Study on the influencing of B2B parasocial relationship on repeat purchase intention in the online purchasing environment: An empirical study of B2B E-commerce platform
Document Type
Article
Publication Date
2021
Department/School
Marketing
Publication Title
Industrial Marketing Management
Abstract
With the meteoric progress of digital technology and the advent of network economy, there has been increasing interest in the business model of purchasing with B2B network among B2B e-commerce platforms and customer firms. Based on the perspective of parasocial relationship and dual-process theory, this study constructs a model of cognitive and emotional influences on customer firms' behavior, and analyzes the influence of features of entrepreneur endorser and online purchasing platform on B2B parasocial relationship, and how this relationship can affect repeat purchase intention. Furthermore, this paper examines the moderating effect of trust in the relationship between B2B parasocial relationship and repeat purchase intention. Findings indicate that perceived interactivity and trustworthiness of entrepreneur endorser and the service and product quality of online purchasing platform have a positive impact on B2B parasocial relationship. B2B parasocial relationship has a significant and positive impact on repeat purchase intention, while trust moderates the relationship between B2B parasocial relationship and repeat purchase intention.
Link to Published Version
Recommended Citation
Yuan, C., Moon, H., Wang, S., Yu, X., & Kim, K. H. (2021). Study on the influencing of B2B parasocial relationship on repeat purchase intention in the online purchasing environment: An empirical study of B2B E-commerce platform. Industrial Marketing Management, 92, 101–110. https://doi.org/10.1016/j.indmarman.2020.11.008