The influence of information cascades on online purchase behaviors of search and experience products

Liu, Qihua; Huang, Shan; Zhang, Liyi

doi:10.1007/s10660-016-9220-0

Cited by 44 publications

(69 citation statements)

References 48 publications

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“…On the one hand, we ignore the effect of online WOM on consumers' purchase decision when analyzing the impact of promotional information from different sources (different social distance). In fact, a vast number of studies have confirmed the important impact of online WOM on online purchase behaviors [16], [27], [40], [41], [42]. On the other hand, Chinese consumers like to share promotion information and talk about their shopping decisions in the Double 11 promotion [59].…”

Section: Discussion Of Findingsmentioning

confidence: 99%

“…There are 6 predictors in our model, so the sample size should be greater than 90. Moreover, since we need to test hypotheses using regression analysis, the observed data should generally be more than 20 times the number of independent variables [2], [41], [63]. In our empirical model, the maximum number of independent variables is 9, so the number of samples should be greater than 180.…”

Section: Data Collectionmentioning

confidence: 99%

“…The key dependent variables in our research model include purchase decision (PD), total consumption (TC) and purchase decision involvement (PDI). Empirical analysis and model estimates are often suitable better for economic variables specified in logarithms [31], [41]. Hence, we specify the three dependent variables in logarithmic form.…”

Section: Empirical Modelsmentioning

confidence: 99%

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Exploring Consumers’ Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement

Liu

Zhang

Huang

et al. 2020

J. theor. appl. electron. commer. res.

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As a key marketing tool, online sales promotion has been widely used by online retailers to increase sales of products and brands. Most previous researches on online sales promotion have ignored the effect of consumers' psychological factors and the heterogeneity of product and consumers. The purpose of this study is to examine the role of psychological distance and involvement on consumers' buying behavior in large online promotion activities. The research model was examined using empirical analysis of data obtained from consumer surveys after the Double 11 promotion. Our results indicate that temporal distance has positive impact on purchase decision of high involvement products, while having negative impact on purchase decision of low involvement products. Social distance has negative impact on consumers' purchase decision. Temporal distance is positively associated with consumers' purchase-decision involvement, and then purchase-decision involvement positively impacts consumers' total consumption. Social distance has no impact on consumers' purchase decision involvement. These findings not only advance the understanding of the role of psychological distance and involvement in online sales promotion but also offer implications regarding strategies that online retailers can employ to publish their promotions at different times and encourage consumers more to share promotional information among their friends. social target; the probability dimension is based on the perceived (lack of) probability of a hypothetical event happening [62].Psychological distance has been applied to various areas of consumer research, including goal pursuit [19], product evaluation [33], decision creativity [49], consideration-set formation [22] and decision-making [53]. Kim et al. (2008) suggest that most of CLT research has concentrate only on one dimension of psychological distance [34]. Accordingly, some recent research has examined the influence of multiple dimensions. Chandran and Menon (2004) studies the interaction which in consumers' judgment of risk between temporal distance and social distance [8]. From the perspective of social and temporal distance, Bornemann and Homburg (2011) examine the relationship between perceived quality and price [5]. Zhao and Xie (2011) explore the interplay of social and temporal distance on consumers' responses to recommendation systems [65].H1b: When purchasing low involvement products, the temporal distance is negatively related to consumers' purchase decision in large online promotion activities.CLT originated with the temporal perspective and has recently been extended to other dimensions such as social distance. The difference between self and others, similar and dissimilar others, or in-group and out-group members are all the examples of social distance [57]. Prior research has shown when making decisions for dissimilar others, consumers trend to highlight the core and main properties; while for similar others, consumers trend to concern the affiliated and secondary properties [57], [65]....

