Akyüz, A. (2013). Determinant factors influencing eWOM. Mediterranean Journal of Social Sciences, 4(11), 159–166. https://doi.org/10.5901/mjss.2013.v4n11p159
Alkhawaldeh, A., Alsaad, A., Taamneh, A., & Alhawamdeh, H. (2020). Examining antecedents and consequences of university brand image. Management Science Letters, 10(5), 953–960. https://doi.org/10.5267/j.msl.2019.11.016
Amin, M., Nasution, A. P., Sambodo, I. M., & ... (2021). … Pemasaran Media Sosial Terhadap Minat Beli Produk Online Dengan Manajemen Hubungan Pelanggan Dan Ekuitas Merek Sebagai …. Ecobisma (Jurnal …, 8(1), 122–137. https://jurnal.ulb.ac.id/index.php/ecobisma/article/view/2443
Bhandari, M., Rodgers, S., & Pan, P. L. (2021). Brand feedback to negative eWOM messages: Effects of stability and controllability of problem causes on brand attitudes and purchase intentions. Telematics and Informatics, 58, 101522. https://doi.org/10.1016/j.tele.2020.101522
Broniarczyk, S. M., & Griffin, J. G. (2014). Decision difficulty in the age of consumer empowerment. Journal of Consumer Psychology, 24(4), 608–625.
Chang, K. C., Hsu, Y. T., Hsu, C. L., & Sung, Y. K. (2019). Effect of tangibilization cues on consumer purchase intention in the social media context: Regulatory focus perspective and the moderating role of perceived trust. Telematics and Informatics, 44(June 2019), 101265. https://doi.org/10.1016/j.tele.2019.101265
Cheung, C. M. K., Lee, M. K. O., & Thadani, D. R. (2009). The impact of positive electronic word-of-mouth on consumer online purchasing decision. Lecture Notes in Computer Science (Including Subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics), 5736 LNAI, 501–510. https://doi.org/10.1007/978-3-642-04754-1_51
Cheung, C. M. K., & Thadani, D. R. (2010). The effectiveness of electronic word-of-mouth communication: A literature analysis. 23rd Bled EConference ETrust: Implications for the Individual, Enterprises and Society - Proceedings, 329–345.
Cheung, R. (2014). The Influence of Electronic Word-of-Mouth on Information Adoption in Online Customer Communities. Global Economic Review, 43(1), 42–57. https://doi.org/10.1080/1226508X.2014.884048
Deval, H., Mantel, S. P., Kardes, F. R., & Posavac, S. S. (2013). How naive theories drive opposing inferences from the same information. Journal of Consumer Research, 39(6), 1185–1201.
Dodds, W. B., Monroe, K. B., & Grewal, D. (1991). Effects of price, brand, and store information on buyers’ product evaluations. Journal of Marketing Research, 28(3), 307–319.
Dwidienawati, D., Tjahjana, D., Abdinagoro, S. B., Gandasari, D., & Munawaroh. (2020). Customer review or influencer endorsement: which one influences purchase intention more? Heliyon, 6(11). https://doi.org/10.1016/j.heliyon.2020.e05543
Erkan, I., & Evans, C. (2018). Social media or shopping websites? The influence of eWOM on consumers’ online purchase intentions. Journal of Marketing Communications, 24(6), 617–632. https://doi.org/10.1080/13527266.2016.1184706
Floh, A., Koller, M., & Zauner, A. (2013a). Taking a deeper look at online reviews: The asymmetric effect of valence intensity on shopping behaviour. Journal of Marketing Management, 29(5–6), 646–670. https://doi.org/10.1080/0267257X.2013.776620
Floh, A., Koller, M., & Zauner, A. (2013b). Taking a deeper look at online reviews: The asymmetric effect of valence intensity on shopping behaviour. Journal of Marketing Management, 29(5–6), 646–670. https://doi.org/10.1080/0267257X.2013.776620
Friestad, M., & Wright, P. (1994). The people persuasion cope with knowledge persuasion model: How attempts. Journal of Consumer Research, 21(1), 1–31.
