Pengaruh Popularitas, Kualitas Argumen, Daya Tarik Pada Unggahan @Dr.Ziee di Tiktok Terhadap Kepercayaan, Sikap dan Niat Beli
DOI:
https://doi.org/10.33752/bisei.v7i1.2678Keywords:
Post Popularity, Argument Quality, Post Attractiveness, Trust; Attitude, Purchase Intention, Cue Utilization TheoryAbstract
This research aims to determine the effect of popularity, quality of argument, attractiveness of @dr.ziee skincare product recommendation post on TikTok on trust, attitude and purchase intention by using cue utilization theory. This study uses a quantitative approach with the analytical technique used is partial least square with 200 respondents using TikTok who have a minimum age of 16 years and skincare users. The dependent variable used is the popularity of the post, the quality of the argument and the attractiveness of the post. The independent variable is purchase intention with the mediating variables are beliefs and attitudes. The results show that the popularity, argument quality and attractiveness of the post have a significant positive impact on trust which means that users take advantage of the popularity post, argumentation quality and attractiveness of the post to build on recommendation posts on social media. The attractiveness of post with short videos complements previous research using photo media, where the attractiveness of short videos can make consumers understand product information better because it is an information-rich medium compared to photos, thus affecting trust in recommendation posts. Trust in the recommendation post also affects attitudes and purchase intentions positively and significantly which is in accordance with previous research.
Keywords: : Post Popularity; Argument Quality; Post Attractiveness; Trust; Attitude; Purchase Intention; Cue Utilization Theory
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He, W., Qiao, Q., & Wei, K. K. (2009). Social relationship and its role in knowledge management systems usage. Information and Management, 46(3), 175–180. https://doi.org/10.1016/j.im.2007.11.005
Hill, S. R., Troshani, I., & Chandrasekar, D. (2020). Signalling Effects of Vlogger Popularity on Online Consumers. Journal of Computer Information Systems, 60(1), 76–84. https://doi.org/10.1080/08874417.2017.1400929
How to tell if an account is verified on TikTok | TikTok Newsroom. (2019). 30 Agustus. https://newsroom.tiktok.com/en-us/how-to-tell-if-an-account-is-verified-on-tiktok
Hsu, M. H., Yen, C. H., Chiu, C. M., & Chang, C. M. (2006). A longitudinal investigation of continued online shopping behavior: An extension of the theory of planned behavior. International Journal of Human Computer Studies, 64(9), 889–904. https://doi.org/10.1016/j.ijhcs.2006.04.004
Jeong, H. J., & Kwon, K. N. (2012). The Effectiveness of Two Online Persuasion Claims: Limited Product Availability and Product Popularity. Journal of Promotion Management, 18(1), 83–99. https://doi.org/10.1080/10496491.2012.646221
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Kao, K. C., Hill, S. R., & Troshani, I. (2017). Online consumers’ responses to deal popularity as an extrinsic cue. Journal of Computer Information Systems, 57(4), 374–384. https://doi.org/10.1080/08874417.2016.1232997
Kelly, J. (2021, July 2). TikTok Is Testing A New Gen-Z Friendly Résumé Video Feature: Will Gen-Xers And Baby Boomers Feel Excluded? https://www.forbes.com/sites/jackkelly/2021/07/09/tiktok-is-testing-a-new-gen-z-friendly-rsum-video-feature-will-gen-xers-and-baby-boomers-feel-excluded/?sh=7f9a710d6269
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Kemp, S. (2019). Digital 2019: Indonesia — DataReportal – Global Digital Insights. 31 Januari . https://datareportal.com/reports/digital-2019-indonesia
Kemp, S. (2020). Digital 2020: Indonesia — DataReportal – Global Digital Insights. 18 Februari . https://datareportal.com/reports/digital-2020-indonesia
Kemp, S. (2021). Digital in Indonesia: All the Statistics You Need in 2021 — DataReportal – Global Digital Insights. 11 Februari . https://datareportal.com/reports/digital-2021-indonesia
Kemp Simon. (2017). Digital 2017: Indonesia — DataReportal – Global Digital Insights. 1 Februari . https://datareportal.com/reports/digital-2017-indonesia
Koran Tempo. (2020). Kemenperin: Perubahan Gaya Hidup Dorong Industri Kosmetik. 27 Januari. https://kemenperin.go.id/artikel/21460/Perubahan-Gaya-Hidup-Dorong-Industri-Kosmetik
Kotler, P., & Keller, K. L. (2016). Marketing Management. In MARKETING MANAGEMENT (Vol. 15e). https://doi.org/10.2307/1250781
Kukar-Kinney, M., & Xia, L. (2017). The effectiveness of number of deals purchased in influencing consumers’ response to daily deal promotions: A cue utilization approach. Journal of Business Research, 79(June), 189–197. https://doi.org/10.1016/j.jbusres.2017.06.012
Liu, G., Attitude, B., & Perception, B. (2019). Video Marketing on Consumer Brand Attitude. 336(Icsshe 19), 784–789.
