The relationship between brand trust, online customer reviews and willingness to purchase

Abstract

This research investigates how online customer reviews, a particular form of electronic word of mouth (eWOM), affect consumer decision-making (willingness to purchase) during a first time purchase of services or products. Using brand trust as a mediating variable in the relationship between online customers reviews and the consumer’s willingness to buy, data was collected through a quasi-experiment approach and then analyzed using Structural Equation Modelling. The findings demonstrated that the reliable dimension of brand trust has a mediating effect on online customer reviews valance to willingness to buy while the intentionality dimension had little effect.