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1.
《International Journal of Information Management》2017,37(6):627-638
The proliferation of social commerce has changed customers’ purchase decision-making process. However, few studies have investigated the roles of social commerce factors on customers’ purchase decision-making. Based on the social learning theory, we develop a research model to examine how customers’ learning behavior along three main social commerce components (SCCs) affects customers’ attitude in both cognitive and affective dimensions and how such attitude determines customers’ purchase intention. The results from a survey of 243 actual users of social commerce websites suggest that cognitive and affective appraisals are the main predictors of purchase intention, with cognitive appraisal having a higher predictive power than affective appraisal. In addition, learning from forums and communities and learning from ratings and reviews have significant influences on both cognitive and affective appraisals, while learning from forums and communities plays a more important role in formulating affective appraisal and learning from ratings and reviews plays a more important role in determining cognitive appraisal. Contrary to our expectation, learning from social recommendations has no significant influence on either cognitive or affective appraisal. In summary, these findings provide a comprehensive understanding about customers’ purchase decision-making process and extend the application scope of social learning theory. The findings also provide social commerce managers guidance in designing more effective websites and allocating resources and efforts reasonably on different SCCs. 相似文献
2.
The rise of social media has created a new e-commerce platform called social commerce. In social commerce, e-vendors such as Amazon may integrate social media with their traditional e-commerce sites. Based on self-determination theory and social commerce literature, we develop a model illustrating how social commerce features may impact consumer behaviors and facilitate social commerce benefits from the extrinsic motivation perspective. We identify four types of extrinsic motivation including external motivation, introjected motivation, identified motivation, and integrated motivation; and we examine their influences on consumers’ intention to contribute social commerce information, which in turn leads to their subsequent behaviors and increases the perceived benefit of social commerce. We also consider the moderating effect of gender in the formulation of social commerce benefits. Based on longitudinal survey data from Amazon consumers, we find that 1) consumers’ external and identified motivation has a positive impact on intention to contribute social commerce information; 2) consumers’ intention is positively associated with their future behaviors, which in turn facilitate their perceptions of social commerce benefits; and 3) gender moderates the impact of behavior on social commerce benefits. 相似文献
3.
With the prevalence of social media and social networking, social commerce is becoming increasingly popular in both business and research areas. As in other types of e-commerce context, trust is also indispensable in social commerce. In this study, two types of trust have been discussed. This study represents an initial attempt to provide an integrated view of particularized trust in social commerce, including particularized trust antecedents, trust transfer and trust performance, so as to promote trust formation in social commerce. Using data collected from 614 social commerce users, we demonstrate that trust disposition, quality-assured shared information, familiarity and endorsement by other members are four antecedents of particularized trust. The results also indicate particularized trust can be transferred into system trust, and particularized trust only exerts positive effect on social WOM intention while system trust only exerts positive effect on social shopping intention. Furthermore, we prove perceived similarity can strengthen the relationship between trust disposition and particularized trust as well as the relationship between quality-assured shared information and particularized trust. 相似文献
4.
Social commerce (s-commerce) has become increasingly impactful to e-commerce and has generated potential economic benefits. With the rise of online privacy concerns, we have seen the need to explain how concerns about privacy affect consumers’ social interaction behavior and purchase decision-making on s-commerce sites. Synthesizing the privacy-trust-behavioral intention (PTB) and consumer decision-making models, this study proposes a comprehensive model by specifically refining its privacy and trust from an institutional perspective and investigating the influences of social interaction on purchase intention and actual purchase behaviors. Our results found that institutional privacy assurance positively influences institutional-based trust, which, in turn, affects online social interactions, and consequently increases the likelihood of product purchases on s-commerce sites. Theoretical development of this research contributes to both marketing and information systems disciplines in the social media era. 相似文献
5.
《International Journal of Information Management》2017,37(6):601-610
Online games have created significant opportunities for electronic commerce managers. The degree to which online gamers regard their avatars—their gaming representations— as themselves is known to be influential to gamers’ behavior but little is known about how such identification impacts online gamer loyalty (i.e., gamers’ continued intention to play). This study filled this gap by developing its research framework from the perspective of the social identity theory and the social capital theory. Responses from 1384 online gamers were collected, and structural equation modeling was used to test the hypotheses. The analytical results indicate that avatar identification (the degree to which users regard avatars as themselves) is positively related to participation in gaming communities and social presence (the degree of awareness of other persons and interpersonal relationships). These were further positively related to online gamer loyalty. This study is the first using the two theories, i.e., the social identity and social capital theoretical perspectives, to clarify the mechanism underlying the impact of avatar identification on online gamer loyalty, assisting electronic commerce managers to create a loyal user base. 相似文献
6.
