Understanding Chinese consumer engagement in social commerce

2018 ◽  
Vol 28 (1) ◽  
pp. 2-22 ◽  
Author(s):  
Jiabao Lin ◽  
Lei Li ◽  
Yanmei Yan ◽  
Ofir Turel
Keyword(s):  
Social Support ◽  
Theoretical Model ◽  
Relationship Quality ◽  
Future Research ◽  
Social Commerce ◽  
Content Type ◽  
User Behaviors ◽  
The Social ◽  
Chinese Consumer ◽  
The Relationship

Purpose Building on the Chinese guanxi perspective, the purpose of this paper is to develop a theoretical model that explains the indirect effects of social support from friends on social commerce intentions, as mediated through the relational aspects that potential buyers develop with sellers. Design/methodology/approach Hypotheses are tested with partial least squares (PLS)-graph applied to data collected via a survey of social media users (n=511). SPSS and PLS-graph are the statistical analysis tools used in this study. Findings Relationship exists in social commerce interactions and its quality can be captured by swift guanxi and trust. These swift relationships matter as they drive users’ behavioral intentions on social commerce sites. The informational and social support people receive from friends helps in improving the relationship quality and can indirectly influence user behaviors on these sites. Research limitations/implications This study has relied on a convenient sampling and this may limit the generalizability of the findings. Future research should employ broader and more random sampling techniques to re-validate and extend the findings. Originality/value The interpersonal aspect of relationship quality has received little attention in the social commerce literature. This study develops a theoretical model that explains consumers’ intention in social commerce. The findings reveal the mechanisms through which different types of social support indirectly influence social commerce intentions. They provide a unique glimpse into consumer behavior in Chinese settings, in which the guanxi aspect of relationship quality highly matters.

Impact of social commerce constructs and social support on social commerce intentions

2019 ◽  
Vol 32 (1) ◽  
pp. 68-93 ◽  
Author(s):  
Zaryab Sheikh ◽  
Liu Yezheng ◽  
Tahir Islam ◽  
Zahid Hameed ◽  
Ikram Ullah Khan
Keyword(s):  
Social Support ◽  
Social Networking ◽  
Relationship Quality ◽  
Social Networking Sites ◽  
Social Networking Site ◽  
Social Commerce ◽  
Content Type ◽  
The Social ◽  
The Impact ◽  
The Relationship

PurposeThe purpose of this paper is to investigate the influence of social commerce constructs (SCCs), social support and relationship quality on social commerce intentions, which lead to use behaviour of social networking sites for social commerce.Design/methodology/approachData were collected from 343 users of social networking sites in Pakistan. The data analysis was conducted using PLS-SEM.FindingsThe results show that SCCs have empowered consumers through the existence of virtual groups, ratings and reviews and recommendations and referrals, thereby having a significant impact on social commerce intentions. The relationship quality with social networking sites, measured through commitment, satisfaction and trust, also proved to be a leading forecaster of social commerce intentions. The impact of social support could not positively influence the relationship quality with the social networking site. However, social support influences the social commerce intentions significantly.Research limitations/implicationsFuture research should enrich model with some moderating variables and data may be collected from actual online shoppers only.Practical implicationsThis study provides valuable insights to retailers to formulate their social commerce strategies as per decision factors results to have maximum engagement of consumers in social commerce.Originality/valueThe study proposes the unique model for finding the social commerce intentions and use behaviour using social support theory, relationship marketing theory and information systems literature.

Influence of e-WOM engagement on consumer purchase intention in social commerce

2018 ◽  
Vol 32 (4) ◽  
pp. 493-504 ◽  
Author(s):  
Ali Sahabi Yusuf ◽  
Ab Razak Che Hussin ◽  
Abdelsalam H. Busalim
Keyword(s):  
Social Support ◽  
Consumer Behavior ◽  
Purchase Intention ◽  
Positive Influence ◽  
Future Research ◽  
Social Commerce ◽  
Current Effort ◽  
Content Type ◽  
Consumer Purchase Intention ◽  
Information Characteristics