Gottschalk, S. A., & Mafael, A. (2017). Cutting through the online review jungle—investigating selective eWOM processing. Journal of Interactive Marketing, 37(1), 89–104.
Hung, I. W., & Wyer Jr, R. S. (2008). The impact of implicit theories on responses to problem-solving print advertisements. Journal of Consumer Psychology, 18(3), 223–235.
Indika, D. R., & Jovita, C. (2017). Media Sosial Instagram Sebagai Sarana Promosi Untuk Meningkatkan Minat Beli Konsumen. Jurnal Bisnis Terapan, 1(01), 25–32. https://doi.org/10.24123/jbt.v1i01.296
Ismagilova, E., Dwivedi, Y. K., Slade, E., & Williams, M. D. (2017). Electronic Word of Mouth (eWOM) in the Marketing Context. In SpringerBriefs in Business. http://link.springer.com/10.1007/978-3-319-52459-7
Jiménez, F. R., & Mendoza, N. A. (2013). Too popular to ignore: The influence of online reviews on purchase intentions of search and experience products. Journal of Interactive Marketing, 27(3), 226–235. https://doi.org/10.1016/j.intmar.2013.04.004
Kardes, F. R., Posavac, S. S., & Cronley, M. L. (2004). Consumer inference: A review of processes, bases, and judgment contexts. Journal of Consumer Psychology, 14(3), 230–256.
Kotler, P., & Keller, K. L. (2012). A framework for marketing. Sloan Management Review, 32, 94–104.
Kurdi, B. Al, Alshurideh, M., Akour, I., Alzoubi, H. M., Obeidat, B., & Alhamad, A. (2022). International Journal of Data and Network Science. 6, 1175–1186. https://doi.org/10.5267/j.ijdns.2022.7.002
Kuspriyono, T., & Nurelasari, E. (2018). Pengaruh Social Media Marketing Terhadap Customer Bonding dan Purchase to Intention. Jurnal Humaniora Dan Sosial, 18(2), 235–242. http://ejournal.bsi.ac.id/ejurnal/index.php/cakrawala%0APengaruh
Lee, E.-J., & Shin, S. Y. (2014). When do consumers buy online product reviews? Effects of review quality, product type, and reviewer’s photo. Computers in Human Behavior, 31, 356–366.
Lee, J., & Pee, L. G. (2013a). Reading consumer reviews to confirm my expectations: The accelerated impact of confirmation under extreme review tones.
Lee, J., & Pee, L. G. (2013b). Reading consumer reviews to confirm my expectations: The accelerated impact of confirmation under extreme review tones. Proceedings - Pacific Asia Conference on Information Systems, PACIS 2013.
Lee, M., & Youn, S. (2009). Electronic word of mouth (eWOM): How eWOM platforms influence consumer product judgement. International Journal of Advertising, 28(3), 473–499. https://doi.org/10.2501/S0265048709200709
Leong, C. M., Loi, A. M. W., & Woon, S. (2022). The influence of social media eWOM information on purchase intention. Journal of Marketing Analytics, 10(2), 145–157. https://doi.org/10.1057/s41270-021-00132-9
Likert, R. (1932). A technique for the measurement of attitudes. Archives of Psychology.
Matute, J., Polo-Redondo, Y., & Utrillas, A. (2016). The influence of EWOM characteristics on online repurchase intention: Mediating roles of trust and perceived usefulness. Online Information Review, 40(7), 1090–1110. https://doi.org/10.1108/OIR-11-2015-0373
McCroskey, L. L., McCroskey, J. C., & Richmond, V. P. (2006). Analysis and improvement of the measurement of interpersonal attraction and homophily. In Communication Quarterly (Vol. 54, Issue 1). https://doi.org/10.1080/01463370500270322
Mudambi, S. M., & Schuff, D. (2010). Research note: What makes a helpful online review? A study of customer reviews on Amazon. com. MIS Quarterly, 185–200.
