The role of electronic word of mouth, conventional media, and subjective norms on the intention to purchase Sharia insurance services

• Published in: Journal of financial services marketing 2018-12, Vol.23 (3-4), p.218-225
• Main Authors: Amron, Amron, Usman, Usman, Mursid, Ali
• Format: Article
• Language: English
• Subjects: Economics and Finance; Finance; Financial Services; Marketing; Original Article; Purchase intention; Roles; Savings; Studies; Word of mouth advertising
• ISSN: 1363-0539; 1479-1846
• DOI: 10.1057/s41264-018-0055-8

The aim of this study was to investigate the effect of electronic word of mouth (eWOM) and conventional media on subjective norms and intention to purchase Sharia insurance in Indonesian Muslim society. The research data consisted of 458 Muslim clients who were members of an online community and also policy holders of Sharia insurance in the three largest cities in Indonesia: Jakarta, Semarang, and Surabaya. This study used purposive sampling and structural equation modeling. The research showed that eWOM and conventional media can affect subjective norms. Additionally, subjective norms have a significant effect on the intention to purchase among Sharia insurance customers. This study validated the importance of the variables of eWOM and conventional media in influencing subjective norms and intention to purchase. For Sharia insurance company management, this study can serve as a very useful reference in drafting and formulating campaign strategies. This study also justifies the integrated relationship between eWOM and conventional media with subjective norms and intention to purchase Sharia insurance.