Purchase Intention Research Articles

Consumer response to green advertising appeals: the role of susceptibility to normative influence and need for uniqueness

PurposeSustainable production and consumption may reduce global warming. Disseminating environmental awareness through green advertising appeals can increase consumers’ intention to purchase green skincare products.Design/methodology/approachThe study explores the boundary condition of susceptibility to normative influence (SNI) (Study 1; N = 156) and the need for uniqueness (NFU) (Study 2; N = 198) in the relationship between green appeals and customers’ intention to buy skincare products. This study employs an experimental method to test the relationships.FindingsThe findings indicate that (1) green (vs non-green) advertising appeals significantly affect the customers’ purchase intention; (2) the boundary condition of lower (vs higher) SNI strengthens the impact of green appeals on purchase intentions and (3) the moderating role of higher (vs lower) NFU strengthens the relationship between green appeals and purchase intention.Originality/valueThis paper sheds light on the sustainable production and consumption of skincare products through green advertising appeals to promote sustainability.

Political ideology drives the integration of country-of-origin and offshoring sustainability impact information toward globally prosocial product decisions

Purpose We investigate how white Western consumers make prosocial decisions on domestically branded products manufactured in countries with a developing economy (CDEs). Citizens in these countries manufacture products routinely sold in Western markets under Western companies and brands as part of an offshore supply chain. Design/methodology/approach We propose that prosocial decision-making about these products can be traced to an interactive effect between consumers’ perceptions of the social sustainability impact of offshoring on CDE nations and social dominance orientation (SDO)-Dominance (SDO-D), an ideological preference for higher-status groups to forcefully oppress lower-status groups. In three studies with white Western consumers, this paper measured SDO-D, measured or experimentally manipulated the harmful versus beneficial impact of offshoring on CDEs, and presented assessed participants’ willingness to purchase domestically branded and CDE-manufactured products across a series of decision trials. Findings White Western consumers with low SDO-D prosocially displayed weaker purchase intentions toward products with a domestic brand manufactured in a CDE (“DCDE products”) when offshoring was perceived as harming those countries, and stronger intentions when offshoring was perceived as beneficial. This effect was mediated by consumers’ trust in domestic firms to treat workforce issues appropriately. Conversely, high SDO-Ds’ intentions were unaffected by the perceived harmful or beneficial impact of offshoring. Research limitations/implications Future work in this area will ideally use field purchasing situations while testing for brand familiarity – as a covariate or moderator. Practical implications Firms that market or sell these products are advised to understand if their target segments have lower or higher levels of SDO-D, and how they evaluate the impact of the offshored supply chain on CDE citizens. Our research also suggests Western low SDO-Ds attributed the responsibility of foreign worker treatment to their own domestic companies, rather than foreign governments or offshoring agencies, when CDE workers were harmed by offshoring. Originality/value These findings have broad implications for the various markets and policies behind the sale and positioning of DCDE products and help identify the consumers who demand socially sustainable supply chains and offshore operations.

Building Trust through ESG: A Study on Consumer Behaviour in Sustainable Fashion

Background This study explores the influence of Environmental, Social, and Governance (ESG) practices on consumer purchasing decisions in the fashion industry. It examines how corporate image and word-of-mouth (WOM) mediate the relationship between ESG practices and consumer trust, impacting purchase intent. Methods A structured questionnaire was distributed online to 393 participants aware of ESG practices, targeting Generation Z consumers. The survey assessed demographics, ESG awareness, brand image, WOM, and purchasing decisions using a Likert scale across five constructs: ESG Practices, Corporate Image, WOM, Trust, and Purchase Intention. Data were analyzed with Structural Equation Modeling (SEM) in IBM AMOS, following a two-step process: Confirmatory Factor Analysis (CFA) for validation and path analysis for hypothesis testing. Results The findings indicate that ESG practices significantly enhance corporate image and positive WOM, which, in turn, foster consumer trust. Corporate image has a substantial impact on consumer trust (p < .001), while WOM also contributes to trust (p < .001). Trust was found to be a strong predictor of purchase intention, demonstrating the mediating role of corporate image and WOM between ESG practices and purchasing behavior. Conclusions ESG practices are critical in shaping consumer perceptions and fostering loyalty in the fashion sector. By building a trustworthy corporate image and encouraging positive WOM, fashion brands can effectively influence consumer purchasing decisions. This study highlights the competitive advantage of implementing ESG practices, particularly in appealing to Generation Z consumers who value sustainability and ethical business practices.

