The impact of interpersonal interaction factors on consumers’ purchase intention in social commerce: a relationship quality perspective

Zhou, Wangyue; Dong, Jincai; Zhang, Wenyu

doi:10.1108/imds-06-2022-0392

Cited by 18 publications

(10 citation statements)

References 87 publications

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“…In s-commerce, Zhou et al (2023) confirmed that interpersonal interaction with online vendors and recommenders helps to establish swift guanxi and initial trust. This interpersonal trust can translate into trust in the product ( Wu and Huang, 2023 ).…”

Section: Research Model and Hypothesis Developmentmentioning

confidence: 84%

How social and media cues induce live streaming impulse buying? SOR model perspective

Xia,

Chae,

Xiang

2024

Front. Psychol.

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Live streaming is revolutionizing the landscape of e-commerce, creating new opportunities for platforms and e-tailers to improve their performance. However, little is known about the underlying mechanisms that shape consumer behavior in this burgeoning business phenomenon. This study aims to shed light on the relationships between environmental cues generated by live streaming and online impulse buying. Drawing upon the Stimulus-Organism-Response framework, a comprehensive model was formulated to explore how social cues (streamer interaction, peer interaction) and media cues (vividness, realness) impact pleasure, arousal, perceived uncertainty, and subsequently induce consumers’ urge to buy impulsively. The model was tested by survey data from 403 consumers. SPSS and PLS are employed to verify the model. The findings revealed that realness and streamer interaction can reduce perceived uncertainty and foster a pleasant consumer experience, while vividness and peer interaction serve to awaken and delight consumers. Pleasure, arousal, and perceived uncertainty mediate antecedent variables’ effects on urge to buy impulsively in a parallel and reverse way, and emotions exert a more powerful influence. This study enriched the research on the influence mechanisms of impulse buying driven by live streaming and provided suggestions for platforms and streamers to optimize product display and guide interaction, which is conducive to leveraging the advantages of live streaming and creating greater commercial value.

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Section: Research Model and Hypothesis Developmentmentioning

confidence: 84%

How social and media cues induce live streaming impulse buying? SOR model perspective

Xia,

Chae,

Xiang

2024

Front. Psychol.

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“…That is, increasing the number of users on either side of the platform increases the value on the other side. Common examples of two-sided markets are Q&A communities (Zhou et al. , 2023a, b), online advertising in mobile commerce (Chen et al.…”

Section: Theoretical Frameworkmentioning

confidence: 99%

The role of interoperability and inter-side benefits on merchants' e-wallet adoption: the case of Peruvian nanostores

Libaque-Saenz,

Ortega,

Rodriguez-Serra

et al. 2023

IMDS

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PurposeAlthough e-wallet adoption has grown in recent years, there are some countries like Peru with low penetration rates. Contrary to prior studies that focused on customers' adoption of e-wallets, this study focuses on merchants' adoption to fully understand the use of these services. Additionally, considering that e-wallets are two-sided markets with the co-existence of two distinct economic agents (customer and merchants) interacting through these platforms, this study is the first to assess the dynamics of inter-side benefits from the merchants' perspective. Finally, interoperability was also included to determine its role in countries where the interaction between different e-wallets is limited.Design/methodology/approachBased on two-sided markets and social cognitive theory, a model was proposed including merchants' perceived benefits associated with the use of e-wallets, for them and for their customers (inter-side). Additionally, technical issues such as interoperability were measured. Data were collected from nanostore owners in Lima in 2022. A structural equation modeling technique was used to determine the impact of both types of benefits and technical features on merchants' adoption of e-wallets. Finally, a polynomial regression with response surface methodology was used to assess the interaction of the benefits for both sides of the platform from the merchants' perspective.FindingsThe two-sided-market features of e-wallets were validated. From merchants' view, the use of these platforms is the result of balancing the benefits for them and for their customers, and the interaction between these two types of benefits varies according to the socio-economic level in which the nanostore operates. Additionally, interoperability was found to be important for merchants, so future policies should commit to achieve an ecosystem that facilitates the interoperability not only among e-wallets but also between e-wallets and third-party services. Finally, since service availability is also important for merchants, e-wallet providers should invest in improving their infrastructure's scalability.Originality/valuePrior studies have mainly focused on the customer side of e-wallets, with little research about the adoption of digital payment methods by the merchant side. In addition, no study has focused on the effect of one of the sides of the platform on the other side (inter-side benefits) when adopting these services. Finally, the effect of interoperability across platforms has not been addressed in detail yet. This study aims to fill these gaps by proposing a framework to understand the adoption of these services by merchants in terms of inter-side benefits and technical issues.

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“…In order to further the research of interpersonal contact and enhance the dimensions of relationship quality in the setting of s-commerce, Zhou et al . (2023) used the trust transfer theory to analyze the variables that affect swift guanxi and initial trust between customers and online vendors.…”

Section: Theoretical Background and Hypothesis Developmentmentioning

confidence: 99%

Celebrity endorsers and social media influencers for leveraging consumer advocacy and relationship intentions – a multivariate mediation analysis

Kalam,

Goi,

Tiong

2023

MIP

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PurposeThe purpose of this study is to explore the comparative effects of mainstream celebrities and social media influencers on consumer advocacy and relationship intentions. The study also examines the direct and serial mediation effects on those relationships.Design/methodology/approachThe survey questionnaire was used to collect data from 718 respondents throughout Malaysia, with convenience and snowball sampling techniques employed. The data were analyzed based on the structural equation modeling (SEM) approach through the AMOS version 24. The PROCESS MACRO v-4.20 was applied to evaluate mediating effects in the model.FindingsThe results reveal that celebrity endorsers' involvement in social media significantly influences the uses of social media, which also impacts the attitudes and, subsequently, consumer relationship and advocacy intentions. The study found that mainstream celebrities and social media influencers effectively promote brands, and it discovered insignificant differences in their effects on the analyzed relationships.Research limitations/implicationsThis study has been conducted on consumers in Malaysia; it may have different effects on consumers in other countries.Practical implicationsBrand managers and policymakers may benefit from following the study's guidelines for making consumer relationship and advocacy intentions by celebrity endorsers and uses of social media.Social implicationsThe brand community can benefit from tightening their social bondage by sharing and managing crucial information from celebrities and using social media.Originality/valueThe study explores the effects of mainstream celebrities on consumer relationship and advocacy intentions using social media networks and managing consumer attitudes.

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The impact of interpersonal interaction factors on consumers’ purchase intention in social commerce: a relationship quality perspective

Cited by 18 publications

References 87 publications

How social and media cues induce live streaming impulse buying? SOR model perspective

How social and media cues induce live streaming impulse buying? SOR model perspective

The role of interoperability and inter-side benefits on merchants' e-wallet adoption: the case of Peruvian nanostores

Celebrity endorsers and social media influencers for leveraging consumer advocacy and relationship intentions – a multivariate mediation analysis

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