RESEARCH STUDY ON ADOPTION OF SOCIAL MEDIA MARKETING IN THE ENTERPRISE (MALAYSIA CONTEXT) KEE YONG HONG LEOW XIN YI TANG XIN YI WONG SIONG MUNG

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1 RESEARCH STUDY ON ADOPTION OF SOCIAL MEDIA MARKETING IN THE ENTERPRISE (MALAYSIA CONTEXT) KEE YONG HONG LEOW XIN YI TANG XIN YI WONG SIONG MUNG BACHELOR OF MARKETING (HONS) UNIVERSITI TUNKU ABDUL RAHMAN FACULTY OF BUSINESS AND FINANCE DEPARTMENT OF MARKETING SEPTEMBER 2015

2 KEE, LEOW, TANG & WONG SOCIAL MEDIA MARKETING BMK (HONS) SEPTEMBER 2015

3 RESEARCH STUDY ON ADOPTION OF SOCIAL MEDIA MARKETING IN THE ENTERPRISE (MALAYSIA CONTEXT) BY KEE YONG HONG LEOW XIN YI TANG XIN YI WONG SIONG MUNG A research project submitted in partial fulfillment of the requirement for the degree of BACHELOR OF MARKETING (HON) UNIVERSITI TUNKU ABDUL RAHMAN FACULTY OF BUSINESS AND FINANCE DEPARTMENT OF MARKETING SEPTEMBER 2015

4 C o p y r i g h A L L R I G H T S R E S E R V E D. N o p a r t o f t h i s p a p e r m a y b e r e p r o d u c e d, st o r e d i n a r e t r i e v a l s y s t e m, o r t r a n s m i t t e d i n a n y f o r m o r b y a n y m e a n s, g r a p h i c, e l e c t r o n i c, m e c h a n i c a l, p h o t o c o p y i n g, r e c o r d i n g, s c a n n i n g, o r o t h e r w i s e, w i t h o u t th e p r i o r c o n s e n t o f t h e a u t h o r s. ii

5 D E C L A R A T I O N W e h e r e b y d e c l a r e t h a t : ( 1 ) T h i s u n d e r g r a d u a t e r e s e a r c h p r o j e c t i s t h e e n d r e s u l t o f o u r o w n w o r k a n d t h a t d u e a c k n o w l e d g e m e n t h a s b e e n g i v e n i n t h e r e f e r e n c e s t o A L L s o u r c e s o f i n f o r m a t i o n b e t h e y p r i n t e d, e l e c t r o n i c, o r p e r s o n a l. ( 2 ) N o p o r t i o n o f t h i s r e s e a r c h p r o j e c t h a s b e e n s u b m i t t e d i n s u p p o r t o f a n y a p p l i c a ti o n f o r a n y o t h e r d e g r e e o r q u a li f i c a t i o n o f t h i s o r a n y o t h e r u n i v e r s it y, o r o t h e r i n s t it u t e s o f l e a r n i n g. ( 3 ) E q u a l c o n t r i b u t i o n h a s b e e n m a d e b y e a c h g r o u p m e m b e r i n c o m p l e t i n g t h e r e s e a r c h p r o j e c t. ( 4 ) T h e w o r d c o u n t o f t h i s r e s e a r c h r e p o r t i s _ 10, N a m e o f S t u d e n t : S t u d e n t I D : S i g n a t u r e : 1. K E E Y O N G H O N G 1 2 A B B L E O W X I N Y I 1 3 A B B T A N G X I N Y I 1 0 A B B W O N G S I O N G M U N G 1 3 A B B D a t e : 4 th S e p t e m b e r iii

6 A C K N O W L E D G E M E N T S W e h e r e b y, s t u d e n t s o f F a c u l t y o f B u s i n e s s a n d F i n a n c e ( F B F ) w o u l d li k e t o a c k n o w l e d g e t h e c o n t r i b u t i o n o f a g r e a t n u m b e r o f p e o p l e w h o h a d h e l p e d a n d s u p p o r t e d u s d u r i n g t h e p r o c e s s o f c o m p l e t i n g t h i s r e s e a r c h p r o j e c t. F i r s t o f a ll, i m m e a s u r a b l e a p p r e c i a t i o n a n d g r a tit u d e i s e x t e n d e d t o o u r s u p e r v i s o r, M r. C h o y J o h n n Y e e f o r h i s c o n t i n u o u s s u p p o r t a n d d e d i c a t e a l o t o f h i s k n o w l e d g e t o u s f o r t h i s r e s e a r c h. H e h a d g i v e n u s g u i d a n c e a n d m o t i v a t i o n d u r i n g t h e p r o c e s s o f r e s e a r c h. H i s p a t i e n c e a n d g u i d a n c e a r e a b s o l u t e e s s e n t i a l t o t h e c o m p l e t i o n o f t h i s r e s e a r c h. W e a r e t r u l y g r a t e f u l f o r h i s s h a r i n g o f e x p e r i e n c e, k n o w l e d g e a n d o p i n i o n s w i t h u s. B e s i d e s t h a t, o u r s i n c e r e t h a n k s g o e s t o M r. G a r r y T a n W e i H a n w h o i s o u r s e c o n d e x a m i n e r. W e w a n t t o t h a n k h i m f o r h i s g u i d a n c e, e n c o u r a g e m e n t a n d i n s i g h t f u l c o m m e n t o n t h e r e s e a r c h f o r f u r t h e r i m p r o v e m e n t. W e s i n c e r e l y a p p r e c i a t e t h e v a l u a b l e ti m e a n d c o m m e n t t h a t h e h a d p r o v i d e d t o u s. T h i r d l y, w e w o u l d li k e t o a p p r e c i a t e t h e e f f o r t o f e a c h m e m b e r i n f i n i s h i n g t h i s r e s e a r c h. W e t r y h a r d a n d a l w a y s d i s c u s s a s a t e a m t o f i g u r e o u t t h e f e a s i b l e s o l u t i o n t o a p r o b l e m t h a t w e e n c o u n t e r e d. L a s t l y, w e w o u l d li k e t o t h a n k a ll t h e r e s p o n d e n t s w h o a r e w i lli n g t o s p e n d t h e i r p r e c i o u s ti m e t o c o m m e n t a n d f i ll u p t h o s e q u e s t i o n n a i r e s. iv

7 D E D I C A T I O N T h i s t h e s i s is e s p e c i a ll y d e d i c a t e d t o : M r C h o y J o h n n Y e e, M r G a r r y T a n W e i H a n, a n d O u r f a m i li e s, f ri e n d s a n d r e s p o n d e n t s, T h a n k s f o r y o u r f u ll y s u p p o r t w h e n w e n e e d it t h e m o s t. v

8 T A B L E O F C O N T E N T S P a g e C o p y r i g h t P a g e. ii D e c l a r a ti o n... iii A c k n o w l e d g e m e n t... iv D e d i c a t i o n... v T a b l e o f C o n t e n t s vi L i s t o f T a b l e s x i i L i s t o f F i g u r e s x iii L i s t o f A p p e n d i c e s... x i v L i s t o f A b b r e v i a t i o n s x v A b s t r a c t. x v i C H A P T E R 1 I N T R O D U C T I O N 1. 1 R e s e a r c h B a c k g r o u n d P r o b l e m S t a t e m e n t R e s e a r c h O b j e c t i v e G e n e r a l O b j e c t i v e S p e c i f i c O b j e c t i v e s R e s e a r c h Q u e s t i o n s H y p o t h e s e s o f t h e S t u d y S i g n i f i c a n c e o f t h e S t u d y C h a p t e r L a y o u t 7 vi

9 1. 8 C o n c l u s i o n... 8 C H A P T E R 2 L I T E R A T U R E R E V I E W 2. 0 I n t r o d u c t i o n R e v i e w o f R e l e v a n t T h e o r e t i c a l M o d e l s T h e o r y o f R e a s o n e d A c t i o n ( T R A ) T h e o r y o f P l a n n e d B e h a v i o r ( T P B ) T e c h n o l o g y A c c e p t a n c e M o d e l ( T A M ) U n i f i e d T h e o r y o f A c c e p t a n c e a n d U s e o f T e c h n o l o g y ( U T A U T ) R e v i e w o f t h e L i t e r a t u r e D e p e n d e n t V a r i a b l e ( D V ) - B e h a v i o r a l I n t e n t i o n ( B I ) I n d e p e n d e n t V a r i a b l e - S o c i a l I n f l u e n c e ( S I ) I n d e p e n d e n t V a r i a b l e - F a c i lit a ti n g C o n d i ti o n ( F C ) I n d e p e n d e n t V a r i a b l e - P e r f o r m a n c e E x p e c t a n c y ( P E ) I n d e p e n d e n t V a r i a b l e - E a s e o f u s e ( E U ) P r o p o s e d C o n c e p t u a l F r a m e w o r k H y p o t h e s e s D e v e l o p m e n t T h e r e l a t i o n s h i p b e t w e e n S I a n d B I T h e r e l a t i o n s h i p b e t w e e n F C a n d B I T h e r e l a t i o n s h i p b e t w e e n P E a n d B I T h e r e l a t i o n s h i p b e t w e e n P E a n d B I C o n c l u s i o n.. 21 vii

10 C H A P T E R 3 : M E T H O D O L O G Y 3. 0 I n t r o d u c t i o n R e s e a r c h D e s i g n D e s c r i p t i v e R e s e a r c h Q u a n t i t a t i v e R e s e a r c h D a t a C o l l e c t i o n M e t h o d P r i m a r y D a t a S a m p l i n g D e s i g n T a r g e t P o p u l a ti o n S a m p l i n g F r a m e a n d S a m p l i n g L o c a t i o n S a m p l i n g E l e m e n t s S a m p l i n g T e c h n i q u e S a m p l e S i z e R e s e a r c h I n s t r u m e n t P u r p o s e o f Q u e s t i o n n a i r e Q u e s t i o n n a i r e D e s i g n P i l o t T e s t C o n s t r u c t s M e a s u r e m e n t S c a l e o f M e a s u r e m e n t a n d t h e S c a li n g T e c h n i q u e s O r i g i n S o u r c e o f M e a s u r e m e n t D a t a P r o c e s s i n g Q u e s t i o n n a i r e C h e c k i n g Q u e s t i o n n a i r e E d iti n g D a t a C o d i n g.. 30 viii

11 D a t a T r a n s c r i b i n g D a t a C l e a n i n g D a t a A n a l y s i s D e s c r i p t i v e A n a l y s i s R e li a b i lit y T e s t I n f e r e n t i a l A n a l y s i s P e a r s o n C o r r e l a ti o n C o e f f i c i e n t T e s t M u l t i p l e R e g r e s s i o n s A n a l y s i s C o n c l u s i o n 34 C H A P T E R 4 : D A T A A N A L Y S I S 4. 0 I n t r o d u c t i o n R e s p o n s e R a t e D e s c r i p t i v e A n a l y s i s R e s p o n d e n t D e m o g r a p h i c P r o f i l e G e n d e r A g e H i g h e s t E d u c a t i o n a l C o m p l e t e d M o n t h l y I n c o m e / A l l o w a n c e ( R M ) C u r r e n t E m p l o y m e n t S t a t u s S o c i a l M e d i a P l a t f o r m U s e d S o c i a l C o n v e r s a t i o n S o c i a l M e d i a C o n t e n t S c a l e M e a s u r e m e n t o f R e s e a r c h T e s t o f I n t e r n a l R e li a b i lit y. 48 ix

12 4. 4 I n f e r e n t i a l A n a l y s i s P e a r s o n C o r r e l a t i o n A n a l y s i s T e s t o f S i g n i f i c a n t M u l t i p l e R e g r e s s i o n A n a l y s i s S t r e n g t h o f R e l a t i o n s h i p C o n c l u s i o n 53 C H A P T E R 5 : D I S C U S S I O N, C O N C L U S I O N A N D I M P L I C A T I O N S 5. 0 I n t r o d u c t i o n S u m m a r y o f S t a t i s ti c a l A n a l y s e s D e s c r i p t i v e A n a l y s i s R e s p o n d e n t s D e m o g r a p h i c P r o f i l e S c a l e M e a s u r e m e n t R e li a b i lit y T e s t I n f e r e n t i a l A n a l y s i s P e a r s o n C o r r e l a ti o n A n a l y s i s M u l t i p l e R e g r e s s i o n A n a l y s i s D i s c u s s i o n o f M a j o r F i n d i n g s I m p l i c a t i o n s o f t h e S t u d y M a n a g e r i a l I m p l i c a t i o n s T h e o r e t i c a l I m p l i c a t i o n s L i m i t a t i o n s o f t h e S t u d y R e c o m m e n d a t i o n f o r F u t u r e S t u d i e s C o n c l u s i o n.. 61 x

13 R e f e r enc e s.. 62 A p p e n d i c e s xi

14 L I S T O F T A B L E S P a g e T a b l e 3. 1 : O r i g i n s o u r c e o f m e a s u r e m e n t 29 T a b l e 4. 1 : G e n d e r 36 T a b l e 4. 2 : A g e 37 T a b l e 4. 3 : H i g h e s t e d u c a ti o n a l C o m p l e t e d 39 T a b l e 4. 4 : M o n t h l y i n c o m e / a l l o w a n c e 41 T a b l e 4. 5 : C u r r e n t E m p l o y m e n t S t a t u s 42 T a b l e 4. 6 : S o c i a l M e d i a P l a t f o r m U s e d 44 T a b l e 4. 7 : S o c i a l C o n v e r s a t i o n 46 T a b l e 4. 8 : F r e q u e n c y o f S o c i a l M e d i a C o n t e n t U p d a t e 47 T a b l e 4. 9 : R e li a b i lit y S t a ti sti c s 48 T a b l e : P e r s o n C o r r e l a t i o n A n a l y s i s 49 T a b l e : M o d a l S u m m a r y 52 T a b l e : A n a l y s i s o f V a r i a n c e 52 T a b l e : P a r a m e t e r E s ti m a t e s 53 xii

15 L I S T O F F I G U R E S F i g u r e 1. 1 : C h a p t e r L a y o u t 7 F i g u r e 2. 1 : T e c h n o l o g y A c c e p t a n c e M o d e l ( T A M ) M o d e l 11 P a g e F i g u r e 2. 2 : U n i f i e d T h e o r y o f A c c e p t a n c e a n d U s e o f T e c h n o l o g y ( U T A U T ) 12 F i g u r e 2. 3 : P r o p o s e d C o n c e p t u a l F r a m e w o r k 18 F i g u r e 3. 1 : C r o n b a c h A l p h a C o e f f i c i e n t R a n g e 32 F i g u r e 3. 2 : P e a r s o n C o r r e l a t i o n C o e f f i c i e n t 33 F i g u r e 4. 1 : G e n d e r 36 F i g u r e 4. 2 : A g e 38 F i g u r e 4. 3 : H i g h e s t e d u c a t i o n a l C o m p l e t e d 40 F i g u r e 4. 4 : M o n t h l y i n c o m e / a l l o w a n c e 41 F i g u r e 4. 5 : C u r r e n t E m p l o y m e n t S t a t u s 43 F i g u r e 4. 6 : S o c i a l M e d i a P l a t f o r m U s e d 45 F i g u r e 4. 7 : S o c i a l C o n v e r s a t i o n 46 F i g u r e 4. 8 : F r e q u e n c y o f S o c i a l M e d i a C o n t e n t U p d a t e 47 xiii

16 L I S T O F A P P E N D I C E S P a g e A P P E N D I X A : D e f i n i ti o n o f C o n s t r u c t 73 A P P E N D I X B : Q u e s t i o n n a i r e 75 A P P E N D I X C : D e m o g r a p h i c P r o f i l e o f t h e R e s p o n d e n t s 78 A P P E N D I X D : C o r r e l a t i o n A n a l y s i s 80 A P P E N D I X E : O n e - W a y A n a l y s i s o f V a r i a n c e 81 A P P E N D I X F : L i n e a r R e g r e s s i o n 86 A P P E N D I X G : G r o w t h f o r B u s i n e s s w i t h S o c i a l M e d i a M a r k e t i n g 94 A P P E N D I X H : S u r v e y Q u e s t i o n n a i r e i n F a c e b o o k F o r m a t 94 A P P E N D I X I : R e s p o n d e n t s f e e d b a c k 95 xiv

17 L I S T O F A B B R E V I A T I O N S B I DV e t a l E U F C I V P E S A S S I T A M T P B T R A U T A U T B e h a v i o r a l I n t e n t i o n D e p e n d e n t V a r i a b l e A n d o t h e r s E a s e o f U s e F a c i lit a ti n g C o n d i t i o n I n d e p e n d e n t V a r i a b l e P e r f o r m a n c e E x p e c t a n c y S c i e n c e A n a l y s i s S y s t e m S o c i a l I n f l u e n c e T e c h n o l o g y A c c e p t a n c e M o d e l T h e o r y o f P l a n n e d B e h a v i o r T h e o r y o f R e a s o n e d A c t i o n U n i f i e d T h e o r y o f A c c e p t a n c e a n d U s e o f T e c h n o l o g y xv

18 ABSTRACT S o c i a l m e d i a h a s b e c o m e a tr e n d f o r y o u n g s t e r a n d b u s i n e s s p a r t n e r t o d a y. T h e r e f o r e, t h i s r e s e a r c h h a d b e e n c a r r y i n g o u t t o e n c o u r a g e e n t r e p r e n e u r t o a d o p t s o c i a l m e d i a a s n e w b u s i n e s s p l a t f o r m t o f u r t h e r i m p r o v e t h e i r b u s i n e s s. T h i s i s b e c a u s e 9 2 % o f m a r k e t e r s d e c l a r e d t h a t s o c i a l m e d i a m a r k e t i n g i s i m p o r t a n t o n i n c r e a s e g r o w t h f o r b u s i n e s s e s. S o m e o f t h e e n t r e p r e n e u r s ti ll p r e f e r o f f li n e b u s i n e s s b e c a u s e t h e y t h i n k t h a t t r a d i ti o n a l m a r k e t i n g s t i ll r e m a i n a s ri v a l f o r s o c i a l m e d i a m a r k e t i n g. T o d e t e r m i n e h o w m u c h p e r c e n t c a n i n f l u e n c e e n t r e p r e n e u r s b e h a v i o r a l in t e n t i o n t o a d o p t s o c i a l m e d i a, s e v e r a l f a c t o r s li k e s o c i a l i n f l u e n c e, f a c i lit a t i n g c o n d i t i o n, p e r f o r m a n c e e x p e c t a n c y a n d e a s e o f u s e h a s b e e n a d o p t t o b e c o m e a f r a m e w o r k. F o r c o l l e c t t h e d a t a r e q u i r e d, o n li n e s u r v e y h a s b e e n c o n d u c t e d a s p r i m a r y d a t a w h e r e o n l i n e q u e s t i o n n a i r e d i s t ri b u t e t o o n li n e e n t r e p r e n e u r s i n M a l a y s i a t h r o u g h F a c e b o o k a n d e m a i l. T h e t a r g e t e d r e s p o n d e n t s w a s p e o p l e b u t q u e s t i o n n a i r e t h a t b e e n d i s t r i b u t e w e r e m o r e t h a n t h a t. T h e t e s t r e s u lt o f i n t e r n a l r e li a b i lit y a n a l y s i s s h o w e d t h a t t h e f o u r i n t e r d e p e n d e n t v a l u a b l e a r e r e li a b l e a s t h e c r o n b a c h s a l p h a i s m o r e t h a n ; P e a r s o n c o r r e l a t i o n a n a l y s i s a l s o s t a t e t h a t th e r e l a t i o n s h i p b e t w e e n I V a n d D V a r e str o n g. T h i s r e s e a r c h c a n b e a t h e s i s t h a t p r o v i d e s f u r t h e r i n f o r m a t i o n f o r r e s e a r c h e r w h e n t h e y w a n t t o c o n d u c t s i m i l a r r e s e a r c h i n t h e f u t u r e. T h e i d e n t i f i e d c o n s t r u c t s i n t h i s p a p e r a r e i n s p i r e d f r o m t h e U T A U T a n d T A M t h e o r e t i c a l f r a m e w o r k s r e s p e c t i v e l y. xvi

19 Chapter 1: RESEARCH OVERVIEW 1.0 Introduction T h i s s t u d y w a s c a r r i e d o u t t o d i s c o v e r t h e f a c t o r s a f f e c t i n g t h e i n iti a l r e s p o n s e o n e n t r e p r e n e u r s i n M a l a y s i a r e g a r d i n g b e h a v i o r a l i n t e n t i o n w h e n a d o p t i n g s o c i a l m e d i a m a r k e t i n g. T h i s c h a p t e r c o v e r s a w i d e s c o p e o f r e s e a r c h b a c k g r o u n d a n d i d e n t i f i c a t i o n o f p r o b l e m, c o n t i n u e b y r e s e a r c h o b j e c t i v e s, q u e s t i o n s, h y p o t h e s e s, s i g n i f i c a n c e o f s t u d y a n d l a s t l y t h e c h a p t e r l a y o u t o f t h i s r e s e a r c h s t u d y. 1.1 Research Background I n t h e m o d e r n ti m e s li k e t h e s e, t e c h n o l o g y h a s s i g n i f i c a n t l y c h a n g e d t h e m e t h o d s a n d c h a n n e l s p e o p l e u s e d t o c o m m u n i c a t e a n d i n t e r a c t w i t h e a c h o t h e r, c o m m u n i c a t i o n b e t w e e n b u s i n e s s e s t o c u s t o m e r h a s a l s o c h a n g e d ( M o r a n, ). I n f a c t, t h e e m e r g e n c e o f s o c i a l m e d i a p r o v i d e a g r e a t m a r k e t o p p o r t u n i t i e s f o r a l l s i z e s o f b u s i n e s s e s ( D e M e r s, ). T h e s o c i a l m e d i a r e v o l u t i o n h a s a l s o tri g g e r t h e e n t r e p r e n e u r i a l s p i r it s, a n d w e c a n s e e t h a t t h e r e s a l o t o f b u s i n e s s e s b e i n g i n i ti a t e d o n s o c i a l m e d i a ( M i n e i, ). A c c o r d i n g t o a s t a t i s ti c r e p o r t f r o m H u b s p o t i n , 9 2 % o f m a r k e t e r s d e c l a r e d t h a t s o c i a l m e d i a m a r k e t i n g i s i m p o r t a n t f o r i n c r e a s i n g g r o w t h f o r b u s i n e s s e s. S o c i a l m e d i a i s c o n s i d e r e d a s a m e d i u m o r s o u r c e w h i c h a ll o w p e o p l e t o p r o d u c e, s h a r e o r e x c h a n g e c o n t e n t a n d i n f o r m a t i o n i n c y b e r c o m m u n i t i e s a n d n e t w o r k ( B u r k e, ). W h e r e a s, s o c i a l n e t w o r k i n g s e r v i c e i s a w e b - b a s e d s e r v i c e f o c u s o n b u i l d i n g r e l a ti o n s h i p s a n d n e t w o r k a m o n g p e o p l e i n a p l a t f o r m ( K h a n, ). H o w e v e r p e o p l e a l w a y s m i s u s e a n d f a i l t o d i s t i n g u i s h t h e t e r m o f s o c i a l m e d i a a n d s o c i a l n e t w o r k i n g ( D o d s o n, ). I n f a c t, t h e r e a r e a v a s t d i f f e r e n c e b e t w e e n s o c i a l m e d i a a n d s o c i a l n e t w o r k ( H a r t s h o r n, ). T o s u m u p a l l t h e d e f i n i ti o n s, s o c i a l m e d i a i s t o h e l p p e o p l e t o m a k e c o n n e c t i o n w h e r e b y s o c i a l n e t w o r k i n g e n h a n c e t h e c o n n e c t i o n Page 1 of 97