Munuera-Aleman, J. L., & DELGADO-BALLESTER, E. (2005). Does brand trust matter to brand equity. Journal of Product & Brand Management, 14(3), 187–196.
Park, D. H., & Kim, S. (2008). The effects of consumer knowledge on message processing of electronic word-of-mouth via online consumer reviews. Electronic Commerce Research and Applications, 7(4), 399–410. https://doi.org/10.1016/j.elerap.2007.12.001
Prasad, S., Garg, A., & Prasad, S. (2019). Purchase decision of generation Y in an online environment. Marketing Intelligence and Planning, 37(4), 372–385. https://doi.org/10.1108/MIP-02-2018-0070
Pyle, M. A., Smith, A. N., & Chevtchouk, Y. (2021). In eWOM we trust: Using naïve theories to understand consumer trust in a complex eWOM marketspace. Journal of Business Research, 122(August 2020), 145–158. https://doi.org/10.1016/j.jbusres.2020.08.063
Rahman, A. (2020). Brand Image, eWOM, Trust and Online Purchase Intention of Digital Products among Malaysian Consumers. Journal of Xi’an University of Architecture & Technology, XII(III), 4935–4946. https://doi.org/10.37896/jxat12.03/452
Sair, S. A., Majeed, A., RAHI, S., & Hafaz, A. (2020). Influence of Electronic Word Of Mouth (E-WOM) on Purchase Intention of Mobile Phones through Information Quality: Empirical Evidence from Pakistan. International Journal of Business Information Systems, 1(1), 1. https://doi.org/10.1504/ijbis.2020.10034026
Soares, A. M., Pinho, J. C., & Nobre, H. (2012). From social to marketing interactions: The role of social networks. Journal of Transnational Management, 17(1), 45–62.
Sulthana, A. N., & Vasantha, S. (2019). Influence of electronic word of mouth eWOM on purchase intention. International Journal of Scientific and Technology Research, 8(10), 1–5.
Tan, L., & Keni, K. (2020). Prediksi E-Wom dan Subjective Norm terhadap Purchase Intention: Brand Attitude Sebagai Variabel Mediasi. Jurnal Manajerial Dan Kewirausahaan, 2(3), 765. https://doi.org/10.24912/jmk.v2i3.9590
Thomas, M.-J., Wirtz, B. W., & Weyerer, J. C. (2019). DETERMINANTS OF ONLINE REVIEW CREDIBILITY AND ITS IMPACT ON CONSUMERS’PURCHASE INTENTION. Journal of Electronic Commerce Research, 20(1), 1–20.
Tsao, W.-C., & Hsieh, M.-T. (2015). eWOM persuasiveness: do eWOM platforms and product type matter? Electronic Commerce Research, 15, 509–541.
Zhao, Y., Wang, L., Tang, H., & Zhang, Y. (2020). Electronic word-of-mouth and consumer purchase intentions in social e-commerce. Electronic Commerce Research and Applications, 41, 100980. https://doi.org/10.1016/j.elerap.2020.100980
Alkhawaldeh, A., Alsaad, A., Taamneh, A., & Alhawamdeh, H. (2020). Examining antecedents and consequences of university brand image. Management Science Letters, 10(5), 953–960. https://doi.org/10.5267/j.msl.2019.11.016
Amin, M., Nasution, A. P., Sambodo, I. M., & ... (2021). … Pemasaran Media Sosial Terhadap Minat Beli Produk Online Dengan Manajemen Hubungan Pelanggan Dan Ekuitas Merek Sebagai …. Ecobisma (Jurnal …, 8(1), 122–137. https://jurnal.ulb.ac.id/index.php/ecobisma/article/view/2443
Bhandari, M., Rodgers, S., & Pan, P. L. (2021). Brand feedback to negative eWOM messages: Effects of stability and controllability of problem causes on brand attitudes and purchase intentions. Telematics and Informatics, 58, 101522. https://doi.org/10.1016/j.tele.2020.101522
Broniarczyk, S. M., & Griffin, J. G. (2014). Decision difficulty in the age of consumer empowerment. Journal of Consumer Psychology, 24(4), 608–625.
