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Consumer’s Motivation toward Purchase Intention on Online Product with Mediating Effect of Trust in Brunei

Theresa Kula

Abstract: This study proposes a conceptual framework for determining the influences of consumers’ motivation toward purchase intention on online product in Brunei. Nowadays, purchasing goods via internet is growing rapidly in the whole world and it gives confidence to a researcher to explore what factors influence consumer see at the time of purchase goods via online. However, this study argues that the driver of the motivation on consumer is yet to be fully identified due to lack of studies that investigate the specific influence as a separate phenomenon and has not been tested in Brunei yet. Therefore, this study analyses the Uses and Gratifications Theory and Theory of Trust, to develop the understanding of consumers’ motivation and purchase intention on online product. The aim for this study is to explore the factors of consumers’ motivation in Brunei such as social media, online customer reviews, social influence and website design/features. This is to examine whether they have relationship between purchase intention and trust as a mediator. The data will be updated by quantitative method where the expected sample of 350 participants in Brunei in order to test the effect of variables. This study provides further insight for future researchers who will benefit to study consumers’ motivation for instance, in the e-commerce and social commerce, which may assist business managers’ advance their decision-making quality in developing markets.
Keywords: decision making / Brunei / motivation / purchase intention / online / Trust / commerce / goods / Mediating

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