Online social media is transforming the way customers communicate and exchange product information with others. Consumers increasingly rely on the opinions and recommendations from social media members when making purchasing decisions. However, information received from social media may have different meanings and social implications for consumers. Based on the theory of informational social influence and heuristic-systematic model (HSM), we develop a model to understand the relative importance of informational social influence, normative social influence, and perceived information quality on the consumer’s social shopping intention under different levels of product involvement. The results of the structural equation modeling (SEM) using a sample of 503 consumers in the Facebook brand fan pages indicate that social influences have a greater impact on the consumer’s social shopping intention than perceived information quality. Three social interactional factors (perceived similarity, familiarity, and expertise) have a positive effect on social shopping intention via the mediation of informational, normative social influence and perceive information quality. The multiple-group analysis suggests that high product-involved consumers are motivated to exert more cognitive effort to evaluate the product information. In contrast, low product-involved consumers are more susceptible to informational social influence. We draw on these findings to offer implications for researchers and practitioners. 相似文献
7.
《International Journal of Information Management》2017,37(3):179-189
Social commerce mediated by social media and social network platforms has led to the development of new business models in e-commerce and digitized the consumer decision journey. Social interaction is considered as a prerequisite for successful social commerce since consumers now expect an interactive and social experience while making purchase decisions. Drawing on word of mouth (WOM) and observational learning theories, we conceptualize social interactions in social commerce environments into two forms: WOM communication and observing other consumers’ purchases, and examine their impact on consumer purchase intention and actual purchase behavior. Analyzing primary data (n = 217) collected from surveyed active consumers within social commerce sites at two stages (pre-purchase and post-purchase), we found that positive and negative valence WOM, WOM content, and observing other consumers’ purchases significantly affect consumers’ intention to buy a product, thereby increasing the likelihood of actual buying and sharing product information with others on social commerce sites. 相似文献
8.
《International Journal of Information Management》2016,36(3):333-347
Social commerce, a recent branch of e-commerce, has made the experience of consumers on social commerce platform (SCP) different from other contexts, as the consumers have social interactions with each other. Growing evidence also shows that consumers on these platforms are prone to impulse buying behavior owing to the social interactions. However, existing research on online impulse buying was limited when illustrating the behavior of consumers on SCPs as social relationship constructs were not included. New theoretical developments are needed in regard to fill the research gap. In this research, parasocial interaction (PSI) theory is introduced in this research to examine the influence of social relationship factors on the formation of impulse buying behavior. An empirical research has been conducted on Mogujie (www.mogujie.com), one of the most popular image-sharing SCPs in China. Results indicate that PSI exerts an impact on impulse buying tendency, the social-relevant features of the SCP determine PSI, and perceived usefulness and PSI both significantly affect perceived enjoyment. In addition, consumers’ perceived enjoyment and impulse buying tendencies significantly affect their urge to buy impulsively. The implications, limitations, and discussions are provided. 相似文献
9.
Mobile social platform such as WeChat Moments has gained great popularity in China in the past few years. However, there are still a lack of studies that focus on Guanxi network building in the virtual social community. Drawing upon social capital theory and technology affordance theory, this study develops a research model to examine the influences of platform media richness and interactivity on users’ social capital and participation behaviors in the WeChat Moments. An empirical survey was conducted in China and 287 valid data were collected from WeChat users. Structural equation modelling analysis was used to test the research model. The empirical results suggest that platform interactivity and media richness are significant technology affordances that promote users’ Guanxi network, and their influences are mediated by social interaction and shared understanding. Furthermore, Guanxi network is positively associated with users’ active participation in the WeChat Moments. Theoretical and practical implications are illustrated in the final section. 相似文献
10.
