International Journal of Economics.
Business.
Accounting.
Agriculture Management and Sharia Administration (IJEBAS Journa.
| ISSN.
: 2808-4713 Volumes 5 No.
THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE
DECISIONS USING THE SHOPEE PAYLATER METHOD IN
DOLOK MERAWAN VILLAGE
Rumiris Siahaan1.
Rachmawati Purba2*.
Abednego Ketaren3
1,2,3
Received : 01 October 2025 Revised : 10 October 2025 Accepted : 13 November 2025 Sekolah Tinggi Ilmu Ekonomi Bina Karya Tebing Tinggi E-mail: rahma.
purba@gmail.
Published : 18 November 2025
DOI
: https://doi.
org/10.
54443/ijebas.
Link Publish : https://radjapublika.
com/index.
php/IJEBAS Abstract This study aims to analyze the influence of trust and perceived risk on purchase decisions in the use of Shopee PayLater payment method .
case study on Shopee PayLater users in Dolok Merawan Distric.
This research employed a quantitative approach with a survey technique, and data were collected using questionnaires distributed to 96 respondents.
Data analysis was conducted through validity and reliability tests, multiple linear regression, as well as t-test and F-test using SPSS version 25.
00 software.
The results show that trust has a significant effect on purchase decisions, while perceived risk does not have a significant effect.
These findings indicate that trust is a factor influencing purchase decisions, while perceived risk does not significantly affect the use of Shopee PayLater Keywords: Trust.
Perceived Risk.
Purchase Decision.
Shopee PayLater INTRODUCTION Developments in the business world, particularly in digital marketing, have made it increasingly easier for consumers to meet their daily needs through e-commerce platforms accessible via smartphones.
This aligns with the increasing use of the internet in various aspects of life, which has shifted consumer consumption patterns from traditional to modern online shopping.
With the convenience offered by e-commerce platforms, consumers now have greater flexibility in making their shopping choices without having to visit a physical store.
As a leading ecommerce platform in Indonesia.
Shopee has successfully captured the public's attention with various innovative One of its flagship features is the Shopee PayLater payment method, which allows users to purchase items in advance and pay later in flexible installments over 1, 3, 6, or 12 months.
This convenience provides a solution for people who want to shop without having to spend large sums of money immediately.
Purchasing decisions are part of consumer behavior, which describes how individuals, groups, and organizations select, purchase, use, and evaluate goods, services, ideas, or experiences to satisfy their needs and desires.
Generally, consumers go through several stages in decision-making, starting from need recognition, information search, alternative evaluation, purchase, and post-purchase behavior.
However, in practice, they can skip or reverse some stages according to their individual circumstances and preferences (Al'amudi et al.
, 2.
As technology advances, digital payment methods are increasingly diverse and influence consumer purchasing decisions.
One method currently widely used is the pay later service.
Shopee PayLater is a payment option widely used by residents of Dolok Merawan Village, especially for daily needs through the Shopee app.
This service is used exclusively for transactions on Shopee and is not available on other platforms.
The increase in Shopee PayLater usage is in line with the increasing internet penetration and the growing number of smartphone users in the region, which facilitates access to digital financial services.
Despite Shopee PayLater's increasing popularity, many customers remain hesitant to use this feature.
One of the main concerns that often arises is the possibility of getting trapped in mounting debt and the long-term negative financial impact of not being able to make installment payments on time.
Consumers also avoid using the Shopee PayLater feature because they don't understand how it works.
Shopee PayLater is registered and supervised by the Financial Services Authority (OJK), ensuring that all transactions conducted on the platform are secure and controlled.
This feature is appealing because of its simple registration process, requiring only an ID card (KTP).
National Identity Number (NIK), and facial verification.
Transaction limits range from IDR 750,000 to IDR 50,000,000, depending on the user's Published by Radja Publika
THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE DECISIONS USING THE SHOPEE
PAYLATER METHOD IN DOLOK MERAWAN VILLAGE
Rumiris Siahaan et al eligibility assessment.
However, consumer uncertainty regarding debt risk and payment management remains a key factor to consider in increasing Shopee PayLater adoption.
