The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase

Detalhes bibliográficos
Autor(a) principal: Garcia, Gabriel Marin
Data de Publicação: 2011
Outros Autores: Santos, Cristiane Pizzutti dos
Tipo de documento: Artigo
Idioma: por
Título da fonte: RAM. Revista de Administração Mackenzie
Texto Completo: https://editorarevistas.mackenzie.br/index.php/RAM/article/view/377
Resumo: The present research aims to analyze, within the specific context of internet shopping, what is the relationship between personal traits and purchase intention, seeking to understand what is the role of attitude toward online purchase and the consumer familiarity with online shopping in that relationship. A survey was conducted in order to understand the effect of four personal traits: self-efficacy, inherent novelty seeking, need for interaction, and need for touch in the familiarity, in the attitude and in the online purchase intention. Based on the literature review, a model was built and tested, using Confirmatory Factor Analysis to evaluate the measurement model and Structural Equation Modeling (SEM) to test the hypotheses of this work. A total of 233 graduate students answered to the survey. The results demonstrated that there is a significant relationship between personal traits, familiarity and attitude toward online purchase. The need for social interaction was the most relevant personal trait having a direct impact on the familiarity and attitude, being a key feature in the online buying process. Furthermore, as a result, it was confirmed that familiarity mediates the relationship between personal traits and attitude toward online shopping. The latter plays a central role shaping the purchasing behavior, being strongly influenced by familiarity, and affecting directly the purchase intention. The theoretical implication of this study is to investigate the still largely unexplored field of knowledge of online consumer behavior, such as the role of attitude and personal traits in the online purchase intention. As a managerial implication, this study gives practitioners a better understanding of the factors that influence online shopping.
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spelling The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchaseEl efecto de las caracteristicas personales en la intención de compra por internet y la mediación del papel de la familiaridad y de la atitude ante la compra por internetO impacto das características pessoais na intenção de compra pela internet e o papel de mediação da familiaridade e da atitude frente à compra pela internetPurchase IntentionPersonal TraitsInternetFamiliarityAttitudeIntención de compraInternetCaracterísticas personalesFamiliaridadActitudIntenção de CompraInternetCaracterísticas PessoaisFamiliaridadeAtitudeThe present research aims to analyze, within the specific context of internet shopping, what is the relationship between personal traits and purchase intention, seeking to understand what is the role of attitude toward online purchase and the consumer familiarity with online shopping in that relationship. A survey was conducted in order to understand the effect of four personal traits: self-efficacy, inherent novelty seeking, need for interaction, and need for touch in the familiarity, in the attitude and in the online purchase intention. Based on the literature review, a model was built and tested, using Confirmatory Factor Analysis to evaluate the measurement model and Structural Equation Modeling (SEM) to test the hypotheses of this work. A total of 233 graduate students answered to the survey. The results demonstrated that there is a significant relationship between personal traits, familiarity and attitude toward online purchase. The need for social interaction was the most relevant personal trait having a direct impact on the familiarity and attitude, being a key feature in the online buying process. Furthermore, as a result, it was confirmed that familiarity mediates the relationship between personal traits and attitude toward online shopping. The latter plays a central role shaping the purchasing behavior, being strongly influenced by familiarity, and affecting directly the purchase intention. The theoretical implication of this study is to investigate the still largely unexplored field of knowledge of online consumer behavior, such as the role of attitude and personal traits in the online purchase intention. As a managerial implication, this study gives practitioners a better understanding of the factors that influence online shopping.El presente artículo tiene como objetivo analizar, en el contexto específico de compras por Internet, cuál es la relación entre características personales e intención de compra, buscando comprender cuál es el papel de la actitud ante la compra por Internet y la familiaridad del consumidor con compras online en esta relación. Una investigación descriptiva conclusiva ha sido elaborada con el propósito de comprender el efecto de cuatro características personales – autoeficacia, innovatividad, necesidad de interacción social y necesidad de interacción sensorial – en la familiaridad, en la actitud ante la compra por Internet y en la intención de compra online. Con base en la literatura un modelo ha sido construido y testado, utilizándose Análisis Factorial Confirmatorio para valorar el modelo de medidas y Análisis de Ecuaciones Estructurales para testar las hipótesis de este artículo. En total han sido aplicados 233 cuestionarios, y los resultados han indicado que hay una relación significativa entre las características personales estudiadas y la familiaridad con las compras por Internet. La necesidad de interacción social ha impactado directamente la familiaridad y la actitud, destacándose como una característica esencial en el proceso de compra online. Además, como resultado, se ha confirmado que la familiaridad media las relaciones entre las características personales y la actitud ante la compra online. Esta juega un rol central en la formación del comportamiento de compra, siendo fuertemente influenciada por la familiaridad e influenciando directamente las intenciones de compra. La implicación teórica de este artículo es examinar cuestiones aún poco exploradas en el área de conocimiento del comportamiento del consumidor online como actitud y el papel de las características personales en la intención de compra online. Como implicación gerencial, este artículo ofrece a los administradores más entendimiento sobre los factores que influencian las compras electrónicas.O presente artigo tem como objetivo analisar, dentro do contexto específico de compras na Internet, qual a relação entre características pessoais e intenções de compra, buscando-se entender o papel da atitude frente à compra pela Internet e da familiaridade do consumidor com compras online nessa relação. Uma pesquisa descritiva conclusiva foi elaborada visando compreender o efeito de quatro características pessoais: auto-eficácia, inovatividade, necessidade de interação social e necessidade de interação sensorial, na familiaridade, na atitude frente à compra pela Internet e na intenção de compra online. Com base na literatura, um modelo foi construído e testado, usando-se Análise Fatorial Confirmatória para avaliar o modelo de medidas e Análise de Equações Estruturais para testar as hipóteses desse trabalho. Ao todo, foram aplicados 233 questionários e os resultados indicaram que existe uma relação significativa entre as características pessoais estudadas e familiaridade com compras na Internet. A necessidade de interação social apresentou impacto direto na familiaridade e na atitude, destacando-se como uma característica-chave no processo de compra online. Ainda, como resultado, se confirmou que a familiaridade media as relações entre as características pessoais e a atitude frente à compra na Internet. Esta última exerce papel central na formação do comportamento de compra, sendo fortemente influenciada pela familiaridade e influenciando diretamente as intenções de compra. Como implicação teórica deste trabalho tem-se o exame de questões ainda pouco exploradas no campo de conhecimento do comportamento do consumidor online, como o papel das características pessoais e da atitude na intenção de compra online. Como implicação gerencial, este trabalho proporciona aos administradores um entendimento maior sobre os fatores que influenciam a compra eletrônica.Editora Mackenzie2011-07-22info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionAvaliado por Paresapplication/pdfapplication/vnd.openxmlformats-officedocument.presentationml.presentationhttps://editorarevistas.mackenzie.br/index.php/RAM/article/view/377Revista de Administração Mackenzie; Vol. 12 No. 5 (2011)Revista de Administração Mackenzie; Vol. 12 Núm. 5 (2011)Revista de Administração Mackenzie (Mackenzie Management Review); v. 12 n. 5 (2011)1678-69711518-6776reponame:RAM. Revista de Administração Mackenzieinstname:Universidade Presbiteriana Mackenzie (MACKENZIE)instacron:MACKENZIEporhttps://editorarevistas.mackenzie.br/index.php/RAM/article/view/377/3003https://editorarevistas.mackenzie.br/index.php/RAM/article/view/377/8331Copyright (c) 2015 Revista de Administração Mackenzieinfo:eu-repo/semantics/openAccessGarcia, Gabriel MarinSantos, Cristiane Pizzutti dos2011-10-31T19:10:53Zoai:ojs.editorarevistas.mackenzie.br:article/377Revistahttps://editorarevistas.mackenzie.br/index.php/RAM/PUBhttps://editorarevistas.mackenzie.br/index.php/RAM/oairevista.adm@mackenzie.br1678-69711518-6776opendoar:2024-04-19T17:00:34.455745RAM. Revista de Administração Mackenzie - Universidade Presbiteriana Mackenzie (MACKENZIE)false
dc.title.none.fl_str_mv The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
El efecto de las caracteristicas personales en la intención de compra por internet y la mediación del papel de la familiaridad y de la atitude ante la compra por internet
O impacto das características pessoais na intenção de compra pela internet e o papel de mediação da familiaridade e da atitude frente à compra pela internet
