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All Journal Agora Jurnal Teknik Industri: Jurnal Keilmuan dan Aplikasi Teknik Industri Jurnal Manajemen Pemasaran Petra International journal of Business Studies (IJBS) Jurnal Manajemen dan Kewirausahaan The South East Asian Journal of Management
Hotlan Siagian
Petra Christian University
Decision Sciences, Operations Research & Management Economics, Econometrics & Finance Industrial & Manufacturing Engineering

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THE INFLUENCE OF E-WOM ON PURCHASE DECISION, MEDIATED BY CUSTOMER TRUST AND PERCEIVED VALUE, AMONG MARKETPLACE USERS IN INDONESIA Celestia, Aya; Siagian, Hotlan; Setiawan, Roy
Jurnal Manajemen dan Kewirausahaan Vol. 28 No. 1 (2026): MARCH 2026
Publisher : Management Study Program, Faculty of Business and Economics, Petra Christian University

Show Abstract | Download Original | Original Source | Check in Google Scholar | DOI: 10.9744/jmk.28.1.1-12

Abstract

This study aims to examine the influence of E-WOM on purchase decisions through the mediating role of customer trust and perceived value. This study was performed among Indonesian marketplace users. This research uses a quantitative approach, with survey data collected from 202 Generation Z individuals. Data were collected using a five-point Likert-scale questionnaire distributed via social media platforms WhatsApp, Instagram, and Facebook. Data were analyzed using Partial Least Squares–Structural Equation Modeling (PLS-SEM) with SmartPLS 4.0. The results indicate that E-WOM affects customer trust, perceived value, and purchase decisions. Customer trust influences purchase decisions and partially mediates the effect of E-WOM on them. In contrast, perceived value does not affect purchase decisions and does not mediate the relation of E_WOM on purchase decision. These findings suggest that customer trust plays a more critical role than perceived value in driving purchase decisions for Generation Z consumers. The study contributes to the digital consumer behavior literature by reinforcing the applicability of the S–O–R framework and highlighting the dominant mediating role of trust. Practically, the results imply that marketplace platforms and sellers should prioritize strategies that enhance credible E-WOM and strengthen consumer trust rather than relying solely on value-based or price-driven approaches.
The Influence of Top Management Commitment on Competitive Advantage through Supply Chain Resilience, Supply Chain Digitalisation, and Supply Chain Responsiveness Siagian, Hotlan; Basana, Sautma Ronni; Suprapto, Widjojo; Tarigan, Zeplin Jiwa Husada
The South East Asian Journal of Management Vol. 20, No. 1
Publisher : UI Scholars Hub

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Abstract

Research Aims: This study aims to analyse the influence of top management's commitment on competitive advantage through supply chain digitalisation, responsiveness, and resiliency. Design/Methodology/Approach: Data were collected using a five-point Likert-scale questionnaire distributed to manufacturing practitioners with a minimum supervisory position. A total of 203 valid questionnaires were analysed. Data processing was performed using SmartPLS version 4.0 to test measurement and structural models. Research Findings: The study results indicate that eight hypotheses are accepted and one is rejected. Top management commitment positively impacts supply chain digitalisation, responsiveness, and resilience. Furthermore, supply chain digitalisation and supply chain resilience both positively impact competitive advantage. However, supply chain responsiveness did not affect competitive advantage. Theoretical Contribution/Originality: This research makes a theoretical contribution to the study of digital technology adoption in supply chain management. Digital technology adoption enhances companies' competitive advantage. Managerial Implications in the South East Asian Context: In Southeast Asia, there is still low integration, limited digitalisation, and vulnerability to supply chain disruption. The results of this study provide insight into the role of top management in initiating the adoption of digital technology to strengthen resilience and supply chain responsiveness, thereby improving competitive advantage. Research Limitation and Implications: This study has limitations, particularly on the research sample, which is located in East Java, Indonesia. Hence, the study results may not be valid in other countries.
Co-Authors Augustinus Simanjuntak Celestia, Aya Dillwyn Felix Johono Edwin Cahyono Fabrianne Setiawati Sudono Han Tae Hee Harry Setyawan Firmansyah Hee, Han Tae Jiputra, Juan Alexander Juan Alexander Jiputra Kezia Jade Setiabudi Michael Adiwijaya Michael Adiwijaya Nicolas Dhika Pratama Novia Chandra Tanuwijaya Olivia Gisena Santoso Putra, Ardiono Ronaldo Richard Gunawan Roy Setiawan Santoso, Olivia Gisena Sautma Ronni Basana Setiabudi, Kezia Jade Sudono, Fabrianne Setiawati Suprapto, Widjojo Tarigan, Zeplin Jiwahusada Tommy Westonlie Westonlie, Tommy Zenia Estella Soesetyo Zeplin Jiwa Husada Tarigan