The influence of peer characteristics and technical features of a social shopping website on a consumer’s purchase intention

Hu, Xi; Huang, Qian; Zhong, Xing; Davison, Robert M.; Zhao, Dingtao

doi:10.1016/j.ijinfomgt.2016.08.005

Cited by 190 publications

(146 citation statements)

References 64 publications

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“…The responses represent consumer behaviour, such as purchase behaviour, store exploration and online communication (Eroglu et al, 2003). For instance, Hu et al (2016) in an online networking shopping context, operationalizes "stimulus" as website features and peers' qualities, "organism" as experiential shopping values and "response" as the purchase intention of users. Furthermore, Fang et al (2017) found that various apps' design and performance attributes influenced psychological engagement and three types of benefit perception (i.e.…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Customer engagement behaviours in social media: capturing innovation opportunities

Carlson

Rahman

Voola

et al. 2018

JSM

217

183

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Purpose-Social media brand pages have become instrumental in enabling customers to voluntarily participate in providing feedback/ideas for improvement and collaboration with others that contribute to the innovation effort of brands. However, research on mechanisms which harness these specific customer engagement behaviours (CEB) in branded social media platforms is limited. Based on the stimulus-organism-response paradigm, this study investigates how specific online-service design characteristics in social media brand pages induce customer-perceived value perceptions, which in turn, stimulate feedback and collaboration intentions with customers. Design/methodology/approach-Data collected from 654 US consumers of brand pages on Facebook were used to empirically test the proposed framework via structural equation modelling. Findings-The theoretical framework found support for most hypothesized relationships showing how online-service design characteristics induce an identified set of customer value perceptions that influence customer feedback and collaboration intentions. Research limitations/implications-The sample is restricted to customer evaluations of brand pages on Facebook in the USA. Practitioners are advised to maximize online-service design characteristics of content quality, brand page interactivity, sociability and customer contact quality as stimulants that induce brand learning value, entitativity value and hedonic value. This then translates to customer feedback and collaboration intentions towards the brand page. Originality/value-The findings have important implications for the design and optimization of online services in the customer engagementinnovation interface to harness CEBs for innovation performance.

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Section: Theoretical Backgroundmentioning

confidence: 99%

Customer engagement behaviours in social media: capturing innovation opportunities

Carlson

Rahman

Voola

et al. 2018

JSM

217

183

View full text Add to dashboard Cite

show abstract

“…Another factor that has been investigated in 8 studies is value, which stems from the marketing literature (Zeithaml, 1988). In the social commerce literature, different forms of value have been examined, such as perceived value, utilitarian value, hedonic value, informational value, and social value (e.g., Gamboa and Gonçalves, 2014;Hu et al, 2016;Kim et al, 2013a;Ruan et al, 2016;Sun et al, 2016). According to the literature, value has been reported to have positive effects on the use (4/5), purchase (6/7), and continuance (3/4) intention/behavior.…”

Section: Findings On the Factors And Their Effectsmentioning

confidence: 99%

On the Factors Influencing Consumers’ Adoption of Social Commerce – A Review of the Empirical Literature

Friedrich

2016

PAJAIS

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Social commerce, the combination of e-commerce activities and social media, is a lucrative means for e-commerce companies to increase their sales volumes. As social commerce initiatives considerably depend on the consumers' social interactions, it becomes important for companies to understand how consumers can be stimulated to participate in social commerce. While several empirical studies have already focused on investigating what factors influence consumers to adopt to social commerce, the findings of these studies are scattered across the literature base, sometimes not transparent, and not straightforwardly comparable. To synthesize these findings, we conduct a systematic review of the empirical literature on the consumers' adoption of social commerce. In particular, we identify and classify conceptually similar factors and outcome variables (i.e., behavioral intentions and/or behaviors). Moreover, we apply a votecounting technique and a sign test to aggregate the reported effects between the factors and outcome variables. After analyzing 61 academic publications, we contribute a structured and comprehensive list of factors and their potential effects on various adoption-related outcome variables. Our results reveal that for some factors, such as trust, usefulness, or social influence, the effects point in a clear direction, while for several other factors, such as enjoyment, risk, or social presence, the effects are yet not clear and require further investigations.

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“…However, the product of the combination of the two, the social shopping community, has been studied little since its inception. Only a few scholars have conducted researches, and researches have mainly explored the factors that influence consumers' purchase intention from the perspective of trust and perceived value [5][6] .…”

Section: Literature Review and Research Hypothesismentioning

confidence: 99%

“…Smith and others found that the similarity between consumers promotes their emotional ties and pushes forward the rapport and strength of connections [17] . Hu X and others believe that if the user perceives a highly overlapping personality between self-personality and the content creator, the user will have a sense of identity with the content creator, which makes the user dependent on the content creator and hopes to establish a relationship with them [5] . Therefore, this study proposes the following assumptions: H1: The strength of the relationship between note sharers and consumers in the social shopping community positively influences the emotional attachment of the consumer.…”

Section: Relationship Between Sharer Characteristics and Emotionalmentioning

confidence: 99%

Research on the Influence Mechanism of Social Shopping Community on Consumers' Purchase Intention -- Based on attachment theory

Zhao¹,

Jianxiong²

2018

Proceedings of the 2018 2nd International Conference on Education, Economics and Management Research (ICEEMR 2018)

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With the development of social media and e-commerce, the social shopping community has emerged and developed. The methods of this new socialized e-commerce model's influences on consumers' willingness to purchase have received widespread attention from the academic community and the industry. Based on the attachment theory, this paper uses the empirical analysis method to examine the influence of the sharer characteristics and technical characteristics of the social shopping community on consumers' purchase intention. The research results show that emotional attachment plays an intermediary role in the relationship between sharer characteristics and purchase intention and show that functional dependence plays an intermediary role in the relationship between technical characteristics and purchase intention.

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The influence of peer characteristics and technical features of a social shopping website on a consumer’s purchase intention

Cited by 190 publications

References 64 publications

Customer engagement behaviours in social media: capturing innovation opportunities

Customer engagement behaviours in social media: capturing innovation opportunities

On the Factors Influencing Consumers’ Adoption of Social Commerce – A Review of the Empirical Literature

Research on the Influence Mechanism of Social Shopping Community on Consumers' Purchase Intention -- Based on attachment theory

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