title The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
spellingShingle The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
Garcia, Gabriel Marin
Purchase Intention
Personal Traits
Internet
Familiarity
Attitude
Intención de compra
Internet
Características personales
Familiaridad
Actitud
Intenção de Compra
Internet
Características Pessoais
Familiaridade
Atitude
title_short The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
title_full The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
title_fullStr The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
title_full_unstemmed The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
title_sort The impact of personal traits in the internet purchase intention and the mediating role of familiarity and attitude on online purchase
author Garcia, Gabriel Marin
author_facet Garcia, Gabriel Marin
Santos, Cristiane Pizzutti dos
author_role author
author2 Santos, Cristiane Pizzutti dos
author2_role author
dc.contributor.author.fl_str_mv Garcia, Gabriel Marin
Santos, Cristiane Pizzutti dos
dc.subject.por.fl_str_mv Purchase Intention
Personal Traits
Internet
Familiarity
Attitude
Intención de compra
Internet
Características personales
Familiaridad
Actitud
Intenção de Compra
Internet
Características Pessoais
Familiaridade
Atitude
topic Purchase Intention
Personal Traits
Internet
Familiarity
Attitude
Intención de compra
Internet
Características personales
Familiaridad
Actitud
Intenção de Compra
Internet
Características Pessoais
Familiaridade
Atitude
description The present research aims to analyze, within the specific context of internet shopping, what is the relationship between personal traits and purchase intention, seeking to understand what is the role of attitude toward online purchase and the consumer familiarity with online shopping in that relationship. A survey was conducted in order to understand the effect of four personal traits: self-efficacy, inherent novelty seeking, need for interaction, and need for touch in the familiarity, in the attitude and in the online purchase intention. Based on the literature review, a model was built and tested, using Confirmatory Factor Analysis to evaluate the measurement model and Structural Equation Modeling (SEM) to test the hypotheses of this work. A total of 233 graduate students answered to the survey. The results demonstrated that there is a significant relationship between personal traits, familiarity and attitude toward online purchase. The need for social interaction was the most relevant personal trait having a direct impact on the familiarity and attitude, being a key feature in the online buying process. Furthermore, as a result, it was confirmed that familiarity mediates the relationship between personal traits and attitude toward online shopping. The latter plays a central role shaping the purchasing behavior, being strongly influenced by familiarity, and affecting directly the purchase intention. The theoretical implication of this study is to investigate the still largely unexplored field of knowledge of online consumer behavior, such as the role of attitude and personal traits in the online purchase intention. As a managerial implication, this study gives practitioners a better understanding of the factors that influence online shopping.
publishDate 2011
dc.date.none.fl_str_mv 2011-07-22
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Avaliado por Pares
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dc.identifier.uri.fl_str_mv https://editorarevistas.mackenzie.br/index.php/RAM/article/view/377
url https://editorarevistas.mackenzie.br/index.php/RAM/article/view/377
dc.language.iso.fl_str_mv por
language por
dc.relation.none.fl_str_mv https://editorarevistas.mackenzie.br/index.php/RAM/article/view/377/3003
https://editorarevistas.mackenzie.br/index.php/RAM/article/view/377/8331
dc.rights.driver.fl_str_mv Copyright (c) 2015 Revista de Administração Mackenzie
info:eu-repo/semantics/openAccess
rights_invalid_str_mv Copyright (c) 2015 Revista de Administração Mackenzie
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
application/vnd.openxmlformats-officedocument.presentationml.presentation
dc.publisher.none.fl_str_mv Editora Mackenzie
publisher.none.fl_str_mv Editora Mackenzie
dc.source.none.fl_str_mv Revista de Administração Mackenzie; Vol. 12 No. 5 (2011)
Revista de Administração Mackenzie; Vol. 12 Núm. 5 (2011)
Revista de Administração Mackenzie (Mackenzie Management Review); v. 12 n. 5 (2011)
1678-6971
1518-6776
reponame:RAM. Revista de Administração Mackenzie
instname:Universidade Presbiteriana Mackenzie (MACKENZIE)
instacron:MACKENZIE
instname_str Universidade Presbiteriana Mackenzie (MACKENZIE)
instacron_str MACKENZIE
institution MACKENZIE
reponame_str RAM. Revista de Administração Mackenzie
collection RAM. Revista de Administração Mackenzie
repository.name.fl_str_mv RAM. Revista de Administração Mackenzie - Universidade Presbiteriana Mackenzie (MACKENZIE)
repository.mail.fl_str_mv revista.adm@mackenzie.br
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