Digital Dependence: Online Game Addiction to Mobile App Purchase Intention Feature

Abstract Online mobile gaming in Indonesia is growing rapidly, driving purchase intention towards premium features such as virtual items and exclusive in-game access. This study aims to analyse online mobile game addiction on mobile app feature purchase intention. This type of research uses a quantitative approach, with 426 respondents through an online survey and analysed using Partial least squares structural equation modeling (PLS-SEM). The results indicate that addiction has a significant impact on loyalty and purchase intention, while loyalty has no impact on purchase intention, as well as satisfaction on loyalty, and addiction weakens the relationship between satisfaction and loyalty. This study makes an important contribution to understanding the dynamics of online game addiction, player loyalty, and purchase intention of app features in the context of the mobile game market in Indonesia. JEL classification numbers: M31, D91, L86, C83. Keywords: Online-mobile games, Addiction, Loyalty, Satisfaction, Purchase intention.

Sustainable Consumer Behavior in the Social Exclusion Context: Impact on Upcycled Product Adoption and Environmental Sustainability Metrics

This study investigates how social exclusion influences sustainable consumption patterns, specifically examining its impact on upcycled product adoption as a key metric of circular economy implementation, while also examining the moderating effects of self-efficacy and consumer innovativeness. As social isolation becomes increasingly prevalent in modern society, understanding its effects on sustainable consumption behaviors has become crucial. A survey involving 857 participants was executed in October 2024, and the data were analyzed using structural equation modeling with EQS 6.4. The results revealed that social exclusion positively influences both purchase intention for upcycled products and the perception of ethical consumption. Furthermore, an enhanced perception of ethical consumption significantly enhances purchase intention for upcycled products. Self-efficacy demonstrated significant moderating effects throughout all relationships in the model, notably pronounced in the relationship between social exclusion and ethical consumption awareness. Consumer innovativeness exhibited a significant moderating effect solely on the association between social exclusion and ethical consumption perception, but not on purchase intentions. This research advances sustainability measurement frameworks by establishing quantifiable links between psychological factors and sustainable consumption outcomes, offering practical metrics for assessing the social dimensions of sustainability implementation.

Impact of social media marketing practices on purchase intentions in the F&B industry and the mediating effect of trust

Impact of social media marketing practices on purchase intentions in the F&B industry and the mediating effect of trust

Drivers of Purchase Intentions of Generation Z on Eco-Products

Concerns about environmental protection and sustainable consumption increased among Generation Z, as a consequence of more perceived risks emerging in the context of climate change and depletion of natural resources. The aim of the present research was to identify the main factors that influence the intention to purchase eco-products among the young generation. Quantitative marketing research was carried out on a sample of 269 Gen Z. The research results proved that purchasing intention for eco-products is strongly influenced by the perceived quality of environmentally friendly products, consumer consciousness about eco-products, perceived value of green products, and consumer trust in ecological products. Lower influences were recorded in terms of perceived price and perceived availability of eco-products, with improved total effects when considering the mediating role of eco-trust. Consequently, the provision of eco-products could lead to image benefits for organizations.

SOCIAL MEDIA INFLUENCER AUTHENTICITY MENDORONG NIAT BELI KONSUMEN PADA PRODUK DESIGNER BRANDS MELALUI SOCIAL MEDIA INFLUENCER INSPIRATION

The purpose of this study is to analyze the influence of Social Media Influencer Authenticity on Purchase Intention of Designer Brand Products with Social Media Influencer Inspiration as a mediator. This study uses a quantitative method. The data used are primary data and secondary data. The research instrument was distributed to 140 respondents, the calculation of the number of samples using the Lamseshow method. The sampling method was collected by purposive sampling. Data analysis in this study used SEM PLS (Structural Equation Modeling). The results of the study stated that SMI Authenticity does not have a direct effect on consumer purchase intention on designer brand products, but its influence is indirect and mediated through SMI Inspiration

Understanding tourists' adoption of edible food packaging: the role of environmental awareness

PurposeEdible food packaging provides a solution to the solid waste problem caused by traditional packaging. However, tourists’ readiness to adopt this novel technology is unclear.Design/methodology/approachAn online survey was conducted to examine how motivated consumer innovativeness (CI), environmental awareness, perceived behavioral control, subjective norms and attitudes influence tourists' purchase behaviors in the context of edible food packaging in the tourism industry. The collected data were analyzed using structural equation modeling (SEM) with SmartPLS 3.2.8.FindingsThe results of the structural equation analysis indicate that each sub-factor of motivated consumer innovativeness positively influences attitudes. Additionally, attitudes, subjective norms, perceived behavioral control and personal norms were found to significantly impact purchase intentions. Environmental awareness was found to moderate the relationships between (1) perceived behavioral control and purchase intention, (2) subjective norms and purchase intention and (3) attitude and purchase intention. These findings expand the applicability of the diffusion of innovation, planned behavior and environmental awareness theories, offering useful insights for foodservice professionals.Research limitations/implicationsThis study emphasizes key implications for the tourism and foodservice industries, as consumers with an innovative attitude and higher environmental awareness are more likely to adopt edible food packaging. Identifying these factors will help stakeholders establish effective strategies for waste reduction through innovative packaging solutions.Originality/valueThis research uniquely investigates tourists' adoption of edible food packaging by integrating theories of innovation diffusion, planned behavior and environmental awareness. It offers novel insights into how various psychological and social factors influence purchase behaviors within the tourism industry.

