The effects of social commerce environmental characteristics on customers’ purchase intentions: The chain mediating effect of customer-to-customer interaction and customer-perceived value

Liu, Pu; Li, Mengqi; Dong, Dai; Guo, Lei

doi:10.1016/j.elerap.2021.101073

Cited by 103 publications

(99 citation statements)

References 105 publications

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“…This is in line with the notion that high-end sales strategy aims at appealing to high-end customers, but whether the proposition of the brand is truly valuable depends on how customers evaluate it [115]. Moreover, the success of a product or service created by a brand is closely related to the customers' evaluation of the merits of them [116]. There is a strong link between the value created by a brand and how customers perceive it [117].…”

Section: Discussionsupporting

confidence: 72%

Research on the Impact of High-End Ev Sales Business Model on Brand Competitiveness

2021

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Electric vehicles have many advantages compared with traditional fuel vehicles, whereas the immaturity of technologies and high manufacturing cost make it difficult for EV brands to be promoted in traditional business models. Thus, auto-mobile companies started to establish high-end sales business model to promote the brand. This paper studies the influential mechanism of high-end EV sales business model on brand competitiveness and the mediation effect between high-end EV sales business model and brand competitiveness. A total of 624 consumers’ survey data were collected and the structural equation model (SEM) was analyzed to test the hypotheses by using a scale made up of indicators referring to high-end EV sales business model, brand competitiveness and customer perceived value. This paper contributes to the sustainable innovation literature by exploring the psychological perception of customer perceived value in strengthening brand competitiveness. The results show that both the value proposition and value creation of high-end EV sales business model have significant positive impacts on brand competitiveness. Moreover, customer perceived value fully mediates the relationships between the value proposition of high-end EV sales business model and brand competitiveness and between the value creation and brand competitiveness. Customer perceived value cannot mediate the relationship between the value capture of high-end EV sales business model and brand competitiveness. Our insights contribute to the business model research area from a customer-centric perspective.

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Section: Discussionsupporting

confidence: 72%

Research on the Impact of High-End Ev Sales Business Model on Brand Competitiveness

2021

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“…Interactivity is an important feature of e-commerce, which can help consumers control information when they lack experience on products [43]. The interactivity of livestreaming e-commerce includes not only the interaction between sellers and buyers but also the interaction among buyers or online shoppers [44,45]. Sellers answer the buyers' questions through livestreaming and displays the products according to the buyers' requirements.…”

Section: Technology Characteristics Of Livestreamingmentioning

confidence: 99%

“…Sellers answer the buyers' questions through livestreaming and displays the products according to the buyers' requirements. Online shoppers can also share shopping experiences for feedback and deliver more shopping information, which would help reduce the consumers' uncertainty in purchasing products and help potential consumers make better decisions [45,46].…”

Section: Technology Characteristics Of Livestreamingmentioning

confidence: 99%

An Empirical Study on How Livestreaming Can Contribute to the Sustainability of Green Agri-Food Entrepreneurial Firms

Wang

Fan

2021

Sustainability

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During the COVID-19 pandemic, digital technology has been used in all aspects of the agricultural field. How to seize the opportunity to achieve the production-marketing connection is increasingly becoming a top concern for green agri-food enterprises. Based on the theory of a task–technology fit, this study analyzes the fitness between livestreaming e-commerce and green agri-food. More specifically, the task characteristics cover the seasonality, locality, and eco-friendliness of green agri-food, and the technology characteristics cover the responsiveness, interactivity, and entertainment of livestreaming e-commerce. Using data of a sample of 574 green agri-food entrepreneurial firms collected through a web-based questionnaire, we preform structural equation modeling (SEM) analysis and find that the locality and eco-friendliness of green agri-food, the responsiveness, interactivity, and entertainment of livestreaming e-commerce have a positive effect on the fit of green agri-food livestreaming e-commerce. Moreover, the fit of green agri-food livestreaming has a positive effect on firm performance and the intention to adopt livestreaming e-commerce. This study also demonstrates that perceived corporate social responsibility has a moderating effect on the relationship between the fit of livestreaming of green agri-food and the intention to adopt livestreaming e-commerce. This study extends prior research on the task–technology fit into livestreaming e-commerce companies and provides insights into our understanding of successful adoption of livestreaming e-commerce.

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“…The live broadcast e-commerce industry chain is made up of the supply side, the platform side, and the consumers. The upstream supply side primarily consists of commodity suppliers (e.g., manufacturers, brands, distributors, and origin) (You, 2020 ); the midstream primarily consists of live broadcast service providers, channel platforms (e.g., e-commerce platforms, content platforms, and social platforms) (Liu et al, 2021 ), and anchors (e.g., Internet celebrities, star artists, entrepreneurs, and other anchors); and the downstream demand side primarily consists of consumption (Maier and Wieringa, 2021 ). In the traditional centralized e-commerce model, the platform is the center of transactions and communication between brands, merchants, and consumers, and it has tight control over flow, transaction data, and customer relationships (Yue et al, 2019 ; Varadarajan et al, 2021 ; Peruchi et al, 2022 ).…”

Section: Introductionmentioning

confidence: 99%

A Study on the Influencing Factors of Consumers' Purchase Intention During Livestreaming e-Commerce: The Mediating Effect of Emotion

Zhou

Tong

2022

Front. Psychol.

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With the deep popularity of mobile Internet, the “eyeball economy” is more active than ever. Driven by powerful modern media, livestreaming, as a new form of attracting public attention to obtain economic benefits, is worth studying its influence path on consumers. Based on the technology acceptance model and the mediating effect of emotion, this study constructs the consumer influencing factor model of livestreaming e-commerce. The research model and related hypotheses are verified by SPSS and linear multiple regression models. The research found that emotional trust and perceived emotional value could be regarded as mediating variables to stimulate consumers' purchase intention in livestreaming e-commerce. They have a full mediating effect on product and atmosphere and a partial mediating effect on homogeneity and promotion, which identifies that online celebrity's homogeneity, and sales promotion could influence consumers' purchase intention through the partial mediating role of emotional trust and perceived emotional value, while product and atmosphere induced by emotional contagion could exert influence on consumers' purchase intention through the full mediating effect of emotional trust and perceived emotional value.

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The effects of social commerce environmental characteristics on customers’ purchase intentions: The chain mediating effect of customer-to-customer interaction and customer-perceived value

Cited by 103 publications

References 105 publications

Research on the Impact of High-End Ev Sales Business Model on Brand Competitiveness

Research on the Impact of High-End Ev Sales Business Model on Brand Competitiveness

An Empirical Study on How Livestreaming Can Contribute to the Sustainability of Green Agri-Food Entrepreneurial Firms

A Study on the Influencing Factors of Consumers' Purchase Intention During Livestreaming e-Commerce: The Mediating Effect of Emotion

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