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NAVIGATING THE CHARGED RESALE MARKET AN EXTENDED TPB MODEL OF PURCHASE INTENTION FOR USED ELECTRIC VEHICLE IN INDONESIA

Indonesia's rapid electric vehicle (EV) uptake and the aggressive pricing strategies of new
Chinese entrants (e.g., Wuling, BYD) have intensified price competition and accelerated
asset depreciation, significantly reshaping perceptions of value and risk in the used EV
market. This thesis aims to develop and test an extended Theory of Planned Behavior
(TPB) model to explain purchase intention for used battery electric vehicles (BEV) and
its downstream effects on electronic word-of-mouth (e-WOM) and willingness to pay
(WTP). The theoretical framework integrates five distinct individual motivators—
economic, sustainable, ethical, nostalgic, and creative—that are posited to directly shape
consumer attitude toward buying a used EV. In turn, attitude, subjective norms, perceived
behavioral control, and past purchase experience are modeled as drivers of purchase
intention, which subsequently influences e-WOM engagement and WTP. The research
methodology employed a cross-sectional survey of Indonesian automotive consumers,
yielding a valid sample of 426 respondents gathered through online and offline channels.
Data analysis was conducted using Partial Least Squares Structural Equation Modeling
(PLS-SEM). The findings reveal that economic motivation overwhelmingly dominates
attitude formation, overshadowing sustainable or ethical considerations. Within the TPB
framework, perceived behavioral control emerges as the strongest predictor of purchase
intention, whereas attitude exhibits a marginal negative effect, suggesting risk
ambivalence. Purchase intention is confirmed to significantly predict post-intention
behaviors, specifically positive e-WOM and WTP a premium. This study offers critical
managerial insights for used-EV platforms and OEMs to design relevant value
propositions amidst a volatile market environment.

Availability
300078487848RLC MM (Rak Tesis)Available
Detail Information
Series Title
Tesis
Statement of Responsibility
Call Number
7848
Publisher
Salemba, Jakarta : Magister Manajemen FEB UI.,
Collation
xi, 121 p. : ill. ; 30 cm.
Language
English
ISBN/ISSN
-
Classification
650
Content Type
-
Edition
-
Subject(s)
Tesis
Indonesia
MBI Dual Degree
Purchase Intention
e-WOM
Theory of Planned Behavior (TPB)
Willingness to Pay
Manajemen Marketing, Master Bisnis Administrasi
Used Car
Used Car Electric Vehicles
EV
Attitude Dimensions
Second-Hand Consumption
Specific Detail Info
-
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