20 ( C o h n, ). S o c i a l m e d i a i s a v e r y b r o a d o n l i n e r e s o u r c e s a n d s o c i a l n e t w o r k i n g i s o n e o f t h e s u b c a t e g o r i e s o f s o c i a l m e d i a ( J o s h u a P e r d u e, ). B e s i d e s, v i d e o - s h a r i n g s i t e s, m i c r o b l o g g i n g, p h o t o - s h a r i n g sit e s, s o c i a l n e w s, a n d s o c i a l b o o k m a r k i n g a r e t h e s u b c a t e g o r y o f s o c i a l m e d i a ( J o s h u a P e r d u e, ). S o c i a l m e d i a m a r k e t i n g is d e f i n e a s t h e c h a n n e l f o r s o c i a l m e d i a s u c h a s s o c i a l n e t w o r k i n g s it e s t o p r o m o t e o r a d v e r ti s e a c o m p a n y a n d s e ll it s p r o d u c t s ( B a r e f o o t & S z a b o ). N o w a d a y s, s o c i a l m e d i a m a r k e t i n g h a s b e c o m e a n e w tr e n d a n d g r o w i n g r a p i d l y, b u s i n e s s e s c a n r e a c h t o t h e i r t a r g e t e d c u s t o m e r m o r e e a s il y w i t h t h e a d v a n c e o f s o c i a l m e d i a ( C h u n, ). S o c i a l m e d i a m a r k e t i n g i s a n e w a n d f a s t g r o w i n g t r e n d w h i c h e n a b l e t h e b u s i n e s s e s t o r e a c h o u t t o t a r g e t e d c u s t o m e r s e a s i l y. P e o p l e i n M a l a y s i a s p e n d a t l e a s t f i v e h o u r s o n i n t e r n e t e v e r y d a y, a n d 6 4 % o u t o f t h e p o p u l a t i o n li k e t o s p e n d i t o n s o c i a l m e d i a s it e s ( M u s t a f a e t a l., ) ( T a r m i z i, ). I n t h e y e a r , t h e t o t a l I n t e r n e t u s e r i n M a l a y s i a h a v e r e a c h e d m i ll i o n p e o p l e w h i l e m i l li o n p e o p l e o u t o f t h e t o t a l a r e a c t i v e o n F a c e b o o k ( I n d u s t r y P e r f o r m a n c e R e p o r t, ). S o c i a l m e d i a c a n a l s o i n c r e a s e t h e p e r f o r m a n c e a n d c a p a b i lit y o f o r g a n i z a t i o n s f o r e x a m p l e, e n h a n c e m e n t o n c u s t o m e r r e l a t i o n s a n d c u s t o m e r s e r v i c e a c t i v i tie s, a n d i m p r o v e i n i n f o r m a t i o n a c c e s s i b i lit y. ( P a r v e e n, J a a f a r & A i n i n, ). T h e m a j o r it y o f w e l l - e s t a b li s h e d b u s i n e s s o r g a n i z a t i o n i n M a l a y s i a h a v e b e e n u s i n g s o c i a l m e d i a a s a m a r k e t i n g t o o l ( S h a h i z a n, N o r s h u h a d a, N o r l a i l y, S o b i h a t u n, & S a m s u, ). Page 2 of 97

21 1.2 Problem Statement S o c i a l m e d i a m a r k e t i n g i s a n e w p h e n o m e n o n i n t h e w o r l d a n d h a s c h a n g e d t h e tr a d i t i o n a l o p e r a ti o n o f b u s i n e s s e n v i r o n m e n t ( J a g o n g o & K i n y u a, ). H o w e v e r, t h e r e a r e s o m e c o n t r o v e r s i a l i s s u e s o n i m p l e m e n t a t i o n o f s o c i a l m e d i a m a r k e t i n g ( F u c h s - k i t o w s k i e t a l ; C h u i e t a l ). A c c o r d i n g t o D u h a n a n d S i n g h ( ), b u s i n e s s m e n a r e n o t s o i n t o u s i n g s o c i a l m e d i a m a r k e t i n g b e c a u s e m o s t o f t h e m a l r e a d y h a v e a m i n d s e t o f s o c i a l m e d i a m i g h t f a i l t o a c h i e v e t h e e n t r e p r e n e u r i a l o b j e c t i v e o r g o a l s. B a s e d o n S h a n k m a n ( ) s s t u d y, h e s t a t e d t h a t t h e m i n d s e t a r e f i x e d b y p e o p l e w h o s i m p l y m a k e a s s u m p t i o n t h a t s o c i a l m e d i a m a r k e t i n g i s si m i l a r t o t r a d i ti o n a l t a c t i c s h e n c e t h e y i n s i s t o f n o t a d o p t i n g t h e n e w t r e n d. T h e s e s c e n a r i o r e f l e c t s t h a t t h e e n t r e p r e n e u r s i n M a l a y s i a l a c k o f c o n f i d e n c e i n s o c i a l m e d i a m a r k e t i n g. T h e r e f o r e, it i s i m p o r t a n t t o i d e n t i f y t h e f a c t o r s t h a t a r e p r o h i b i ti n g t h e e n t e r p r i s e f r o m a d o p t i n g s o c i a l m e d i a m a r k e t i n g s o t h a t t h e u s a g e o f s o c i a l m e d i a a m o n g t h e e n t e r p r i s e i n M a l a y s i a i n c r e a s e s ( P a r v e e n, J a a f a r & A i n i n, ). A c c o r d i n g t o M c D o w e l l & M o r d a ( ), p e o p l e i n o u r s o c i e t y a r e e a s i l y b e i n g i n f l u e n c e d t o s i g n u p f o r s o c i a l m e d i a t o s o c i a li z e w i t h e a c h o t h e r, h o w e v e r t h e r e a r e s ti ll l a c k o f i n f l u e n c e s i n c o n d u c t i n g e n t r e p r e n e u r i a l a c t i v iti e s o n s o c i a l m e d i a. F u r t h e r m o r e, it i s v e r y c h a ll e n g i n g f o r e n t r e p r e n e u r s t o k e e p u p w i t h t h e r a p i d c h a n g e s o f t e c h n o l o g y t o e n s u r e t h e i n f r a s t r u c t u r e c a n s u p p o r t t h e s o c i a l m e d i a m a r k e t i n g ( C u t l e r, ). D e s p i t e t h e w i d e a c c e p t a n c e o f s o c i a l m e d i a m a r k e t i n g a r o u n d t h e w o r l d, s o m e o f t h e e n t e r p r i s e a r e s till i n d o u b t w h e t h e r s o c i a l m e d i a m a r k e t i n g a r e a s f u n c t i o n a l a n d e f f e c t i v e c o m p a r e t o t h e t r a d i t i o n a l m a r k e t i n g o n s e e k i n g a t t e n t i o n f r o m t h e i r t a r g e t e d a u d i e n c e b a s e d o n t h e d i f f e r e n t g e n e r a t i o n ( T h o m p s o n & G r e g o r y, ). M o r e o v e r, m a n y e n t r e p r e n e u r s t h i n k t h a t c r e a t i n g a s o c i a l m e d i a m a r k e t i n g p l a n i s n o t a n e a s y t a s k a n d h a s t o e m p l o y a p r o f e s s i o n a l p e r s o n n e l t o r u n t h e p l a n ( L a p a g e, ). B a s e d o n p a s t s o c i a l m e d i a e x a m i n e r, a t o t a l o f 9 7 % o f u s e r s a r e c u r r e n t l y i n v o l v e i n s o c i a l m e d i a m a r k e t i n g b u t h o w e v e r 8 5 % Page 3 of 97

22 o u t o f t h e 9 7 % a r e n o t s u r e w h a t t o o l s o r t a c t i c s t h a t i s e f f e c t i v e t o u s e i n s o c i a l m e d i a ( D e m e r s, ). T h i s s h o w s t h e l a c k o f u n d e r s t a n d i n g o f e n t r e p r e n e u r s o n h o w t o a c h i e v e t h e t a r g e t e d r e s u l t s. N o w a d a y s, s o c i a l m e d i a o f f e r s t h e e n t e r p r i s e a n e w w a y t o e n g a g e w i t h c u s t o m e r s a n d t h e e n g a g e m e n t h a d b e n e f it e d t h e e n t e r p r i s e w h e r e c u s t o m e r w i l l b e m o r e i n v o l v e d w i t h t h e c o m p a n y a n d it s b r a n d ( S m i t h & Z o o k, ). T h e c u r r e n t r e s e a r c h s h o w s t h a t s o c i a l m e d i a m a r k e t i n g h a v e b o t h a d v a n t a g e s a n d d i s a d v a n t a g e s b u t t h e r e a r e s till q u i t e a n u m b e r o f r e s e a r c h e r s e m p h a s i z e o n t h e b e n e f i t s ( A g n i h o t r i, e t. a l., ; T u t e n & A n g e r m e i e r, ; C o r s tj e n s, ). A c c o r d i n g t o K a r a a t li, e t a l. ( ), s o c i a l m e d i a h a s f u lf i ll c u s t o m e r s d e s i r e f o r a v i r t u a l c o m m u n i c a t i o n w i t h t h e c o m p a n y b e c a u s e t h e y a r e f r e e f r o m t i m e a n d p l a c e c o n s t r a i n t s. 1.3 Research Objectives R e s e a r c h o b j e c t i v e f o r m u l a t e t h e p u r p o s e f o r r e s e a r c h e r s General Objective T h e m a i n o b j e c t i v e o f t h i s s t u d y i s t o d e t e r m i n e a n d i d e n t i f y t h e f a c t o r s t h a t a f f e c t e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g Specific Objectives 1. T o d e t e r m i n e t h e r e l a t i o n s h i p b e t w e e n s o c i a l in f l u e n c e a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o w a r d s a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g. Page 4 of 97

23 2. T o d e t e r m i n e t h e r e l a t i o n s h i p b e t w e e n f a c i lit a ti o n c o n d i t i o n a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o w a r d s a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g. 3. T o d e t e r m i n e t h e r e l a t i o n s h i p b e t w e e n p e r f o r m a n c e e x p e c t a n c y a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o w a r d s a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g. 4. T o d e t e r m i n e t h e r e l a t i o n s h i p b e t w e e n e a s e o f u s e a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o w a r d s a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g. 1.4 Research Questions W h a t a r e t h e i m p o r t a n t f a c t o r s t h a t m o t i v a t e e n t r e p r e n e u r s i n v o l v e m e n t i n b u s i n e s s t h r o u g h s o c i a l m e d i a m a r k e t i n g i n M a l a y s i a? 1. D o e s s o c i a l i n f l u e n c e a f f e c t t o e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g i n M a l a y s i a? 2. D o e s f a c i lit a t i o n c o n d i t i o n a f f e c t t o e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g i n M a l a y s i a? 3. D o e s p e r f o r m a n c e e x p e c t a n c y a f f e c t t o e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g i n M a l a y s i a? 4. D o e s e a s e o f u s e a f f e c t t o e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g i n M a l a y s i a? Page 5 of 97

24 1.5 Hypotheses of the Study H 1 : T h e r e i s a s i g n i f i c a n t r e l a t i o n s h i p b e t w e e n s o c i a l i n f l u e n c e a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. H 2 : T h e r e i s a s i g n i f i c a n t r e l a t i o n s h i p b e t w e e n f a c i lit a ti o n c o n d i t i o n a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. H 3 : T h e r e i s a si g n i f i c a n t r e l a t i o n s h i p b e t w e e n p e r f o r m a n c e e x p e c t a n c y a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. H 4 : T h e r e i s a s i g n i f i c a n t r e l a t i o n s h i p b e t w e e n e a s e o f u s e a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. 1.6 Significance of the Study N o w a d a y s, t h e a m o u n t o f I n t e r n e t u s e r i n c r e a s e s w h e r e t h e y s p e n d m o s t o f t h e i r t i m e o n s o c i a l m e d i a s i t e s u s i n g p e r s o n a l c o m p u t e r o r m o b i l e d e v i c e s ( N i e l s e n, ). T h e r e f o r e, e n t r e p r e n e u r s c a n t a k e t h i s o p p o r t u n it y t o e x p l o i t p o t e n t i a l c u s t o m e r s t h r o u g h s o c i a l m e d i a sit e s. T h i s r e s e a r c h m a i n l y d i s c u s s t h e f a c t o r s i n f l u e n c e o n t h e i n iti a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g a m o n g t h e e n t e r p r i s e. C o n s e q u e n t l y, t h i s r e s e a r c h w i l l f u r n i s h t h e e n t r e p r e n e u r s a n d o r g a n i z a t i o n t o h a v e a m o r e u n d e r s t a n d i n g a n d k n o w l e d g e o n b e n e f i t s o f s o c i a l m e d i a m a r k e t i n g. T h u s, 4 v a r i a b l e s w i ll b e t e s t e d o n t h e e x i s ti n g u s e r s o f s o c i a l m e d i a m a r k e t i n g o n i n t e n t i o n t o i m p l e m e n t t h i s m a r k e t i n g t o o l s o n e n t r e p r e n e u r i a l a c t i v i ti e s. B e s i d e s, t h i s r e s e a r c h c o u l d a l s o m o t i v a t e s t h e e n t e r p r i s e i n M a l a y s i a t o i n iti a t e t h e i m p l e m e n t a t i o n o f s o c i a l m e d i a s it e, p r o v i d e s t h e m a c h a n n e l s t o b u i l d a w a r e n e s s, a tt r a c t n e w c u s t o m e r, i n c r e a s e s a l e s a n d b u i l d lo y a l t y o f t h e i r p r o d u c t s o r s e r v i c e s. Page 6 of 97

25 1.7 Chapter Layout T h e o v e r a l l o f t h i s r e s e a r c h s t u d y c o n s i s t s o f 5 c h a p t e r s w h i c h a r e : F i g u r e 1. 1 : C h a p t e r L a y o u t S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 7 of 97

26 1.8 Conclusion I n c o n c l u s i o n, t h i s c h a p t e r p r o v i d e a b r o a d d e s c r i p ti o n r e g a r d i n g t o t h e w h o l e r e s e a r c h p r o j e c t. I n t h e r e s e a r c h b a c k g r o u n d, it h i g h li g h t e d t h e i m p r o v e m e n t o f t e c h n o l o g y o n w e b 2. 0 h a v e c h a n g e d t h e w a y b u s i n e s s e s c o m m u n i c a t e a n d i n t e r a c t w i t h c u s t o m e r. I n p r o b l e m s t a t e m e n t a l s o d i s c u s s e d a b o u t t h e c o n t r o v e r s i a l i s s u e s a r e e x i s t s w h e n e n t r e p r e n e u r s a d o p t s o c i a l m e d i a m a r k e t i n g. B e s i d e s, r e s e a r c h o b j e c t i v e s d e s c r i b e d t h e a i m a n d p u r p o s e o f c o n d u c t t h i s r e s e a r c h s t u d y. B e n e f i t s a n d i m p o r t a n c e o f c o n d u c t t h i s r e s e a r c h a l s o h a s d i s c u s s e d i n t h e r e s e a r c h s i g n i f i c a n c e. I n o v e r a l l, t h i s c h a p t e r p r o v i d e s a n i n s i g h t t o i m p r o v e t o t h e f o l l o w i n g c h a p t e r s. Page 8 of 97

27 CHAPTER 2: LITERATURE REVIEW 2.0 Introduction T h i s c h a p t e r w i ll r e v i e w t o p a s t s t u d i e s a n d l it e r a t u r e t o e x p l o r e t h e r e l a ti o n s h i p b e t w e e n i n d e p e n d e n t a n d d e p e n d e n t v a r i a b l e. M o r e o v e r, a i m p r o v e d c o n c e p t u a l f r a m e w o r k w i l l b e d e v e l o p e d t h r o u g h t h i s st u d y. H y p o t h e s e s a l s o w i ll b e t e s t e d i n o r d e r t o v e r i f y t h e r e l a t i o n s h i p s. 2.1 Review of Relevant Theoretical Models Theory of Reasoned Action (TRA) F r o m F i s b e i n & A j z e n ( ) s s t u d y, T h e o r y o f R e a s o n e d A c t i o n ( T R A ) i s a s t u d y o f p r e d i c t i n g o n b e h a v i o r a l i n t e n t i o n a n d t h i s t h e o r y h a s b e e n w i d e l y a d o p t e d i n v a r i o u s s t u d i e s t o e x p l a i n h u m a n s a t tit u d e a n d b e h a v i o r. T R A i s t h e m o s t i m p o r t a n t a n d i m m e d i a t e p r e d i c t o r o f b e h a v i o r b e c a u s e T R A d e v e l o p e d t h e t w o m a i n f a c t o r s t h a t e m p h a s i z e s o n t e c h n o l o g y a d o p t i o n w h i c h i s a t tit u d e a n d s u b j e c t i v e n o r m ( W e b b & S h e e r a n, ). A c c o r d i n g t o H a n s e n, J e n s e n, & S o l g a a r d ( ), o n e s i n t e n t i o n t o a c t a r e s i g n i f i c a n t l y a f f e c t s t o o n e s a c t u a l b e h a v i o r. M o r e o v e r, p r e v i o u s r e s e a r c h o n T R A a l s o s h o w e d t h a t a p e r s o n c a n c o n t r o l t h e i r o w n b e h a v i o r ( T h o m p s o n, H a z i r i s, & A l e k o s, ) Theory of Planned Behavior (TPB) T h e o r y o f P l a n n e d B e h a v i o r ( T P B ) i s a n e n h a n c e d m o d e l o f T h e o r y o f R e a s o n e d A c t i o n ( T R A ) b y i n c l u d e d P e r c e i v e d B e h a v i o r a l C o n t r o l ( P B C ). T P B a r e d e f i n e d a s a n i n d i v i d u a l p e r c e i v e d t h a t h e / s h e d o n o t h a v e a n y c o n t r o l o v e r t h e i r b e h a v i o r w h e n p e r f o r m i n g a p a r t i c u l a r b e h a v i o r ( L i n, ). I n l a t e r e x p l a n a t i o n, A j z e n ( ) Page 9 of 97

28 e x p r e s s e d t h a t T P B w a s c o n s t r u e d b a s e d o n b e h a v i o r a l i n t e n t i o n i s f o r m e d b y o n e s a t tit u d e w h i c h a w a r e o f t h e f e e li n g a r e e i t h e r f a v o r a b l e o r n o t w h e n p e r f o r m i n g a b e h a v i o r ; s o c i a l n o r m s, w h i c h r e f l e c t s t h e p e r c e p t i o n s c a n i n f l u e n c e t h e d e s i r e o f i n d i v i d u a l s t o w a r d s t h e i r a c t i o n s. A c c o r d i n g t o H a g g e r, C h a t z i s a r a n t i s, & B i d d l e ( ), % o f v a r i a n c e i n b e h a v i o r a l i n t e n t i o n w i t h t h e e n h a n c e d m o d e l o f T P B w a s p r e d i c t e d a s c o m p a r e d t o t h e T R A m o d e l w h i c h o n l y h a v e % v a r i a n c e. M o r e o v e r, K h a l i f a a n d S h e n ( ) a l s o d e c l a r e d t h a t T P B h a s b e e n w i d e l y a d o p t e d t o e x p l a i n I T u s a g e i n p a s t st u d i e s Technology Acceptance Model (TAM) T e c h n o l o g y a c c e p t a n c e m o d e l ( T A M ) i s a m o d e l t o s h o w s t h e r e l a t e d o f u s e r' s t e c h n o l o g y a c c e p t a n c e a n d u s e ( D a v i s, ). I n , D a v i s a n d W a r s h a w p r o p o s e d t h a t T A M c a n p r o v i d e t h e r e a s o n o f w h y u s e r s a c c e p t o r r e j e c t s i n f o r m a t i o n t e c h n o l o g y b y a d a p t a t i o n t h e o r y o f r e a s o n e d a c ti o n ( T R A ). F r o m F a n n y ( ) s s t u d y, T A M h a s b e c o m e a m o s t u t ili z e d f r a m e w o r k s f o r u n d e r s t a n d i n g a n d p r e d i c t i n g o n t e c h n o l o g y a d o p t i o n c o m p a r e d w i t h o t h e r a lt e r n a t i v e m o d e l s, s u c h a s T R A a n d T P B. F a n n y ( ) a l s o p r o v e d t h a t T A M h a s b e t t e r e x p l a n a t i o n o n t h e v a r i a n c e i n use b e h a v i o r a n d i n t e n t i o n w i t h a p r o p o r t i o n o f 4 0 %. H o w e v e r, t h e r e a r e li m i t a t i o n o n T A M d u e t o it s t e n d e n c y t o t e s t o n l y o n e i n f o r m a t i o n s y s t e m o n a s i n g l e t a s k a t a s p e c i f i c ti m e w i t h a h o m o g e n e o u s g r o u p b o o s t t h e g e n e r a li z a t i o n p r o b l e m i n a n y s i n g l e s t u d y ( L e e, K o z a r & L a r s e n, ). T h e T A M i s u s e d i n d i f f e r e n t c o n t e x t s t o u n d e r s t a n d h o w t o u s e i n f o r m a t i o n t e c h n o l o g i e s, s u c h a s w o r d p r o c e s s i n g a n d t e l e m e d i c i n e s o f t w a r e, e l e c t r o n i c m a i l, t h e I n t e r n e t a n d s o o n ( K i n g & H e, ). Page 10 of 97