Liu, X. (2013). Full-Text Citation Analysis : A New Method to Enhance. Journal of the American Society for Information Science and Technology, 64(July), 1852–1863. https://doi.org/10.1002/asi
Lu, Y., Zhao, L., & Wang, B. (2010). From virtual community members to C2C e-commerce buyers: Trust in virtual communities and its effect on consumers’ purchase intention. Electronic Commerce Research and Applications, 9(4), 346–360. https://doi.org/10.1016/j.elerap.2009.07.003
Mavlanova, T., Benbunan-Fich, R., & Lang, G. (2016). The role of external and internal signals in E-commerce. Decision Support Systems, 87, 59–68. https://doi.org/10.1016/j.dss.2016.04.009
McKnight, D. H., & Chervany, N. L. (2001). Conceptualizing trust: A typology and e-commerce customer relationships model. Proceedings of the Hawaii International Conference on System Sciences, 00(c), 168. https://doi.org/10.1109/HICSS.2001.927053
Mothersbaugh, D. L., Hawkins, D. I., & Kleiser, S. B. (2020). Consumer Behavior Building Marketing Strategy.
Sharma, S., Menard, P., & Mutchler, L. A. (2019). Who to Trust? Applying Trust to Social Commerce. Journal of Computer Information Systems, 59(1), 32–42. https://doi.org/10.1080/08874417.2017.1289356
Solomon, M. R. (2019). Consumer Behavior Buying, Having, and Being Thirteent Edition. In Pearson Education (Vol. 53, Issue 9).
Stephanie Chevalier. (2021). • Online sources for product searches worldwide 2020 | Statista. 7 Juli . https://www.statista.com/statistics/1034209/global-product-search-online-sources/
Van der Heijden, H. (2003). Hans-Van-Der-Heijden-2003. Information & Management, 40, 541–549.
Verhagen, T., Feldberg, F., Van Den Hooff, B., Meents, S., & Merikivi, J. (2012). Understanding users’ motivations to engage in virtual worlds: A multipurpose model and empirical testing. Computers in Human Behavior, 28(2), 484–495. https://doi.org/10.1016/j.chb.2011.10.020
Wang, Q., Cui, X., Huang, L., & Dai, Y. (2016). Seller reputation or product presentation? An empirical investigation from cue utilization perspective. International Journal of Information Management, 36(3), 271–283. https://doi.org/10.1016/j.ijinfomgt.2015.12.006
Wang, W., & Benbasat, I. (2007). Recommendation agents for electronic commerce: Effects of explanation facilities on trusting beliefs. In Journal of Management Information Systems (Vol. 23, Issue 4). https://doi.org/10.2753/MIS0742-1222230410
Xu, Y., Cai, S., & Kim, H. W. (2013). Cue consistency and page value perception: Implications for web-based catalog design. Information and Management, 50(1), 33–42. https://doi.org/10.1016/j.im.2012.11.001
Yang, K., Kim, H. J. M., & Tanoff, L. (2020). Signaling trust: Cues from Instagram posts. Electronic Commerce Research and Applications, 43(July 2019). https://doi.org/10.1016/j.elerap.2020.100998
Yu, S., Hudders, L., & Cauberghe, V. (2018). Are fashion consumers like schooling fish? The effectiveness of popularity cues in fashion e-commerce. Journal of Business Research, 85(December 2017), 105–116. https://doi.org/10.1016/j.jbusres.2017.12.035
Yue, L., Liu, Y., & Wei, X. (2017). Influence of online product presentation on consumers’ trust in organic food: A mediated moderation model. British Food Journal, 119(12), 2724–2739. https://doi.org/10.1108/BFJ-09-2016-0421
Zainal, N. T. A., Harun, A., & Lily, J. (2017). Examining the mediating effect of attitude towards electronic words-of mouth (eWOM) on the relation between the trust in eWOM source and intention to follow eWOM among Malaysian travellers. Asia Pacific Management Review, 22(1), 35–44. https://doi.org/10.1016/j.apmrv.2016.10.004
Anderson, K. E. (2020). Getting acquainted with social networks and apps: it is time to talk about TikTok. Library Hi Tech News, 37(4), 7–12. https://doi.org/10.1108/LHTN-01-2020-0001
Antoniadis, I., Paltsoglou, S., & Patoulidis, V. (2019). post popularity and reactions in retail brand pages on Facebook. International Journal of Retail and Distribution Management, 47(9), 957–973. https://doi.org/10.1108/IJRDM-09-2018-0195
Badan Pengembangan Bahasa dan Perbukuan. (2020). Pencarian - KBBI Daring. Kementrian Pendidikan Dan Kebudayaan Republik Indonesia.
