Pengaruh attractiveness, trustworthiness, expertise, electronic word of mouth, brand trust dan brand image terhadap purchase intention: peran mediasi influencer satisfaction

Salim, Nicko Christian (2025) Pengaruh attractiveness, trustworthiness, expertise, electronic word of mouth, brand trust dan brand image terhadap purchase intention: peran mediasi influencer satisfaction. Masters thesis, Universitas Pelita Harapan.

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Abstract

The increasing use of influencers in digital marketing strategies encourages the importance of understanding the factors that shape satisfaction with influencers and their impact on consumer purchase intentions. This study aims to analyze the effect of attractiveness, trustworthiness, expertise, electronic word of mouth (E-WOM), brand trust, and brand image on purchase intention, with influencer satisfaction as a mediating variable. This research method uses a quantitative approach with data collection techniques through a questionnaire survey to 200 Bobby Saputra followers with a convenience sampling technique. Data analysis was carried out using Partial Least Squares (PLS) based on Structural Equation Modeling (SEM). The results of the study indicate that attractiveness, expertise, brand trust, and brand image have a positive effect on influencer satisfaction, where visual appeal, expertise, and perception and trust in the brand are key factors in shaping satisfaction with influencers. Conversely, trustworthiness and E-WOM do not show a significant effect on influencer satisfaction, indicating that personal trust and digital communication are not enough to create satisfaction directly. In relation to purchase intention, it was found that attractiveness, E-WOM, brand trust, brand image, and influencer satisfaction have a positive and significant effect, which confirms the importance of visual aspects, brand reputation, and positive experiences with influencers in driving purchase intention. Meanwhile, trustworthiness and expertise do not have a significant effect on purchase intention, indicating that emotional considerations and brand perceptions are more dominant than personal credibility or technical competence. / Maraknya penggunaan influencer dalam strategi pemasaran digital mendorong pentingnya pemahaman mengenai faktor-faktor yang membentuk kepuasan terhadap influencer serta dampaknya terhadap niat beli konsumen. Penelitian ini bertujuan untuk menganalisis pengaruh attractiveness, trustworthiness, expertise, electronic word of mouth (E-WOM), brand trust, dan brand image terhadap purchase intention, dengan influencer satisfaction sebagai variabel mediasi. Metode penelitian ini menggunakan pendekatan kuantitatif dengan teknik pengumpulan data melalui survei kuesioner kepada 200 Follower Bobby Saputra dengan teknik convenience sampling. Analisis data dilakukan dengan menggunakan Partial Least Squares (PLS) berbasis Structural Equation Modeling (SEM. Hasil penelitian menunjukkan bahwa attractiveness, expertise, brand trust, dan brand image berpengaruh positif terhadap influencer satisfaction, di mana daya tarik visual, keahlian, serta persepsi dan kepercayaan terhadap merek menjadi faktor kunci dalam membentuk kepuasan terhadap influencer. Sebaliknya, trustworthiness dan E-WOM tidak menunjukkan pengaruh signifikan terhadap influencer satisfaction, mengindikasikan bahwa kepercayaan pribadi dan komunikasi digital belum cukup untuk menciptakan kepuasan secara langsung. Dalam kaitannya dengan purchase intention, ditemukan bahwa attractiveness, E-WOM, brand trust, brand image, dan influencer satisfaction berpengaruh positif dan signifikan, yang menegaskan pentingnya aspek visual, reputasi merek, dan pengalaman positif dengan influencer dalam mendorong niat beli. Sementara itu, trustworthiness dan expertise tidak berpengaruh signifikan terhadap purchase intention, menunjukkan bahwa pertimbangan emosional dan persepsi merek lebih dominan dibandingkan kredibilitas personal atau kompetensi teknis.
Item Type: Thesis (Masters)
Creators:
Creators
NIM
Email
ORCID
Salim, Nicko Christian
NIM01619230119
sky@pti-group.co.id
UNSPECIFIED
Contributors:
Contribution
Contributors
NIDN/NIDK
Email
Thesis advisor
Berlianto, Margaretha Pink
NIDN0327037904
margaretha.berlianto@uph.edu
Uncontrolled Keywords: attractiveness ; trustworthiness ; expertise ; electronic word of mouth ; brand trust ; brand image ; influencer satisfaction ; purchase intention
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
Divisions: University Subject > Current > Faculty/School - UPH Karawaci > Business School > Master of Management
Current > Faculty/School - UPH Karawaci > Business School > Master of Management
Depositing User: Nicko Christian Salim
Date Deposited: 22 Jul 2025 07:06
Last Modified: 22 Jul 2025 07:06
URI: http://repository.uph.edu/id/eprint/69996

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