基于社交媒体环境,依据强弱关系理论分析了用户关系强度对商务信息转发的影响,并从社会驱动层面和个人驱动层面提取了商务信息转发的影响因素。以典型的社交平台——微博为例,通过建立结构方程模型发现：弱关系对商务信息转发具有直接的影响作用;社会关系强度对社会信任和社会交往产生差异性影响;社会信任、社会交往、经济利益、利他主义和自我效能对商务信息的转发影响显著。本文将强弱关系理论的应用进一步拓展到社会化商务领域中,有利于指导电商企业制定合适的社会化商务营销策略。 相似文献
11.
[目的/意义]社会化商务环境下，由于不确定性和风险的存在，用户的体验较差，这将影响其交易意愿。而社会交互作为社会化商务的显著特征，将有助于缓解信息不对称，改善用户体验。因此，有必要研究社会交互对社会化商务用户体验的影响机理。[方法/过程]研究共收集了287份有效问卷，采用SPSS20和LISREL进行数据分析。[结果/结论]研究结果表明，人机交互（包括感知控制、感知个性化）和人人交互（包括专业度、熟悉度）显著影响流体验，流体验对用户的购买意愿和分享意愿有显著作用。因此，社会化商务平台应采取措施促进社会交互，从而改善用户体验，促进用户的社会化商务行为。 相似文献
12.
Online to Offline (O2O) commerce commands intense attention from both academic and practical fields, but the unique features of O2O commerce and how these features affect consumer use of O2O commerce remain unclear. Based on an analysis of the features of O2O commerce, we build a research model integrating perceived value theory and the technology acceptance model to examine the influence of the features of O2O commerce on consumer use intention. The research model is tested with data collected from a field survey using structural equation modelling. Two crucial features of O2O commerce, namely, “physical experience” and “integration of online and offline information”, are shown to exert significant impacts on consumer use intention via the classic core constructs of perceived benefit, perceived usefulness, and perceived value. The findings validate the two features’ impact on consumer use of O2O commerce via both technological and economic attributes. The implications for merchants’ and platforms’ operation in O2O commerce are discussed. 相似文献
13.
Growing evidence shows that mobile commerce will increase consumers’ impulse buying behavior. However, existing study examining the impact factors on individuals’ impulse buying in mobile commerce is limited. Drawing on stimulus-organism-response (S-O-R) paradigm, this study focuses on situation factors and reaction factors in mobile commerce to examine impulse buying. Building on prior literature of browsing and motivation theory, this study views hedonic browsing and utilitarian browsing as two key drivers on impulse buying in mobile commerce. This study adopts partial least squares estimation to analyze the data obtained from an online questionnaire. Two main findings emerge. First, three situation factors (portability, visual appeal and interpersonal influence) differently affect hedonic browsing and utilitarian browsing. Second, hedonic browsing directly and positively influences consumers’ urge to buy impulsively, whereas utilitarian browsing indirectly influences consumers’ urge to buy impulsively through hedonic browsing. Discussions, limitations, and implications are also presented in the paper. 相似文献
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15.
《Information processing & management》2023,60(4):103371
Virtual paid gifts from viewers are the main revenue source for the live streaming gaming industry, with massively multiplayer online games (MMOG) currently representing the most profitable game type. However, there is little understanding regarding what drives gifting behavior in the MMOG live streaming social environment. This study develops a research model for analyzing the antecedents of virtual gifts in the MMOG live streaming context, with monetary value used for quantification. This model builds on the theory of social influence and social impact literature, and it has been validated through an empirical study including 988,829 observations of real-time viewer data that were collected from the Douyu live streaming platform. Our study examines micro-, meso-, and macro-level social influences (i.e., self-presentation, parasocial relationship, and MMOG live streaming loyalty) on viewer gifting behavior and how the presence of others (i.e., social crowdedness of viewers on the live streaming channel) represents a contextual cue that moderates the effects of social influence on gifting behavior. The results reveal that self-presentation, parasocial relationships, and MMOG live streaming loyalty positively affect the monetary value of viewers’ paid gifts. Although the presence of others can strengthen the impact of parasocial relationships and MMOG live streaming loyalty on viewer gifting behavior, it negatively moderates the relationship between self-presentation and gifting behavior. This study theorizes the features of MMOG live streaming and extends the applicability of social influence theory and social impact theory to this context. Finally, we provide insights into how game practitioners facilitate viewer gifting behavior. 相似文献
16.