Bhattacherjee, A., & Clive, S. (2016). Influence Processes for Information Technology Acceptance : An Elaboration Likelihood Model1. MIS Quarterly, 30(4), 805–825.
Boyd, J. (2003). The rhetorical construction of trust online. Communication Theory, 13(4), 392–410. https://doi.org/10.1111/j.1468-2885.2003.tb00298.x
Brown, J. O., Broderick, A. J., & Lee, N. (2007). Online Communities : Conceptualizing the Online Social Network. Journal of Interactive Marketing, 21(3), 2–20. https://doi.org/10.1002/dir
Casaló, L. V., Flavián, C., & GuinalÃu, M. (2010). Determinants of the intention to participate in firm-hosted online travel communities and effects on consumer behavioral intentions. Tourism Management, 31(6), 898–911. https://doi.org/10.1016/j.tourman.2010.04.007
Chang, Y. T., Yu, H., & Lu, H. P. (2015). Persuasive messages, popularity cohesion, and message diffusion in social media marketing. Journal of Business Research, 68(4), 777–782. https://doi.org/10.1016/j.jbusres.2014.11.027
Chen, Y., Lu, Y., Wang, B., & Pan, Z. (2019). How do product recommendations affect impulse buying? An empirical study on WeChat social commerce. Information and Management, 56(2), 236–248. https://doi.org/10.1016/j.im.2018.09.002
Cheung, C. M. K., Xiao, B. S., & Liu, I. L. B. (2014). Do actions speak louder than voices? the signaling role of social information cues in influencing consumer purchase decisions. Decision Support Systems, 65(C), 50–58. https://doi.org/10.1016/j.dss.2014.05.002
De Vries, L., Gensler, S., & Leeflang, P. S. H. (2012). Popularity of Brand post on Brand Fan Pages: An Investigation of the Effects of Social Media Marketing. Journal of Interactive Marketing, 26(2), 83–91. https://doi.org/10.1016/j.intmar.2012.01.003
Dean, D. H. (1999). Brand endorsement, popularity, and event sponsorship as advertising cues affecting consumer pre-purchase attitudes. Journal of Advertising, 28(3), 1–12. https://doi.org/10.1080/00913367.1999.10673585
Dwivedi, A., & Johnson, L. W. (2013). Trust-commitment as a mediator of the celebrity endorser-brand equity relationship in a service context. Australasian Marketing Journal, 21(1), 36–42. https://doi.org/10.1016/j.ausmj.2012.10.001
Erkan, I., & Evans, C. (2016). The influence of eWOM in social media on consumers’ purchase intentions: An extended approach to information adoption. Computers in Human Behavior, 61, 47–55. https://doi.org/10.1016/j.chb.2016.03.003
Fallahnda, B. (2021). Prediksi Tren Skincare di Tahun 2021 Menurut Ahli Dermatologi. 19 Januari. https://tirto.id/prediksi-tren-skincare-di-tahun-2021-menurut-ahli-dermatologi-f9ok
Gefen, & Straub. (2003). Managing User Trust in B2C e-Services. E-Service Journal, 2(2), 7. https://doi.org/10.2979/esj.2003.2.2.7
Goes, P. B., Lin, M., & Yeung, C. man A. (2014). “Popularity effect†in user-generated content: Evidence from online product reviews. Information Systems Research, 25(2), 222–238. https://doi.org/10.1287/isre.2013.0512
Haro-de-Rosario, A., Sáez-MartÃn, A., & del Carmen Caba-Pérez, M. (2018). Using social media to enhance citizen engagement with local government: Twitter or Facebook? New Media and Society, 20(1), 29–49. https://doi.org/10.1177/1461444816645652
Harrison McKnight, D., Choudhury, V., & Kacmar, C. (2002). The impact of initial consumer trust on intentions to transact with a web site: A trust building model. Journal of Strategic Information Systems, 11(3–4), 297–323. https://doi.org/10.1016/S0963-8687(02)00020-3
