IDEAS home Printed from https://ideas.repec.org/a/eee/ininma/v36y2016i6p1218-1230.html
   My bibliography  Save this article

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

Author

Listed:
  • Hu, Xi
  • Huang, Qian
  • Zhong, Xuepan
  • Davison, Robert M.
  • Zhao, Dingtao

Abstract

This paper aims to reveal the influence of peer-member characteristics and technical features of a social shopping website (SSW) on consumers’ purchase intentions. Following the stimulus-organism-response (S-O-R) model, this study operationalizes “stimulus” as website features and peers’ qualities, “organism” as experiential shopping values, and “response” as the purchase intention of users. The research model is empirically tested with survey data from 313 real SSW consumers. The results suggest that similarity, benevolence and expertise of peer members in the community and the website’s support for recommendations positively impact shoppers’ perceived utilitarian value of the SSW. Moreover, users’ perception of peers’ similarity and benevolence positively affect their sense of social value of using the platform. Finally, both perceived utilitarian and social value predict individuals’ consumption intentions.

Suggested Citation

  • Hu, Xi & Huang, Qian & Zhong, Xuepan & Davison, Robert M. & Zhao, Dingtao, 2016. "The influence of peer characteristics and technical features of a social shopping website on a consumer’s purchase intention," International Journal of Information Management, Elsevier, vol. 36(6), pages 1218-1230.
    • Handle: RePEc:eee:ininma:v:36:y:2016:i:6:p:1218-1230
    DOI: 10.1016/j.ijinfomgt.2016.08.005
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0268401216300913
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.ijinfomgt.2016.08.005?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Kim, Sanghyun & Park, Hyunsun, 2013. "Effects of various characteristics of social commerce (s-commerce) on consumers’ trust and trust performance," International Journal of Information Management, Elsevier, vol. 33(2), pages 318-332.
    2. Benlian, Alexander & Titah, R. & Hess, Thomas, 2012. "Differential Effects of Provider and User Recommendations in e-Commerce Transactions: An Experimental Study," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 57946, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    3. Benlian, Alexander & Titah, R. & Hess, Thomas, 2012. "Differential Effects of Provider and User Recommendations in e-Commerce Transactions: An Experimental Study," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 59346, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    4. Yadav, Manjit S. & de Valck, Kristine & Hennig-Thurau, Thorsten & Hoffman, Donna L. & Spann, Martin, 2013. "Social Commerce: A Contingency Framework for Assessing Marketing Potential," Journal of Interactive Marketing, Elsevier, vol. 27(4), pages 311-323.
    5. Nanda Kumar & Izak Benbasat, 2006. "Research Note: The Influence of Recommendations and Consumer Reviews on Evaluations of Websites," Information Systems Research, INFORMS, vol. 17(4), pages 425-439, December.
    6. D. Harrison McKnight & Vivek Choudhury & Charles Kacmar, 2002. "Developing and Validating Trust Measures for e-Commerce: An Integrative Typology," Information Systems Research, INFORMS, vol. 13(3), pages 334-359, September.
    7. D. Veena Parboteeah & Joseph S. Valacich & John D. Wells, 2009. "The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively," Information Systems Research, INFORMS, vol. 20(1), pages 60-78, March.
    8. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    9. Martin, William C. & Lueg, Jason E., 2013. "Modeling word-of-mouth usage," Journal of Business Research, Elsevier, vol. 66(7), pages 801-808.
    10. Benlian, Alexander & Titah, R. & Hess, Thomas, 2012. "Differential Effects of Provider and User Recommendations in e-Commerce Transactions: An Experimental Study," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 65605, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    11. Katherine J. Stewart, 2003. "Trust Transfer on the World Wide Web," Organization Science, INFORMS, vol. 14(1), pages 5-17, February.