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Section: Discussion Of Findingsmentioning

confidence: 99%

Section: Data Collectionmentioning

confidence: 99%

Section: Empirical Modelsmentioning

confidence: 99%

See 1 more Smart Citation

Exploring Consumers’ Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement

Liu

Zhang

Huang

et al. 2020

J. theor. appl. electron. commer. res.

Self Cite

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show abstract

“…That is, the loyalty was more likely to have formed [35]. However, information technology is constantly innovating, and the incidence of users switching from an information technology to its competitors is rapidly increasing [37][38][39]. Users will be able to switch between different IT products freely, e.g., operating systems, web browsers, office productivity software, and social networking services software.…”

Section: Discussion Of Findingsmentioning

confidence: 99%

Mobile SNS Addiction and User Continuance: An Empirical Investigation of WeChat

Liu

2019

Teh. vjesn.

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Mobile social networking sites (SNS) have become one of the most popular means of online social interactions. However, that excessive and uncontrolled SNS use may have negative consequences. Recent statistics show that use of mobile SNS can be addictive for some individuals, which can lead to some significant behavioural or psychological problems. This study has extended the dual-process continuance model by examining the impact of users' levels of addiction as important factors that influence their continuance intention to use WeChat, as one of the most popular mobile SNS in China. Structural equation modelling was used to validate the proposed models and assumptions. Based on survey data from 495 valid responses of WeChat users, we found that the level of mobile SNS addiction augments users' perceptions of perceived usefulness, perceived enjoyment, trusting beliefs and habit, whereas it has no impact on users' satisfaction and loyalty. It can serve as a platform for future research on technology addiction, and for better understanding of addiction-driven system overuse behaviours and their effects on users. The results suggest that the increase in usage time and frequency of use does not necessarily mean higher satisfaction and loyalty to the mobile SNS, perhaps certain addictive symptoms occurring.

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“…The behavioural aspect is defined as intention to make repeated purchases, while the attitudinal one refers to continuous preference or favourable attitude toward certain services or a certain product or firm. In spite of situational influences, marketing efforts, and short-term changes in the performance of the product or service, loyalty is relatively stable, that is why loyalty should be an important construct in the study of IT continuance [15][16][17][18][19]. That affective loyalty serves as a significant and consistent predictor of individuals' repurchasing and continuance decisions has been strongly supported by empirical studies [20].…”

Section: The Dual-process Modelmentioning

confidence: 99%

An Empirical Study on Factors Affecting Continuance Intention of Using Yu’e Bao

et al. 2018

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The success of Internet investment products such as Yu'e Bao directly relies on users' continuous participation. However, few researches have examined Internet investment products from the context of post-adoption. The purpose of this paper is to study continuance usage intention toward Yu'e Bao, a prevalent Internet investment product. The dual-process model (DPM) has been used in several studies of information systems continuance. We have extended the DPM by examining the impact of some critical factors that directly influence continuance usage intention including expected earnings, capital liquidity and perceived risk. We used structural equation modelling to validate the proposed model and hypotheses. We discover that perceived usefulness, perceived enjoyment, satisfaction, loyalty, habit, expected earnings and capital liquidity positively influence continuance intention. Perceived risk has a negative effect on continuance usage intention. Furthermore, the results also demonstrate that expected earnings and capital liquidity have positive impacts on users' perceived risk. The capital liquidity has negative influence on expected earnings. The results provide important implications for research and practice in the field of information systems and finance.

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The influence of information cascades on online purchase behaviors of search and experience products

Cited by 44 publications

References 48 publications

Exploring Consumers’ Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement

Exploring Consumers’ Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement

Mobile SNS Addiction and User Continuance: An Empirical Investigation of WeChat

An Empirical Study on Factors Affecting Continuance Intention of Using Yu’e Bao

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The influence of information cascades on online purchase behaviors of search and experience products

Cited by 44 publications

References 48 publications

Exploring Consumers&#8217; Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement

Exploring Consumers&#8217; Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement

Mobile SNS Addiction and User Continuance: An Empirical Investigation of WeChat

An Empirical Study on Factors Affecting Continuance Intention of Using Yu’e Bao

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Product

Resources

About

Exploring Consumers’ Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement

Exploring Consumers’ Buying Behavior in a Large Online Promotion Activity: The Role of Psychological Distance and Involvement