A Study on How Consumer-generated Advertising Influences the Purchase Intention of Online Consumers in C2C Marketplace

• Published in: Global business review 2024-09
• Main Authors: Roy, Bidisha, Mazumdar, Sitanath, Guha, Banhi
• Format: Article
• Language: English
• ISSN: 0972-1509; 0973-0664
• DOI: 10.1177/09721509241263174

Consumer-generated advertising (CGA) campaigns have become a pivotal online marketing tool in light of the substantial increase in smartphone usage. As a result, there is a rising recognition of the importance of studying purchase intention (PI) within the realm of online CGA on consumer-to-consumer (C2C) platforms. The present study investigates the factors that influence individuals’ intention to make purchases on C2C platforms as a result of CGA. The conceptual model was developed using the theory of planned behaviour (TPB) and quantitative data. Based on survey data, the model has been analyzed and tested using the structural equation modelling technique for each construct. According to this investigation, the ‘attitude’ of online shoppers is the main factor influencing ‘PI’ or ‘behavioural intention’ as a result of online CGA on a C2C marketplace. The two most important aspects of products and services that affect attitude are their ‘perceived usefulness’ and ‘perceived ease of use’. According to the study, online marketers should place greater emphasis on a product’s or service’s utility in order to improve online shoppers’ attitudes, which will then result in increased PI. The model, developed in conjunction with the primary study findings, will aid in the development of CGA strategies for C2C market in order to increase purchase intent.