Despite Shopee PayLater's convenience, its use still faces challenges, particularly related to consumer trust and perceived risk.
Consumer trust plays a crucial role in purchasing decisions.
Consumers uncertain about the security and transparency of the service tend to be reluctant to use it.
Furthermore, perceived risks, such as concerns about accumulating unpaid debt and the long-term financial impact, can hinder adoption.
Trust According to (Kotler & Keller, 2.
, consumer trust is a company's willingness to rely on a business partner.
It depends on a number of interpersonal factors between organizations, such as the company's perceived competence, integrity, honesty, and policies.
In the context of Shopee PayLater, consumer trust in this service significantly determines whether they will use it as a payment method or avoid it due to perceived risks.
One of the challenges faced in conducting online business in Indonesia is the difficulty of building consumer trust (Batubara et al.
, 2.
Therefore, it is important to understand how consumer trust and perceived risk influence purchasing decisions through the Shopee PayLater payment method.
High trust can increase consumer interest in using this service, while high perceived risk can hinder its use.
In addition to trust, risk perception also plays a significant role in purchasing decisions, particularly for digital payment services like Shopee PayLater.
This risk perception can arise when consumers feel uncertain about using the service, whether in terms of transaction security, billing transparency, or long-term financial This uncertainty can be influenced by various factors, such as a lack of understanding of the payment mechanism, concerns about unexpected additional costs, and the risk of late payments leading to fines or restricted access to the service.
The higher the risk perceived by consumers, the more likely they are to delay or even avoid using the service in their transaction activities.
According to (Schiffman & Kanuk, 2.
, risk perception is the uncertainty faced by consumers when they cannot predict the possible consequences of their purchasing decisions.
In the context of Shopee PayLater, frequently raised concerns include the potential for late payments that could lead to fines, uncontrolled debt accumulation, and a lack of understanding of the payment mechanism and interest rates.
The purpose of this study was to determine the influence of trust and risk perception on the purchasing decisions of Shopee PayLater payment method users in Dolok Merawan.
LITERATURE REVIEW
Buying decision (Alma, 2.
states that purchasing decisions are consumer decisions that have been influenced by financial economics, technology, politics, culture, products, prices, locations, promotions, physical evidence, people, processes.
Purchasing decision indicators according to (Kotler & Keller, 2.
are: Product Choice.
Brand Choice.
Distribution Channel Choice.
Purchase Amount.
Purchase Time and Payment Method.
Trust According to (Sudarsono, 2.
, trust is defined as a dimension of business relationships that determines the degree to which each party feels they can rely on the integrity or honesty of promises made by the other party.
(Kotler & Keller, 2.
there are four indicators of consumer trust: Benevolence .
incerity or sincerit.
Ability .
Integrity .
and Willingness to depend.
Risk Perception.
According to (Schiffman & Kanuk, 2.
, risk perception is the uncertainty faced by consumers when they cannot predict the possible consequences of a purchasing decision.
According to Masoud .
in (Rahayu, 2.
, indicators of risk perception include: product risk, psychological risk, financial risk, and time risk.
Published by Radja Publika
THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE DECISIONS USING THE SHOPEE
PAYLATER METHOD IN DOLOK MERAWAN VILLAGE
Rumiris Siahaan et al Conceptual Framework.
Kepercayaan (X.
Persepsi Risiko (X.
Keputusan Pembelian (Y) Conceptual Framework Figure Trust and risk perception have a close relationship with purchasing decisions which can be seen from previous research conducted by (Rorie et al.
, 2.
with the title "The Influence of Trust and Risk Perception on ECommerce Purchasing Decisions on Tokopedia.
Com in Noongan Village.
West Langowan District" the results show that Trust and Risk Perception influence Purchasing Decisions.
METHOD
Quantitative research with a replication nature of previous research (Rorie et al.
, 2.
with the title "The Influence of Trust and Risk Perception on E-Commerce Purchasing Decisions on Tokopedia.
Com in Noongan Village.
West Langowan District" by making changes to the object and year of the research.
