as a result of increased processing fluency. Implications for the presentation of online consumer ratings in e‐commerce, based on these findings, are addressed.

A Literature Review of the Influence of Electronic Word-of-Mouth on Consumer Purchase Intention

With the rapid development of Internet technology, more and more consumers rely on the Internet for the products and services of information searching and sharing; Electronic word-of-mouth information has gradually become an important factor of affecting consumer purchase intention. The three aspects of sender characteristics, information characteristics and receiver characteristics of electronic word-of-mouth are regarded as the independent variables, trust as the intermediary variable, involvement as the moderator variable, the article carries on the literature carding of the influence electronic word-of-mouth on consumer purchase intentions, which will provide a reference for scholars both at home and abroad to study the theory of electronic word-of-mouth.

The Effects of Risk Preferences on Consumer Purchasing Counterfeit Goods Online

Nowadays ways of purchase are changing with the maturity and rapid development of e-commerce. There are two studies in this research paper. In study 1, one online experiment was conducted with 263 subjects, it aims to figure out the relationship between consumers' risk preference and risk in online purchase environment. In study 2, the other online experiment was conducted involving 263 subjects. It aims to explore consumer purchase intention in counterfeit goods by experimental design including those three variables. It is found risk preferences on consumers and risks in purchase environment must be considered in the same time, because the interaction between risk preference of consumers and risks in online purchase environment for impact on purchase intention will be significant. The product itself like product with logo or not is the biggest factor to attract consumers to purchase. Risk will not affect consumer purchase intention while there are no other variables; but it would affect consumers purchase intention while consumers consider brand logo at same time.

The influences of airline brand credibility on consumer purchase intentions

This study investigates how brand credibility affects consumer purchase intention in the airline sector. Based on signaling theory and relationship marketing theory, it explores the relationships among four constructs: brand credibility, decision convenience, affective commitment and purchase intention. A structural equation model applied to consumer survey data supports the argument. The results indicate that airline brand credibility increases consumer purchase intention by increasing consumers' decision convenience and enhancing affective commitment. Decision convenience can be considered a new mediator of a causal relationship between brand credibility and purchase intention. The results offer implications for airline marketers and directions for future research.

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

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.

Consumer Purchase Intention and Cross-Border Shopping: Implementation of Goods and Services Tax (GST)

Goods and services tax (GST), also called value-added tax (VAT), is an after-sales tax imposed on goods and services. The implementation of GST in Malaysia have significant economic, social, marketing, and political impact, and thus, has recently become one of the hottest discussion topics among consumers in Malaysia. From the marketing perspective, it will affect consumer purchase intention and spending patterns. Consumer purchases intention behavior will become more difficult to predict because it is directly influenced by GST. Past studies showed that consumers will likely cross to neighboring countries for shopping after the implementation of GST. This study compares consumer purchase intention before and after the scheduled implementation of the goods and services tax (GST) and to examine the consumer cross-border shopping intention. A total of 100 shoppers were interviewed in four major shopping centers in Klang Valley. Results show that most of the consumers are “likely” to purchase products before GST implementation and “very unlikely” to purchase within the first three months after GST implementation in Malaysia. However, consumers are “neutral” with regard to cross-border shopping intention. One-way ANOVA analysis shows that higher-income groups are less influenced by GST than lower-income groups. The sample size in this study could be considered relatively small for consumer studies. Thus, future studies should increase the sample size and use the longitudinal method.

Exploring the Factors Affecting Consumer Purchase Intention Towards Children Multivitamin Products Based on Purchase Store

The purpose of this study is to explore the factors affecting consumer purchase intention towards children multivitamin products based on purchase store at Jakarta and its surrounding cities, such as Bogor, Depok, Tangerang and Bekasi. This study was conducted in a quantitative research with descriptive purpose. The primary data was collected from 250 respondents and divided into two groups, 180 respondents of experienced consumers group and 70 respondents of potential consumers groups. The study findings indicated that ‘purchase store was closed to home or office,’ ‘cheaper price or discount,’ and ‘usually become a habit’ were the important consideration factors to make consumer purchase intention. The other findings showed that supermarket, drug store and pharmacy were the three favorite stores to purchase children multivitamin products. For practical implication, the result of this study showed a clear picture and information about the factors those could determine consumer behavior in purchase intention based on purchase store further, especially for marketers.