Toward green purchase behavior: does sustainability become the dominant mare for Lebanese restaurants

PurposeThe current research seeks to investigate the antecedents of customers’ sustainable purchasing behavior from eco-friendly restaurants located in Lebanon. Moreover, it explores the mediating role of purchase intention on the relationships between pro-environmental antecedents and green purchase behavior. Additionally, it examines the moderating role of willingness to pay premium prices for sustainable products.Design/methodology/approachThe questionnaire technique was used to gather data, and the convenience sample technique was used to select 397 restaurants’ customers.FindingsThe results revealed a positive effect of customers’ green purchase behavior exerted by environmental concern, purchase intention, and willingness to pay premium prices for sustainable products. Also, the findings adopted a significant mediating role of green purchase intention between pro-environmental antecedents and purchase behavior toward green products.Practical implicationsThe current study presents several practical implications for managers and decision-makers. Such as issuing green marketing campaigns on a regular basis to highlight the value of organic food safety, the necessity of using eco-friendly cutlery and the use of renewable energy systems.Originality/valueThis study examined the model pro-environmental antecedents in Lebanon as one of the Middle Eastern developing countries, whereas few studies examined this relationship. Furthermore, this paper contributes by examining the mediating role of green purchase intention.

Values, attitude, and desire in organic food purchase intention in Mexico

IntroductionThis investigation analyses the purchase intention for organic foods through the influence of the consumer’s values, attitude, and desire, how this attitude mediates the relationship between consumer values and purchase intention, and how consumer desire mediates the relationship between attitude and purchase intention.MethodsThe quantitative approach was used with a transversal type of research. Data was collected through a survey of 204 consumers of organic foods in Mexico. The analysis of these results was carried out through partial least squares structural equation modeling.ResultsOnly appearance consciousness and environmental awareness are the motivators of the goals to influence the behavior of consumers when attitude mediates the relationships. However, when attitude mediated the relationship, health consciousness and social awareness were not significant motivators of behavioral intention.DiscussionThis analysis serves as a basis for deepening the study of gastronomic tourism in rural areas such as Mexico since this type of food is sold in tourist places. The model proposed can be used as a theoretical framework for future studies. Marketers can also use the results in marketing strategies as community marketing in economies like Latin American countries.

The Effect of Brand Image and Electronic Word of Mouth (E-Wom) on Buying Interest of Mixue Consumers in Generation Z in Surabaya City

This study aims to analyse the effect of brand image and electronic word-of-mouth (e-WOM) on the purchase intention of Mixue consumers in Generation Z in Surabaya City, using a quantitative approach. The research population comprises Mixue consumers in Generation Z in Surabaya City. The sample consists of 100 Mixue consumer respondents born between 1997 and 2012 and domiciled in Surabaya City, selected using the accidental sampling technique. The data were analysed using descriptive statistics and partial least squares (PLS) with the SmartPLS application. The results demonstrated that brand image has a positive and significant effect on purchase intention. Similarly, e-WOM was found to have a positive and significant effect on purchase intention.

The Impact of Community E-Commerce on Customer Purchase Intentions: An Analysis Based On S-O-R Model

This study examines the impact of community based digital platform on customer buying decisions through the Stimulus Organism Response (S-O-R) model. The S-O-R model provides a comprehensive frame work of examining whether external stimuli (S) affecting the internal mental state (O), which ultimately affects purchase intentions (R) in various ways. Including surveys and in-depth interviews. Our study research into the ecommerce community shows that positive social interactions and high-quality content significantly increase trust and perceived value. Thus, study found the factors increasing customers purchasing intentions.

