Due to the rising issue of societies living in abundance, with problems like overproduction and plenty of products, the auction business presents an attractive possibility to counteract towards this. Regarding auctions in general, the purchase intention by consumers is the dominant and determinant factor responsible for the sales bid and thus the auction houses success.
The present study investigated the influence of several factors on purchase intention at auctions. The results indicated that attitude, perceived value, perceived product quality, perceived price and trust are significant predictors of the purchase intention at auctions. Therefore, it is crucial for any auction business to take that into account and ensure that these named factors are satisfied in a positive way.
6.1. Lessons Learned
People’s attitude is a significant predictor of the purchase intention at auctions
There is no influence of subjective norm on the purchase intention at auctions
Perceived behavioral control has no influence on the purchase intention at auctions
Perceived value, including perceived product quality and perceived price, represent significant predictors of the purchase intention at auctions
People who have more trust in the auction house have an increased purchase intention at auctions
Reputation as well as Service Quality do not show any influence on purchase intention at auctions
6. ACKNOWLEDGEMENT
I want to thank my first thesis supervisor, Dr. Jordy Gosselt of the faculty of Behavioral, Management and Social Sciences at the University of Twente, for guiding me regarding this research topic and providing me with helpful and qualitative feedback while allowing this paper to be my own work. His support regarding the thesis and my membership in the Master Research Honours Program is very valuable for my future career.
Moreover, I would also like to acknowledge Dr. Ardion Beldad of the faculty of Behavioral, Management and Social Sciences at the University of Twente, for his valuable comments on this thesis. The input regarding theoretical principles was beneficial to the quality of this work.
I would like to express my gratitude to my mother and my boyfriend who continuously supported me during my entire study and especially during the process of research conducted for this thesis. Your reliable encouragement and backup provided me with the necessary enthusiasm and ambition all along.
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8. APPENDICES
8.1. Appendix A Figure 1.
Figure 2.
Theory of Planned Behavior
Figure 3.
Influence of Perceived Value, consisting of Perceived Quality and Perceived Price, on Purchase Intention
8.3. Appendix C Table 4
Overview of all Hypotheses tested
Hypothesis Analysis Result
Hypothesis 1) A positive attitude towards the purchase at an auction increases the likelihood of an actual purchase made at an auction.
Hierarchical
Regression Supported Hypothesis 2a) Injunctive norm increases the purchase intention at auctions Hierarchical
Regression
Not Supported Hypothesis 2b) Descriptive norm increases the purchase intention at auctions Hierarchical
Regression
Not Supported Hypothesis 3) Perceived behavioral control positively affects the purchase intention at
auctions
Hierarchical Regression
Not Supported Hypothesis 4a) High perceived product value positively affects purchase Intention at
auctions
Hierarchical Regression
Supported Hypothesis 4b) High perceived product quality positively affects purchase Intention at
auctions
Hierarchical Regression
Supported Hypothesis 4c) High perceived product quality positively affects perceived value Hierarchical
Regression
Supported Hypothesis 4d) High perceived product quality positively affects the purchase intention at
auctions, mediated by high perceived value
Sobel Test Supported Hypothesis 4e) Low prices positively affect purchase Intention at auctions Hierarchical
Regression
Supported Hypothesis 4f) Low prices positively affect perceived value Hierarchical
Regression
Supported Hypothesis 4g) Low prices positively affect purchase intention at auctions, mediated by
high perceived value.
Sobel Test Supported Hypothesis 5a) High trust by customers in the auction house results in higher purchase
Intention at auctions
Hierarchical Regression
Supported Hypothesis 5b) High reputation of an auction house positively affects purchase Intention
at auctions
Hierarchical Regression
Not supported Hypothesis 5c) High reputation of an auction house positively affects trust Hierarchical
Regression Hypothesis 5d) High reputation of an auction house increases the purchase intention at
auctions, which is mediated by high levels of trust.
Sobel Test Supported Hypothesis 5e) Proficient Service quality positively affects purchase Intention at auctions Hierarchical
Regression
Not Supported Hypothesis 5f) Proficient service quality positively affects trust Hierarchical