    12. Overby, Jeffrey W. & Lee, Eun-Ju, 2006. "The effects of utilitarian and hedonic online shopping value on consumer preference and intentions," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1160-1166, October.
    13. Ananda Das Gupta, 2014. "Social Impact Management," India Studies in Business and Economics, in: Business Ethics, edition 127, chapter 0, pages 189-195, Springer.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Dong, Xueyan & Wang, Tienan, 2018. "Social tie formation in Chinese online social commerce: The role of IT affordances," International Journal of Information Management, Elsevier, vol. 42(C), pages 49-64.
    2. Isaac Kofi Mensah & Guohua Zeng & Chuanyong Luo, 2023. "Determinants of Social Commerce Purchase and Recommendation Intentions Within the Context of Swift Guanxi Among Chinese College Students," SAGE Open, , vol. 13(2), pages 21582440231, June.
    3. Zheng, Shiyong & Chen, Jiada & Liao, Junyun & Hu, Hsin-Li, 2023. "What motivates users' viewing and purchasing behavior motivations in live streaming: A stream-streamer-viewer perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    4. Kim, Namil & Kim, Wonjoon, 2018. "Do your social media lead you to make social deal purchases? Consumer-generated social referrals for sales via social commerce," International Journal of Information Management, Elsevier, vol. 39(C), pages 38-48.
    5. El Maalouf, Nicole & Bahemia, Hanna, 2023. "The implementation of inbound open innovation at the firm level: A dynamic capability perspective," Technovation, Elsevier, vol. 122(C).
    6. Sasmita Swain & Sri Krishna Sudheer Patoju, 2022. "Factors Influencing to Choose Social Entrepreneurship as a Career: A Study on Social Entrepreneurship Students from India," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 31(1), pages 65-89, March.
    7. Branca Barbosa & José Duarte Santos, 2023. "Bibliometric Study on the Social Shopping Concept," Administrative Sciences, MDPI, vol. 13(10), pages 1-21, September.
    8. Bu, Yi & Parkinson, Joy & Thaichon, Park, 2022. "Influencer marketing: Homophily, customer value co-creation behaviour and purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
    9. Nieves-Pavón, Sergio & López-Mosquera, Natalia & Jiménez-Naranjo, Héctor, 2023. "The factors influencing STD through SOR theory," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    10. Zhang, Hong & Zhao, Ling & Gupta, Sumeet, 2018. "The role of online product recommendations on customer decision making and loyalty in social shopping communities," International Journal of Information Management, Elsevier, vol. 38(1), pages 150-166.
    11. Han, Jeong Hugh, 2023. "Does ‘born digital’ mean ‘being global’ in characterizing millennial consumers in a less developed country context? – An empirical study in Myanmar," Technological Forecasting and Social Change, Elsevier, vol. 195(C).
    12. Fengjiao Zhang & Hong Zhang & Sumeet Gupta, 2023. "Investor participation in reward-based crowdfunding: impacts of entrepreneur efforts, platform characteristics, and perceived value," Information Technology and Management, Springer, vol. 24(1), pages 19-36, March.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Thomas Friedrich & Sebastian Schlauderer & Sven Overhage, 2021. "Some things are just better rich: how social commerce feature richness affects consumers’ buying intention via social factors," Electronic Markets, Springer;IIM University of St. Gallen, vol. 31(1), pages 159-180, March.
    2. Zhang, Hong & Zhao, Ling & Gupta, Sumeet, 2018. "The role of online product recommendations on customer decision making and loyalty in social shopping communities," International Journal of Information Management, Elsevier, vol. 38(1), pages 150-166.
    3. Qihua Liu & Xiaoyu Zhang & Liyi Zhang & Yang Zhao, 2019. "The interaction effects of information cascades, word of mouth and recommendation systems on online reading behavior: an empirical investigation," Electronic Commerce Research, Springer, vol. 19(3), pages 521-547, September.