The Influence of Product Quality on Buying Interest in Tourist Souvenir Shops on the Island of Lombok

This study explores the effect of product quality on the buying interest of tourists in souvenir shops in Lombok through a quantitative research approach. Structured questionnaires were administered to a stratified random sample of 100 tourists, evaluating product quality, buying interest, service quality, store ambiance, pricing, and promotional efforts. Data collection occurred both in person and online, and the relationship between product quality and buying interest was examined with control variables like service quality and pricing. Descriptive statistics summarized the demographics, and multiple regression analysis tested the hypotheses, with reliability and validity confirmed by Cronbach's alpha and factor analysis. Ethical considerations included obtaining informed consent and maintaining anonymity. Despite potential limitations such as response bias and the specificity of findings to Lombok, the study validated the questionnaire and showed high reliability. Regression analysis indicated that product features, social influence, personal innovativeness, effort expectancy, and attitude significantly impact purchase intention. The model accounted for a substantial portion of the variance in purchase intention, offering valuable insights for local entrepreneurs and enhancing the understanding of tourism and consumer behavior.

Robotic Service Quality Success in Increasing Purchase Intention and Customer Satisfaction: A Study of Five-Star Hotels in Egypt

The objective of this research is to examine the role of potential robotic service quality (RSQ) in increasing purchase intention and customer satisfaction. To assess RSQ and customer satisfaction, we adopted a sampling method to collect data from customers at five-star hotels in Egypt. A total of 300 responses confirmed that automation, personalization, efficiency, and precision significantly and positively influenced purchase intention and customer satisfaction. It is imperative to understand how RSQ may affect customer attitudes and behaviors. RSQ can also be integrated into e-service to present a broader perspective on the quality of web-based services. RSQ can be applied to relevant industries and organizations that extensively use service robots to provide customer service. RSQ can help providers address the advantages and disadvantages of robotic services. RSQ can be a useful tool for them to communicate with service providers to address their appreciation and concerns. The study suggests that five-star hotels in Egypt can improve purchase intention. The study observes that there is a critical shortage of RSQ in Egypt and that a greater understanding of the factors that influence purchase intention is needed.

The Influence of Healthy Lifestyle on Willingness to Consume Healthy Food Brands: A Perceived Value Perspective

This paper aims to build a predictive model that assesses how a healthy lifestyle affects different dimensions of perceived value (quality, social value, emotional value, and economic value) and how these dimensions impact the willingness to purchase healthy brands. A quantitative, non-experimental, and cross-sectional study was conducted with a sample of 515 participants. A self-administered questionnaire was used, and the data were analyzed using the PLS-SEM method. The findings indicate that a healthy lifestyle positively influences the perception of quality and the social, emotional, and economic value of healthy brands. However, only perceived quality, social value, and emotional value significantly impacted the willingness to purchase, while economic value did not show a relevant effect. It is concluded that a healthy lifestyle is a determining factor in the perception of the value of healthy foods, which reinforces the purchase intention, except for economic value. These findings suggest that companies should prioritize strategies that reinforce the quality and emotional and social connections of their products to encourage the consumption of healthy brands. This study contributes theoretically to the perceived value model in emerging markets and provides practical implications for designing more effective marketing strategies in the Peruvian context.

Familiar Yet New: How Design-Driven Innovation and Brand Image Affect Green Agricultural Product Purchase Intentions in the Live Streaming Environment

With the rapid development of live streaming e-commerce, green agricultural products have become an important consumer category. However, sales still face challenges such as weak brand effects, content homogeneity, and the lack of professional hosts. Research shows that various factors influence consumers’ purchase intentions, with design-driven attributes and brand image playing crucial roles. However, their impact in the context of green agricultural product live streaming remains underexplored. This study, based on the S-O-R theory, investigates the factors that stimulate consumer purchase intentions for green agricultural products and reveals the influence of design-driven attributes on purchase intentions. A total of 472 valid responses were collected through a questionnaire. The results indicate that social presence and brand image have a positive impact on purchase intention, with green perceived value and emotional attitude acting as full mediators. However, design-driven attributes do not have a significant direct impact on purchase intention. Nevertheless, emotional attitude plays a significant mediating role between design-driven attributes and purchase intention. This study contributes to the research on consumer behavior and perceived value in live streaming environments, particularly emphasizing the importance of design-driven attributes, and provides insights for optimizing live streaming strategies and improving agricultural product design.

Do Attitude and Subjective Norm Mediate the Relationship Between Social Media e-WOM and Green Purchase Intention? An Empirical Investigation Using PLS-SEM

Do Attitude and Subjective Norm Mediate the Relationship Between Social Media e-WOM and Green Purchase Intention? An Empirical Investigation Using PLS-SEM

Exploring the influence of eWOM in live streaming on consumer purchase intentions in China: A qualitative analysis

Exploring the influence of eWOM in live streaming on consumer purchase intentions in China: A qualitative analysis

Factors influencing the purchase intention of ethanol blended fuel in India: a sustainable cities perspective

Factors influencing the purchase intention of ethanol blended fuel in India: a sustainable cities perspective