29 F i g u r e 2. 1 : T e c h n o l o g y A c c e p t a n c e M o d e l ( T A M ) M o d e l S o u r c e : D a v i s, F. D. ( ). P e r c e i v e d U s e f u l n e s s, P e r c e i v e d E a s e o f U s e, a n d U s e r A c c e p t a n c e o f I n f o r m a t i o n S y s t e m. MIS Quarterly, 1 3 ( 3 ), Unified Theory of Acceptance and Use of Technology (UTAUT) V e n k a t e s h M o r r i s & D a v i s, ( ) s t a t e d t h a t t h e f o r m u l a t i o n o f U T A U T m o d e l f o r m u l a t i o n w a s s y n t h e s i z i n g b y 8 d o m i n a n t s f r a m e w o r k w h i c h i n c l u d e D i f f u s i o n o f I n n o v a t i o n s T h e o r y, D e c o m p o s e d T P B, S o c i a l C o g n i ti v e T h e o r y, M o t i v a t i o n a l M o d e l, M o d e l o f P C U t i li z a t i o n, T A M, T P B a n d T R A. U T A U T i s c o m b i n e d t h e e i g h t m o d e l s t o e x p l a i n t h e i n d i v i d u a l o f i n f o r m a t i o n t e c h n o l o g y a c c e p t a n c e ( V a n k a t e s h, M o r r i s & D a v i s, ). It c o m p r i s e s o f f o u r m a i n i n f l u e n t i a l e l e m e n t s f o r i n t e n t a n d u s e o f I n f o r m a t i o n T e c h n o l o g y, w h i c h a r e s o c i a l i n f l u e n c e, f a c i lit a ti n g c o n d i ti o n, p e r f o r m a n c e e x p e c t a n c y a n d e f f o r t e x p e c t a n c y. T h e m o d e r a t i n g v a r i a b l e i n t h e U T A U T m o d e l i s g e n d e r, a g e, e x p e r i e n c e a n d v o l u n t a r i n e s s o f u s e ( V a n k a t e s h e t. a l., ). U T A U T a n d t e c h n o l o g y t h e o r y h a v e b e e n u s e d t o d e f i n e t h e s o c i a l m e d i a a d o p t i o n i n t h e b u s i n e s s e n v i r o n m e n t ( G u n t h e r, K r a s n o v a, R i e h l e & S c h o n d i e n s t, ). U T A U T m o d e l w a s f o c u s o n s t u d y o f t h e p e r s o n a l i n t e n t i o n t o a d o p t t h e i n f o r m a t i o n s y s t e m o r t h e u s a g e b e h a v i o u r o f e n t r e p r e n e u r t o w a r d s a s y s t e m Page 11 of 97

30 ( V e n k a t e s h e t. a l., ). V e n k a t e s h e t. a l., ( ) a l s o s t a t e d t h a t w h e n t e s t i n g o n s a m e s e t o f d a t a, t h e U T A U T m o d e l w a s a c h i e v e d t h e v a r i a n c e o f b e h a v i o u r i n t e n t i o n a r o u n d 7 0 % w h i c h c o m p a r e t o t h e o t h e r e i g h t r e v i e w e d f r a m e w o r k s o n l y a c h i e v e d 4 0 %. F i g u r e 2. 2 : U n i f i e d T h e o r y o f A c c e p t a n c e a n d U s e o f T e c h n o l o g y ( U T A U T ) S o u r c e : V e n k a t e s h, V., M o r r i s, M., D a v i s, G., & D a v i s, F. ( ). Page 12 of 97

31 2.2 Review of the Literature Dependent Variable (DV) - Behavioral Intention (BI) B e h a v i o r i s c a t e g o r i z e d b y a p e r s o n s i n t e n t i o n t o b e h a v e w h i l e i n t e n t i o n i s i n f l u e n c e d b y t h e p e r f o r m a n c e o f t h e b e h a v i o r, s u b j e c t i v e n o r m s a n d p e r c e i v e d b e h a v i o r a l c o n tr o l ( A j e n & F i s h b e i n, ). A j z e n ( ) i n d i c a t e d t h a t B I r e f l e c t s o n h o w m o t i v a t e d a n d h o w h a r d a p e r s o n w i l li n g t o t r y a n d t o p e r f o r m t h e a c t. L i n ( ) c o m m e n t e d b e h a v i o r i n t e n t i o n h a s b e e n u s e d t o c o n d u c t a w i d e r a n g e s o f r e s e a r c h p r e d i c t i o n s i n v o l v i n g b e h a v i o r i n v i r t u a l c o m m u n i t y. I n a d d i t i o n, F e t s h e r i n a n d L a t t e r m a n ( ) s t a t e d t h a t b e h a v i o r a l i n t e n t i o n i s w i d e l y a p p r o a c h a s D V f o r t e c h n o l o g y a d o p t i o n a n d a c c e p t a n c e. I n o r d e r t o m e a s u r e B I, d i r e c t q u e s t i o n m u s t b e c o n d u c t i n b e h a v i o r - s p e c i f i c a n d o p e r a t i o n a li z e d w i t h L i k e r t s c a l e r e s p o n s e s c h o i c e s t o m e a s u r e t h e s t r e n g t h o f i n t e n t i o n. B e s i d e s, B I a l s o c a n b e m e a s u r e b y o t h e r s y n o n y m s o f i n t e n t i o n a n d s h a r i n g a s i m i l a r c o n c e p t s o n s e lf - p r e d i c t i o n a n d d e s i r e ( A r m i t a g e & C o n n e r, ). A c c o r d i n g t o P e n t t i n e n, R i n t a - K a h i l a, R o n k k o & S a a r i n e n ( ), p ri o r s t u d i e s h a v e e x a m i n e d t h e r e i s si g n i f i c a n t r e l a t i o n s h i p b e t w e e n u s e i n t e n t i o n a n d a c t u a l u s e t o w a r d s a n i n f o r m a t i o n s y s t e m. I n t h i s s t u d y, w e w i l l d e t e r m i n e o n t h e e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n w h e n t h e y f i r s t a d o p t s o c i a l m e d i a m a r k e t i n g. T h e b e h a v i o r a l i n t e n t i o n h a v e b e e n u s e d a s t h e d e p e n d e n t v a r i a b l e b y r e s e a r c h e r i n t h e o n li n e t r a n s a c t i o n ( D i n e v & H a r t, ). S c h ö n d i e n s t, e t. a l. ( ) h a d b e e n a d o p t e d B I a s d e p e n d e n t v a r i a b l e i n t h e i r r e s e a r c h s t u d y t o d e t e r m i n e t h e m i c r o b l o g g i n g a d o p t i o n i n t h e e n t e r p r i s e. Page 13 of 97

32 2.2.2 Independent Variable- Social Influence (SI) S o c i a l i n f l u e n c e c a n d e f i n e a s m o m e n t w h e n p e o p l e s u g g e s t o t h e r s t h a t h e / s h e s h o u l d a d o p t a n e w s y s t e m a p p l i c a t i o n o r t e c h n o l o g y ( V e n k a t e s h, ). S I h a v e s i m i l a r c o n c e p t w i t h s o c i a l f a c t o r s a n d s u b j e c t n o r m s if p u t t i n g t h e s e t h r e e e l e m e n t s t o c o m p a r e ( V e n k a t e s h, ). S o c i a l m e d i a w i l l n o t o n l y g i v e a n e w s o u r c e s f o r i n f o r m a t i o n d a t a a n d r e s o u r c e f l o w s, b u t a l s o p l a y a r o l e i n c o n d u i t s v i a s o c i a l i n f l u e n c e o p e r a t e s ( F r i e d k i n, ). S o c i a l i n f l u e n c e a c t a s motivational f a c t o r t h a t w i l l d r i v e a n i n d i v i d u a l c o n s i d e r c o n d u c t b u s i n e s s b y s o c i a l m e d i a s u c h i n f l u e n c e s i n c l u d e d a s s o c i a t e s i n f l u e n c e, riv a l s c o m p r e s s i o n a n d l a t e s t b u s i n e s s m o v e m e n t ( R e i d & B r o w n, ). C o m m o n a c t r e g u l a r l y o c c u r a s s t r o n g a n d c o n s t a n t i m p a c t t o w a r d p e o p l e ' s a c t i o n a n d b e h a v i o r i n s o c i a l m e d i a s o c i e t y ( Z e n g, H u a n g, D o u, ). S o c i a l m e d i a c a n s t r e n g t h e n b u s i n e s s c o m p e t i ti v e a d v a n t a g e s d u e t o s o c i a l i n f l u e n c e s t h a t e n c o u r a g e s o n l i n e u s e r s t o i n t e r a c t w i t h o t h e r u s e r s a n d b u s i n e s s o w n e r t o p a t t e r n a n c o o p e r a t i v e g r o u p s t a n d a r d a t tit u d e ( B a g g o z i & D h o l a k i a, ). It c a n s a y t h a t y o u t h t o d a y o f t e n u s e s o c i a l n e t w o r k s e r v i c e ( S N S ) a s a p l a t f o r m t o f ri e n d l y c o m m u n i c a t i o n a n d c o n s i s t e n t c o n n e c t e d t o t h e i r c o m p a n i o n ( H a n e e f a & S u m i t h a, ). B r o c k e, R i t c h e r a n d R i e m e r ( ) a r g u e d t h a t s o c i a l m o t i v a t i o n f o r u n d e r g r a d u a t e t o i n t e r a c t w i t h t h e i r a s s o c i a t e i s i n d e e d m o v e m e n t i n d e c i d e w h e t h e r t o u s e S N S. S o c i a l c o m m o n a c t h a d v e r i f i e d a s a n i m p a c t i n d e f i n i ti v e u s e r s p u r p o s e t o u s e s o c i a l n e t w o r k f o r c o m m u n i c a t e w i t h o t h e r s ( C h e u n g & L e e, ). P a r d a m e a n a n d S u s a n t o ( ) a s s u m e d t h a t S I w a s e x a c t l y c o r r e s p o n d i n g t o l e v e l o f o b j e c t i v e t o c o n d u c t o n li n e s it e i n s t u d y p r o c e d u r e b y u n d e r g r a d u a t e a n d t o d a y, b l o g c a n u s e a s b u s i n e s s a c t i v i t y t o o. F o r o n li n e n e t w o r k s e r v i c e i n f o r m a t i o n s h a r i n g a t tit u d e a n d I n t e r n e t e n d u s e r b e h a v i o r a l t o u s e s o c i a l m e d i a, S I o c c u r s a s t h e m a i n r o l e t h a t i n f l u e n c i n g t h e s e t w o s it u a t i o n ( K i m, ). Page 14 of 97

33 2.2.3 Independent Variable- Facilitating Condition (FC) A c c o r d i n g t o t h e V e n k a t e s h, M o r r i s a n d D a v i s ( ), f a c i lit a t i n g c o n d i t i o n i s d e f i n e d a s a p e r s o n a l b e l i e v e t h a t o r g a n i z a t i o n a l f r a m e w o r k w i t h t h e t e c h n i c a l o f i n f r a s t r u c t u r e t o h e l p t h e s o c i a l m e d i a m a r k e t i n g. F a c i lit a ti o n c o n d i ti o n i s a g o a l e l e m e n t o f t h e o b s e r v e r s c o n s e n t c o n d i t i o n t o a p p l y a n a c t li a b l e t o d o w i t h t h e p r o v i s i o n o f t h e c o m p u t e r s u p p o r t ( T h o m p s o n, ). U n i v e r s a l a c c e s s a n d t h e s e c u r i t y w e r e c o n c e r n g r e a t l y a b o u t t h e e f f e c t o f t h e i n d i v i d u a l i n t e n t i o n w h e n u s i n g t h e s y s t e m o r n e w t e c h n o l o g y b y e s t a b li s h m e n t t h e t e c h n i c a l b a s e i n s t a ll a ti o n s u c h a s t h e c o m p u t e r h a r d w a r e a n d s o f t w a r e c o m p a t i b ilit y ( F a r h o o d m a n d, T u u n a n i n e n a n d Y e e, ; R i e t v e l d a n d J a n s s e n, ). It i s i m p o r t a n t t o h a v e a b a l a n c e d d e v e l o p m e n t o f t h e h a r d w a r e, s o f t w a r e a n d s u p p o r t t h e i n f r a s t r u c t u r e, b e c a u s e it w i ll h a v e d i s t a n t e x c e e d t h e c o n n e c t i v i t y o f n e t w o r k o r h a r d w a r e g r o w i n g ( K i r k m a n, ). L e g a l p o l i c i e s, g o v e r n m e n t s u p p o r t a n d a l s o t h e i n t e r n a l a n d e x t e r n a l a m b i e n c e e n c o m p a s s i n g o r g a n i z a t i o n a l r e s o u r c e s a r e e q u a l l y d e p e n d o n t h i s a d o p t i o n ( ( K o e y, H a f f e z, & J a w e d, ). A l l t h e u s e r w e r e c o n n e c t e d t o e a c h o t h e r w i t h t h e I n t e r n e t s a v v y, t h e I n t e r n e t c o n d i t i o n a n d e - r e a d i n e s s w e r e ri p e f o r t h e f a c i lit a t i o n c h a n g e ( C o n n o n, D o n a l d s o n & A n d e r s o n, ). T h e u s e r s n e e d t o h a v e t h e n e c e s s a r y r e s o u r c e s s u c h a s e x p e r t i s e a n d k n o w l e d g e t o a d o p t t h e s o c i a l m e d i a i n f o r m a t i o n t e c h n o l o g y ( Z h o u, L u & W a n g ; V e n k a t e s h e t a l, ). M a l a y s i a a s a e d u c a t e d t e c h - s a v v y p o p u l a t i o n c o u n t r i e s h a s a d o p t e d t h e s o c i a l m e d i a t e c h n o l o g i e s g r o w t h f a s t e r t h a n t h e c o u n t r y s p o p u l a t i o n s u c h a s B a n g l a d e s h w h e r e t h e p r o f e s s i o n a l s t e c h n o l o g y s k i ll s a r e v e r y li m i t e d w i t h o u t a n y t r a i n i n g a n d s u p p o r t f r o m t h e c o u n t r y ( K i r k m a n, R o s e n, T e s l u k, G i b s o n & M c P h e r s o n ; K a l a t h il & B o a s, ). T h e e f f e c t i s e x p e c t e d t o i n c r e a s e w i t h e x p e r i e n c e a s u s e r s o f t e c h n o l o g y f i n d m u l ti p l e a v e n u e s f o r h e l p a n d s u p p o r t t h r o u g h o u t t h e o r g a n i z a t i o n, s o t h e r e m o v i n g i m p e d i m e n t s t o s u s t a i n e d u s a g e ( B e r g e r o n, R i v a r d, & S e r r e, ). Page 15 of 97

34 2.2.4 Independent Variable- Performance Expectancy (PE) P e r f o r m a n c e e x p e c t a n c y i s d e t e r m i n e d a s t h e d e g r e e t o w h e n a p e r s o n b e li e v e s t h a t b y a d o p t i n g t h e t e c h n o l o g y o r s y s t e m w i l l e v e n t u a l l y a s s i s t a n i n d i v i d u a l t o h a v e a c h i e v e m e n t i n t a s k p e r f o r m a n c e. E x t r i n s i c m o t i v a t i o n, p e r c e i v e d u s e f u l n e s s, r e l a t i v e a d v a n t a g e, j o b f it a n d o u t c o m e e x p e c t a n c y a r e f i v e c o n s t r u c t s f r o m d i f f e r e n t m o d e l s t h a t a r e s i m i l a r t o p e r f o r m a n c e e x p e c t a n c y ( V e n k a t e s h e t a l., ). A c c o r d i n g t o V e n k a t e s h e t a l. ( ) s s t u d y p e r f o r m a n c e e x p e c t a n c y a r e k n o w n a s s t r o n g e s t p r e d i c t o r s o n b e h a v i o r i n t e n t i o n t o f o l l o w a n d c o n t r i b u t e o n i n f o r m a t i o n t e c h n o l o g y. D a v i s ( ) s u g g e s t e d t h a t p e o p l e w i ll b e li e v e o n u s e o f t e c h n o l o g y w i ll b e h i g h i n it s p e r c e i v e d u s e f u l n e s s w h e n t h e y c a n e n c o u r a g e t h e u s e r - p e r f o r m a n c e r e l a t i o n s h i p. I n a n o t h e r w o r d s, p e o p l e w i l l r e j e c t t h e u s a g e o f t h e n e w s y s t e m w h e n t h e s y s t e m w a s p e r c e i v e d o n n o t i m p r o v i n g t h e i r p e r f o r m a n c e ( C h i e m e k e & E v w i e k p a e f e, ). N o w a d a y s, t h e n u m b e r s o f i n t e r n e t u s e r s h a s i n c r e a s i n g a n d i n f o r m a t i o n i s s h a r i n g a l l a r o u n d t h e s o c i a l m e d i a sit e s a n d b e n e f i c i a l t o e n t e r p r i s e b y i n c r e a s e p u b l i c a w a r e n e s s s h o w i n g u s e f u l n e s s o f a d o p t i n g s o c i a l m e d i a m a r k e t i n g ( A d a, R a g h a v R a o & S h a r m a n, ). T h u s, it w a s c o n c l u d e d t h a t t h e i n f l u e n c e o f p e r f o r m a n c e e x p e c t a n c y o n i n t e n t i o n t o u s e s o c i a l m e d i a w i l l b e c o n t r o l l e d b y i n d i v i d u a l ( O n y e b u c h i, ). B y u s i n g s o c i a l m e d i a m a r k e t i n g a t t h e w o r k p l a c e, e n t e r p r i s e a b l e t o c o n v e n i e n t l y r e a c h p e o p l e, s h a r e i n f o r m a t i o n a n d a c c e s s u s e f u l c o n t e n t ( S c h ö n d i e n s t, ). F r o m t h e r e s e a r c h o f M o r a n ( ), b u s i n e s s e s a r e s t a r t e d t o a d o p t s o c i a l m e d i a a s t h e i r m a r k e t i n g t a c t i c b e c a u s e it h a s s h o w e d t o b e u s e f u l. Page 16 of 97

35 2.1.5 Independent Variable- Ease of use (EU) D e f i n e d b y D a v i s i n , p e r c e i v e d e a s e o f u s e i s r e p r e s e n t e d a s a p e r s o n o n u s i n g a s p e c i f i c s y s t e m w i l l b e f r e e o f a n y e f f o r t. P e r c e i v e d e a s e o f u s e a l s o c a n b e r e p r e s e n t a s t h e f a c t o r o n h o w t o u s e a n d l e a r n i n g o n h o w t o m i x t h e t e c h n o l o g y i n t o d a i l y a c t i v it y ( Y a n g & Y o o, ). M a r k e t e r c a n e a s i l y a d o p t s o c i a l m e d i a m a r k e t i n g t o g e t i n n o v a t i v e i d e a s f r o m c u s t o m e r f e e d b a c k a n d u n f u lf i ll e d n e e d o f c u s t o m e r t o p r o v i d e g r e a t g o o d a n d s e r v i c e t o c u s t o m e r s ( K o t l e r, ). E a s e o f u s e w o u l d a f f e c t a p e r s o n p r e f e r e n c e t o w a r d s o n u s i n g a s y s t e m ( D a v i s, ). A c c o r d i n g t o L i n ( ), s o c i a l m e d i a m a r k e t i n g c a n l e t u s e r s e a s e o f u s e, b e c a u s e u s e r s n o n e e d s p e n d e f f o r t o n o p e r a t i n g. B a s e d o n t h e r e s e a r c h o f G o h ( ), m a n y c o m p a n i e s p r o v i d e o n l i n e m a r k e t t o c r e a t e a w a r e n e s s a n d a tt r a c t t h e y o u n g c u s t o m e r m a r k e t s e g m e n t. A c c o r d i n g A r m s t r o n g ( ), b o t h o f m a r k e t e r a n d c o n s u m e r u s e d t o a d o p t s o c i a l m e d i a m a r k e t i n g t o s h a r e i n f o r m a t i o n a n d c o m m u n i c a t i o n. S o c i a l m e d i a m a r k e t i n g a r e v e r y s i m p l e, u s e r s d o n o t n e e d a n y I n f o r m a t i o n T e c h n o l o g y k n o w l e d g e t o c r e a t e a m e d i a, b e c a u s e u s e r c a n e a s i l y le a r n h o w t o u s e a n d a c q u i r e m o r e i n f o r m a t i o n a s f a s t a s p o s s i b l e ( G b a d e y a n, ). S o c i a l m e d i a m a r k e t i n g e n a b l e t h e e n t r e p r e n e u r t o g e t i n f o r m a t i o n f r o m c u s t o m e r a n d t h e n m a n a g e d a t a b a s e t o c r e a t e b e t t e r i d e a o r p r o d u c t s t o c u s t o m e r s i n c o n v e n i e n c e w a y ( E v a n s & M c K e e, ). I n a d d i ti o n, M a r k e t e r c a n u s e s o c i a l m e d i a m a r k e t i n g t o c o l l e c t c u s t o m e r p e r s o n a l p r o f i l e e a s i l y i n o r d e r t o d e s i g n a b e t t e r p r o d u c t a n d s e r v i c e t o s e r v e c u s t o m e r ( C a t h e r i n e, ). A c c o r d i n g t o S u, H s i u & J e a n ( ), b a s e d o n t h e b e n e f i t s o f s o c i a l m e d i a m a r k e t i n g t o u s e r, s u c h a s c o n v e n i e n c e a n d ti m e s a v i n g, t h i s w i l l b e g o o d o f f e r s t o i n iti a t e t h e i n t e n t i o n t o a d o p t t h e t e c h n o l o g y a n d s y s t e m. Page 17 of 97

