Green Purchase Behavior in Indonesia: Examining the Role of Knowledge, Trust and Marketing

Philia Vironika () and Mira Maulida
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Philia Vironika: Department of Business Administration, Swiss German University, Tangerang 15143, Indonesia
Mira Maulida: Department of Business Administration, Ernst-Abbe-Hochschule Jena, 07745 Jena, Germany

Challenges, 2025, vol. 16, issue 3, 1-34

Abstract: This study investigates the factors influencing green purchase behavior in emerging economies, focusing on Indonesian consumers’ preferences for organic food products. While sustainability awareness is growing globally, limited research has examined how environmental knowledge and trust interact with marketing efforts to shape green purchasing decisions in developing market contexts like Indonesia. The research model incorporates five constructs: environmental knowledge (awareness of ecological issues), green trust (confidence in environmental claims), green marketing mix (eco-oriented strategies for product, price, place, and promotion), green purchase intention (likelihood of buying eco-friendly products), and green purchase behavior (actual sustainable buying decisions). Data from 211 valid respondents were analyzed using structural equation modeling. The results indicate that environmental knowledge directly influences green trust and the green marketing mix but not green purchase intention or behavior. Instead, it affects behavior indirectly through trust and intention. Contrary to expectations, green trust does not influence the green marketing mix, suggesting it may operate independently of marketing strategies. Similarly, the green marketing mix does not significantly influence green purchase intention or behavior, suggesting that marketing strategies alone may be insufficient in driving sustainable consumer choices. These findings highlight the important role of environmental knowledge in fostering consumer trust and indirectly guiding green purchasing behavior in emerging markets. By promoting sustainable consumption through knowledge and trust, this study offers insights into consumer behavior as a pathway to advancing planetary health. This study advances the Theory of Planned Behavior by integrating green trust and the green marketing mix to explain how trust and economic factors shape green purchasing behavior. Practical implications suggest that businesses should adopt targeted green marketing strategies, such as educational campaigns, eco-labeling, or certifications, to enhance environmental awareness, build consumer trust, and encourage sustainable purchasing decisions. This study contributes to the literature by examining how environmental knowledge indirectly influences green purchase behavior through the mediation of trust and intention within the context of an emerging market.

Keywords: organic food; environmental knowledge; green trust; green marketing mix; green purchase intention; green purchase behavior; emerging markets (search for similar items in EconPapers)
JEL-codes: A00 C00 Z00 (search for similar items in EconPapers)
Date: 2025
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