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Linking Initial Beliefs, Trust, Perceived Value and Purchase Intentions in the Context of Second-Hand Goods Sold by Unknown Online Retailers

Rediscovering the Essentiality of Marketing, p.761-762

Academy of Marketing Science 2016 ;ISSN: 2363-6165 ;ISBN: 9783319298764 ;ISBN: 3319298763 ;EISSN: 2363-6173 ;EISBN: 3319298771 ;EISBN: 9783319298771 ;DOI: 10.1007/978-3-319-29877-1_145

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  • Title:
    Linking Initial Beliefs, Trust, Perceived Value and Purchase Intentions in the Context of Second-Hand Goods Sold by Unknown Online Retailers
  • Author: Salciuviene, Laura ; Daryanto, Ahmad
  • Subjects: Customer Purchase Intention ; Initial Belief ; Online Retailers ; Online Social Communities ; Second-hand Goods
  • Is Part Of: Rediscovering the Essentiality of Marketing, p.761-762
  • Description: Online shopping is significantly increasing worldwide and is showing a continuous potential in terms of growth, security, price and shopping convenience. A constant 11 % increase in online retail revenues suggests that online orders are increasing and will grow steadily to $370 billion in 2017 (Abramovich 2014). This growing trend might be also advantageous for second-hand online retailers as it has been reported that one third of consumers buy more second-hand goods compared to previous years (Chahai 2013). Second-hand online shopping is one of the industries that everlastingly remain unaffected even if it undergoes any economic circumstances (Heller 2011) as recession might even have a positive effect on sales growth of second-hand goods. Currently, at least seven out of ten customers have purchased second-hand goods, such as DVDs, CDs, books or adult clothing (Chahai 2013). Since the second-hand industry has been predicted to grow steadily, second-hand retailers need to have a better understanding of their target market’s initial beliefs and their purchase intentions of second-hand goods. Thus, our study investigates how initial beliefs, trust and perceived value influence intentions to purchase second-hand goods from unknown online retailers. To achieve the objective of the study, we conducted an online survey with 251 respondents who purchase second-hand goods from online retailers. Respondents were recruited using online social communities (i.e., Myspace and Facebook). Our findings suggest that information on safety and reliability that second-hand good online retailers present on their websites affects customer intentions to purchase second-hand goods from those retailers. The perceived safety of the website translates into positive perceptions about second-hand goods and contributes to customer purchase intentions from that online retailer. This research offers implications with a practical focus on maximising purchases of second-hand goods sold online.
  • Publisher: Cham: Springer International Publishing
  • Language: English
  • Identifier: ISSN: 2363-6165
    ISBN: 9783319298764
    ISBN: 3319298763
    EISSN: 2363-6173
    EISBN: 3319298771
    EISBN: 9783319298771
    DOI: 10.1007/978-3-319-29877-1_145
  • Source: Ebook Central Academic Complete
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