36 2.3 Proposed Conceptual Framework F i g u r e 2. 3 : P r o p o s e d C o n c e p t u a l F r a m e w o r k S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h A f t e r r e v i e w e d f o r t h e o r e t i c a l m o d e l s a n d lit e r a t u r e, a c o n c e p t u a l f r a m e w o r k w a s p u r p o s e d i n f i g u r e I n t h i s s t u d y, U T A U T a n d T A M m o d e l s w e r e a d a p t e d t o i d e n t i f y t h e b e h a v i o u r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. T h e a b o v e m o d e l c o n s t r u c t s S I, F C a n d P E a s i n d e p e n d e n t v a r i a b l e s w h i l e t h e b e h a v i o u r i n t e n t i o n a s d e p e n d e n t v a r i a b l e. T h e e f f o r t e x p e c t a n c y n o t i n c l u d e d b e c a u s e t h i s v a r i a b l e n o t s t r o n g e n o u g h t o d e t e r m i n e t h e s i g n i f i c a n t r e l a t i o n s h i p o n b e h a v i o u r a l i n t e n t i o n ( M a r d i k y a n, B e ş i r o ğ l u & U z m a y a, ). H o w e v e r U T A U T i s sti ll n o t a p e r f e c t m o d e l, m e a n w h i l e i m p r o v e m e n t a n d r e v i s i o n c o u l d b e a p p l y t o U T A U T m o d e l a s p a r t i c u l a r n e e d s i n a u n i q u e I T a p p l i c a t i o n s u c h a s s o c i a l m e d i a m a r k e t i n g ( M i n, J i & Q u, ). H e n c e, e a s e o f u s e f r o m T A M m o d e l a r e i n s e r t e d t o t h e c o n c e p t u a l f r a m e w o r k t o t e s t o n b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. Page 18 of 97

37 2.4 Hypotheses Development The relationship between SI and BI S t u d i e s h a v e s h o w n t h a t s o c i a l i n f l u e n c e h a s b e e n a s t r o n g p r e d i c t o r o f i n t e n t i o n a t e a r l y a d o p t i o n o f t e c h n o l o g y w h i c h m a k e s t h e c o n s t r u c t s o m e w h a t c o n t r o v e r s i a l ( Z m u d, ). S o c i a l m e d i a h e l p t o i n f l u e n c e c u s t o m e r s b e h a v i o r w h e n t h e r e i s a i n t e g r a t i o n p r o c e s s h a p p e n i n M a l a y s i a, it s s a y t h a t t h e r e i s a c u lt u r a l c h a r a c t e r i s ti c g i v e s t r o n g r e l a ti o n s h i p b e t w e e n s o c i a l i n f l u e n c e a n d i n t e n t i o n t o a d o p t s o c i a l m e d i a b y h i g h e d u c a t i o n c u s t o m e r s ( E z e, ). T h e y w e r e s a y t o b e e n a t t r a c t e d t o a d o p t u s i n g s o c i a l m e d i a d u e t o o t h e r s a l s o u s i n g it t h e n a r e e x p e c t e d t o u s e s o c i a l m e d i a t o o ( E z e, ) The relationship between FC and BI A c c o r d i n g t o t h e I s m a i l, ( ), f a c i lit a t i n g c o n d i ti o n s i s r e l a t e d w i t h t h e e n t r e p r e n e u r s b e h a v i o u r i n t e n t i o n t o a r r a n g e t h e s o c i a l m e d i a m a r k e t i n g a s b u s i n e s s t o o l s. V e m k a t e s h, e t a l ( ) d e f i n e d t h a t t h e f a c i lit a ti n g c o n d i t i o n c a n a c t a s a d e t e r m i n a n t o f t h e b e h a v i o u r a l i n t e n t i o n o f t h e p e r s o n a l t o a d o p t a t e c h n o l o g y, t h i s e x e m p l a r i s b a s i s o f t h e r e s e a r c h e r s w h o h a v e a r e s e a r c h a b o u t t h e d i r e c t c a u s a l r e l a t i o n s h i p b e t w e e n t h e c o n s t r u c t s. W a n g a n d Y a n g ( ) f o u n d t h a t t h e b e h a v i o u r i n t e n t i o n w a s i n f l u e n c e b y f a c i lit a t i n g c o n d i t i o n w a s p o w e r f u l f o r t h e i n d i v i d u a lit y f e a t u r e w i t h t h e i n t e r n e t u s e r e x p e r i e n c e. F o o n a n d F a h, ( ) f o u n d t h a t t h e f a c i lit a ti n g c o n d i t i o n h a v e a s i g n i f i c a n t l y i n f l u e n c e t h e b e h a v i o u r i n t e n t i o n t o u s e w h e n t h e y s t u d y t h e a d o p t i o n o f i n t e r n e t i n M a l a y s i a. Page 19 of 97

38 2.4.3 The relationship between PE and BI A c c o r d i n g t o M a n d a l ( ) t h e d e s i g n s t a g e s o f t h e s t u d y t h a t t h e k e y c o n s t r u c t o f p e r f o r m a n c e e x p e c t a n c y w o u l d e x p e c t e d t o p l a y a p r o m i n e n t r o l e i n i n f l u e n c i n g t h e b e h a v i o r o f e n t r e p r e n e u r s i n a d o p t i n g t h e o f s o c i a l m e d i a t o o l s. P a s t r e s e a r c h e r s f o u n d t h a t t h e r e i s p o s i tiv e l y r e l a ti o n s h i p b e t w e e n P E a n d b e h a v i o r a l i n t e n t i o n i n M a l a y s i a ( N d u b i s i & J a n t a n, ). P E a r e a n a l y z e d b y p a s t r e s e a r c h e r s t o h a v e p o s i ti v e a s s o c i a lt i o n s t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g b e c a u s e u s e r b e li e v e r p e r f o r m a n c e c a n c o n t r i b u t e t o u s a g e ( A g a r w a l & K a r a h a n n a, ). W h e n s o c i a l m e d i a m a r k e t i n g c a n a s s i s t e n t r e p r e n e u r s t o c o m m u n i c a t e a n d s e ll t h e i r p r o d u c t s o r s e r v i c e s t o t h e i r t a r g e t a u d i e n c e s, e n t r e p r e n e u r s a r e e x p e c t e d t o h a v e s t r o n g i n t e n t i o n t o w a r d s s o c i a l m e d i a m a r k e t i n g The relationship between EU and BI E a s e o f u s e w o u l d a f f e c t i n d i v i d u a l' s p r e f e r e n c e t o w a r d s u s i n g a s y s t e m ( D a v i s, ). A c c o r d i n g t o Y o o n ( ), p e r c e i v e d e a s e o f u s e i s d e f i n e d a s t h e i n d i v i d u a l s p e r c e p t i o n t h a t u s i n g t h e n e w t e c h n o l o g y w i l l b e f r e e o f e f f o r t. E a s e o f u s e t o r e p r e s e n t c o n s u m e r s p e r c e p t i o n s t h a t o n li n e s h o p p i n g w i l l i n c l u d e a m i n i m u m o f e f f o r t ( D a v i s, ). T h e r e l a t i o n s h i p b e t w e e n p e r c e i v e d e a s e o f u s e a n d u s e r's b e h a v i o u r a l i n t e n t i o n s t r o n g ; n e t w o r k h a v e p r o v i d e t h e s e r v i c e o r p r o d u c t t h a t c u s t o m e r n e e d o r w a n t, s o n e t w o r k ' s p r a c t i c a b i lit y h a v e a b i li t y t o i n f l u e n c e c u s t o m e r t o m a k e t h e p u r c h a s e s d e c i s i o n ( T e r r y, ). Y o u t h ' s p r e f e r e n c e t o w a r d s o c i a l m e d i a m a r k e t i n g a n d t h e r e i s s i g n i f i c a n t p o s i ti v e r e l a t i o n s h i p t o w a r d s t h e p r e f e r e n c e t o u s e a s y s t e m ( L i u & W e i, ). Page 20 of 97

39 2.5 Conclusion I n c h a p t e r 2, t h e r e s e a r c h p r o p o s e d f r a m e w o r k a n d h y p o t h e s e s w e r e e s t a b l i s h e d b a s e d o n t h e p a s t st u d i e s a n d t h e o r e t i c a l m o d e l r e v i e w e d. I n t h e n e x t c h a p t e r w i l l b e f u r t h e r d i s c u s s o n r e s e a r c h m e t h o d o l o g y. Page 21 of 97

40 CHAPTER 3: METHODOLOGY 3.0 Introduction A s h o r t b r i e f o n t h i s c h a p t e r, w e w i l l d i s c u s s a n d d e li v e r a b o u t t h e m e t h o d o f c o l l e c t i n g t h e d a t a, d e s i g n o f s a m p l i n g a n d t h e w a y s o n d a t a p r o c e s s i n g. In a d d i t i o n, w e a l s o d e s c r i b e a n d e x p l a i n t h e a n a l y s i s u s e d t o a n a l y z e t h e e n t i r e r e s e a r c h d a t a. R e s e a r c h m e t h o d o l o g y i s e s s e n t i a l t o p r o v i d e a v a l i d a n d r e li a b l e r e s e a r c h s t u d y. 3.1 Research Design R e s e a r c h d e s i g n i s a b l u e p r i n t o f d e s c r i p t i o n o n h o w a r e s e a r c h i s p r o c e s s e s ( S m i t h, ). A c c o r d i n g t o K e n ( ), r e s e a r c h d e s i g n i n c l u d e d i n p r o v i d i n g s o l u t i o n a n d tr a n s f o r m a t i o n o f a b e t t e r sit u a t i o n. T h e o b j e c t i v e o f i m p l e m e n t t h i s r e s e a r c h i s t o u n d e r s t a n d a n d d e t e r m i n e t h e r e l a ti o n s h i p b e t w e e n S I, F C, P E, E U a n d M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g Descriptive Research D e s c r i p t i v e r e s e a r c h i s d e p l o y e d t o p r o v i d e t h e d a t a r e g a r d s t o t h e c h a r a c t e r i s t i c s o f t h e p o p u l a t i o n b e i n g s t u d i e d ( B u r n s & B u s h, ). B a s i c a l l y, d e s c r i p t i v e r e s e a r c h a r e i n t h e f o r m o f c l o s e d - e n d e d q u e s t i o n s w h i c h li m i t s t h e u n i q u e i n s i g h t ( P e n w a r d e n, ). D e s c r i p t i v e r e s e a r c h w a s u s e d i n t h i s s t u d y t o c o l l e c t r e s e a r c h d a t a t o a n a l y z e w h i c h f a c t o r s h a v e s t r o n g a f f e c t i o n e n t r e p r e n e u r s' b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e ti n g. B e s i d e s, t h e r e l a t i o n s h i p a m o n g t h e v a r i a b l e s w i ll b e t e s t e d i n t h i s s t u d y. Page 22 of 97

41 3.1.2 Quantitative Research A c c o r d i n g t o A li a g a a n d G u n d e r s o n ( ), q u a n t i t a t i v e r e s e a r c h i s b y c o l l e c t i n g m e a s u r a b l e r e s e a r c h d a t a a n d a n a l y z e t h r o u g h m a t h e m a t i c a l m e t h o d s. A c c o r d i n g t o C o h e n ( ), q u a n t i t a ti v e r e s e a r c h i s d e f i n e d a s a f o r m o f m a r k e t r e s e a r c h b y u s i n g e m p i r i c a l m e t h o d s a n d e m p i r i c a l s t a t e m e n t s t o c o l l e c t r e s e a r c h d a t a. H e n c e, q u a n t i t a t i v e r e s e a r c h w a s d e p l o y e d i n t h i s stu d y t o c o l l e c t a n u m b e r s o f t a r g e t r e s p o n d e n t s o n m e a s u r i n g t h e e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g i n t h e i r b u s i n e s s e s. 3.2 Data Collection Method I n t h i s s e c t i o n, w e u s e d p r i m a r y d a t a f o r d a t a c o l l e c t i o n. P r i m a r y d a t a w a s c o ll e c t e d f r o m q u e s t i o n n a i r e Primary Data P r i m a r y d a t a i s t h e i n f o r m a t i o n c o l l e c t e d f o r a p a rti c u l a r p u r p o s e t o a p p l y i n t o a s p e c i f i c r e s e a r c h p r o b l e m ( M a l h o t r a, ). It i s o b t a i n e d f r o m f i r s t - h a n d s o u r c e s i n c l u d e d s u r v e y, o b s e r v a t i o n a n d i n t e r v i e w. A c c o r d i n g t o K e n n e t h ( ), e a c h r e s p o n d e n t w i l l b e g i v e n t h e s a m e q u e s t i o n s a n d t h e p r e f e r e n c e o r a n s w e r f r o m r e s p o n d e n t s w i l l b e c o l l e c t e d t o u n d e r s t a n d t h e d i f f e r e n t b e h a v i o r a n d p r e f e r e n c e o f t h e r e s p o n d e n t s. I n t h i s r e s e a r c h, q u e s t i o n n a i r e i s u s e d t o c o l l e c t r e s e a r c h d a t a f r o m t h e r e s p o n d e n t s. A t o t a l s e t s o f q u e s t i o n n a i r e s s u r v e y w e r e d i s t ri b u t e d t o e n tr e p r e n e u r s a n d e m p l o y e e s w o r k i n g i n r e l a t e d f i e l d i n a w e e k. Q u e s t i o n n a i r e s a r e o n li n e d i s t r i b u t e d t o t h e t a r g e t r e s p o n d e n t s t h r o u g h o u t t h e M a l a y s i a, in c l u d e s e n d i n g v i a e - m a i l, F a c e b o o k M e s s e n g e r, a n d W e c h a t. O n li n e d i s tri b u t e d m e t h o d w a s u s e d b e c a u s e m o s t o f o u r t a r g e t r e s p o n d e n t s d o n t h a v e a p h y s i c a l s t o r e b u t i n s t e a d h a v i n g a v i rt u a l s t o r e. N e v e r t h e l e s s, o n li n e s u r v e y m a y h a v e li m i t e d s a m p li n g Page 23 of 97

42 a n d r e s p o n d e n t s a v a i l a b i lit y w h i c h i n d i c a t e s p o p u l a t i o n s m a y l e s s li k e l y t o r e s p o n d t o o n li n e s u r v e y ( G i n g e r y, ). T h u s, w e w i l l b e s e n d a r e m i n d e r e m a i l t o t h e o n li n e e n t r e p r e n e u r s t o f o l l o w u p w i t h t h e m s o t h a t t h e y w i l l p r o v i d e t h e i r f r e e ti m e t o f ill i n t h e q u e s ti o n n a i r e s. D a t a w i ll b e a n a l y z e d u s i n g S A S s o f t w a r e a f t e r c o l l e c t e d a ll t h e d a t a f r o m t h e q u e s t i o n n a i r e a n s w e r e d. 3.3 Sampling Design A c c o r d i n g t o S t a t i s ti c s C a n a d a ( ), s a m p l i n g i s a s m a l l u n i t o f s e l e c t i o n f r o m a p o p u l a t i o n t h a t i n f o r m a t i o n a r e c o l l e c t e d a n d r o u g h l y g a i n i n s i g h t s a b o u t t h e o v e r a l l p o p u l a t i o n. S a m p l i n g p l a n n i n g p l a y s a b i g r o l e i n a r e s e a r c h p r o j e c t t o e n s u r e t h e p r e c i s i o n a n d a c c u r a c y ( S m i t h & A l b a u m, ) Target Population According t o H a i r, B u s h & O r t i n a u ( ), t a r g e t p o p u l a t i o n i s d e f i n e d a s a g r o u p o f p e o p l e t h a t a p r o g r a m o r r e s e a r c h e r s a r e i n t e r e s t e d t o c o l l e c t i n f o r m a t i o n o r d a t a f r o m. T h e t a r g e t p o p u l a t i o n f o r t h i s s t u d y a r e s o c i a l m e d i a m a r k e t i n g u s e r s s u c h a s o n l i n e e n t r e p r e n e u r s a n d e m p l o y e e s w h i c h a s s i s t i n a c o m p a n y s s o c i a l m e d i a a p p e a r a n c e i n M a l a y s i a. It i s r e a s o n a b l e t o t a r g e t o n l i n e e n t r e p r e n e u r s a n d e m p l o y e e s a s t a r g e t p o p u l a t i o n b e c a u s e t h e y m a y h a v e e x p e r i e n c e s o n h a n d l i n g s o c i a l m e d i a m a r k e ti n g a n d h a v e t h e k n o w l e d g e r e g a r d i n g t o t h e s o c i a l m e d i a a d o p t i o n i n M a l a y s i a. T h e r e f o r e, t h i s s t u d y w i l l d e t e r m i n e o n e n t r e p r e n e u r s i n i ti a l r e s p o n s e o f b e h a v i o r a l i n t e n t i o n f o r c o n d u c t s o c i a l m e d i a m a r k e t i n g. Page 24 of 97

43 3.3.2 Sampling Frame and Sampling Location S a m p l i n g f r a m e i s d e s c r i b e d a s a n i n f o r m a t i o n b a n k t h a t h a v e a ll t h e d e t a i l s r e g a r d i n g t o t h e p o p u l a ti o n s s a m p l e u n i t s ( B u r n s & B u s h ). H o w e v e r, t h e r e i s n o s a m p l i n g f r a m e t h r o u g h o u t t h i s s t u d y b e c a u s e t h e li st o f o n li n e e n t r e p r e n e u r s i n M a l a y s i a d o e s n o t e x i s t. S a m p l i n g l o c a t i o n i s t h e l o c a t i o n t h a t b e i n g s e l e c t e d t o c o n d u c t a s u r v e y ( M c C l e m e n t s, ). T h e s a m p li n g l o c a t i o n o f t h i s r e s e a r c h i s s e t a t M a l a y s i a. A c c o r d i n g t o t h e i n d u s t r y p e r f o r m a n c e r e p o r t ( ) t h e t o t a l I n t e r n e t u s e r s i n M a l a y s i a r e a c h t o m i l li o n p e o p l e a n d a m o n g t h e m, 6 4 % o f t h e m h a v e s o c i a l m e d i a p e n e t r a t i o n Sampling Elements T a r g e t r e s p o n d e n t s i n t h i s r e s e a r c h a r e t h e o n li n e e n t r e p r e n e u r s i n M a l a y s i a v a r y f r o m s t u d e n t s, e m p l o y e d a n d u n e m p l o y e d i n d i v i d u a l s w h o c u r r e n t l y h a v i n g a n o n l i n e s t o r e s o n s o c i a l m e d i a f o r t r a d i n g a n d c o m m u n i c a t i o n p u r p o s e. O n li n e e n t r e p r e n e u r s a r e c h o s e n a s r e s p o n d e n t s b e c a u s e t h e y a r e a s s u m e d t o h a v e k n o w l e d g e o n l a t e s t i n f o r m a t i o n t e c h n o l o g y a n d h a v e b e t t e r u n d e r s t a n d i n g o n t h e o p p o r t u n i ti e s a n d t h r e a t s b y u s i n g s o c i a l m e d i a m a r k e t i n g ( S m a l e, ) Sampling Technique N o n p r o b a b i lit y s a m p l i n g t e c h n i q u e i s u s e d i n t h i s r e s e a r c h w h e r e p r o b a b ili t y a r e d o e s n o t i n v o l v e r a n d o m s e l e c t i o n f r o m t h e s a m p l e o f t h e p o p u l a t i o n o f i n t e r e s t, b u t d e p e n d s o n a f e w o f m e t h o d s t o d e t e r m i n e w h i c h e l e m e n t s s h o u l d i n c l u d e i n t h e s a m p l e ( M i c h a e l, ). A c c o r d i n g t o W a r r e n ( ), c o n v e n i e n c e s a m p l i n g i s a n a t t e m p t t o o b t a i n a s a m p l e o f e l e m e n t s w h i c h a r e c o n v e n i e n t a c c e s s i b i lit y a n d p r o x i m i t y t o r e s e a r c h e r s. R e s p o n d e n t s a r e c h o s e n i n c o n v e n i e n c e s a m p l i n g w h e n t h e y a r e e x i s t i n t h e a r e a a t t h a t tim e. Page 25 of 97

