How behaviour in terms of pluralistic ignorance affects social commerce intentions

Abstract

PurposeThis research explores the complex interplay of multiple social factors with regard to what might encourage or inhibit users to interact with social commerce (SC).Design/methodology/approachTo investigate the phenomenon, we developed a model based on goal-directed behaviour and pluralistic ignorance theory (typically generated by universal behavioural adherence to social norms). Based on the 394 valid responses collected from a survey, partial least squares structural equation modelling (PLS-SEM), PROCESS and ANOVA were employed to examine the research hypotheses.FindingsThe results show that pluralistic ignorance and commercial desire positively influence SC intention. More importantly, our results show that the moderating effect of pluralistic ignorance dampens the positive relationship between social subjective norms and commercial desire. The findings also suggest that pluralistic ignorance mediates the relationships between: (1) social identity and SC intentions and (2) fear of isolation and SC intentions.Originality/valueConsequently, this study reveals that SC intentions result from complex interactions between an individual’s psychology and social phenomena. Theoretical and managerial implications are also discussed to provide for the successful development of strategies regarding SC for researchers and SNSs operators.