The population in this study was Shopee PayLater users in Dolok Merawan Village who had made purchases using the Shopee PayLater payment method, with an unknown number.
Therefore, the sample size was calculated using the Cochran formula (Sugiyono, 2.
, resulting in 96 users.
The sampling technique used in this study was purposive sampling, a sampling technique based on specific considerations.
The respondents were residents of Dolok Merawan Village and had previously made purchases using Shopee PayLater.
The data analysis in this study was quantitative analysis using the SPSS computer program, with testing stages carried out starting from the research instrument test .
alidity and reliabilit.
Continued with classical assumption tests .
ormality, multicollinearity, and heteroscedasticity test.
Multiple Linear Regression Analysis to determine the direction and extent of influence of the independent variables on the dependent variable (Ghozali, 2.
As well as the R-square test or coefficient of determination to measure how far the model's ability to explain variations in the dependent variable.
Hypothesis testing was carried out using the T-test and F-test.
RESULTS AND DISCUSSION
Respondent Characteristics Type Sex
Man
Woman
Total
Age
Under 20 Year
20 Ae 30 Year
31 Ae 40 Year
Over 40 Years Total
Table 1
Characteristics Respondents Based on Type Sex
Amount
Percentage (%) Table 2
Characteristics Respondents Based on Age
Amount
Percentage (%) Published by Radja Publika
THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE DECISIONS USING THE SHOPEE
PAYLATER METHOD IN DOLOK MERAWAN VILLAGE
Rumiris Siahaan et al Table 3 Characteristics Respondents Based on Work Work Amount Percentage (%) Students civil servant Farmer Private sector employee Self-employed Housewife Total Table 4 Characteristics Respondents Based on Income Income Amount Percentage (%) < Rp.
1,500,000
Rp 1,500,000 Ae Rp 3,000,000 Rp 3,000,001 Ae Rp 4,500,000 >Rp 4,500,000 Total Instrument Test Validity Table 5 Validity Test Results Purchase Decision Variable (Y) Statement r count r table Trust Variable (X.
Statement r count r table Risk Perception Variable (X.
Statement r count r table Validity Valid Valid Valid Valid Valid Valid Validity Valid Valid Valid Valid Validity Valid Valid Valid Valid Reliability Table 6 Reliability Test Results Variable l Cronbach Alpha Constant Purchase Decision Variable (Y) Trust Variable (X.
Risk Perception Variable (X.
Reliability Reliable Reliable Reliable Published by Radja Publika
THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE DECISIONS USING THE SHOPEE
PAYLATER METHOD IN DOLOK MERAWAN VILLAGE
Rumiris Siahaan et al
Classical Assumption Test
Normality Test
Table 7 One Sample Kolmogorov Smirnov Test
One-Sample Kolmogorov-Smirnov Test
Unstandardize d Residual Normal
Mean
,0000000
Parameters a,b Standard Deviation Most Extreme Absolute ,082 Differences Positive ,054 Negative -,082 Test Statistics ,082 Asymp.
Sig.
-taile.
,112 c Monte Carlo Sig.
Sig.
,563 d .
-taile.
99% Confidence Lower
,432
Interval
Bound
Upper
,693
Bound Test distribution is Normal.
Calculated from data.
Lilliefors Significance Correction.
Based on 96 sampled tables with starting seed 2000000.
From the output in the table above, it can be seen that the significance value ( Monte Carlo Sig.
) of all variables is 0.
If the significance is more than 0.
05, then the residual value is normal, so it can be concluded that all variables are normally distributed.
Multicollinearity Test Table 8 Multicollinearity Test Results Coefficients a Collinearity Statistics Tolerance VIF Model 1 (Constan.
TRUST
,977
RISK PERCEPTION
,977
Dependent Variable: PURCHASE DECISION
1,024
1,024
Based on the table, it can be seen that the tolerance value of the Trust Variable (X.
977, the Risk Perception Variable (X.
977 where all are greater than 0.
10 while the VIF value of the Trust Variable (X.
is 024, the Risk Perception Variable (X.
024 where all are less than 10.
Based on the calculation results above, it can be seen that the tolerance value of all independent variables is greater than 0.
