Consumer perceived value, involvement, trust, susceptibility to interpersonal influence, and intention to participate in online group buying

Varinder M. Sharma and Andreas Klein

Journal of Retailing and Consumer Services, 2020, vol. 52, issue C

Abstract: Postulating consumer involvement as crucial to online group buying, this study deploys consumer perceived value, perceived trust, and susceptibility to interpersonal influence to provide a closer look at consumer intention to participate in online group buying. The results of the proposed model, tested using structural equation modeling on a sample of 553 respondents, show that consumer involvement plays a central role in explaining intention to participate in online group buying. Consumer perceived value, perceived trust, and susceptibility to interpersonal influence all show a significant relationship with consumer involvement. Consumer perceived value also exhibits a strong relationship with perceived trust, which, in turn, exhibits a significant relationship with intention to participate in online group buying. The results furnish significant contributions to the theory and practice of online group buying and retailing. The limitations of the study and implications for future research in online group buying are discussed.

Keywords: Online group buying; Consumer behavior; Involvement; Trust; Perceived value; Interpersonal influence; Intention to participate (search for similar items in EconPapers)
Date: 2020
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Citations: View citations in EconPapers (39)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joreco:v:52:y:2020:i:c:s0969698919302607

DOI: 10.1016/j.jretconser.2019.101946

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