He, W., Qiao, Q., & Wei, K. K. (2009). Social relationship and its role in knowledge management systems usage. Information and Management, 46(3), 175–180. https://doi.org/10.1016/j.im.2007.11.005
Hill, S. R., Troshani, I., & Chandrasekar, D. (2020). Signalling Effects of Vlogger Popularity on Online Consumers. Journal of Computer Information Systems, 60(1), 76–84. https://doi.org/10.1080/08874417.2017.1400929
How to tell if an account is verified on TikTok | TikTok Newsroom. (2019). 30 Agustus. https://newsroom.tiktok.com/en-us/how-to-tell-if-an-account-is-verified-on-tiktok
Hsu, M. H., Yen, C. H., Chiu, C. M., & Chang, C. M. (2006). A longitudinal investigation of continued online shopping behavior: An extension of the theory of planned behavior. International Journal of Human Computer Studies, 64(9), 889–904. https://doi.org/10.1016/j.ijhcs.2006.04.004
Jeong, H. J., & Kwon, K. N. (2012). The Effectiveness of Two Online Persuasion Claims: Limited Product Availability and Product Popularity. Journal of Promotion Management, 18(1), 83–99. https://doi.org/10.1080/10496491.2012.646221
Jessica Baron. (2019, July 3). The Key To Gen Z Is Video Content. https://www.forbes.com/sites/jessicabaron/2019/07/03/the-key-to-gen-z-is-video-content/?sh=61dcd09a3484
Kao, K. C., Hill, S. R., & Troshani, I. (2017). Online consumers’ responses to deal popularity as an extrinsic cue. Journal of Computer Information Systems, 57(4), 374–384. https://doi.org/10.1080/08874417.2016.1232997
Kelly, J. (2021, July 2). TikTok Is Testing A New Gen-Z Friendly Résumé Video Feature: Will Gen-Xers And Baby Boomers Feel Excluded? https://www.forbes.com/sites/jackkelly/2021/07/09/tiktok-is-testing-a-new-gen-z-friendly-rsum-video-feature-will-gen-xers-and-baby-boomers-feel-excluded/?sh=7f9a710d6269
Kemp, S. (2018). Digital 2018: Indonesia — DataReportal – Global Digital Insights. 1 Februari. https://datareportal.com/reports/digital-2018-indonesia
Kemp, S. (2019). Digital 2019: Indonesia — DataReportal – Global Digital Insights. 31 Januari . https://datareportal.com/reports/digital-2019-indonesia
Kemp, S. (2020). Digital 2020: Indonesia — DataReportal – Global Digital Insights. 18 Februari . https://datareportal.com/reports/digital-2020-indonesia
Kemp, S. (2021). Digital in Indonesia: All the Statistics You Need in 2021 — DataReportal – Global Digital Insights. 11 Februari . https://datareportal.com/reports/digital-2021-indonesia
Kemp Simon. (2017). Digital 2017: Indonesia — DataReportal – Global Digital Insights. 1 Februari . https://datareportal.com/reports/digital-2017-indonesia
Koran Tempo. (2020). Kemenperin: Perubahan Gaya Hidup Dorong Industri Kosmetik. 27 Januari. https://kemenperin.go.id/artikel/21460/Perubahan-Gaya-Hidup-Dorong-Industri-Kosmetik
Kotler, P., & Keller, K. L. (2016). Marketing Management. In MARKETING MANAGEMENT (Vol. 15e). https://doi.org/10.2307/1250781
Kukar-Kinney, M., & Xia, L. (2017). The effectiveness of number of deals purchased in influencing consumers’ response to daily deal promotions: A cue utilization approach. Journal of Business Research, 79(June), 189–197. https://doi.org/10.1016/j.jbusres.2017.06.012
Liu, G., Attitude, B., & Perception, B. (2019). Video Marketing on Consumer Brand Attitude. 336(Icsshe 19), 784–789.
