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Abstrak :
Mayoritas aliansi strategis yang direncanakan pada akhirnya menghasilkan pemutusan kontrak yang disepakati. Penelitian sebelumnya menunjukkan bahwa terdapat faktor-faktor yang menentukan tingkat keberhasilan suatu aliansi strategis, salah satunya adalah tingkat kepercayaan. Penelitian ini bertujuan untuk memahami bagaimana identitas organisasi kolektif dapat mempengaruhi tingkat kepercayaan dalam aliansi strategis. Dengan meninjau artikel yang dipilih di bawah topik ini, ini menanyakan: sejauh mana identitas organisasi kolektif mempengaruhi tingkat kepercayaan dalam aliansi strategis? Dalam penelitian ini, saya mengulas 25 artikel peer-review yang diterbitkan dari tahun 1988 - 2019 meliputi identitas organisasi kolektif, kepercayaan pada aliansi strategis dan juga interaksi antar pribadi — dimana terdapat penekanan interaksi antar pribadi dalam membangun kepercayaan di konteks aliansi strategis. Temuan menunjukkan bahwa identitas organisasi kolektif mempengaruhi tingkat kepercayaan melalui teori identifikasi sinyal kepercayaan, keterikatan antarpribadi dan persepsi optimis mitra lain untuk budaya kolektivisik. ......The majority of planned strategic alliances eventually result in the termination of an agreed contract. Prior studies have shown that there are factors which determine the success level of a strategic alliance, one of them being trust level. This study aims to understand how collective organizational identity could affect the level of trust in a strategic alliance. By reviewing selected articles under this topic, it asks: to what extent does collective organizational identity affect the level of trust in a strategic alliance? In this research, I reviewed 25 peer-reviewed articles published from the year 1988 – 2019 covering collective organizational identity, trust in a strategic alliance and also interpersonal interaction – where there is an emphasis of interpersonal interaction in trust building under the strategic alliance context. Findings suggest that collective organizational identity affects the level of trust through trust signal identification theory, interpersonal attachments and optimistic perception of other partners for collectivistic culture.

Abstrak :
Meningkatnya kesadaran terhadap penggunaan produk perawatan kulit di masyarakat membuat banyak brand perawatan kulit yang muncul dan membuat semakin meningkatnya persaingan di industri kecantikan. Pemanfaatan saluran yang dapat membantu meningkatkan penjualan pun dilakukan oleh brand perawatan kulit salah satunya pada platform live stream shopping. Dalam meningkatkan penjualan dan menumbuhkan ketertarikan konsumen selama live stream shopping berlangsung, interaksi yang terjadi dapat menumbuhkan interpersonal relationship yang dapat mengarah pada tumbuhnya minat beli di antara pelanggan. Oleh karena itu, penelitian ini dilakukan untuk menganalisis pengaruh dimensi-dimensi interpersonal interaction terhadap purchase intention melalui initial trust sebagai variabel mediasi pada penonton live streaming Tiktok Shop Skintific. Penelitian ini merupakan penelitian kuantitatif dengan teknik pengumpulan data melalui survei berbentuk kuesioner Google Form yang disebarkan pada media sosial. Data yang terkumpul sebanyak 110 responden yang kemudian diolah dengan menggunakan IBM SPSS dan SmartPLS 4.0. Metode analisis yang digunakan adalah analisis statistik deskriptif dan analisis statistik inferensial dengan metode Partial-Least Square Structural Equation Modelling (PLS-SEM). Hasilnya menunjukkan bahwa dimensi perceived expertise, perceived similarity, dan perceived likeability memiliki pengaruh positif dan signifikan terhadap initial trust. Initial trust memiliki peran mediasi pada perceived expertise, perceived similarity, dan perceived likeability terhadap purchase intention tetapi tidak memiliki peran yang signifikan terhadap perceived familiarity ......The increasing awareness of skincare usage in society has led to the emergence of numerous skincare brands, intensifying competition in the beauty industry. Skincare brands are also utilizing various channels, such as the live stream shopping platform, to enhance sales. By engaging in live stream shopping, brands aim to boost sales and capture consumer interest. The interactions taking place during these live streams can foster interpersonal relationships, thereby stimulating customers' purchasing inclination. Hence, this study aims to analyze the impact of interpersonal interaction dimensions on purchase intention, with initial trust serving as the mediating variable, among the audience of the TikTok Shop Skintific live streaming platform. This research adopts a quantitative approach, employing a survey method facilitated through a Google Form questionnaire distributed on social media. The survey collected responses from 110 participants, and the data were subsequently analyzed using IBM SPSS and SmartPLS 4.0. The analytical techniques employed encompass descriptive statistical analysis and inferential statistical analysis, specifically utilizing the Partial Least Square Structural Equation Modeling (PLS-SEM) method. The findings reveal that perceived expertise, perceived similarity, and perceived likeability significantly and positively influence initial trust. Initial trust plays a mediating role in the relationship between perceived expertise, perceived similarity, and perceived likeability toward purchase intention, while it does not significantly mediate perceived familiarity.

Abstrak :
Tujuan dari penelitian ini adalah untuk mengetahui faktor-faktor interaksi interpersonal yang mempengaruhi intensi pembelian terhadap produk fashion lokal Indonesia melalui TikTok live stream shopping, berdasarkan teori Stimulus-Organism-Response (SOR). Sampel penelitian terdiri dari pengguna TikTok live stream shopping yang pernah menonton sesi live stream shopping produk fashion lokal dari Indonesia, tinggal di wilayah Jabodetabek, dan berusia antara 18 hingga 34 tahun. Kuesioner penelitian disebarkan secara online, dan sebanyak 295 responden berhasil mengisi kuesioner. Data yang terkumpul kemudian dianalisis menggunakan metode Structural Equation Modeling (SEM) dengan menggunakan software PLS-SEM. Menurut penelitian ini, Perceived similarity berhubungan positif dengan Swift guanxi. Selain itu, Perceived similarity Perceived responsiveness berhubungan positif dengan Initial Trust. Swift guanxi dan Initial Trust berhubungan positif dengan Purchase Intention. Selain itu, ditemukan bahwa swift guanxi memiliki peran mediasi yang positif terhadap Perceived similarity pada Purchase Intention di TikTok live streaming shopping. Terakhir, Initial Trust secara positif memediasi efek Perceived similarity dan Perceived responsiveness terhadap Purchase Intention di TikTok live streaming shopping. ......This study aims to investigate the interpersonal interaction factors influencing purchase intention towards local Indonesian fashion products through TikTok live stream shopping, based on the Stimulus-Organism-Response (SOR) theory. The sample consists of TikTok livestream shopping users who have previously watched livestream shopping sessions of local fashion products from Indonesia, residing in the Jabodetabek area, and aged between 18 and 34 years. The research questionnaire was distributed online, and a total of 295 respondents successfully completed the survey. The collected data were analyzed using the Structural Equation Modelling (SEM) method with PLS-SEM software. According to this study, perceived similarity is positively related to swift guanxi. Additionally, perceived similarity and perceived responsiveness are also positively related to initial trust. Swift guanxi and Initial trust is positively related to the buyer's intention to purchase a product. Moreover, it is found that swift guanxi positively mediates the effect of perceived similarity on purchase intention in TikTok live stream shopping. Lastly, Initial trust positively mediates the effect of perceived similarity and perceived responsiveness on purchase intention in TikTok live stream shopping.