10 and the VIF value of all independent variables is also less than 10 so that there is no correlation symptom in the independent variables.
So it can be concluded that there is no multicollinearity symptom between the independent variables in the regression Published by Radja Publika
THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE DECISIONS USING THE SHOPEE
PAYLATER METHOD IN DOLOK MERAWAN VILLAGE
Rumiris Siahaan et al Heteroscedasticity Test Table 9 Glejser Test Results Coefficients a Unstandardized Standardized Coefficients Coefficients Std.
Error
Beta
3,730
1,648
-,058
,093
-,065
-,005
,082
-,006
Model 1 (Constan.
TRUST
RISK
PERCEPTION
Dependent Variable: ABS_RES Sig.
2,264 ,026
-,626 ,533
-,061 ,951
The results of the Glejser test show a significance value of the Trust Variable (X.
533, and the Risk Perception Variable (X.
951, all of which are greater than 0.
05, so it can be concluded that there are no symptoms of heteroscedasticity in the model.
Multiple Linear Regression Table 10.
Multiple Linear Regression Results Coefficients a Unstandardized Standardized Coefficients Coefficients Std.
Error
Beta
7,310
2,674
Model 1 (Constan.
TRUST
,950
,151
RISK
,023
,132
PERCEPTION
Dependent Variable: PURCHASE DECISION
,550
,015
Based on these results, the multiple linear regression equation has the formulation: Y = a b 1 X 1 b 2 X 2 u , so that the equation obtained is: Y = 7.
950X 1 0.
023X 2 .
Coefficient of Determination (R 2 ) Model
,553
Table 11 Coefficient of Determination Model Summary b Adjusted R Standard Error of the Square Square Estimate ,305 ,290 3,625 Predictors: (Constan.
RISK PERCEPTION.
TRUST Dependent Variable: PURCHASE DECISION adjusted R square value is 0.
290 or 29%.
This indicates that the Trust Variable (X.
and the Risk Perception Variable (X.
can explain the Purchase Decision Variable (Y) by 29% .
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THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE DECISIONS USING THE SHOPEE
PAYLATER METHOD IN DOLOK MERAWAN VILLAGE
Rumiris Siahaan et al Hypothesis Testing t-Test (Partia.
Table 12 Partial Test .
Coefficients a Unstandardized Coefficients Model Std.
Error 1 (Constan.
7,310 2,674 TRUST
,950
,151
RISK PERCEPTION
,023
,132
Dependent Variable: PURCHASE DECISION Standardized Coefficients Beta Sig.
2,733 ,008
,550 6,292 ,000
,015 ,172 ,864
Hypothesis Test of the Influence of Trust Variables on Purchase Decision Variables The calculated t value is 6.
With = 5%, t table .
nk = 96-2=.
, the t table value is 1.
From this description, it can be seen that the calculated t .
> t table .
, as well as the significance value of 0.
000 < 0.
it can be concluded that the first hypothesis is accepted, meaning that the Trust Variable (X.
has an effect on the Purchase Decision Variable (Y) .
Hypothesis Test of the Influence of Risk Perception Variables on Purchasing Decision Variables From the table, the calculated t value is 0.
With = 5%, t table .
nk = 96-2=.
, the t table value is 1.
From this description, it can be seen that the calculated t .
< t table .
, and the significance value is 0.
05, so it can be concluded that the second hypothesis is rejected, meaning that the Risk Perception Variable (X.
does not affect the Purchase Decision Variable (Y).
F Test (Simultaneou.
Table 13 Simultaneous Test Results (F) ANOVA a Sum of Mean
Model
Squares Square Regression 537,248 268,624 Residual 1222,085 13,141 Total
1759,333
Dependent Variable: PURCHASE DECISION Predictors: (Constan.
RISK PERCEPTION.
TRUST
20,442
Sig.
,000 b calculated F value is 20.
442 with = 5%, numerator dk: k, denominator dk: nk-1 .
obtained an F table value of 3.
From this description, it can be seen that the calculated F .
> F table .
, and the significance value of 0.
000 < 0.
