Exploring the synergy effect of trust with other beliefs in television shopping
ISSN: 0025-1747
Article publication date: 11 November 2019
Issue publication date: 10 February 2020
Abstract
Purpose
Television (TV) shopping has notably changed human shopping behaviors. However, despite its significant advantages, TV shopping still faces many challenges in promoting customer purchase behavior. The purpose of this paper is to explore the synergy effect of trust with other beliefs on purchase intention in TV shopping. Other beliefs, including perceived media richness, perceived price fairness, perceived convenience and perceived host interaction, were tested as the synergy factors in the proposed model.
Design/methodology/approach
A hierarchical moderator regression analysis was conducted, and data on the TV shopping habits of 428 customers in Taiwan were examined.
Findings
The findings of the study revealed that trust synergizes perceived price fairness and perceived host interaction rather than perceived media richness and perceived convenience to enhance purchase intention in TV shopping.
Research limitations/implications
This study confirmed the assumption that trust synergizes the beliefs (i.e. perceived price fairness and perceived host interaction) to enlarge purchase intention in TV shopping.
Practical implications
This study suggests that service providers need to prioritize concerns to build trust with customers to encourage purchases during TV shopping. They should also actively promote fair prices and invite famous people to serve as hosts to motivate purchases in TV shopping.
Originality/value
This study advances the knowledge of the trust theory and the synergy model by examining the synergy effect of trust with other beliefs in TV shopping.
Keywords
Citation
Yen, Y.-S. (2020), "Exploring the synergy effect of trust with other beliefs in television shopping", Management Decision, Vol. 58 No. 3, pp. 428-447. https://doi.org/10.1108/MD-11-2016-0814
Publisher
:Emerald Publishing Limited
Copyright © 2019, Emerald Publishing Limited