Chang, K. C., Hsu, Y. T., Hsu, C. L., & Sung, Y. K. (2019). Effect of tangibilization cues on consumer purchase intention in the social media context: Regulatory focus perspective and the moderating role of perceived trust. Telematics and Informatics, 44(June 2019), 101265. https://doi.org/10.1016/j.tele.2019.101265
Cheung, C. M. K., Lee, M. K. O., & Thadani, D. R. (2009). The impact of positive electronic word-of-mouth on consumer online purchasing decision. Lecture Notes in Computer Science (Including Subseries Lecture Notes in Artificial Intelligence and Lecture Notes in Bioinformatics), 5736 LNAI, 501–510. https://doi.org/10.1007/978-3-642-04754-1_51
Cheung, C. M. K., & Thadani, D. R. (2010). The effectiveness of electronic word-of-mouth communication: A literature analysis. 23rd Bled EConference ETrust: Implications for the Individual, Enterprises and Society - Proceedings, 329–345.
Cheung, R. (2014). The Influence of Electronic Word-of-Mouth on Information Adoption in Online Customer Communities. Global Economic Review, 43(1), 42–57. https://doi.org/10.1080/1226508X.2014.884048
Deval, H., Mantel, S. P., Kardes, F. R., & Posavac, S. S. (2013). How naive theories drive opposing inferences from the same information. Journal of Consumer Research, 39(6), 1185–1201.
Dodds, W. B., Monroe, K. B., & Grewal, D. (1991). Effects of price, brand, and store information on buyers’ product evaluations. Journal of Marketing Research, 28(3), 307–319.
Dwidienawati, D., Tjahjana, D., Abdinagoro, S. B., Gandasari, D., & Munawaroh. (2020). Customer review or influencer endorsement: which one influences purchase intention more? Heliyon, 6(11). https://doi.org/10.1016/j.heliyon.2020.e05543
Erkan, I., & Evans, C. (2018). Social media or shopping websites? The influence of eWOM on consumers’ online purchase intentions. Journal of Marketing Communications, 24(6), 617–632. https://doi.org/10.1080/13527266.2016.1184706
Floh, A., Koller, M., & Zauner, A. (2013a). Taking a deeper look at online reviews: The asymmetric effect of valence intensity on shopping behaviour. Journal of Marketing Management, 29(5–6), 646–670. https://doi.org/10.1080/0267257X.2013.776620
Floh, A., Koller, M., & Zauner, A. (2013b). Taking a deeper look at online reviews: The asymmetric effect of valence intensity on shopping behaviour. Journal of Marketing Management, 29(5–6), 646–670. https://doi.org/10.1080/0267257X.2013.776620
Friestad, M., & Wright, P. (1994). The people persuasion cope with knowledge persuasion model: How attempts. Journal of Consumer Research, 21(1), 1–31.
Gottschalk, S. A., & Mafael, A. (2017). Cutting through the online review jungle—investigating selective eWOM processing. Journal of Interactive Marketing, 37(1), 89–104.
Hung, I. W., & Wyer Jr, R. S. (2008). The impact of implicit theories on responses to problem-solving print advertisements. Journal of Consumer Psychology, 18(3), 223–235.
Indika, D. R., & Jovita, C. (2017). Media Sosial Instagram Sebagai Sarana Promosi Untuk Meningkatkan Minat Beli Konsumen. Jurnal Bisnis Terapan, 1(01), 25–32. https://doi.org/10.24123/jbt.v1i01.296
Ismagilova, E., Dwivedi, Y. K., Slade, E., & Williams, M. D. (2017). Electronic Word of Mouth (eWOM) in the Marketing Context. In SpringerBriefs in Business. http://link.springer.com/10.1007/978-3-319-52459-7
Jiménez, F. R., & Mendoza, N. A. (2013). Too popular to ignore: The influence of online reviews on purchase intentions of search and experience products. Journal of Interactive Marketing, 27(3), 226–235. https://doi.org/10.1016/j.intmar.2013.04.004
Kardes, F. R., Posavac, S. S., & Cronley, M. L. (2004). Consumer inference: A review of processes, bases, and judgment contexts. Journal of Consumer Psychology, 14(3), 230–256.