Pervasive social media has resulted in technology dependency and excessive usage, which can lead to negative outcomes in organizations. This paper aims to investigate the effects of social media’s different excessive usage patterns on employee job performance and the corresponding underlying mechanism. Specifically, we propose three dimensions of excessive social media use at work (i.e., excessive social, hedonic, and cognitive). These dimensions are related to technology-work conflict and strain, which in turn decrease employee job performance. An empirical study of 305 social media users in organizations reveals that excessive social media use for socialization and entertainment can generate conflict between technology use and work demand, whereas excessive social media use for information-sharing reduces employees’ psychological strain. In addition, technology-work conflict and strain negatively influence job performance. The theoretical and practical implications of this study are also discussed. 相似文献
17.
Observing the positive aspects of others’ lives on social media (SM) can bring about envy among users. Drawing from social comparison and technology acceptance theories, this study develops a research model to explain how envy occurs and impacts SM users’ behavior. In this work, we conducted two studies across three different SM settings to investigate two types of envy, benign and malicious envy. The results show that malicious envy is negatively related to the dependent variable of SM use intention while benign envy facilitates it. The findings provide many valuable contributions to both information systems (IS) academia and industry. This study identifies the unique SM factors intertwining with envy. Moreover, this work helps SM users and practitioners be aware of the potential envy issue on SM so they can take effective actions to enhance SM use. 相似文献
18.
《International Journal of Information Management》2017,37(6):590-600
Although social commerce is an important trend in practice, relatively few research studies have explored the impact of social commerce innovations launched within social networking sites. The deployment of a gift-giving service within a social networking site provides a unique opportunity to study the intersection of technological innovations and social norms and its potential to generate new revenue for ecommerce sites. Using Facebook Gifts as a real-world context for the study, we explore the factor structure of salient user beliefs influencing usage intention, and examine the relationships between beliefs and intention to use the service in a broader nomological network. Instead of adopting constructs from existing models, we started with the elicitation of salient beliefs and proceeded with successive stages of refinement to develop a suitable model. The empirical results show countervailing effects of perceived social utility and perceived convenience of the service on one hand, and low perceived value and privacy concerns on the other. A notable finding is the potential conflict arising between the expectations of effort associated with the procurement of a gift and the common perception of technology as reducing the required effort. The net result is that a technology-mediated gift service in the context of a social networking site runs counter to the social norms associated with traditional gift exchanges. This insight provides evidence of the dual challenge for social commerce initiatives. In order to be successful, new services in this area must leverage the potential of the technology as well as social practices. 相似文献
19.
Information systems research provides increasing evidence that women and men differ in their use of information technology. However, research has not sufficiently explained why these differences exist. Using the theory of reasoned action and social role theory, this paper investigates gender differences in people’s decisions about information sharing in the context of social networking sites (SNSs). We developed a comparative model of the information-sharing decision process across genders and theoretically explained why these differences exist. Data was collected from an online survey taken by American SNS users. We found that privacy risks, social ties, and commitment were more important in the formation of attitudes toward information sharing for women than men. Gender significantly moderates the relationship between people’s perceptions of information sharing and their intention to share information. This paper provides an enhanced understanding of gender differences in people’s decisions about sharing information on SNSs. It advances gender differences research into the use of newly emerged information technology and provides researchers insightful views of the role that gender plays in the social media era. Being aware of the research findings, practitioners may better engage their targeted stakeholders on SNSs and collect more useful information for business purposes. 相似文献
20.
Since much online shopping is attributed to online impulse buying, it is important to define this particular shopping process. This process has three important issues, perceived risk for virtual stores as well as e-store design and psychological state for online shopping. This is because consumers are both system users and impulse buyers when shopping on e-stores. E-store design is based on the interaction of customers with e-stores and the expectation-confirmation model supports examination of this issue with a wide familiarity in IT use. Psychological state is emotional responses to the stimulus of products in e-stores and flow theory, with task skill and task challenge as precursors, is suitable for exploring this issue. Grounding on the three issues, this study proposes a new research model with these considerations to thoroughly examine the determinants of online impulse buying. Flow state and customer satisfaction also interact with each other. Empirical research shows an important link for the three defined issues of online impulse buying. 相似文献