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The influence of trust and relationship commitment to vloggers on viewers' purchase intention
Chen, Yangyang1; Tingchi Liu, Matthew1; Liu, Yongdan4; Chang, Angela Wen yu2; Yen, Jerome3
2022-02-04
Source PublicationAsia Pacific Journal of Marketing and Logistics
ABS Journal Level1
ISSN1355-5855
Volume34Issue:2Pages:249-267
Abstract

Purpose: This study extends the commitment-trust theory from the perspective of relationship marketing and explores its effect on purchase intention under the moderation of trust by investigating vloggers' relationship marketing in the context of social media. Design/methodology/approach: The study employs a survey investigation with online questionnaires in China, and the hypotheses were tested using multiple regression analyses, with 319 valid consumer responses. Findings: The findings reveal that the extended commitment-trust theory is applicable in the context of social media. Perceived relationship commitment, expertise, physical attractiveness, social attractiveness and self-disclosure play a significant role in predicting purchase intention. Relationship commitment proves to be a mediator between the antecedents and purchase intention. Trust shows a moderating effect on the antecedents and relationship commitment. Originality/value: The study provides evidence of the importance of the above-mentioned antecedents in influencing viewers' relationship commitment to vloggers in the context of social media. The results contribute to the development of the commitment-trust theory and an understanding of the theory's underlying mechanisms. The result also provides further evidence of the effect of trust on relationship commitment.

Other Abstract

 

KeywordPurchase Intention Relationship Marketing Social Media Trust Vlogger
DOI10.1108/APJML-08-2020-0626
URLView the original
Indexed BySSCI
Language英語English
WOS Research AreaBusiness & Economics
WOS SubjectBusiness
WOS IDWOS:000645666500001
PublisherEMERALD GROUP PUBLISHING LTDHOWARD HOUSE, WAGON LANE, BINGLEY BD16 1WA, W YORKSHIRE, ENGLAND
Scopus ID2-s2.0-85106272816
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Document TypeJournal article
CollectionFaculty of Science and Technology
DEPARTMENT OF COMPUTER AND INFORMATION SCIENCE
Affiliation1.Faculty of Business Administration, University of Macau, Taipa, Macao
2.Communication Department, University of Macau, Taipa, Macao
3.Distinguished Professor of Computer and Information Science, FST, University of Macau, Taipa, Macao
4.Business School, Central South University, Changsha, China
First Author AffilicationFaculty of Business Administration
Recommended Citation
GB/T 7714
Chen, Yangyang,Tingchi Liu, Matthew,Liu, Yongdan,et al. The influence of trust and relationship commitment to vloggers on viewers' purchase intention[J]. Asia Pacific Journal of Marketing and Logistics, 2022, 34(2), 249-267.
APA Chen, Yangyang., Tingchi Liu, Matthew., Liu, Yongdan., Chang, Angela Wen yu., & Yen, Jerome (2022). The influence of trust and relationship commitment to vloggers on viewers' purchase intention. Asia Pacific Journal of Marketing and Logistics, 34(2), 249-267.
MLA Chen, Yangyang,et al."The influence of trust and relationship commitment to vloggers on viewers' purchase intention".Asia Pacific Journal of Marketing and Logistics 34.2(2022):249-267.
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