Kotler, P., & Keller, K. L. (2012). A framework for marketing. Sloan Management Review, 32, 94–104.
Kurdi, B. Al, Alshurideh, M., Akour, I., Alzoubi, H. M., Obeidat, B., & Alhamad, A. (2022). International Journal of Data and Network Science. 6, 1175–1186. https://doi.org/10.5267/j.ijdns.2022.7.002
Kuspriyono, T., & Nurelasari, E. (2018). Pengaruh Social Media Marketing Terhadap Customer Bonding dan Purchase to Intention. Jurnal Humaniora Dan Sosial, 18(2), 235–242. http://ejournal.bsi.ac.id/ejurnal/index.php/cakrawala%0APengaruh
Lee, E.-J., & Shin, S. Y. (2014). When do consumers buy online product reviews? Effects of review quality, product type, and reviewer’s photo. Computers in Human Behavior, 31, 356–366.
Lee, J., & Pee, L. G. (2013a). Reading consumer reviews to confirm my expectations: The accelerated impact of confirmation under extreme review tones.
Lee, J., & Pee, L. G. (2013b). Reading consumer reviews to confirm my expectations: The accelerated impact of confirmation under extreme review tones. Proceedings - Pacific Asia Conference on Information Systems, PACIS 2013.
Lee, M., & Youn, S. (2009). Electronic word of mouth (eWOM): How eWOM platforms influence consumer product judgement. International Journal of Advertising, 28(3), 473–499. https://doi.org/10.2501/S0265048709200709
Leong, C. M., Loi, A. M. W., & Woon, S. (2022). The influence of social media eWOM information on purchase intention. Journal of Marketing Analytics, 10(2), 145–157. https://doi.org/10.1057/s41270-021-00132-9
Likert, R. (1932). A technique for the measurement of attitudes. Archives of Psychology.
Matute, J., Polo-Redondo, Y., & Utrillas, A. (2016). The influence of EWOM characteristics on online repurchase intention: Mediating roles of trust and perceived usefulness. Online Information Review, 40(7), 1090–1110. https://doi.org/10.1108/OIR-11-2015-0373
McCroskey, L. L., McCroskey, J. C., & Richmond, V. P. (2006). Analysis and improvement of the measurement of interpersonal attraction and homophily. In Communication Quarterly (Vol. 54, Issue 1). https://doi.org/10.1080/01463370500270322
Mudambi, S. M., & Schuff, D. (2010). Research note: What makes a helpful online review? A study of customer reviews on Amazon. com. MIS Quarterly, 185–200.
Munuera-Aleman, J. L., & DELGADO-BALLESTER, E. (2005). Does brand trust matter to brand equity. Journal of Product & Brand Management, 14(3), 187–196.
Park, D. H., & Kim, S. (2008). The effects of consumer knowledge on message processing of electronic word-of-mouth via online consumer reviews. Electronic Commerce Research and Applications, 7(4), 399–410. https://doi.org/10.1016/j.elerap.2007.12.001
Prasad, S., Garg, A., & Prasad, S. (2019). Purchase decision of generation Y in an online environment. Marketing Intelligence and Planning, 37(4), 372–385. https://doi.org/10.1108/MIP-02-2018-0070
Pyle, M. A., Smith, A. N., & Chevtchouk, Y. (2021). In eWOM we trust: Using naïve theories to understand consumer trust in a complex eWOM marketspace. Journal of Business Research, 122(August 2020), 145–158. https://doi.org/10.1016/j.jbusres.2020.08.063
Rahman, A. (2020). Brand Image, eWOM, Trust and Online Purchase Intention of Digital Products among Malaysian Consumers. Journal of Xi’an University of Architecture & Technology, XII(III), 4935–4946. https://doi.org/10.37896/jxat12.03/452
Sair, S. A., Majeed, A., RAHI, S., & Hafaz, A. (2020). Influence of Electronic Word Of Mouth (E-WOM) on Purchase Intention of Mobile Phones through Information Quality: Empirical Evidence from Pakistan. International Journal of Business Information Systems, 1(1), 1. https://doi.org/10.1504/ijbis.2020.10034026
Soares, A. M., Pinho, J. C., & Nobre, H. (2012). From social to marketing interactions: The role of social networks. Journal of Transnational Management, 17(1), 45–62.
