Understanding How Product Reviews on YouTube Affect Consumers’ Purchase Behaviors in Indonesia: An Exploration Using the Stimulus-Organism-Response Paradigm

Table 1

Construct definitions.

Construct	Operational definition	Adapted sources
Visual cues	Visual communication is intended to present objects or people with particular characteristics that might influence judgment, emotions, and behaviors.	Modified from [29]
Auditory cues	A sound message (voice, language) received from any channel influences judgment, emotions, and behaviors.	Modified from [29]
Parasocial interaction	The psychological state wherein an audience perceives an illusory relationship and only receives one-sided communication from media performers.	[38]
Cognitive trust	Consumers’ rational expectation is that a trustee will possess the required competence, benevolence, and integrity to be relied upon.	[84]
Affective trust	Emotional ties, concerns, and care between the audience and the YouTubers push the latter to do something for the former because it is perceived as a moral duty.	Modified from [85]
Stickiness	The frequency with which the audience rewatches the media performer lengthens the duration of each watch.	Modified from [59]
Purchase intentions	The degree to which consumers will desire to purchase products in the future.	[86]
Argument quality	The persuasive strength of arguments embedded in an informational message.	[87]
Source credibility	Metainformation about the message (e.g., message source) but not its embedded arguments.	[87]
Information usefulness	Users’ assessment of the quality and contribution of a particular information set used to detect deception decision.	[88]
Information adoption	After assessing its validity, the extent to which people accept content they are presented with as meaningful.	[89]