44 C o n v e n i e n c e s a m p l i n g i s a p p li e d b e c a u s e it a l l o w u s a c q u i r e p o t e n ti a l r e s p o n d e n t s w i t h m a t c h i n g c h a r a c t e r i s ti c s t o o u r r e s e a r c h p u r p o s e. B e s i d e s, j u d g m e n t a l s a m p l i n g t e c h n i q u e a l s o u s e d b y a l l o c a t i n g t h e s u r v e y q u e s t i o n s t o t h e t a r g e t o n li n e e n t r e p r e n e u r s b a s e d o n o u r o w n j u d g m e n t ( B u r n s & B u s h ) Sample Size S a m p l e s i z e i s t h e m o s t e f f e c t i v e m e t h o d o f a c h i e v i n g m e a s u r e t h a t a r e accurate a n d r e li a b i lit y f o r d e c i s i o n m a k i n g ( H e n r y, ). F e w f a c t o r s n e e d e d t o c o n s i d e r w h e n c h o o s i n g a n a p p r o p r i a t e s a m p l e s i z e, s u c h a s i m p o r t a n c e o f d e c i s i o n, n a t u r e o f r e s e a r c h, n u m b e r o f v a r i a b l e s, t y p e o f a n a l y s i s, s a m p l e s i z e i n s i m i l a r s t u d i e s a n d r e s o u r c e c o n s t r a i n t s ( M a r k, ). A c c o r d i n g t o M a c C a l l u m, W i d a m a n, Z h a n g & H o n g ( ), a s a m p l e s i z e s h o u l d h a v e m o r e t h a n B e s i d e s, C a t t e l l ( ) c l a i m e d t h a t m i n i m u m d e s i r a b l e s a m p l e s i z e s h o u l d n o t h a v e l e s s t h a n T h e r e f o r e, t h e s a m p l e s i z e f o r t h i s r e s e a r c h s t u d y i s w h i c h i n d i c a t e s s e t s o f q u e s t i o n n a i r e s w e r e d i s t r i b u t e d t o t h e t a r g e t e d r e s p o n d e n t s s e t s o f q u e s t i o n n a i r e w e r e d i s t r i b u t e d t h r o u g h o n li n e s u r v e y t o o l - G o o g l e D o c s. 3.4 Research Instrument A p i l o t t e s ti n g w a s c o n d u c t e d o n 3 0 r e s p o n d e n t s b e c a u s e a c c o r d i n g t o H a i r, M o n e y, S a m o u e l & P a g e ( ), p i l o t st u d y i s c o n d u c t e d b e f o r e t h e a c t u a l q u e s t i o n n a i r e a r e d i s t r i b u t e d, t h e r e f o r e a s m a l l a m o u n t o f r e s p o n d e n t s a b l e t o h e l p u s i d e n t i f y t h e s u r v e y p r o b l e m s o n t h e s p o t w h e t h e r t h e r e s p o n d e n t s c a n u n d e r s t a n d t h e q u e s t i o n s o n it. W e w a s c h o s e n t h e e n tr e p r e n e u r s w h i c h d o e s n o t h a v e p h y s i c a l s t o r e a n d h a v e p a s t e x p e r i e n c e t o u s e d s o c i a l m e d i a m a r k e t i n g Page 26 of 97

45 3.4.1 Purpose of Questionnaire Q u e s t i o n n a i r e i s t h e t o o l f o r c o l l e c t r e s e a r c h d a t a a n d e li c iti n g i n f o r m a t i o n w h i c h y o u c a n t a b u l a t e a n d d i s c u s s ( T a y l o r, ). A c c o r d i n g t o B i r d ( ), t h e p u r p o s e o f q u e s t i o n n a i r e i s t o c o ll e c t r e s e a r c h d a t a, b a s e d o n q u e s t i o n n a i r e t o k n o w w h a t k i n d o f e v i d e n c e n e e d t o f u lf i l t h e p u r p o s e o f t h e s t u d y a n d k n o w h o w t h e i n f o r m a t i o n w i l l b e u s e d, s u c h a s i n f o r m a t i o n a b o u t w h a t p e o p l e t h i n k, f e e l, d o a n d w a n t Questionnaire Design Q u e s t i o n n a i r e d e s i g n i n c l u d e d t h r e e e l e m e n t s, w h i c h a r e d e t e r m i n e t h e q u e s t i o n s t o b e a s k e d, s e l e c t t h e t y p e o f q u e s t i o n i s f o l l o w t h e s p e c i f y w o r d a n d d e s i g n t h e o r d e r o f q u e s t i o n ( T h o m a s, ). T h e s e c t i o n A i n c l u d e s t h e d e m o g r a p h i c p e r s o n a l p r o f i l e s. T h e s e c t i o n B i n c l u d e s t h e q u e s t i o n s o f e a c h i n d e p e n d e n t v a r i a b l e s a n d d e p e n d e n t v a r i a b l e, s u c h a s s o c i a l i n f l u e n c e ( S I ), f a c i lit a ti n g c o n d i t i o n ( F C ), p e r f o r m a n c e e x p e c t a n c y ( P E ), e a s e o f u s e ( E U ) a n d b e h a v i o r a l i n t e n t i o n ( B I ). Q u e s t i o n n a i r e b e e n c r e a t e d t h r o u g h G o o g l e o n l i n e f o r m w h e r e w e c a n s e t q u e s ti o n e a s i l y b y o n l i n e. W e c h o o s e o n li n e q u e s t i o n n a i r e b e c a u s e r e l a t e t o t h e t o p i c ( s o c i a l m e d i a ), o t h e r t h a n t h a t, t i m e e f f i c i e n c y a l s o o n e o f t h e r e a s o n b e c a u s e w e c a n r e a c h r e s p o n d e n t s t h r o u g h o n l i n e n o t f a c e t o f a c e w h i c h h e l p t o s a v e b o t h s i d e s ti m e Pilot Test P i l o t t e s t i s u s e d t o r e c e i v e e x p e r t a d v i c e a n d m o d i f y t h e q u e s t i o n n a i r e, b a s e d o n s m a l l n u m b e r o f r e s p o n d e n t s t o m a k e s u r e t h e q u e s t i o n n a i r e i s e f f e c t i v e n e s s t o c o l l e c t r e s e a r c h d a t a t h a t w e n e e d a n d w a n t ( B a b b i e, ). A c c o r d i n g t o D i ll m a n ( ), h e s u g g e s t s p i l o t t e s t n e e d t o r e s p o n d e n t s, b u t f o l l o w t h e p r o j e c t r e s o u r c e s c a n r e d u c e t h e n u m b e r o f r e s p o n d e n t s t o r u n t h e p i l o t t e s t, s o i n t h i s s t u d y w e c h o o s e 3 0 r e s p o n d e n t s t o Page 27 of 97

46 r u n t h e p i l o t t e s t. T h e q u e s t i o n n a i r e s d i s t r i b u t e t h r o u g h F a c e b o o k a n d E m a i l w h i c h o u r r e s p o n d e n t s o f t e n u s e it f r e q u e n t l y. 3.5 Constructs Measurement Scale of Measurement and the Scaling Techniques S c a l e o f M e a s u r e m e n t is t h e p r o c e s s o f m a p p i n g t o o b j e c t s i n m e a n i n g f u l w a y s a n d t a k e n t o b e t h e a s s i g n m e n t o f n u m b e r s t o a v a r i a b l e i n w h i c h w e a r e i n t e r e s t e d ( K h u r s h i d & S a h a i, ). A c c o r d i n g t o S t e v e n ( ), S c a l e o f m e a s u r e m e n t h a s 4 c a t e g o r i e s w h i c h a r e n o m i n a l, o r d i n a l, i n t e r v a l a n d r a t i o. I n t h i s st u d y, w e u s e n o m i n a l s c a l e a n d i n t e r v a l s c a l e. A c c o r d i n g t o S t e v e n ( ), n o m i n a l s c a l e s d e f i n e t h e n u m b e r s s e r v e o n l y a s l a b e l s f o r i d e n t i f y t h e o b j e c t s a n d t h e r e i s o n e -to-one r e l a t i o n s h i p b e t w e e n t h e n u m b e r. W e u s e d n o m i n a l s c a l e i n S e c t i o n A o f t h e q u e s t i o n n a i r e t o m e a s u r e d e m o g r a p h i c p r o f i l e s u c h a s g e n d e r, a g e, h i g h e s t e d u c a t i o n l e v e l a n d s o o n. A c c o r d i n g t o B e r t r a m ( ), i n t e r v a l s c a l e s a r e c o l l e c t i n g t h e r e s e a r c h d a t a w h e n r e s p o n d e n t s t o i n d i c a t e t h e i r l e v e l o f a g r e e m e n t w i t h e a c h o f a s e r i e s o f s t a t e m e n t a b o u t t h e s t i m u l u s o b j e c t. I n t e r v a l s c a l e s w a s u s e d i n t h i s s t u d y b a s e d o n t h e 5 c a t e g o r i e s o f L i k e r t s c a l e w h i c h i s s t r o n g l y d i s a g r e e, d i s a g r e e, n e u t r a l, a g r e e a n d s t r o n g l y a g r e e. Page 28 of 97

47 3.5.2 Origin Source of Measurement T h e s e a r e o r i g i n r e s o u r c e f o r u s t o s e t t h e q u e s t i o n n a i r e. T h e s e q u e s t i o n s a r e a d a p t e d f r o m p a s t s t u d i e s. T a b l e 3. 1 O r i g i n s o u r c e o f m e a s u r e m e n t C o n s t r u c t s m e a s u r e m e n t S o u r c e a d a p t e d f r o m S o c i a l I n f l u e n c e V e n k a t e s h, K r i p a n o n t, K h o l o u d, F a c i lit a ti n g C o n d i t i o n V e n k a t e s h, Z h a n g, C h a n, & F a n g, P e r f o r m a n c e e x p e c t a n c y M a n d a l & M c Q u e e n ( ) C h o u d r i e, P h e e r a p h u t t h a r a n g k o o n, Z a m a n i & G i a g li s ( ) E a s e o f u s e J o h n, J e e n & K e e, M u l e r o, S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 29 of 97

48 3.6 Data Processing Questionnaire Checking T h e f i r s t st e p i n s c r e e n i n g t h e q u e s t i o n n a i r e s a r e c h e c k f o r t h e q u e s ti o n n a i r e t o e n s u r e w e c a n o b t a i n s a g o o d q u a lit y r e s e a r c h d a t a t o s a t i s f y t h e o b j e c t i v e o f t h i s r e s e a r c h s t u d y. I n a d d i t i o n, t h e p u r p o s e o f a s u r v e y i n s p e c t i o n a l s o i n c l u d e s c h e c k i n g o f w r o n g s e q u e n c e s a n d m i s s i n g p a g e s ( M a l h o t r a, ) Questionnaire Editing A c c o r d i n g t o M a l h o t r a ( ), d a t a e d i ti n g i s d e f i n e a s a r e v i e w a n d e d i t o f t h e q u e s t i o n n a i r e s t o i m p r o v e p r e c i s i o n a n d a c c u r a c y o f t h e c o ll e c t i o n d a t a, it a l s o t o e n s u r e t h e q u e s t i o n n a i r e s w o u l d n o t h a v e i n c o m p l e t e, a m b i g u o u s a n d ill e g i b l e r e s p o n s e s Data Coding D a t a c o d i n g i s a c o d e t h a t d i s t r i b u t e d t o e a c h p o s s i b l e r e s p o n s e t o a p a r t i c u l a r q u e s t i o n. B e s i d e s, d a t a r e c o r d i n g a n d c o l u m n p o s iti o n t h a t c o d e w i ll o c c u p y ( M a l h o t r a, ) Data Transcribing D a t a t r a n s c r i b i n g i n v o l v e s t h e p r o c e s s o f k e y i n t h e c o d e d d a t a f r o m t h e q u e s t i o n n a i r e i n t o c o m p u t e r s ( M a l h o t r a, ). Page 30 of 97

49 3.6.5 Data Cleaning D a t a c l e a n i n g i s a p r o c e s s o f c o n s i s t e n c y c h e c k i n g a n d t r e a t m e n t s o f m i s s i n g r e s p o n s e s, c h e c k i n g a r e t h o r o u g h l y a n d e x t e n s i v e l y, b e c a u s e t h e y a r e m a k i n g b y c o m p u t e r ( M a l h o t r a, ). T h e p u r p o s e o f d a t a c l e a n i n g i s t o i m p r o v e a n d c o n t r o l t h e q u a lit y o f d a t a. 3.7 Data Analysis A c c o r d i n g t o A n d r e w & J i a n g ( ), d a t a a n a l y s i s i s d e s c r i p t i v e a n a l y s i s to t o u r a n d g e t t h e d a t a, b a s e d o n s p e c i f i c q u e s t i o n s f r o m p u r p o s e o f r e s e a r c h a n d h y p o t h e s e s t o a n a l y s i s t h e r e s e a r c h d a t a Descriptive Analysis D e s c r i p t i v e a n a l y s i s i s c o l l e c t r e s e a r c h d a t a f r o m t y p i c a l r e s p o n d e n t s a n d a n a l y s i s t h e r e s e a r c h d a t a, s u c h a s u s i n g p i e c h a rt s a n d t a b l e s t o e x p l a i n o n e a c h o f t h e c h a r a c t e r i s t i c s ( B u r n s & B u s h, ). S A S s o f t w a r e w a s u s e d t o d r a w a table and charts b a s e d o n t h e r e s e a r c h q u e s t i o n s Reliability Test A c c o r d i n g t o Malhotra (2010), r eli a b i lit y t e s t is u s e d t o d e t e r m i n e s c a l e p r o d u c e r s t a b i lit y a n d c o n s i s t e n t r e s u lt s if r e p e a t e d m e a s u r e m e n t s a r e m a d e o n t h e c h a r a c t e r s. A c c o r d i n g t o H a n s ( ), t h e o b j e c t i v e o f r e li a b i lit y t e s t i s t o m a x i m i z e t h e o p p o r t u n i t y f o r o b s e r v e u n e x p e c t e d f a i l u r e, r e li a b i lit y a l s o i s t h e m e a s u r e o f u n e x p e c t e d i n t e r r u p t i o n d u r i n g c u s t o m e r u s e. A c c o r d i n g t o G r e g ( ), h e e x p l a i n c r o n b a c h s a l p h a i s 0. 9 o r m o r e t h a n 0. 9 i s h i g h s t a k e s, 0. 7 o r b e l o w 0. 9 i s m e d i u m s t a k e s a n d l e s s t h a n 0. 7 i s l o w s t a k e s. Page 31 of 97

50 F i g u r e 3. 1 : C r o n b a c h A l p h a C o e f f i c i e n t R a n g e S o u r c e : G r e g ( ) Inferential Analysis A c c o r d i n g t o P a t t e r s o n ( ), i n f e r e n t i a l a n a l y s i s is t o i d e n t i f y t h e r e l a ti o n s h i p b e t w e e n t h e v a r i a b l e s o f t h e r e s e a r c h. I n f e r e n t i a l a n a l y s i s i s c o n d u c t e d b y e x p e r i e n c e d a n a l y s t s u n d e r d a t a o v e r l o a d a n d a st a ti s ti c i s a n u m e r i c a l v a l u e t h a t i s c o m p u t e d f r o m a s a m p l e ( P a t t e r s o n, R o t h & w o o d s, ). Page 32 of 97

51 Pearson Correlation Coefficient Test P e a r s o n s c o r r e l a t i o n c o e f f i c i e n t i s a s t a ti s ti c a l m e a s u r e o f t h e s t r e n g t h o f a s s o c i a ti o n b e t w e e n t w o m e t r i c v a r i a b l e s ( M a l h o t r a, ). A c c o r d i n g t o M a l h o t r a ( ), t h e c o r r e l a ti o n c o e f f i c i e n t i s s c a l e r a n g e f r o m - 1 t o + 1 a n d s t a t i sti c a l r e l a t i o n s h i p b e t w e e n t w o r a t i o l e v e l v a ri a b l e s. A c c o r d i n g t o E v a n s ( ), si z e o f c o r r e l a t i o n w i l l a f f e c t t h e s t r e n g t h o f t h e c o r r e l a t i o n. F i g u r e : 3. 2 P e a r s o n C o r r e l a t i o n C o e f f i c i e n t S o u r c e : A g n e s ( ) Multiple Regressions Analysis M u l t i p l e r e g r e s s i o n a n a l y s i s w a s u s e d t o d e v e l o p a m a t h e m a t i c a l r e l a t i o n s h i p b e t w e e n t h e v a r i a b l e s o f t h e r e s e a r c h. ( M a l h o t r a, ). M u l t i p l e R e g r e s s i o n a n a l y s i s u s e d t o i d e n t i f y t h e r e l a t i o n s h i p b e t w e e n d e p e n d e n t v a r i a b l e a n d indep e n d e n t v a r i a b l e a n d a l s o m a k e t h e p o w e r f u l a n d a c c u r a t e p r e d i c t i o n s a b o u t t h e r e l a t e d b e t w e e n i n d e p e n d e n t v a r i a b l e a n d d e p e n d e n t v a r i a b l e ( G a r y, ). A c c o r d i n g t o M a l h o t r a ( ), m u l t i p l e r e g r e s s i o n s m o d e l i s a n e q u a t i o n u s e d t o d e f i n e t h e r e s u lt o f m u l t i p l e r e g r e s s i o n a n a l y s i s. T h e g e n e r a l f o r m o f t h e m u l t i p l e r e g r e s s i o n s m o d e l i s a s f o l l o w s : Page 33 of 97

52 Y = a + b 1 X 1 + b 2 X 2 + b 3 X 3 M u l t i p l e R e g r e s s i o n s e q u a t i o n : B I = a + b 1 S I + b 2 F C + b 3 P E + b 4 E U A c c o r d i n g t o M a l h o t r a ( ), m u l t i p l e li n e a r r e g r e s s i o n i s t o t e s t o n t h e e f f e c t b e t w e e n i n d e p e n d e n t v a r i a b l e ( X ) a n d d e p e n d e n t v a r i a b l e ( Y ). A c c o r d i n g t o G a r y ( ), c a l c u l a t e a n d e v a l u a t e i n d e p e n d e n t v a r i a b l e ( X ) h o w t o a f f e c t t h e d e p e n d e n t v a r i a b l e ( Y ), s o i n d e p e n d e n t v a r i a b l e a n d d e p e n d e n t v a r i a b l e t o p u t i n t h e f o r m u l a o f m u l ti p l e r e g r e s s i o n e q u a t i o n, i n d e p e n d e n t v a r i a b l e ( X ) s u c h a s s o c i a l i n f l u e n c e ( S I ), f a c i lit a ti o n c o n d i ti o n ( F C ), p e r f o r m a n c e e x p e c t a n c y ( P E ), e a s e o f u s e ( E U ), a n d d e p e n d e n t v a r i a b l e i s b e h a v i o u r i n t e n t i o n ( B I ). 3.8 Conclusion T h e m e t h o d o l o g y o f t h i s r e s e a r c h h a s b e e n d e li b e r a t e d t h r o u g h C h a p t e r 3. E v e r y p a r t h a v e a d d r e s s e d t h e w a y o f c o n d u c t i n g t h e s u r v e y. H e n c e, i n t h e n e x t c h a p t e r, c h a p t e r 4 w e w i ll c o l l e c t r e s e a r c h d a t a a n d a n a l y s i s t h e r e s e a r c h d a t a. Page 34 of 97

53 CHAPTER 4: DATA ANALYSIS 4.0 Introduction C h a p t e r 4 o f o u r r e s e a r c h i s m a d e u p o f s e v e r a l a n a l y s e s. S A S E n t e r p r i s e G u i d e 5. 1 s o f t w a r e w a s u s e d t o a n a l y z e t h e d a t a a f t e r w e d o n e c o l l e c t e d t h e d a t a. T h e p u r p o s e o f C h a p t e r 4 i s t o g e n e r a t e t h e d a t a a n d p r o v i d e s a f u rt h e r d i s c u s s a n d i n t e r p r e t. 4.1 Response Rate I n t h i s r e s e a r c h s t u d y, w e h a v e d i s t r i b u t e d s e t s o f o n li n e q u e s ti o n n a i r e s t o t h e o n l i n e e n t r e p r e n e u r s b a s e d i n M a l a y s i a t h r o u g h t h e s o c i a l m e d i a. H o w e v e r, f r o m t h e s e t o f q u e s t i o n n a i r e s w e r e d i s t r i b u t e d, w e o n l y r e c e i v e d % o f t h e r e s p o n s e r a t e w h i c h i n d i c a t e s o n l y t h e a m o u n t o f s e t s o f q u e s t i o n n a i r e s r e c e i v e d. T h i s m i g h t b e d u e t o s o m e i n d i v i d u a l l a c k o f i n t e r e s t o n d o i n g o u r s u r v e y a n d t h e y t e n d t o i g n o r e o u r r e q u e s t t o f ill i n o u r q u e s t i o n n a i r e. B e s i d e s, 1. 4 % o f r e s p o n s e s r e c e i v e d w e r e i n c o m p l e t e w i t h s o m e m i s s i n g a n s w e r a n d s o m e o f t h e r e s p o n d e n t s a n s w e r t h e q u e s t i o n s r a n d o m l y w i t h o u t l o o k i n g a t it. T h e r e f o r e, f r o m t h e s e t s w e r e d i s t r i b u t e d, o n l y s e t s c a n b e u s e d a s o u r r e s e a r c h d a t a. Page 35 of 97

54 4.2 Descriptive Analysis Respondent Demographic Profile Gender T a b l e 4. 1 : G e n d e r S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h F i g u r e 4. 1 : G e n d e r S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 36 of 97

55 R e f e r t o t h e T a b l e 4. 1 a b o v e i s s h o w i n g t h a t it h a s 8 0 m a l e r e s p o n d e n t s a n d f e m a l e r e s p o n d e n t s. 4 0 % i s m a l e r e s p o n d e n t s w h i l e 6 0 % i s f e m a l e r e s p o n d e n t s w h i c h i ll u s t r a t e d i n F i g u r e Age T a b l e 4. 2 : A g e S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 37 of 97

56 F i g u r e 4. 2 : A g e S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h B a s e d o n T a b l e 4. 2, m o s t o f t h e r e s p o n d e n t s a r e a t t h e 1 8 t o 2 3 y e a r s o l d a g e g r o u p, w h i c h h a v e r e s p o n d e n t s ( % ). 4 1 r e s p o n d e n t s o r % w e r e a t t h e a g e g r o u p b e t w e e n 2 4 t o 2 9 y e a r s o l d. T h e a g e g r o u p o f 3 0 y e a r s o l d a n d a b o v e h a s 2 2 r e s p o n d e r s o r 1 1 %. O n l y 1 % o f t o t a l r e s p o n d e n t s o r 2 r e s p o n d e n t s b e l o w 1 8 y e a r s o l d. Page 38 of 97

