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How social commerce constructs influence customers' social shopping intention? An empirical study of a social commerce website

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  • Li, Chia-Ying

Abstract

Social commerce takes advantage of social networking capabilities and provides features that encourage customers to share personal experiences. Because social commerce has evolved quickly, it has not been studied as extensively as e-commerce and social networking. Extant research on social commerce has revealed only a few of its characteristics. Applying a stimulus–organism–response model, this study investigated the influences of social commerce sites on customers' virtual experiences and on their intentions to purchase products. The findings indicated that social commerce constructs exerted positive and significant effects on social interactions in terms of cognitive states (social presence, informational support, and emotional support) and affective states (familiarity and closeness), but they did not exert significant influences on social shopping intention. Furthermore, social presence and informational support influenced intention to trust in product recommendations. However, neither emotional support nor familiarity exerted significant influence on trust in product recommendations. Moreover, familiarity was significantly affected by informational support and emotional support but not by social presence. Finally, familiarity exerted a positive and significant effect on closeness, which further exerted a positive and significant effect on trust in product recommendations. Trust in product recommendations exerted a significant effect on social shopping intention, whereas informational support did not. These findings explain how customers use social networking sites to aid purchasing decisions and assist online vendors in developing advertising and promotion strategies.

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  • Li, Chia-Ying, 2019. "How social commerce constructs influence customers' social shopping intention? An empirical study of a social commerce website," Technological Forecasting and Social Change, Elsevier, vol. 144(C), pages 282-294.
    • Handle: RePEc:eee:tefoso:v:144:y:2019:i:c:p:282-294
    DOI: 10.1016/j.techfore.2017.11.026
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    12. Prateep Puengwattanapong & Adisorn Leelasantitham, 2022. "A Holistic Perspective Model of Plenary Online Consumer Behaviors for Sustainable Guidelines of the Electronic Business Platforms," Sustainability, MDPI, vol. 14(10), pages 1-38, May.
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    14. Iwona Kowalczuk & Dagmara Stangierska & Jerzy Gębski & Agnieszka Tul-Krzyszczuk & Edyta Zmudczyńska, 2021. "Digital Consumers in the Foodservices Market," Sustainability, MDPI, vol. 13(13), pages 1-18, July.
    15. Jin, S. Venus & Ryu, Ehri, 2020. "“I'll buy what she's #wearing†: The roles of envy toward and parasocial interaction with influencers in Instagram celebrity-based brand endorsement and social commerce," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    16. Wenkun Zhang & Yanan Wang & Tao Zhang, 2021. "Can “Live Streaming†Really Drive Visitors to the Destination? From the Aspect of “Social Presenceâ€," SAGE Open, , vol. 11(1), pages 21582440211, March.
    17. Marjeta Marolt & Hans-Dieter Zimmermann & Andreja Pucihar, 2022. "Social Media Use and Business Performance in SMEs: The Mediating Roles of Relational Social Commerce Capability and Competitive Advantage," Sustainability, MDPI, vol. 14(22), pages 1-14, November.
    18. Mou, Jian & Benyoucef, Morad, 2021. "Consumer behavior in social commerce: Results from a meta-analysis," Technological Forecasting and Social Change, Elsevier, vol. 167(C).
    19. Vazquez, Erik Ernesto & Patel, Chirag & Alvidrez, Salvador & Siliceo, Lorena, 2023. "Images, reviews, and purchase intention on social commerce: The role of mental imagery vividness, cognitive and affective social presence," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    20. Hyun, Hyowon & Thavisay, Toulany & Lee, Suk Hyung, 2022. "Enhancing the role of flow experience in social media usage and its impact on shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    21. Jorge Serrano-Malebran & Cristian Vidal-Silva & Iván Veas-González, 2023. "Social Media Marketing as a Segmentation Tool," Sustainability, MDPI, vol. 15(2), pages 1-16, January.
    22. Yeo, Sook Fern & Tan, Cheng Ling & Kumar, Ajay & Tan, Kim Hua & Wong, Jee Kit, 2022. "Investigating the impact of AI-powered technologies on Instagrammers’ purchase decisions in digitalization era–A study of the fashion and apparel industry," Technological Forecasting and Social Change, Elsevier, vol. 177(C).
    23. Jian Wang & Fakhar Shahzad & Zeeshan Ahmad & Muhammad Abdullah & Nadir Munir Hassan, 2022. "Trust and Consumers’ Purchase Intention in a Social Commerce Platform: A Meta-Analytic Approach," SAGE Open, , vol. 12(2), pages 21582440221, April.
    24. Julia Koch & Britta Frommeyer & Gerhard Schewe, 2020. "Online Shopping Motives during the COVID-19 Pandemic—Lessons from the Crisis," Sustainability, MDPI, vol. 12(24), pages 1-20, December.
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