    4. Raed S. Algharabat & Nripendra P. Rana, 0. "Social Commerce in Emerging Markets and its Impact on Online Community Engagement," Information Systems Frontiers, Springer, vol. 0, pages 1-22.
    5. Dominik Gutt & Jürgen Neumann & Steffen Zimmermann & Dennis Kundisch & Jianqing Chen, 2018. "Design of Review Systems - A Strategic Instrument to shape Online Review Behavior and Economic Outcomes," Working Papers Dissertations 42, Paderborn University, Faculty of Business Administration and Economics.
    6. Nadeem, Waqar & Andreini, Daniela & Salo, Jari & Laukkanen, Tommi, 2015. "Engaging consumers online through websites and social media: A gender study of Italian Generation Y clothing consumers," International Journal of Information Management, Elsevier, vol. 35(4), pages 432-442.
    7. Tuncer, Ilhami, 2021. "The relationship between IT affordance, flow experience, trust, and social commerce intention: An exploration using the S-O-R paradigm," Technology in Society, Elsevier, vol. 65(C).
    8. Baozhou Lu & Zhenhua Wang, 2022. "Trust Transfer in Sharing Accommodation: The Moderating Role of Privacy Concerns," Sustainability, MDPI, vol. 14(12), pages 1-18, June.
    9. Raed S. Algharabat & Nripendra P. Rana, 2021. "Social Commerce in Emerging Markets and its Impact on Online Community Engagement," Information Systems Frontiers, Springer, vol. 23(6), pages 1499-1520, December.
    10. Yi, Sangyoon & Kim, Dongyeon & Ju, Jaehyeon, 2022. "Recommendation technologies and consumption diversity: An experimental study on product recommendations, consumer search, and sales diversity," Technological Forecasting and Social Change, Elsevier, vol. 178(C).
    11. Shih-Wei Chou & Chia-Shiang Hsu, 2016. "Understanding online repurchase intention: social exchange theory and shopping habit," Information Systems and e-Business Management, Springer, vol. 14(1), pages 19-45, February.
    12. Yogesh K Dwivedi & Elvira Ismagilova & Prianka Sarker & Anand Jeyaraj & Yassine Jadil & Laurie Hughes, 2023. "A Meta-Analytic Structural Equation Model for Understanding Social Commerce Adoption," Information Systems Frontiers, Springer, vol. 25(4), pages 1421-1437, August.
    13. Hallikainen, Heli & Laukkanen, Tommi, 2018. "National culture and consumer trust in e-commerce," International Journal of Information Management, Elsevier, vol. 38(1), pages 97-106.
    14. Xiaohui Liu & Na Jiang & Mengyao Fu & Zhao Cai & Eric T. K. Lim & Chee-Wee Tan, 2023. "What Piques Users’ Curiosity on Open Innovation Platforms? An Analysis Based on Mobile App Stores," Information Systems Frontiers, Springer, vol. 25(4), pages 1639-1660, August.
    15. Fursov, Konstantin & Thurner, Thomas & Nefedova, Alena, 2017. "What user-innovators do that others don't: A study of daily practices," Technological Forecasting and Social Change, Elsevier, vol. 118(C), pages 153-160.
    16. Kim, Yaeri & Roh, Taewoo, 2022. "Preparing an exhibition in the post-pandemic era: Evidence from an O2O-based exhibition of B2B firms," Technological Forecasting and Social Change, Elsevier, vol. 185(C).
    17. Severin Weiler & Christian Matt & Thomas Hess, 2022. "Immunizing with information – Inoculation messages against conversational agents’ response failures," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(1), pages 239-258, March.
    18. Christian Matt & Thomas Hess, 2016. "Product fit uncertainty and its effects on vendor choice: an experimental study," Electronic Markets, Springer;IIM University of St. Gallen, vol. 26(1), pages 83-93, February.
    19. Isamar Troncoso & Lan Luo, 2023. "Look the Part? The Role of Profile Pictures in Online Labor Markets," Marketing Science, INFORMS, vol. 42(6), pages 1080-1100, November.
    20. Wang, Yichuan & Yu, Chiahui, 2017. "Social interaction-based consumer decision-making model in social commerce: The role of word of mouth and observational learning," International Journal of Information Management, Elsevier, vol. 37(3), pages 179-189.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:ininma:v:36:y:2016:i:6:p:1218-1230. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/international-journal-of-information-management .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.