Sulthana, A. N., & Vasantha, S. (2019). Influence of electronic word of mouth eWOM on purchase intention. International Journal of Scientific and Technology Research, 8(10), 1–5.
Tan, L., & Keni, K. (2020). Prediksi E-Wom dan Subjective Norm terhadap Purchase Intention: Brand Attitude Sebagai Variabel Mediasi. Jurnal Manajerial Dan Kewirausahaan, 2(3), 765. https://doi.org/10.24912/jmk.v2i3.9590
Thomas, M.-J., Wirtz, B. W., & Weyerer, J. C. (2019). DETERMINANTS OF ONLINE REVIEW CREDIBILITY AND ITS IMPACT ON CONSUMERS’PURCHASE INTENTION. Journal of Electronic Commerce Research, 20(1), 1–20.
Tsao, W.-C., & Hsieh, M.-T. (2015). eWOM persuasiveness: do eWOM platforms and product type matter? Electronic Commerce Research, 15, 509–541.
Zhao, Y., Wang, L., Tang, H., & Zhang, Y. (2020). Electronic word-of-mouth and consumer purchase intentions in social e-commerce. Electronic Commerce Research and Applications, 41, 100980. https://doi.org/10.1016/j.elerap.2020.100980
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Affiliations
Giltom Antonio Lenggu
Department of Management, Faculty of Economics and Business, Satya Wacana Christian University
Gede Ariadi
Department of Management, Faculty of Economics and Business, Satya Wacana Christian University
How to Cite
1.
Lenggu G, Ariadi G. Influence of eWOM to Purchase Intention Mediated by Trust and Comprehensive Review of Tenun Ikat Product on Instagram. MAJ [Internet]. 30Oct.2023 [cited 18Jul.2024];12(3):364-73. Available from: https://journal.unnes.ac.id/sju/maj/article/view/69772
Influence of eWOM to Purchase Intention Mediated by Trust and Comprehensive Review of Tenun Ikat Product on Instagram
Vol 12 No 3 (2023): Management Analysis Journal
Submitted: Jun 11, 2023
Published: Oct 30, 2023
Abstract
The emergence of new communication channels and platforms due to the internet’s influence on social media and behaviour has created opportunities for creating and disseminating user-generated content. Nowadays, many companies turn over e-commerce to social media such as Instagram. The product of Tenun Ikat from East Nusa Tenggara (NTT) is promoted on Instagram, which makes the customer hesitate to buy the product. Additionally, scepticism, anxiety, and fear of social media content lead customers not to believe that the product can be trusted or not. By then, the researcher has established this paper using the fundamental theory of naïve that generates the mediated variable of comprehensive review and trust. This paper conceptualized how eWOM significantly impacts, if mediated by comprehensive review and trust, resulting in purchase intention. Analyzing sample data collection of 175 random customers who saw the promotion activity of Tenun Ikat NTT on Instagram achieved an outstanding result where comprehensive review has significant mediating the eWOM and purchase intention. This research shows that naïve theory is well contributed in this paper where it manages people to seek the detail of information, including personal experience, to pursue customer interest in the product. Theoretically, the study proves that the naïve theory has played a significant role in mediating comprehensive review and trust variables to pull out the critical aspect of eWOM and purchase intentions that benefit businesses.