The Influence of Sponsored Post Towards The Urge to Buy Implusively on The Information Technology System of The Social Media of Instagram

Authors

  • Anggrainni Rahayu Accounting Department, Faculty of Economics and Business, Universitas Brawijaya
  • Zaki Baridwan Accounting Department, Faculty of Economics and Business, Universitas Brawijaya

DOI:

https://doi.org/10.26740/jaj.v11n2.p95-109

Keywords:

Instagram, Recommender, Sponsored post, urge to buy impulsively

Abstract

This study examines the influence between variables of similarity, vicarious expression, aesthetic appeal, cognitive trust, affective trust, product affection, and urge to buy impulsively on the social media of Instagram. The method used for collecting the data in this study was the survey method. The samples were collected using the convenient sampling techniques. The utilized data analysis techniques used in this study were validity testing, reliability testing, and hypothesis testing. The data analysis process was conducted with the aid of Partial Least Square (PLS). The results of this study showed that similarity positively influences cognitive and affective trust, vicarious expression and aesthetic appeal positively influence product affection, cognitive trust positively influences affective trust, affective trust positively influences product affection, cognitive trust does not influence the urge to buy impulsively, and affective trust and product affection positively influence the urge to buy impulsively.

References

Abdillah, W., & Hartono, J. (2015). Partial Least Square (PLS): alternatif structural equation modeling (SEM) dalam penelitian bisnis. Yogyakarta: Penerbit Andi.

Adelaar, T., Chang, S., Lancendorfer, K. M., Lee, B., & Morimoto, M. (2003). Effects of media formats on emotions and impulse buying intent. Journal of Information Technology, 18(4), 247–266.

Albarran, A. B. (2013). The social media industries. Routledge.Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, 74(2), 169–191.

Calefato, F., Lanubile, F., & Novielli, N. (2015). The role of social media in affective trust buildingin customer–supplier relationships. Electronic Commerce Research, 15(4), 453–482.

Chen, Y., Lu, Y., Wang, B., & Pan, Z. (2019). How do product recommendations affect impulse buying? An empirical study on WeChat social commerce. Information & Management, 56(2), 236–248.

Connelly, B. L., Certo, S. T., Ireland, R. D., & Reutzel, C. R. (2011). Signaling theory: A review and assessment. Journal of Management, 37(1), 39–67.

Deighton, J., Romer, D., & McQueen, J. (1989). Using drama to persuade. Journal of Consumer Research, 16(3), 335–343.

Dholakia, U. M. (2000). Temptation and resistance: an integrated model of consumption impulse formation and enactment. Psychology & Marketing, 17(11), 955–982.

Hajli, N., Sims, J., Zadeh, A. H., & Richard, M.-O. (2017). A social commerce investigation of the role of trust in a social networking site on purchase intentions. Journal of Business Research, 71, 133–141.

Hansen, D. R., & Mowen, M. M. (2007). Managerial accounting 8 th edition: USA: Thomson South Western.

Hartono, J. (2013). Metodologi Penelitian Bisnis: Salah Kaprah dan Pengalaman-Pengalaman (Edisi 6). Yogyakarta, Indonesia: BPFE UGM.

Hayashi, Y., & Kryssanov, V. (2013). An empirical investigation of similarity-driven trust dynamics in social networks. Procedia-Social and Behavioral Sciences, 79, 27–37.

Horngren, C. T. (2012). Cost accounting : a managerial emphasis(14th ed.; S. M. Datar & M. V Rajan, eds.). Upper Saddle River, N.J.: Pearson/Prentice Hall.

Huang, L.-S. (2015). Trust in product review blogs: the influence of self-disclosure and popularity. Behaviour & Information Technology, 34(1), 33–44.

Isen, A. M. (1984). The influence of positive affect on decision making and cognitive organization. ACR North American Advances.

Johnson, D., & Grayson, K. (2005). Cognitive and affective trust in service relationships. Journal of Business Research, 58(4), 500–507.

Lewicki, R. J., Tomlinson, E. C., & Gillespie, N. (2006). Models of interpersonal trust development: Theoretical approaches, empirical evidence, and future directions. Journal of Management, 32(6), 991–1022.

Lewis, J. D., & Weigert, A. (1985). Trust as a social reality. Social Forces, 63(4), 967–985.

Li, M., Huang, L., Tan, C.-H., & Wei, K.-K. (2013). Helpfulness of online product reviews as seen by consumers: Source and content features. International Journal of Electronic Commerce, 17(4), 101–136.

Mavlanova, T., Benbunan-Fich, R., & Koufaris, M. (2012). Signaling theory and information asymmetry in online commerce. Information & Management, 49(5), 240–247.

McEvily, B., Perrone, V., & Zaheer, A. (2003). Trust as an organizing principle. Organization Science, 14(1), 91–103.

Morry, M. M. (2005). Relationship satisfaction as a predictor of similarity ratings: A test of the attraction-similarity hypothesis. Journal of Social and Personal Relationships, 22(4), 561–584.

Parboteeah, D. V., Valacich, J. S., & Wells, J. D. (2009). The influence of website characteristics on a consumer’s urge to buy impulsively. Information Systems Research, 20(1), 60–78.

Park, E. J., Kim, E. Y., Funches, V. M., & Foxx, W. (2012). Apparel product attributes, web browsing, and e-impulse buying on shopping websites. Journal of Business Research, 65(11), 1583–1589.

Sarstedt, M., Ringle, C., & F. Hair, J. (2017). Partial Least Squares Structural Equation Modeling. https://doi.org/10.1007/978-3-319-05542-8_15-1Scott, W. R. (2003). Financial accounting theory. Prentice Hall.

Sekaran, U. (2003). Research methods for business : a skill business approach.

Shaouf, A., Lü, K., & Li, X. (2016). The Effect of Web Advertising Visual Design on Online Purchase Intention. Comput. Hum. Behav., 60(C), 622–634. https://doi.org/10.1016/j.chb.2016.02.090

Sofi, S. A., & Nika, F. A. (2016). Measurement of Personality through Modified Instrument: A Study of Young Consumers of India. Asia-Pacific Journal of Management Research and Innovation, 12(2), 155–168. https://doi.org/10.1177/2319510X16680656

Spence, M. (1973).Job Market Signaling*. The Quarterly Journal of Economics, 87(3), 355–374. https://doi.org/10.2307/1882010

Xiao, S. H., & Nicholson, M. (2013). A multidisciplinary cognitive behavioural framework of impulse buying: a systematic review of the literature. International Journal of Management Reviews, 15(3), 333–356.

Yoo, J., & Kim, M. (2014). The effects of online product presentation on consumer responses: A mental imagery perspective. Journal of Business Research, 67(11), 2464–2472.

Downloads

Additional Files

Published

2020-10-14

How to Cite

Rahayu, A., & Baridwan, Z. (2020). The Influence of Sponsored Post Towards The Urge to Buy Implusively on The Information Technology System of The Social Media of Instagram. AKRUAL: Jurnal Akuntansi, 11(2), 95–109. https://doi.org/10.26740/jaj.v11n2.p95-109

Issue

Vol. 11 No. 2 (2020): AKRUAL: Jurnal Akuntansi

Section

Articles

License

Copyright (c) 2020 AKRUAL: Jurnal Akuntansi

Creative Commons License

This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.

Authors who publish with this journal agree to the following terms:

  1. Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution-NonCommercial 4.0 International License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.
  2. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.

 

Abstract views: 561 , PDF Downloads: 523 , PDF Downloads: 0 , PDF Downloads: 0 , PDF Downloads: 0