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Signaling trust: Cues from Instagram posts

Kiseol Yang,H. Kim,Lindsey Tanoff

Published 2020 in Electronic Commerce Research and Applications

ABSTRACT

Abstract Integrating the psychological theories of 'cue utilization' and 'trust online', this study identifies the cues in Instagram posts that build trust, in turn mediating consumers' positive attitudinal responses toward the branded products. The survey data from 260 Instagram users support the hypotheses that the 'popularity' and 'quality of the argument' of posts positively influence consumer trust toward a post, which builds positive attitudinal responses toward the branded products. The study supports the conclusion that consumers rely on the cues of popularity and quality of the argument of a post when they make use of cues for reducing uncertainty in purchasing apparel online. Two theoretical orientations are useful for explicating consumer attitudinal behaviors toward Instagram posts. Practical implications for enhancing the quality of Instagram posts by means of cues that create trust in posts are discussed.

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