05, so it can be concluded that the third hypothesis is accepted, meaning that the Trust Variable (X.
and the Risk Perception Variable (X.
have a joint .
effect on the Purchase Decision Variable (Y).
Discussion Influence of Trust (X.
on Purchasing Decisions ( Y) Based on the analysis of hypothesis 1, it is known that the Trust variable (X.
influences the Purchase Decision (Y).
This means that the higher the consumer's trust in Shopee PayLater , the more likely they are to make purchases through the service.
This finding is in line with research.
(Rorie et al.
, 2.
which states that trust has a positive influence on purchasing decisions.
The results of the multiple linear regression test indicate that the Trust variable has a regression coefficient 950 with a significance value of 0.
000 <0.
This indicates that trust significantly influences purchasing decisions.
This finding is supported by the average score of 3.
67 in the distribution of respondents' answers for the Trust variable, indicating that most respondents agree that Shopee PayLater is trustworthy and facilitates transactions.
In theory, according to (Kotler & Keller, 2.
, trust is a consumer's willingness to rely on a product or brand with the belief that it will deliver consistent and reliable performance.
Therefore, trust can be Published by Radja Publika
THE EFFECT OF TRUST AND RISK PERCEPTION ON PURCHASE DECISIONS USING THE SHOPEE
PAYLATER METHOD IN DOLOK MERAWAN VILLAGE
Rumiris Siahaan et al considered a major factor influencing consumers' decisions to use Shopee PayLater .
Influence of Risk Perception ( X.
on Purchasing Decisions ( Y) Based on the analysis of hypothesis 2, it is known that the Risk Perception variable (X.
does not affect the Purchase Decision (Y).
This means that the level of concern or potential risk perceived by consumers regarding the use of Shopee PayLater does not significantly influence their decision to make a purchase.
The results of the multiple linear regression test show that the Risk Perception variable has a regression coefficient of 0.
023 with a significance value of 0.
864 > 0.
Thus, it can be concluded that the second hypothesis is rejected because statistically there is no evidence of a significant influence.
These results are inconsistent with research (Rorie et al.
, 2.
, which showed that perceived risk influences purchasing Furthermore, they contradict the opinion (Schiffman & Kanuk, 2.
, which states that perceived risk is the uncertainty consumers feel when they cannot predict the consequences of a purchasing decision.
Based on the descriptive data in Table 4.
8, the average respondent score for the Risk Perception variable was 44, indicating that the majority of respondents answered "agree" to the risk perception statement items.
This indicates that consumers are aware of the various potential risks in using Shopee PayLater , such as product incompatibility or data misuse, although these concerns are not strong enough to influence purchasing decisions.
Thus, it can be concluded that risk perception does not influence purchasing decisions because even though consumers are aware of the risks, they still feel comfortable and choose to use Shopee PayLater because they consider other greater benefits such as convenience, speed, and flexibility in Simultaneous influence of trust ( X.
and risk perception (X.
on purchasing decisions ( Y) Based on the analysis of hypothesis 3 , it can be seen that the variables Trust (X.
and Risk Perception (X.
have a simultaneous effect on the Purchase Decision Variable (Y).
This is in line with the results of research conducted by (Rorie et al.
, 2.
, which shows that trust and risk perception simultaneously contribute to the formation of consumer decisions in making purchases.
In the context of the Dolok Merawan Village community, these results indicate that while risk perception is not significantly influenced by the partial outcome, when combined with trust, both still influence purchasing decisions.
This suggests that consumer decisions are not driven by a single factor but rather by a comprehensive consideration of various aspects, including trust and perceived risk when using services like Shopee PayLater .
CONCLUSION
Based on the results of research and discussion, the trust variable (X.
influences the purchasing decision variable (Y) on the use of the Shopee Paylater payment method in Dolok Merawan Village.
The risk perception variable (X.
does not influence the purchasing decision variable (Y) on the use of the Shopee Paylater payment method in Dolok Merawan Village.
The trust variable (X.
and the risk perception variable (X.
influence simultaneously on the purchasing decision (Y) on the use of the Shopee Paylater payment method in Dolok Merawan Village.
REFERENCES