57 Highest Educational Completed T a b l e 4. 3 : H i g h e s t e d u c a ti o n a l C o m p l e t e d S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 39 of 97

58 F i g u r e 4. 3 : H i g h e s t e d u c a t i o n a l C o m p l e t e d S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h F r o m t h e t a b l e a n d f i g u r e a b o v e, m a n y o f t h e r e s p o n d e n t s a r e d e g r e e h o l d e r w h i c h c o n s i s t s o f 8 1 r e s p o n d e n t s o r % o f t o t a l r e s p o n d e n t s f o ll o w b y S T P M / U E C / A - L e v e l h o l d e r s h a v e 4 6 r e s p o n d e n t s, r e p r e s e n t i n g 2 3 % o f t o t a l resp o n d e n t s. N e x t, S P M / O - L e v e l h o l d e r c o n s i s t s o f 4 1 r e s p o n d e n t s w h i c h a r e % a n d % o f t o t a l r e s p o n d e n t s ( 2 9 r e s p o n d e n t s ) a r e d i p l o m a h o l d e r s. O n l y % o f t o t a l r e s p o n d e n t s o r 3 r e s p o n d e n t s a r e f r o m o t h e r e d u c a t i o n l e v e l. Page 40 of 97

59 Monthly Income/Allowance (RM) T a b l e 4. 4 : M o n t h l y i n c o m e / a l l o w a n c e S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h F i g u r e 4. 4 : M o n t h l y i n c o m e / a l l o w a n c e S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 41 of 97

60 T a b l e 4. 4 a n d F i g u r e 4. 4 i n d i c a t e t h e r e s p o n d e n t s i n c o m e l e v e l. M a j o r i t y o f t h e r e s p o n d e n t s i n c o m e / a ll o w a n c e i s b e l o w R M 2, w h i c h h a v e 6 0 % o r r e s p o n d e n t s. 3 7 r e s p o n d e n t s a r e f a ll i n t h e r a n g e o f R M 2, R M 3, ( % ). 1 7 o f r e s p o n d e n t s i n c o m e / a ll o w a n c e a t t h e r a n g e o f R M 8, a n d a b o v e ( % ) a n d 1 6 o f t h e r e s p o n d e n t s i n c o m e / a ll o w a n c e i s R M 4, R M 5, ( 8 % ). R e s p o n d e n t s i n c o m e / a ll o w a n c e a t t h e r a n g e o f R M 6, R M 7, c o n s i s t s o f 1 2 r e s p o n d e n t s o r 6 % o f t o t a l r e s p o n d e n t s Current Employment Status T a b l e 4. 5 : C u r r e n t E m p l o y m e n t S t a t u s S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 42 of 97

61 F i g u r e 4. 5 : C u r r e n t E m p l o y m e n t S t a t u s S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h T a b l e 4. 5 a n d F i g u r e 4. 5 b r i n g t o li g h t t h a t, m o s t o f t h e r e s p o n d e n t s c u r r e n t e m p l o y m e n t s t a t u s a r e s t u d e n t s w h i c h c o n t a i n s o f r e s p o n d e n t s o r % o f t o t a l r e s p o n d e n t s. N e x t, r e s p o n d e n t s w h o a r e e m p l o y e d c o n s i s t s o f 6 1 r e s p o n d e n t s w h i c h r e p r e s e n t i n g % o f t o t a l r e s p o n d e n t s. T h e r e a r e o n l y 1 3 % o f t o t a l r e s p o n d e n t s ( 2 6 r e s p o n d e n t s ) a r e u n e m p l o y e d. Page 43 of 97

62 Social Media Platform Used T a b l e 4. 6 : S o c i a l M e d i a P l a t f o r m U s e d S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 44 of 97

63 F i g u r e 4. 6 : S o c i a l M e d i a P l a t f o r m U s e d S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h M o s t o f t h e r e s p o n d e n t s u s e F a c e b o o k p l a t f o r m t o s e l l o r p r o m o t e t h e i r p r o d u c t w h i c h c o n s i s t s o f 8 8 r e s p o n d e n t s ( 4 4 % ) w h i c h s h o w e d a t t h e T a b l e 4. 6 a n d F i g u r e T h e s e c o n d h i g h e s t i s t h e 4 8 r e s p o n d e n t s ( 2 4 % ) w h o u s e I n s t a g r a m, f o ll o w b y t h o s e w h o u s e T w i t t e r p l a t f o r m, w h i c h c o n s i s t o f 1 9 r e s p o n d e n t s ( % ). S a m e n u m b e r o f r e s p o n d e n t s ( 1 3 r e s p o n d e n t s o r % o f t o t a l r e s p o n d e n t s ) u s e B l o g a n d o t h e r p l a t f o r m s. F o l l o w b y 1 6 r e s p o n d e n t s ( 8 % ) u s e Y o u T u b e t o s e ll t h e p r o d u c t s. T h e l o w e s t p e r c e n t a g e o f p l a t f o r m i s F o u r s q u a r e w h i c h o n l y h a v e 3 r e s p o n d e n t s ( % ) Page 45 of 97

64 Social Conversation T a b l e 4. 7 : S o c i a l C o n v e r s a t i o n S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h F i g u r e 4. 7 : S o c i a l C o n v e r s a t i o n S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h T a b l e 4. 7 a n d F i g u r e 4. 7 a r e s h o w e d t h e r e s p o n d e n t s w i t h c u r r e n t l y m o n i t o r i n g t h e s o c i a l c o n v e r s a t i o n r e s p o n d e n t s ( 7 1 % ) h a v e m o n i t o r e d t h e s o c i a l c o n v e r s a t i o n. I n o t h e r h a n d, t h a t i s 5 8 r e s p o n d e n t s ( 2 9 % ) a r e n o t m o n i t o r i n g t h e s o c i a l c o n v e r s a t i o n. Page 46 of 97

65 Social Media Content T a b l e 4. 8 : F r e q u e n c y o f S o c i a l M e d i a C o n t e n t U p d a t e S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h F i g u r e 4. 8 : F r e q u e n c y o f S o c i a l M e d i a C o n t e n t U p d a t e S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h L a s t l y, b y r e f e r r i n g t o T a b l e 4. 8 a n d F i g u r e 4. 8, i n f o r m a t i o n r e g a r d i n g t o o u r t a r g e t r e s p o n d e n t s o n h o w o f t e n t h e y u p d a t e d t h e i r s o c i a l m e d i a c o n t e n t a r e d i s p l a y e d. T h o s e u p d a t e d a i l y c o m p r i s e t h e h i g h e s t p e r c e n t a g e i s % ( 7 9 Page 47 of 97

66 r e s p o n d e n t s ), s e c o n d l y i s t h o s e w h o u p d a t e w e e k l y, w h i c h c o n s i s t s o f % ( 5 1 r e s p o n d e n t s ). T h o s e w h o u p d a t e t h e i n f o r m a t i o n h o u r l y c o n s i s t s % o r 2 9 r e s p o n d e n t s. M o r e o v e r, r e s p o n d e n t s w h o u p d a t e t h e i n f o r m a ti o n m o n t h l y c o n s i s t o f % o r 2 3 r e s p o n d e n t s % ( 1 3 r e s p o n d e n t s ) u p d a t e t h e s o c i a l m e d i a c o n t e n t q u a r t e r l y. O u r t a r g e t r e s p o n d e n t s w h o u p d a t e i n o t h e r t h e i n t e r n a l c o m p r i s e t h e l o w e s t p e r c e n t a g e t o w a r d s o u r r e s e a r c h i s % ( 5 r e s p o n d e n t s ). 4.3 Scale Measurement of Research Test of Internal Reliability T a b l e 4. 9 : R e li a b i lit y S t a ti sti c s S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h C r o n b a c h c o e f f i c i e n t a l p h a i s a m e t h o d u s e d t o m e a s u r e a n d t e s t o n t h e i n t e r n a l c o n s i s t e n c y o f r e s e a r c h d a t a c o l l e c t e d ( N u n n a l l y, ). T h e r e s u l t o f t h e t e s t w e r e g a t h e r e d u p a n d s h o w n i n T a b l e T h e C r o n b a c h A l p h a v a l u e f o r i n d e p e n d e n t v a r i a b l e s, S I i s , F C i s , P E i s , E U i s a n d t h e d e p e n d e n t v a r i a b l e, B I i s A c c o r d i n g t o B r u i n ( ), a r e li a b i lit y c o e f f i c i e n t o f o r h i g h e r i n d i c a t e s s a t i s f a c t o r y o f i n t e r n a l Page 48 of 97

67 c o n s i s t e n c y. A s a ll o f t h e a l p h a v a l u e s a r e a b o v e 0. 7, t h e r e f o r e a ll t h e v a r i a b l e s a r e c o n s i s t e n t a n d r e li a b l e. 4.4 Inferential Analysis Pearson Correlation Analysis T a b l e : P e r s o n C o r r e l a t i o n A n a l y s i s S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h A c c o r d i n g t o A g n e s ( ), t h e r a n g e o f 0. 2 a n d l e s s t h a n 0. 2 i s n o o r n e g l i g i b l e c o r r e l a ti o n, r a n g e o f l e s s t h a n 0. 4 a n d m o r e t h a n 0. 2 i s l o w d e g r e e o f c o r r e l a t i o n, o f l e s s t h a n 0. 6 a n d m o r e t h a n 0. 4 i s m o d e r a t e d e g r e e o f c o r r e l a t i o n, l e s s t h a n 0. 8 a n d m o r e t h a n 0. 6 i s m a r k e d d e g r e e o f c o r r e l a t i o n a n d h i g h c o r r e l a ti o n i s 0. 8 a n d a b o v e. Page 49 of 97

68 Test of Significant H1: There is a significant relationship between social influence and Malaysian entrepreneur s behavioral intention to adopt social media marketing. A c c o r d i n g t o t a b l e , t h e c o r r e l a t i o n b e t w e e n s o c i a l i n f l u e n c e ( S I ) a n d b e h a v i o u r i n t e n t i o n ( B I ) t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i s a t ( p < ). T h e r e s u lt s h o w s t h a t s o c i a l i n f l u e n c e ( S I ) h a s s i g n i f i c a n t a s s o c i a ti o n t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i n M a l a y s i a. T h e r e f o r e, H 1 i s s u p p o r t e d. A c c o r d i n g t o C h a n ( ), S I o f i s u n d e r m a r k e d d e g r e e o f c o r r e l a t i o n. H2: There is a significant relationship between facilitation condition and Malaysian entrepreneur s behavioral intention to adopt social media marketing. A c c o r d i n g t o t a b l e , t h e c o r r e l a ti o n b e t w e e n f a c i lit a ti o n c o n d i t i o n ( F C ) a n d b e h a v i o u r i n t e n t i o n ( B I ) t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e ti n g i n t h e e n t e r p r i s e i s a t ( p < ). T h e r e s u lt s h o w s t h a t f a c i lit a t i o n c o n d i t i o n ( F C ), h a s si g n i f i c a n t a s s o c i a ti o n t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i n M a l a y s i a. T h e r e f o r e, H 2 i s s u p p o r t e d. A c c o r d i n g t o C h a n ( ), F C o f i s u n d e r m a r k e d d e g r e e o f c o r r e l a t i o n H3: There is a significant relationship between performance expectancy and Malaysian entrepreneur s behavioral intention to adopt social media marketing. Page 50 of 97

69 A c c o r d i n g t o t a b l e , t h e c o r r e l a t i o n i n b e t w e e n p e r f o r m a n c e e x p e c t a n c y ( P E ), a n d b e h a v i o u r i n t e n t i o n ( B I ) t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i s a t ( p < ). T h e r e s u lt s h o w s t h a t p e r f o r m a n c e e x p e c t a n c y ( P E ) h a s p o s i t i v e r e l a t i o n s h i p t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i n M a l a y s i a. T h e r e f o r e, H 3 i s s u p p o r t e d. A c c o r d i n g t o C h a n ( ), P E o f i s u n d e r m a r k e d d e g r e e o f c o r r e l a ti o n. H4: There is a significant relationship between ease of use and Malaysian entrepreneur s behavioral intention to adopt social media marketing. A c c o r d i n g t o t a b l e , t h e c o r r e l a t i o n b e t w e e n e a s e o f u s e ( E U ) a n d b e h a v i o u r i n t e n t i o n ( B I ) t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i s a t ( p < ). T h e r e s u lt s h o w s t h a t e a s e o f u s e ( E U ) h a s s i g n i f i c a n t a s s o c i a ti o n t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i n M a l a y s i a. T h e r e f o r e, H 4 i s s u p p o r t e d. A c c o r d i n g t o C h a n ( ), E U o f i s u n d e r m a r k e d d e g r e e o f c o r r e l a ti o n Multiple Regression Analysis Strength of Relationship T a b l e : M o d a l S u m m a r y S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h B a s e d o n T a b l e s h o w e d t h a t R ² i s , t h i s s h o w s t h a t % o f t h e r e s u lt i s s i g n i f i c a n t t a k e n t o e x a m i n e r e g r e s s i o n li n e. T h i s % o f b e h a v i o u r i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e i s Page 51 of 97

70 s i g n i f i c a n t l y e x p l a i n e d b y o u r i n d e p e n d e n t v a r i a b l e s ( s o c i a l i n f l u e n c e, f a c i lit a ti o n c o n d i t i o n, p e r f o r m a n c e e x p e c t a n c y a n d e a s e o f u s e ). T a b l e : A n a l y s i s o f V a r i a n c e S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h B a s e d o n T a b l e , F v a l u e i s w i t h t h e s i g n i f i c a n c e p r o b a b i li t y a s s o c i a t e d w i t h t h e st a t i sti c ( P r > F ) o f < T h e r e f o r e, o u r v a r i a b l e s ( s o c i a l i n f l u e n c e, f a c i lit a ti o n c o n d i t i o n, p e r f o r m a n c e e x p e c t a n c y a n d e a s e o f u s e ) i n t h e li n e a r r e g r e s s i o n m o d e l a r e a b l e t o e x p l a i n t h e v a r i a t i o n i n e n t r e p r e n e u r' s b e h a v i o u r i n t e n t i o n t o w a r d s t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n M a l a y s i a. T a b l e : P a r a m e t e r E s t i m a t e s S o u r c e : D e v e l o p e d f o r t h e r e s e a r c h Page 52 of 97

71 T a b l e s h o w e d t h e r e s u lt o f C o e f f i c i e n t a n a l y s i s. F r o m t h i s r e s u lt s h o w s a l l o f i n d e p e n d e n t v a r i a b l e ( I V ) w a s s i g n i f i c a n t t o p r e d i c t t h e d e p e n d e n t v a r i a b l e ( D V ). B a s e d o n p - v a l u e o f i n d e p e n d e n t v a r i a b l e i s l e s s t h a n a l p h a v a l u e S o, t h e m u l t i p l e r e g r e s s i o n e q u a t i o n w a s f orm a s : B e h a v i o u r I n t e n t i o n = ( S I ) ( F C ) ( P E ) ( E U ). R e f e r T a b l e , f o r e v e r y u n i t i n c r e a s e i n e a c h i n d e p e n d e n t v a r i a b l e s ( s o c i a l i n f l u e n c e, f a c i lit a ti o n c o n d i ti o n, p e r f o r m a n c e e x p e c t a n c y a n d e a s e o f u s e ) a n d a n o t h e r i n d e p e n d e n t v a ri a b l e r e m a i n t h e s a m e w o u l d i n c r e a s e b e h a v i o u r i n t e n t i o n. F o r e x a m p l e e v e r y u n i t i n c r e a s e i n s o c i a l i n f l u e n c e w o u l d i n c r e a s e b e h a v i o u r i n t e n t i o n b y if a n o t h e r i n d e p e n d e n t v a r i a b l e r e m a i n s t h e s a m e. E a c h u n i t i n c r e a s e i n f a c i lit a ti o n c o n d i ti o n w o u l d i n c r e a s e b e h a v i o u r i n t e n t i o n b y , p e r f o r m a n c e e x p e c t a t i o n w o u l d i n c r e a s e b e h a v i o u r i n t e n t i o n b y a n d e a s e o f u s e w o u l d i n c r e a s e b e h a v i o u r i n t e n t i o n b y Conclusion I n a c o n c l u s i o n, S A S s o f t w a r e w a s u s e d t o c o m p u t e s e t o f d a t a o b t a i n e d f r o m t h e r e s p o n d e n t s. T h e d a t a a n a l y s i s w a s u s e d t o t e s t o n t h e r e l a t i o n s h i p b e t w e e n I V a n d D V. N e x t c h a p t e r w i l l b e c o n d u c t e d t o i d e n t i f y t h e m a j o r f i n d i n g, im p l i c a t i o n s, li m i t a t i o n s a n d r e c o m m e n d a t i o n s. Page 53 of 97

72 CHAPTER 5: DISCUSSION, CONCLUSION AND IMPLICATIONS 5.0 Introduction I n t h e l a s t c h a p t e r, w e w i ll b e p r o v i d i n g a n o v e r a l l s u m m a r y f o r t h e d a t a r e s e a r c h t h a t p r e s e n t e d i n t h e p r e v i o u s c h a p t e r, f o ll o w e d b y d i s c u s s i o n o n t h e m a j o r f i n d i n g s t o e n s u r e t h e v a li d i t y o f o u r r e s e a r c h s t u d y. T h e m a n a g e r i a l a n d t h e o r e t i c a l i m p l i c a t i o n w i l l b e d i s c u s s e d t o f i n d o u t o u r r e s e a r c h s c o n t r i b u t i o n. L a s t l y, li m i t a ti o n s f o r t h i s s t u d y a n d r e c o m m e n d a t i o n f o r t h e f u t u r e r e s e a r c h w i ll b e d i s c u s s e d i n t h i s c h a p t e r. 5.1 Summary of Statistical Analyses Descriptive Analysis Respondent s Demographic Profile F r o m t h e a n a l y s i s o f r e s p o n d e n t d e m o g r a p h i c p r o f i l e i n C h a p t e r 4, f e m a l e r e s p o n d e n t s o b t a i n s t h e h i g h e s t n u m b e r s w i t h a p e r c e n t a g e o f 6 0 % a n d m a l e r e s p o n d e n t s w i t h t h e l o w e s t p e r c e n t a g e o f 4 0 %. B e s i d e s, m a j o r i t y o f t h e r e s p o n d e n t s a r e f r o m a g e o f 1 8 t o 2 3 y e a r s o l d w i t h t h e p e r c e n t a g e o f %. H i g h e s t n u m b e r o f r e s p o n d e n t s h a v e b a c h e l o r d e g r e e q u a li f i c a t i o n w i t h p e r c e n t a g e s o f %. I n a d d i ti o n, t h e h i g h e s t p e r c e n t a g e o f r e s p o n d e n t s i n c o m e i s b e l o w R M t h a t h a s a c c o m m o d a t e 6 0 %. T h e h i g h e s t r e s p o n d e n t s c u r r e n t e m p l o y m e n t s t a t u s i s s t u d e n t w i t h t h e p e r c e n t a g e s o f %. T h e r e a r e 4 4 % o f t h e r e s p o n d e n t s u s e s F a c e b o o k a s t h e i r s o c i a l m e d i a p l a t f o r m t o s e l l p r o d u c t s. M e a n w h i l e 7 1 % o f r e s p o n d e n t s h a v e m o n i t o r e d t h e Page 54 of 97

73 s o c i a l c o n v e r s a ti o n. T h e r e a r e % o f t h e r e s p o n d e n t s u p d a t e t h e i r s o c i a l m e d i a c o n t e n t d a i l y Scale Measurement Reliability Test C r o n b a c h s A l p h a w a s i m p l e m e n t e d t o t e s t t h e r e li a b i lit y o f t h e 2 2 i t e m s i n c l u d i n g t h e f o u r i n d e p e n d e n t v a r i a b l e s ( S I, F C, P E, a n d E U ) a n d a d e p e n d e n t v a r i a b l e ( B I ). T h e a n a l y s i s w a s v e r i f i e d t h a t b o t h t h e d e p e n d e n t a n d i n d e p e n d e n t v a r i a b l e s a r e r e li a b l e. T h e h i g h e s t v a l u e o f t h e v a r i a b l e s f r o m t h e r e li a b i lit y t e s t i s S I, a n d f o l l o w e d b y F C, E U, P E a n d B I Inferential Analysis Pearson Correlation Analysis P e a r s o n s c o r r e l a t i o n c o e f f i c i e n t i s a s t a ti s ti c a l m e a s u r e o f t h e s t r e n g t h o f a s s o c i a ti o n b e t w e e n t w o m e t r i c v a r i a b l e s. F r o m t h e r e s u lt s o f P e a r s o n C o r r e l a ti o n A n a l y s i s t e s t, a ll i n d e p e n d e n t v a r i a b l e s s h o w t h e r e l a t i o n s h i p w i t h t h e d e p e n d e n t v a r i a b l e. P E i s l a r g e s t r e l a t e d w i t h B I ( ). ), f o l l o w b y E U ( ), F C ( ) a n d w h e r e a s t h e S I ( ) i s s m a l l e s t r e l a t e d w i t h B I. I n a d d i ti o n, t h e p - v a l u e a m o n g t h e i n d e p e n d e n t v a r i a b l e s i s l e s s t h a n i n d i c a t e s a ll i n d e p e n d e n t v a r i a b l e s h a v e s i g n i f i c a n t r e l a t i o n s h i p w i t h B I. Page 55 of 97