Liu, X. (2013). Full-Text Citation Analysis : A New Method to Enhance. Journal of the American Society for Information Science and Technology, 64(July), 1852–1863. https://doi.org/10.1002/asi
Lu, Y., Zhao, L., & Wang, B. (2010). From virtual community members to C2C e-commerce buyers: Trust in virtual communities and its effect on consumers’ purchase intention. Electronic Commerce Research and Applications, 9(4), 346–360. https://doi.org/10.1016/j.elerap.2009.07.003
Mavlanova, T., Benbunan-Fich, R., & Lang, G. (2016). The role of external and internal signals in E-commerce. Decision Support Systems, 87, 59–68. https://doi.org/10.1016/j.dss.2016.04.009
McKnight, D. H., & Chervany, N. L. (2001). Conceptualizing trust: A typology and e-commerce customer relationships model. Proceedings of the Hawaii International Conference on System Sciences, 00(c), 168. https://doi.org/10.1109/HICSS.2001.927053
Mothersbaugh, D. L., Hawkins, D. I., & Kleiser, S. B. (2020). Consumer Behavior Building Marketing Strategy.
Sharma, S., Menard, P., & Mutchler, L. A. (2019). Who to Trust? Applying Trust to Social Commerce. Journal of Computer Information Systems, 59(1), 32–42. https://doi.org/10.1080/08874417.2017.1289356
Solomon, M. R. (2019). Consumer Behavior Buying, Having, and Being Thirteent Edition. In Pearson Education (Vol. 53, Issue 9).
Stephanie Chevalier. (2021). • Online sources for product searches worldwide 2020 | Statista. 7 Juli . https://www.statista.com/statistics/1034209/global-product-search-online-sources/
Van der Heijden, H. (2003). Hans-Van-Der-Heijden-2003. Information & Management, 40, 541–549.
Verhagen, T., Feldberg, F., Van Den Hooff, B., Meents, S., & Merikivi, J. (2012). Understanding users’ motivations to engage in virtual worlds: A multipurpose model and empirical testing. Computers in Human Behavior, 28(2), 484–495. https://doi.org/10.1016/j.chb.2011.10.020
Wang, Q., Cui, X., Huang, L., & Dai, Y. (2016). Seller reputation or product presentation? An empirical investigation from cue utilization perspective. International Journal of Information Management, 36(3), 271–283. https://doi.org/10.1016/j.ijinfomgt.2015.12.006
Wang, W., & Benbasat, I. (2007). Recommendation agents for electronic commerce: Effects of explanation facilities on trusting beliefs. In Journal of Management Information Systems (Vol. 23, Issue 4). https://doi.org/10.2753/MIS0742-1222230410
Xu, Y., Cai, S., & Kim, H. W. (2013). Cue consistency and page value perception: Implications for web-based catalog design. Information and Management, 50(1), 33–42. https://doi.org/10.1016/j.im.2012.11.001
Yang, K., Kim, H. J. M., & Tanoff, L. (2020). Signaling trust: Cues from Instagram posts. Electronic Commerce Research and Applications, 43(July 2019). https://doi.org/10.1016/j.elerap.2020.100998
Yu, S., Hudders, L., & Cauberghe, V. (2018). Are fashion consumers like schooling fish? The effectiveness of popularity cues in fashion e-commerce. Journal of Business Research, 85(December 2017), 105–116. https://doi.org/10.1016/j.jbusres.2017.12.035
Yue, L., Liu, Y., & Wei, X. (2017). Influence of online product presentation on consumers’ trust in organic food: A mediated moderation model. British Food Journal, 119(12), 2724–2739. https://doi.org/10.1108/BFJ-09-2016-0421
Zainal, N. T. A., Harun, A., & Lily, J. (2017). Examining the mediating effect of attitude towards electronic words-of mouth (eWOM) on the relation between the trust in eWOM source and intention to follow eWOM among Malaysian travellers. Asia Pacific Management Review, 22(1), 35–44. https://doi.org/10.1016/j.apmrv.2016.10.004
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2022-06-26
How to Cite
Faradina, N. A., Hartini, S., & Khairunnisa, S. (2022). Pengaruh Popularitas, Kualitas Argumen, Daya Tarik Pada Unggahan @Dr.Ziee di Tiktok Terhadap Kepercayaan, Sikap dan Niat Beli. BISEI : Jurnal Bisnis Dan Ekonomi Islam, 7(1), 47–60. https://doi.org/10.33752/bisei.v7i1.2678
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