Consumer’s purchase intention towards Counterfeit Mobile Phones

The purpose of the study is to find the consumer purchase intention toward counterfeit mobile phone. Why customers preferred the counterfeit mobile phone. Different companies try to fulfill the demand of the customer but due to the some factors the demand of the counterfeit mobile phone increase time to time. Data was collected from 150 peoples through questioners. We performed factor analysis and structural model to test the measurement and structural models. The finding indicated that, price, previous experience and social influence and attitude are the factors those positively affects consumer purchase intention towards purchasing counterfeit mobile phone. Limitation of this study is that the respondents were more qualified than population. Through this research, the genuine mobile phone producers can enhance their target consumer toward their own products by focusing those all variables that influence consumer purchasing behavior towards counterfeit mobile phone. In this paper the study was focused on a single phenomena of counterfeiting, CMP. In a country where people use cell phones more than others third world countries.

Do the characteristics of online consumer reviews bias buyers' purchase intention and product perception? A perspective of review quantity, review quality and negative review sequence

Online consumer product reviews have long been considered an important form of electronic word-of-mouth (eWOM) and have generated widespread interests in business research fields. The reviews provide potential buyers with product comments and evaluations from a user’s perspective, which is generally believed to be neutral and impartial. However, little research explored the bias in the process of potential buyers’ browsing reviews. This paper examines how the sequence of negative reviews, the quantity of online feedback text and the quality of online comments affect consumer purchase intention. The experiment’s results suggest that the quantity and quality of online consumer product reviews have a positive effect on consumer purchase intention. However, consumers show a negativity bias for products when negative consumer reviews concentrate in the foreground.

Effect of Celebrity Endorsements on Consumer Purchase Intentions: Advertising Effect and Advertising Appeal as Mediators

AbstractAdvertising has become the most efficient way for companies to transmit product information to consumers. Words and images are often used to display the product and thus attract the attention of consumers. Of all types of endorsement, celebrity endorsement is the marketing method most frequently used by entrepreneurs. Entrepreneurs use celebrity endorsement to increase consumer purchasing motivation. Not only can celebrity endorsements attract consumers to purchase products, but the appeal of statements by celebrities can also affect consumer product image. Different appeal methods result in different advertising effects. This study used the case of advertising spokespersons for cell phones with general consumers as subjects. A total of 202 valid samples obtained through the questionnaire survey and used partial least squares regression analysis. The results showed that celebrity endorsements, advertising appeal, and advertising effect significantly and positively affect consumer purchase intentions. Moreover, advertising appeal and advertising effect exert a partial mediating effect on the relationship between celebrity endorsement and purchase intention. © 2012 Wiley Periodicals, Inc.

How perceived quality of online reviews affects consumer purchase intention

The effect of online product reviews on product sales has become a central interest of marketing and information systems researchers because of the popularity of such type of reviews. However, most previous studies were conducted at the product level, rather than at the website level. Analysing the influence of online reviews on consumer intention to purchase on websites is necessary because websites are more concerned about the aggregate effect of online reviews on sales, rather than sales from individual products. Using word-of-mouth literature and information quality theory as bases, we examine whether and how online reviews affect consumer purchase intention on a specific website. We identify four online review attributes, namely, intrinsic quality of online reviews, number of online reviews, reviewer reputation, and review timeliness, and assess their effects on consumer purchase intention. The findings of this study reveal the positive effects of the first two factors on consumer purchase intention, whereas the remaining two attributes show no such influence.

The Endorser's Persuasiveness on the Purchase Intention of High-Involvement Products: A Comparison Between a Newly Launched Product and a Mature One

ABSTRACT This study investigates how the endorser's persuasiveness (with the endorser being an expert or a celebrity) affects consumer purchase intention of high-involvement products. We separate products into two types: newly launched and mature ones. In the theoretical framework, we suggested that the endorser's persuasiveness would significantly affect purchase intention of high-involvement products in different ways according to the type of endorsers and the stage in a product life cycle. This research also revealed that social influence and consumer knowledge of the health care product are two significant moderators that affect consumers’ purchase intention.