74 Multiple Regression Analysis R e f e r t o t h e m u l t i p l e r e g r e s s i o n t a b l e, t h e F - v a l u e i s w i t h a s i g n i f i c a n t l e v e l < A s a r e s u lt, a ll h y p o t h e s e s a r e s u p p o r t e d. M u l t i p l e r e g r e s s i o n e q u a t i o n i s e s t a b li s h e d a s b e l o w : B e h a v i o r a l I n t e n t i o n = ( S I ) ( F C ) ( P E ) ( E U ). B a s e d o n t h e t a b l e o f m o d e l s u m m a r y, R 2 is i n d i c a t e s t h a t % o f b e h a v i o r a l i n t e n t i o n t o a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g i n t h e e n t e r p r i s e c a n b e e x p l a i n e d b y o u r i n d e p e n d e n t v a r i a b l e s ( s o c i a l i n f l u e n c e, f a c i lit a t i o n c o n d i t i o n, p e r f o r m a n c e e x p e c t a n c y a n d e a s e o f u s e ). 5.2 Discussion of Major Findings H1: There is a significant relationship between social influence and Malaysian entrepreneur s behavioral intention to adopt social media marketing. A c c o r d i n g t o E z e ( ), s o c i a l i n f l u e n c e h a s a p o s i ti v e i n f l u e n c e t o M a l a y s i a n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. T h e y w e r e a t t r a c t e d a n d e x p e c t e d t o a d o p t u s i n g s o c i a l m e d i a d u e t o o t h e r s t h a t a r e u s i n g it ( E z e, ). I n t h e o t h e r w o r d, s o c i a l i n f l u e n c e c a n h e l p e n t r e p r e n e u r i n f l u e n c e c u s t o m e r s b e h a v i o r w h e n t h e r e h a v e i n t e g r a t i o n b e t w e e n s e l l e r s t o b u y e r s o r b u y e r s t o b u y e r s i n M a l a y s i a. S o c i a l i n f l u e n c e i n t e n t t o c r e a t e a c u lt u r a l c h a r a c t e r i s ti c w h i c h g i v e s t r o n g r e l a ti o n s h i p b e t w e e n s o c i a l i n f l u e n c e a n d b e h a v i o r a l i n t e n t i o n t o u s e s o c i a l m e d i a b y s e v e r a l t y p e o f g e n e r a t i o n a s l o n g a s t h e y h a v e k n o w l e d g e i n u s i n g o n l i n e t e c h n o l o g y. Page 56 of 97

75 H2: There is a significant relationship between facilitation condition and Malaysian entrepreneur s behavioral intention to adopt social media marketing. K i j s a n a y o t i n, P a n n a r u n o t h a i a n d S p e e d i e ( ) a p p r o v e t h a t f a c i lit a t i n g c o n d i t i o n ( F C ) h a s p l a y a n i m p o r t a n t r o l e t o a p o s i ti v e e f f e c t o f t h e I n f o r m a t i o n T e c h n o l o g y u s e d. T h e p o s i ti v e r e l a t i o n s h i p a r i s e s b e t w e e n t h e M a l a y s i a e n t r e p r e n e u r s i n t e n t i o n a n d F C i s s u p p o r t e d. A c c o r d i n g t o J o s h u a a n d K o s h y ( ), t h e m o r e r e s p o n d e n t s a c c e s s t o t h e c o m p u t e r a n d I n t e r n e t, t h e m o r e u s a g e o f c o m p u t e r a n d I n t e r n e t, w h i c h s h o w s a s u p e r i o r a d o p t i o n r a t i o o f r e s p o n d e n t s u s i n g s o c i a l m e d i a m a r k e t i n g. H3: There is a significant relationship between performance expectancy and Malaysian entrepreneur s behavioral intention to adopt social media marketing. B a s e d o n t h e r e s u lt, p e r f o r m a n c e e x p e c t a n c y ( P E ) h a s t h e s t r o n g e s t r e l a t i o n s h i p a m o n g a ll t h e i n d e p e n d e n t v a r i a b l e s a n d i s p o s i ti v e l y li n k e d t o t h e b e h a v i o r a l i n t e n t i o n o f a d o p t i n g s o c i a l m e d i a m a r k e t i n g i n M a l a y s i a. A c c o r d i n g t o B a n b e r s t a ( ), P E i s a m a i n f a c t o r i n i n f l u e n c e t h e u s e o f s o c i a l n e t w o r k i n g s i t e s t o u n d e r g o e n t r e p r e n e u r i a l a c t i v i ti e s. B e s i d e s, P E i s a v i t a l d e t e r m i n a n t s i n p r e d i c t b e h a v i o r a l i n t e n t i o n t o w a r d s a d o p t i o n o f a n y I T s y s t e m a s l o n g a s u s e r s p e r c e i v e d r e l a t i v e a d v a n t a g e s b y u s i n g it ( Y u, ). T h e r e f o r e, P E i s c r u c i a l t o i n c r e a s e t h e b e h a v i o r a l i n t e n t i o n a m o n g t h e e n t r e p r e n e u r s i n o r d e r t o e n h a n c e t h e u s a g e o f s o c i a l m e d i a m a r k e t i n g i n e n t r e p r e n e u ri a l a c t i v i ti e s. H4: There is a significant relationship between ease of use and Malaysian entrepreneur s behavioral intention to adopt social media marketing. A c c o r d i n g t o T e r r y ( ), p e r c e i v e d e a s e o f u s e h a s s i g n i f i c a n t r e l a t i o n s h i p t o b e h a v i o r a l i n t e n t i o n t o u s e t h e n e t w o r k. B a s e d o n p a s t r e s e a r c h, p e r c e i v e d e a s e o f u s e h a s t h e p o s i ti v e i m p a c t s w i t h b e h a v i o r a l i n t e n t i o n ( L e e, C h e u n g & C h e n, ). T h e s t u d y m e n t i o n e d t h a t c o n v e n i e n c e a n d s a v i n g ti m e b e li e v e d t o i n f l u e n c e e n t e r p r i s e t o a d o p t a n e w m a r k e t i n g s t r a t e g y i n M a l a y s i a ( L i n, ). Page 57 of 97

76 5.3 Implications of the Study Managerial Implications T o d a y, t h e p h e n o m e n a l o f d i g i t a l w o r l d h a v e e m e r g e d t h e r e v o l u t i o n o f t h e c o n v e n t i o n a l w a y o f c o n d u c t i n g b u s i n e s s. T h e r e a r e i n c r e a s i n g n u m b e r o f c li c k - and- m o r t a r s t o r e s a n d e v e n p u r e - p l a y o n l i n e st o r e s e x i s t i n M a l a y s i a. I n a d d i t i o n, t h e a d v a n c e m e n t o f W e b 2. 0 e n a b l e s p e o p l e t o c o m m u n i c a t e a n d s h a r e i n f o r m a t i o n o n l i n e i n a p e r c e i v e d n e w w a y s e n c o u r a g e s t h e e n t r e p r e n e u r i a l a c ti v i ti e s v i a I n t e r n e t. T h u s, t h e r e a r e m o r e r e s e a r c h r e g a r d i n g t h e d e p l o y m e n t o f i n f o r m a t i o n t e c h n o l o g y i n b u s i n e s s. I n t e r m o f s o c i a l s c i e n c e c o n t e x t, s o c i a l i n f l u e n c e p r o v e n t o b e t h e i n f l u e n c i n g f a c t o r f o r e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. A b u s i n e s s c a n b e t t e r i m p r o v e i f c o m p a n y a b l e t o c o l l e c t d a t a a b o u t t h e s o c i a l tr e n d, a n d u s e t h o s e d a t a t o c r e a t e t o p i c t h a t c a n a t t r a c t a w a r e n e s s. T h e s o c i a l i n f l u e n c e c a n b e a s u c c e s s f a c t o r if e n t r e p r e n e u r a b l e t o i m p l e m e n t s t r a t e g y t h a t c a n g e n e r a t e t o p i c t h a t e n c o u r a g e c u s t o m e r s g i v e w o r d o f m o u t h c o n s t a n t l y. R e s u l t s h o w s t h a t F C h a v e a s t r o n g p o s i ti v e e f f e c t t o w a r d s a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g b y e n t r e p r e n e u r s. T h i s w a s a g r e e d b y t h e e n t r e p r e n e u r s w h o h a v e t h e k n o w l e d g e a n d s k i ll s t o u s e t h e s o c i a l m e d i a p l a t f o r m t o s u p p o r t t h e m i n t h e e l e c t r o n i c m a r k e t. T h e e n t r e p r e n e u r s h o u l d i n c r e a s e t h e i r b u d g e t i n i n v e s t i n g i n t h e c o m p a n y s i n t e r n e t o r o n t h e b u s i n e s s w e b s i t e. T h e y c a n e q u i p f i b e r o p t i c t o h a v e a s m o o t h e r a n d f a s t e r c o n n e c t i o n t o t h e i n t e r n e t. E n t r e p r e n e u r s h o u l d a l s o s p e n d m o r e m o n e y i n c h o o s i n g a b e t t e r i n t e r n e t s e r v i c e p r o v i d e r. A g o o d i n t e r n e t s e r v i c e p r o v i d e r h e l p s t h e m t o e a s e t h e i r w o r k o r t o p r o v i d e a s m o o t h t r a n s a c t i o n i n a d e a l. B a s e d o n t h e r e s u lt d e v e l o p e d, P E t e n d s t o h a v e s t r o n g p o s i ti v e e f f e c t t o w a r d a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g b y e n t r e p r e n e u r s if t h e y f o u n d o u t t h a t Page 58 of 97

77 s o c i a l m e d i a m a r k e t i n g a r e u s e f u l a n d c a n e n h a n c e t h e i r p e r f o r m a n c e. B e s i d e s, t h e e n t r e p r e n e u r s w i l l m a r k e t t h e i r p r o d u c t t h r o u g h s o c i a l m e d i a t o f a c i lit a t i n g a n d b o o s t i n g t h e i r w o r k s. H e n c e, s e r v i c e p r o v i d e r s s h o u l d a l w a y s i m p r o v e a n d u p d a t e t h e f u n c t i o n a lit y o f s o c i a l m e d i a i n o r d e r t o f it t h e g o a l o f e n t r e p r e n e u r i a l a c t i v i ti e s w h i c h i s b y c o m p l e t i n g t h e i r t a s k s i n t h e m o s t e f f e c t i v e a n d e f f i c i e n t w a y s. P e r c e i v e d e a s e o f u s e h a s p o s i ti v e r e l a t i o n s h i p w i t h e n t e r p r i s e s b e h a v i o r a l i n t e n t i o n i n a d o p t i n g s o c i a l m e d i a m a r k e t i n g ( T e r r y, ). N o w a d a y s, e n t e r p r i s e s n e e d a s y s t e m t h a t i s e a s y t o u s e t o p r o v i d e i n f o r m a t i o n a n d c o m m u n i c a t e w i t h c u s t o m e r s. S e r v i c e p r o v i d e r f o r s o c i a l n e t w o r k m a r k e t e r s s h o u l d f o c u s i n p r o v i d i n g a c o n v e n i e n t p l a t f o r m s a n d m e c h a n i s m b y a v o i d i n g c o m p l i c a t i o n f o r p e o p l e t o u s e s o c i a l m e d i a m a r k e t i n g. B e s i d e s, a p e r s o n w o u l d p l e a s u r a b l y p e r c e i v e t h a t t h e i r e n t r e p r e n e u r i a l g o a l a n d o b j e c t i v e c a n b e a c h i e v e d e a s i l y w i t h t h e c o n v e n i e n t a n d a p p r o p r i a t e f e a t u r e s i n p u b li s h i n g a s o c i a l m e d i a. N o r m a l l y, a n e n t e r p r i s e s u s e s s o c i a l m e d i a m a r k e t i n g t o u p d a t e t h e i r l a t e s t i n f o r m a t i o n a n d t o e a s e i n s h a r i n g i n f o r m a t i o n w i t h c u s t o m e r. S o c i a l n e t w o r k s it e s s h o u l d b e d e s i g n e d t o m e e t e n tr e p r e n e u r s n e e d s Theoretical Implications T h e r e w e r e n u m b e r s o f r e s e a r c h t h a t p r e v i o u s l y d o n e o n n e e d o f s o c i a l m e d i a and e n t r e p r e n e u r s b e h a v i o r al i n t e n t i o n i n o t h e r c o u n t r i e s b u t li m i t e d n u m b e r o f r e s e a r c h d o n e i n M a l a y s i a. T h e r e f o r e, th e s e s t u d i e s p r o v i d e u s e f u l i n f o r m a t i o n f o r f u t u r e r e s e a r c h e r s a s a r e f e r e n c e. R e s u l t i n t h i s s t u d y i s b e n e f i c i a l t o p e o p l e s t h a t a r e i n t e r e s t o n s i m i l a r f ie l d o f s t u d y. U T A U T m o d e l h a s i m p r o v e d b y i n c l u d i n g t h e E a s e o f U s e f r o m T A M m o d e l. T h e s e t w o m o d e l s a r e b e li e v e t o c o n t r i b u t e t o t h e f u t u r e r e s e a r c h e r s a s it w a s v e r i f i e d a n d t e s t e d t h r o u g h S t a t i s ti c a l A n a l y s i s S y s t e m ( S A S ). I n a d d i t i o n, t h e r e s u lt o f f i n d i n g s f r o m t h i s r e s e a r c h a b l e f o c u s o n t h e d e t e r m i n a n t s o f s o c i a l m e d i a m a r k e t i n g a d o p t i o n b y e n t r e p r e n e u r s i n M a l a y s i a w i t h m o r e f a c t s t o s u p p o r t. Page 59 of 97

78 5.4 Limitations of the Study O n e o f t h e p r i m a r y li m i t a t i o n o f t h i s st u d y i s t h e li m i t a t i o n o f i n d e p e n d e n t v a r i a b l e s i n c l u d e s i n o u r c o n c e p t u a l f r a m e w o r k w h i l e o t h e r v a r i a b l e s m i g h t b e e f f e c t i v e o n m e a s u r e t h e b e h a v i o r a l i n t e n t i o n o f a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g. F r o m o u r r e s e a r c h d a t a d e v e l o p e d, t h e R 2 v a l u e i s w h i c h i n d i c a t e s % o f d e p e n d e n t v a r i a b l e - B I c a n b e u s e d t o d e s c r i b e o n t h e v a r i a b l e s. I n a n o t h e r w o r d s, t h e r e a r e % o f o t h e r p o s s i b i liti e s o f v a r i a b l e s w h i c h d o n o t i n c l u d e i n o u r i n d e p e n d e n t v a r i a b l e s c a n a f f e c t t o b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. S e c o n d l y, t h e r e s li m i t a t i o n t o l o w r e s p o n s e r a t e i n t h i s r e s e a r c h. W e a r e u s i n g o n l i n e s u r v e y t o c o l l e c t d a t a. W e h a v e f o r w a r d e d a r o u n d s u r v e y s t o t h e e n t r e p r e n e u r s t h r o u g h e - m a i l, s o c i a l m e d i a c h a t b o x, W e C h a t, W h a t s A p p a n d a l s o p o s t e d i n t h e s o c i a l m e d i a s e l l e r c o m m u n i t y. W e o n l y m a n a g e d t o r e c e i v e s u r v e y s i n r e t u r n e v e n t h o u g h w e d i d f o l l o w u p w i t h t h e m a f t e r s e n d i n g t h e o n l i n e s u r v e y. Page 60 of 97

79 5.5 Recommendation for Future Studies T h u s f o r t h e f u t u r e s t u d i e s, b e s i d e s t h e 4 v a r i a b l e s w e m e a s u r e d f r o m t h i s r e s e a r c h stu d y w e r e c o m m e n d t h e f u t u r e r e s e a r c h e r s c a n e x t e n d t h e c o n c e p t u a l f r a m e w o r k b y a d d i n g v a r i a b l e s t h a t c a n i n f l u e n c e t h e b e h a v i o r a l i n t e n t i o n o f u s e r s t h a t p r o m p t t o t h e a d o p t i o n o f s o c i a l m e d i a m a r k e t i n g. F o r a n i n s t a n c e s, p e r c e i v e d r i s k s a n d g o v e r n m e n t s u p p o r t a l s o c a n b e m e a s u r e f o r t h e f u t u r e s t u d i e s. W e a l s o r e c o m m e n d t h e f u t u r e r e s e a r c h e r s to i m p l e m e n t m o r e t h a n o n e d a t a c o l l e c t i o n m e t h o d. F u t u r e r e s e a r c h e r s c a n u s e o n l i n e s u r v e y a n d a l s o f a c e t o f a c e s u r v e y t o c o l l e c t t h e d a t a. T h e y c a n h a v e f a c e t o f a c e s u r v e y t o t h o s e e n t r e p r e n e u r s w h o h a v e p h y s i c a l s t o r e a n d o n li n e s t o r e s a t t h e s a m e ti m e f o r f u t u r e r e s e a r c h. O n l i n e s u r v e y c a n t a r g e t t h o s e e n t r e p r e n e u r s a t o t h e r st a t e t h a t i s d i f f i c u lt t o h a v e f a c e t o f a c e s u r v e y. 5.6 Conclusion I n a c o n c l u s i o n, t h e o b j e c t i v e o f t h i s r e s e a r c h i s to s t u d y o n e n t r e p r e n e u r s b e h a v i o r a l i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. S o c i a l i n f l u e n c e, f a c i lit a t i n g c o n d i t i o n, p e r f o r m a n c e e x p e c t a n c y a n d e a s e o f u s e h a v e s i g n i f i c a n t l y r e l a t i o n s h i p t o b e h a v i o r a l i n t e n t i o n. T h i s st u d y i s b e n e f i c i a l a n d h e l p f o r f u t u r e r e s e a r c h e r, e n t r e p r e n e u r s, a n d s e r v i c e p r o v i d e r s t o r e g u l a t e t h e i r b u s i n e s s s t r a t e g i e s m o r e a c c u r a t e l y i n d e v e l o p i n g a b e t t e r s o c i a l m e d i a p l a t f o r m. Page 61 of 97

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87 c e % 2 0 a n d % 2 0 i m p a c t % 2 0 o f % 2 0 s o c i a l % 2 0 n e t w o r k s % 2 0 m a r k e t i n g % 2 0 u s i n g % 2 0 e x t e n d e d % 2 0 t e c h n o l o g y % 2 0 a c c e p t a n c e % 2 0 m o d e l. p d f? s e q u e n c e = 1 M o r a n, L. ( ). A S t u d y o f t h e A d o p t i o n o f S o c i a l M e d i a M a r k e t i n g A m o n g P r o f e s s i o n a l s. University Honors Program Theses. M U S T A F A, M. ( ). Malaysians spend five hours online daily and it is mostly on social media, says report - The Malaysian Insider. Themalaysianinsider.com. R e t r i e v e d 2 5 A u g u s t , f r o m h t t p :// w w w. t h e m a l a y s i a n i n s i d e r. c o m / m a l a y s i a / a r t i c l e / m a l a y s i a n s - s p e n d - f i v e - h o u r s - o n li n e - d a i l y - and- it-is- m o s t l y - on- s o c i a l - m e d i a - s M u s t a f f a, N., I b r a h i m, F., W a n M a h m u d, W., A h m a d, F., C h a n g P e n g K e e 1, c., & M a h b o b, M. ( ). D i f f u s i o n o f I n n o v a t i o n s : T h e A d o p t i o n o f F a c e b o o k a m o n g Y o u t h i n M a l a y s i a. Innovation Journal, 1 6 ( 3 ), 1-15 N d u b i s i, N. O., & J a n t a n, M. ( ). E v a l u a t i n g I S u s a g e i n M a l a y s i a n s m a l l a n d m e d i u m - s i z e d f i r m s u s i n g T A M. Logistics Information Management, 1 6 ( 6 ), N i e l s e n,. ( ). Social Media Report Nielsen.com. R e t r i e v e d 2 1 A u g u s t , f r o m h t t p :/ / w w w. n i e l s e n. c o m / u s / e n / i n s i g h t s / n e w s / / s o c i a l - m e d i a - r e p o r t s o c i a l - m e d i a - c o m e s - of- a g e. h t m l O n y e b u c h i, E. ( ). M A K I N G S E N S E O F W E B 2. 0 T E C H N O L O G Y : D O E U R O P E A N S T U D E N T S U S E T H E S O C I A L M E D I A A P P L I C A T I O N S F O R E D U C A T I O N A L G O A L S?. Towards Fulfillment Of The Master Degree In Communication Studies, 7 4. R e t r i e v e d f r o m h t t p :// e s s a y. u t w e n t e. n l/ / 1 / s c r i p t i e _ E _ E z e. p d f P a r v e e n, F., J a a f a r, N., & A i n i n, S. ( ). S o c i a l m e d i a u s a g e a n d o r g a n i z a t i o n a l p e r f o r m a n c e : R e f l e c t i o n s o f M a l a y s i a n s o c i a l m e d i a m a n a g e r s. Telematics And Informatics, 32( 1 ), d o i : /j. t e l e P a t t e r s o n, E. S., R o t h, E. M., & W o o d s, D. D. ( ). P r e d i c t i n g V u l n e r a b i liti e s i n C o m p u t e r S u p p o r t e d I n f e r e n t i a l A n a l y s i s u n d e r D a t a O v e r l o a d. Cognition, Technology & Work ; 3 ( ) P e n t ti n e n, E., R i n t a - K a h i l a, T., R o n k k o, M., & S a a r i n e n, T. ( ). T r i g g e r i n g I n t e n t i o n t o U s e t o A c t u a l U s e -- E m p i r i c a l E v i d e n c e f r o m S e l f - S e r v i c e C h e c k o u t ( S C O ) S y s t e m s Th Hawaii International Conference On System Sciences. d o i : / h i c s s P e n w a r d e n, S. ( ). S c h o o l J o u r n a l L e v e l 3. R e t r i e v e d 15 A u g u s t f r o m h t t p :// lit e r a c y o n li n e. t k i. o r g. n z / L i t e r a c y - O n l i n e / T e a c h e r - n e e d s / I n s t r u c t i o n a l - S e r i e s / S c h o o l - J o u r n a l P f e i f f e r, T., B e r t r a m, L. & I o a n n i d i s, J. P. ( ). Q u a n t i f y i n g s e l e c t i v e r e p o r t i n g a n d t h e P r o t e u s p h e n o m e n o n f o r m u l ti p l e d a t a s e t s w i t h s i m i l a r b i a s. P L o S O N E 6, e R a v e n, B. ( ). SOCIAL INFLUENCE AND POWER,. Oai.dtic.mil. R e t r i e v e d 2 5 A u g u s t , f r o m Page 69 of 97

88 h t t p :// o a i. d t i c. m i l/ o a i / o a i? v e r b = g e t R e c o r d & m e t a d a t a P r e f i x = h t m l & i d e n t i f i e r = A D R e h m a n, M., E s i c h a i k u l, V., & K a m a l, M. ( ). F a c t o r s i n f l u e n c i n g e - g o v e r n m e n t a d o p t i o n i n P a k i s t a n. T r a n s f o r m i n g G o v e r n m e n t : P e o p l e, P r o c e s s a n d P o l i c y, 6 ( 3 ), p p R i e t v e l d, P. & J a n s s e n, L. ( ) ' T e l e p h o n e c a l l s a n d c o m m u n i c a t i o n b a r r i e r s : T h e c a s e o f t h e N e t h e r l a n d s ', A n n a l s o f R e g i o n a l S c i e n c e, 2 4, R L a r p s i r i, S R o t c h a n a k it u m n u a i, S C h a i s r a k e o, M S p e e c e. ( ). R e s e a r c h G a t e : I m p a c t o f I n t e r n e t B a n k i n g o n T h a i c o n s u m e r p e r c e p t i o n R e v i e w 4-8. R o b e r t, C. M, K e i t h, F. W., K r i s t o p h e r, J. P. & H o n g, S. ( ). S a m p l e S i z e i n F a c t o r A n a l y s i s : T h e R o l e o f M o d e l E r r o r. M u l t i v a r i a t e B e h a v i o r a l R e s e a r c h, 3 6 ( 4 ), S c h e u r e n, F. ( ). W h a t i s s u r v e y? R e tri e v e d 15 A u g u s t f r o m h t t p :// w w w. a m s t a t. o r g / s e c t i o n s / s r m s / p a m p h l e t. p d f S c h ö n d i e n s t, V., K r a s n o v a, H., G ü n t h e r, O. & R i e h l e, D., M i c r o - B l o g g i n g A d o p t i o n i n t h e E n t e r p r i s e : A n E m p i r i c a l A n a l y s i s.. Wirtschaftsinformatik, I s s u e F e b r u a r y, p S h a h i z a n, H., N o r s h u h a d a, S., N o r l a i l y, H., N L, S o b i h a t u n, N A S, & M o h d S a m s u, S., ( ). P e r s u a s i v e a s S o c i a l M e d i a T e c h n o l o g y f o r B u s i n e s s : T r e n d s a n d P e r c e i v e d I m p a c t i n M a l a y s i a. S i n t o k, K e d a h : U n i v e r s i ti U t a r a M a l a y s i a. S h a n k m a n, P. ( ). C u s t o m e r S e r v i c e : N e w R u l e s f o r a S o c i a l M e d i a W o r l d. I n d i a n a p o li s, I N : P e a r s o n E d u c a t i o n, I n c. S m a l e, S. ( ). S m a l e S t r a t e g i e s f o r N e t w o r k P ri s o n e r s D i l e m m a G a m e s. R e t r i e v e d 15 A u g u s t f r o m h t t p : // a r x i v. o r g / p d f / p d f S m i t h, P. P., & Z o o k, Z. ( ). M a r k e t i n g C o m m u n i c a t i o n s : I n t e g r a ti n g o f f li n e a n d o n l i n e w i t h s o c i a l m e d i a. Kogan Page. S m i t h, S. M., & A l b a u m, G. S. ( ). B a s i c M a r k e t i n g R e s e a r c h : V o l u m e 1 H a n d b o o k f o r R e s e a r c h P r o f e s s i o n a l s. R e t r i e v e d 15 A u g u s t f r o m h t t p :// c l o u d f r o n t. q u a lt r i c s. c o m / q 1 / w p - c o n t e n t / u p l o a d s / / 0 2 / B a s i c M a r k e t i n g R e s e a r c h. p d f S t e p h e n B a k e r, H. ( ). Social Media Will Change Your Business - BusinessWeek. Businessweek.com. R e t r i e v e d 2 6 A u g u s t , f r o m h t t p :// w w w. b u s i n e s s w e e k. c o m / p r i n t / b w d a i l y / d n f l a s h / c o n t e n t / f e b / d b _ htm S t e v e n s, S. S. ( ). O n t h e T h e o r y o f S c a l e s o f M e a s u r e m e n t. Science, New Series. J u n ; V o l , N o : ( ). Page 70 of 97

89 S u, H. L., H s i u, L. L & J e a n, A. P. ( ). I m p a c t o f m e d i a ri c h n e s s a n d f l o w o n e - l e a r n i n g t e c h n o l o g y a c c e p t a n c e. D e p a r t m e n t o f I n f o r m a t i o n S y s t e m s, U n i v e r s i t y o f W i s c o n s i n E a u C l a i r e, S c h n e i d e r H a l l, E a u C l a i r e, W I , U S A T a v a k o l, M. ( ). M a k i n g s e n s e o f C r o n b a c h s a l p h a. International Journal of Medical Education ; 2 : , ( ) T a y l o r, E. P. ( ). Q u e s t i o n n a i r e D e s i g n : A s k i n g q u e s ti o n s w i t h a p u r p o s e. Program Development and Evaluation. R e t r i e v e d 15 A u g u s t f r o m h t t p :// l e a r n i n g s t o r e. u w e x. e d u / a s s e t s / p d f s / g p d f T e a m, G., & T e a m, G. ( ). Does Social Media Marketing Actually Work for Entrepreneurs?. The Grasshopper Blog. R e t r i e v e d 2 5 A u g u s t , f r o m h t t p :// g r a s s h o p p e r. c o m / b l o g / d o e s - s o c i a l - m e d i a - m a r k e t i n g - a c t u a ll y - w o r k - f o r - e n t r e p r e n e u r s / T e r r y, J. S. ( ). S e n i o r C i ti z e n s a n d E - c o m m e r c e W e b s i t e s : T h e R o l e o f P e r c e i v e d U s e f u l n e s s, P e r c e i v e d E a s e o f U s e, a n d W e b S i t e U s a b i lit y. I n f o r m i n g S c i e n c e : t h e I n t e r n a t i o n a l J o u r n a l o f a n E m e r g i n g T r a n s d i s c i p li n e V o l u m e 1 1, T h o m a s, F. B. ( ). I n f o r m a t i o n s y s t e m s s e r v i c e s : G u i d e t o t h e D e s i g n o f Q u e s t i o n n a i r e s. A general introduction to the design of questionnaires for survey research. M a y ; R e t r i e v e d 15 A u g u s t f r o m h t t p ://i s s.l e e d s. a c. u k / d o w n l o a d s / t o p 2. p d f T h o m p s o n, C., & G r e g o r y, J. ( ). M a n a g i n g M i ll e n i a l s : A f r a m e w o r k f o r i m p r o v i n g a t t r a c t i o n, m o t i v a t i o n, a n d r e t e n t i o n. The Psychologist-Manager Journal, 1 5 ( 4 ), d o i : / T h o m p s o n, K. E., H a z i r i s, N., & A l e k o s, P. J. ( ). A t tit u d e s a n d f o o d c h o i c e b e h a v i o u r. British Food Journal, 9 6 ( 1 1 ), T h o m p s o n, R. A E m o t i o n a l r e g u l a t i o n a n d e m o t i o n a l d e v e l o p m e n t. E d u c a t i o n a l P s y c h o l o g y R e v i e w, 3, T u t e n, T., & A n g e r m e i e r, W. ( ). B e f o r e a n d B e y o n d t h e S o c i a l M o m e n t o f E n g a g e m e n t : P e r s p e c t i v e s o n t h e N e g a t i v e U t i liti e s o f S o c i a l M e d i a M a r k e t i n g. G e s t i o n , 3 0 ( 3 ), V e n k a t e s h, V., M o r r i s, M., D a v i s, G., & D a v i s, F. ( ). U s e r A c c e p t a n c e o f I n f o r m a t i o n T e c h n o l o g y : T o w a r d A U n i f i e d V i e w. MIS Quarterly, 2 7 ( 3 ) V i s w a n a t h V e n k a t e s h, M i c h a e l G. M o r r i s, G o r d o n B. D a v i s, F r e d D. D a v i s, ( ). U s e r A c c e p t a n c e o f I n f o r m a t i o n T e c h n o l o g y : T o w a r d A U n i f i e d V i e w. M I S Q u a r t e r l y : M a n a g e m e n t S y s t e m, W a n g, H., & Y a n g, H. ( ). T h e R o l e o f P e r s o n a li t y T r a i t s i n U T A U T M o d e l u n d e r O n l i n e S t o c k i n g. C o n t e m p o r a r y M a n a g e m e n t R e s e a r c h, 1 ( 1 ), Page 71 of 97

90 W a r r e n, B. ( ). N o n - p r o b a b i lit y S a m p l i n g. R e s e a r c h M e t h o d s M i n i - L e c t u r e s ( 4 ). R e t r i e v e d 15 A u g u s t f r o m h t t p :// w w w. d e a k i n. e d u. a u / d a t a / a s s e t s / p d f _ f i l e / / / m e t h o d s - c h 4. p d f W e b b, T., & S h e e r a n, P. ( ). D o e s C h a n g i n g B e h a v i o r a l I n t e n t i o n s E n g e n d e r B e h a v i o r C h a n g e? A M e t a - A n a l y s i s o f th e E x p e r i m e n t a l E v i d e n c e. Psychological Bulletin, 132( 2 ), d o i : / Y a n g, H. D., & Y o o, Y. ( ). It' s a ll a b o u t a ttit u d e : R e v i s i ti n g t h e t e c h n o l o g y a c c e p t a n c e m o d e l. D e c i s i o n S u p p o r t S y s t e m s, 3 8 ( 1 ), Y a q u b, J. O. ; B e l l o, H. T., A d e n u g a, I. A. & O g u n d e j i, M. O, ( ), T h e C a s h l e s s P o l i c y i n N i g e r i a : P r o s p e c t a n d C h a l l e n g e s. I n t e r n a t i o n a l J o u r n a l J o u r n a l o f H u m a n i t i e s a n d S o c i a l S c i e n c e s, V o l. 3, N o. 3 ; p p Y o o n, C. C. ( ). E x p l o r i n g f a c t o r s t h a t a f f e c t u s e f u l n e s s, e a s e o f u s e, tr u s t, a n d p u r c h a s e i n t e n t i o n i n t h e o n li n e e n v i r o n m e n t. International Journal of Management & Information Systems ; V o l. 1 9, 1 Z h o u, T., L u, Y., & W a n g, B. ( ). I n t e g r a t i n g T T F a n d U T A U T t o e x p l a i n m o b i l e b a n k i n g u s e r a d o p t i o n. C o m p u t e r s i n H u m a n B e h a v i o u r, 2 6 ( 4 ), Page 72 of 97

91 Definition of Construct A P P E N D I X A M u l t i -it e m S c a l e M e a s u r e N o. o f It e m s S a m p l e It e m s S o c i a l I n f l u e n c e ( S I ) 4 1. P e o p l e w h o a r e i m p o r t a n t t o m e t h i n k t h a t I s h o u l d u s e o n l i n e s o c i a l n e t w o r k s. 2. P e o p l e w h o i n f l u e n c e m y b e h a v i o r t h i n k t h a t I s h o u l d u s e o n l i n e s o c i a l n e t w o r k s. 3. P e e r s a r e h e l p f u l i n t h e u s e o f o n li n e s o c i a l n e t w o r k s. 4. T h e b u s i n e s s t r e n d e n c o u r a g e s t h e u s e o f o n l i n e s o c i a l n e t w o r k s. F a c i lit a ti n g C o n d i t i o n ( F C ) 5 5. I h a v e t h e r e s o u r c e s n e c e s s a r y ( c o m p u t e r, i n t e r n e t c o n n e c t i o n ) t o u s e t h e s o c i a l m e d i a. 6. I h a v e t h e k n o w l e d g e n e c e s s a r y t o u s e t h e s o c i a l m e d i a. 7. G u i d a n c e i s a v a i l a b l e t o m e t o u s e o n l i n e s o c i a l m e d i a e f f e c t i v e l y. 8. A s p e c i f i c p e r s o n ( o r g r o u p ) i s a v a i l a b l e f o r a s s i s t a n c e w i t h s y s t e m d i f f i c u lti e s. 9. T h e s y s t e m i s c o m p a t i b l e w i t h o t h e r s y s t e m I u s e. P e r f o r m a n c e E x p e c t a n c y ( P E ) I w o u l d f i n d t h e s o c i a l m e d i a m a r k e t i n g u s e f u l i n m y j o b U s i n g t h e s o c i a l m e d i a m a r k e t i n g w o u l d e n a b l e m e t o a c c o m p l i s h t a s k s m o r e q u i c k l y. Page 73 of 97

92 1 2. U s i n g s o c i a l m e d i a a s a m a r k e t i n g t a c t i c s a r e s u c c e s s f u l S o c i a l m e d i a f itti n g w e ll i n t o m y b u s i n e s s p l a n. E a s e o f u s e ( E U) L e a r n i n g t o u s e s o c i a l m e d i a s it e s w o u l d b e v e r y e a s y 15. I f i n d it e a s y t o u s e t h e s o c i a l m e d i a sit e s 16. It i s e a s y t o b e c o m e s k ilf u l i n u s i n g s o c i a l m e d i a s it e s 17. I w o u l d f i n d it e a s y t o u s e S N M t o a c c o m p l i s h a ll m y t a s k s. 18. O v e r a l l, I w o u l d f i n d t h e p r o p o s e d s y s t e m e a s y t o u s e. Page 74 of 97

93 A P P E N D I X B Questionnaire Research Study on Adoption of Social Media Marketing in Enterprise (Malaysia Context) The purpose of this survey is pertaining to factors that influence the adoption of social media marketing in Malaysia. (E.g.: Selling, Promoting and Advertising) Please answer all the questions to the best of your knowledge. There are no wrong responses to any of these statements. All responses are completely confidential. Thank you for your participation. Instructions: 1. T h e r e a r e two (2) s e c t i o n s i n t h e q u e s t i o n n a i r e. P l e a s e a n s w e r All q u e s t i o n s i n All s e c t i o n s. 2. T h e c o n t e n t o f t h e q u e s t i o n n a i r e w i ll b e k e p t s t ri c t l y c o n f i d e n t i a l. 3. C o m p l e t i o n t h i s f o r m w i l l t a k e y o u a p p r o x i m a t e l y 1 0 t o 1 5 m i n u t e s. Demographic Profile I n t h i s s e c t i o n, w e a r e i n t e r e s t e d i n y o u r b a c k g r o u n d i n b r i e f. P l e a s e ti c k y o u r a n s w e r a n d y o u r a n s w e r w i l l b e k e p t s t ri c t l y c o n f i d e n t i a l. Q A 1 : G e n d e r : F e m a l e M a l e Q A 2 : A g e : B e l o w a n d a b o v e Q A 3 : H i g h e s t e d u c a t i o n c o m p l e t e d : S P M / O - L E V E L S T P M / U E C / A - L e v e l D i p l o m a D e g r e e O t h e r Q A 4 : M o n t h l y i n c o m e / a l l o w a n c e ( R M ) : B e l o w Page 75 of 97

94 a n d a b o v e Q A 5 : C u r r e n t e m p l o y m e n t st a t u s : S t u d e n t E m p l o y e d U n e m p l o y e d Q A 6 : P l e a s e i n d i c a t e w h i c h p l a t f o r m s y o u s e l l/ p r o m o t e y o u r p r o d u c t. ( Y o u m a y c h o o s e m o r e t h a n 1 ) : F a c e b o o k T w itt e r I n s t a g r a m B l o g F o u r s q u a r e Y o u t u b e O t h e r Q A 7 : D o y o u c u r r e n t l y m o n i t o r s o c i a l c o n v e r s a t i o n? : Y e s N o Q A 8 : H o w o f t e n d o y o u u p d a t e y o u r s o c i a l m e d i a c o n t e n t? : H o u r l y D a i l y W e e k l y M o n t h l y Q u a r t e r l y O t h e r Factors influence on adopting social media marketing T h i s s e c t i o n i s s e e k i n g y o u r o p i n i o n r e g a r d i n g t h e f a c t o r s t h a t i n f l u e n c e y o u r i n t e n t i o n t o a d o p t s o c i a l m e d i a m a r k e t i n g. ( E g : S e l li n g, P r o m o t i n g a n d A d v e r t i s i n g ) R e s p o n d e n t s a r e a s k e d t o i n d i c a t e t h e e x t e n t t o w h i c h t h e y a g r e e d o r d i s a g r e e d w i t h e a c h s t a t e m e n t u s i n g 5 L i k e r t s c a l e [ ( 1 ) = s t r o n g l y d i s a g r e e ; ( 2 ) = d i s a g r e e ; ( 3 ) = n e u t r a l; ( 4 ) = a g r e e ; ( 5 ) = str o n g l y a g r e e NO QUESTIONS SOCIAL INFLUENCE (SI) S I 1 P e o p l e w h o a r e i m p o r t a n t t o m e t h i n k t h a t I s h o u l d u s e o n l i n e s o c i a l m e d i a. S I 2 P e o p l e w h o i n f l u e n c e m y b e h a v i o u r t h i n k t h a t I s h o u l d u s e o n l i n e s o c i a l m e d i a. STRONGLY DISAGREE DISAGREE NEUTRAL AGREE STRONGLY AGREE Page 76 of 97

95 S I 3 P e e r s / c o l l e a g u e i s h e l p f u l i n t h e u s e o f o n l i n e s o c i a l m e d i a S I 4 T h e b u s i n e s s t r e n d e n c o u r a g e s t h e u s e o f o n l i n e s o c i a l m e d i a NO QUESTIONS FACILITATING CONDITION (FC) F C 1 I h a v e t h e r e s o u r c e s n e c e s s a r y ( c o m p u t e r, F C 2 F C 3 F C 4 F C 5 i n t e r n e t c o n n e c t i o n ) t o u s e t h e o n li n e s o c i a l m e d i a. I h a v e t h e k n o w l e d g e n e c e s s a r y t o u s e t h e o n l i n e s o c i a l m e d i a. G u i d a n c e i s a v a i l a b l e to m e t o u s e o n l i n e s o c i a l m e d i a e f f e c t i v e l y. A s p e c i f i c p e r s o n ( o r g r o u p ) i s a v a i l a b l e f o r a s s i s t a n c e w i t h s y s t e m d i f f i c u lti e s. O n l i n e s o c i a l m e d i a i s c o m p a t i b l e w i t h o t h e r t e c h n o l o g i e s I u s e. PERFORMANCE EXPECTANCY (PE) P E 1 I find online social media useful in setting up a business. P E 2 Using the online social media would enable me to accomplish tasks more quickly. P E 3 Using online social media increases the quality of my output at minimal effort. P E 4 Using online social media increases the effective use of time in handling my tasks. EASE of USE (EU) E U 1 Learning to use online social media would be very easy. Page 77 of 97 STRONGLY DISAGREE DISAGREE NEUTRAL AGREE E U 2 I find it easy to use the online social media E U 3 It is easy to become skillful in using online social media. E U 4 I would find it easy to use online social media to accomplish all my tasks. E U 5 Overall, I would find online social media easy to use BEHAVIOR INTENTION (BI) B I 1 I intend to continue using online social media on my business in the future. B I 2 I will always try to use online social media in my daily life. B I 3 I plan to use online social media on my business more frequently STRONGLY AGREE

96 B I 4 I always aim to use online social media to sell my product instead of selling in physical store A P P E N D I X C Demographic Profile of the Respondents G e n d e r F r e q u e n c y P e r c e n t ( % ) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) M a l e F e m a l e A g e ( y e a r s o l d ) F r e q u e n c y P e r c e n t ( % ) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) B e l o w a n d a b o v e E d u c a t i o n L e v e l F r e q u e n c y P e r c e n t ( % ) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) S P M / O - l e v e l S T P M / U E C / A - l e v e l D i p l o m a D e g r e e O t h e r I n c o m e L e v e l ( R M ) F r e q u e n c y P e r c e n t ( % ) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) B e l o w a n d a b o v e C u r r e n t e m p l o y m e n t s t a t u s F r e q u e n c y P e r c e n t ( % ) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) S t u d e n t E m p l o y e d U n e m p l o y e d Page 78 of 97

97 S o c i a l M e d i a P l a t f o r m U s e d F r e q u e n c y P e r c e n t ( % ) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) F a c e b o o k T w i t t e r I n s t a g r a m B l o g F o u r s q u a r e Y o u T u b e O t h e r S o c i a l C o n v e r s a t i o n F r e q u e n c y P e r c e n t ( %) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) Y e s No S o c i a l M e d i a C o n t e n t F r e q u e n c y P e r c e n t ( %) C u m u l a t i v e F r e q u e n c y C u m u l a t i v e P e r c e n t ( % ) H o u r l y D a i l y W e e k l y M o n t h l y Q u a r t e r l y O t h e r Page 79 of 97

98 Correlation Analysis A P P E N D I X D Page 80 of 97

99 One-Way Analysis of Variance The ANOVA Procedure A P P E N D I X E D e p e n d e n t V a r i a b l e : S o c i a l I n f l u e n c e D e p e n d e n t V a r i a b l e : F a c ilit a ti o n C o n d i t i o n Page 81 of 97

100 D e p e n d e n t V a r i a b l e : P e r f o r m a n c e E x p e c t a n c y D e p e n d e n t V a r i a b l e : E a s e o f U s e O n e - W a y A n a l y s i s o f V a ri a n c e ( T h e A N O V A P r o c e d u r e ) Page 82 of 97

101 Page 83 of 97

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103 Page 85 of 97

104 Linear Regression A P P E N D I X F Page 86 of 97

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112 Page 94 of 97

113 A P P E N D I X G Growth for Business with Social Media Marketing 92 Page 95 of 97

114 Survey Questionnaire in Facebook Format A P P E N D I X H Respondent s feedback A P P E N D I X I Page 96 of 97

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