Purpose As a business paradigm, social commerce (s-commerce) has brought about a new stage of innovation, and by extension, has transmuted the power from seller to buyer. S-commerce is a combination a commercial and social activities in which individuals may spread word of mouth (WOM) about their shopping experiences and knowledge and provide information about product and services to their to their friends. This kind of social interactions among individuals has increased the potentials of eWOM communication. Given such a backdrop, this paper aims to look into the influence of eWOM engagement on consumers’ purchase intention in s-commerce, which may complement the current effort of the research community in this area. Design/methodology/approach This study used elaboration likelihood model, theory of reasoned action and social support theory to investigate the influence of eWOM engagement on consumers’ purchase intention in s-commerce. The study used 218 respondents to evaluate the proposed model using SmartPLS. Findings The empirical results indicate that information characteristics, consumer behavior and technological factors exert a positive influence on consumer purchase intentions. All hypotheses between attitude toward eWOM, information credibility, innovativeness, website quality and eWOM engagement are significant. Also, eWOM engagement has a significant positive influence on consumer purchase intention. However, information quality and social support does not have any significant relationship with eWOM engagement. Research limitations/implications This study seeks to address the dearth of research in the field of s-commerce, especially as it relates to eWOM. The study proposes a new model and empirically validates the hypothesized relationships. This research can serve as a stepping stone for future research in this field. Practical implications This study is one of the early studies focusing on the influence of eWOM engagement, especially in s-commerce. The study offers comprehensive and empirically validated factors pertaining to eWOM engagement in s-commerce. The results of this study are also important to practitioners and online companies’ managers. The study’s model has demonstrated the contextualization of what makes customers engage in eWOM and its influence in s-commerce. The study will also offer insights for firms on how to encourage eWOM engagement among customers. Originality/value A new eWOM engagement model in s-commerce is proposed with consideration on information characteristics, consumer behavior, technological and social factors. The model is validated afterwards.

scholarly journals A Mediation and Moderation Model of Social Support, Relationship Quality and Social Commerce Intention

2020 ◽  
Vol 12 (23) ◽  
pp. 9889
Author(s):  
Md. Alamgir Hossain ◽  
Nusrat Jahan ◽  
Minho Kim
Keyword(s):  
Social Support ◽  
Relationship Quality ◽  
Structural Equation ◽  
The United States ◽  
Equation Model ◽  
Mediating Effect ◽  
Mediation Effect ◽  
Social Commerce ◽  
Moderation Effect ◽  
The Social

This study examines the antecedents of social commerce intention by conceptualizing a model that includes two exogenous variables; relationship quality and social support, and an endogenous variable; social commerce, along with a mediation effect of relationship quality and moderation effect of cultures. This research model is tested by survey data collected in the United States and Korea, analyzed by a structural equation model. The results reveal that relationship quality generates the social commerce intention through commitment, satisfaction and trust, and becomes a maiden study with its mediating effect on social commerce intention. Social commerce intention is highly representative of social sharing and social shopping on social media. The social support is measured through emotional and informational support, proving to be a stronger predictor of relationship quality and social commerce intention. In addition, social support articulates differences in respect to the cultural differences. The model offers valuable insights to researchers and practitioners that aims to improve social commerce intention.

Why “they” occupies the critical network positions?

2015 ◽  
Vol 53 (1) ◽  
pp. 100-123 ◽  
Author(s):  
Chih-Hsing (Sam) Liu ◽  
Bernard Gan ◽  
Yucheng Eason Zhang
Keyword(s):  
Social Network ◽  
Theoretical Model ◽  
Business Management ◽  
Empirical Work ◽  
Future Research ◽  
Content Type ◽  
Mediating Role ◽  
Network Position ◽  
Knowledge Intensive ◽  
The Relationship

Purpose – The purpose of this paper is to draw on social network theory to develop a new theoretical model to explain how experience and leadership influence critical network position. Broad analyses of the mediating role of leadership between experience and critical network position calls attention to the need to investigate the direct relationship between leadership and critical network position. Empirical examinations of the roles of leadership and experience within the social network context are lacking. The authors seeks to fill this gap by constructing a new theoretical model and testing it in the knowledge-intensive sector. Design/methodology/approach – The authors made 3,356 observations involving 427 faculty members in business and management departments in Taiwanese universities. To test the model, the authors performed two different regression models using the Baron and Kenny (1986) procedure and the Sobel test. Findings – The results that the authors obtained lead to three conclusions. First, scholars’ experience positively relates to leadership in grouping the followers toward the common goal and to their publications. Second, scholars’ leadership predicts occupying the critical network position, which, in turn, facilitates acquiring more information and resources. Third, experience relates to critical network position through influence on personal leadership. Research limitations/implications – Although the insights gained from the study are important in theoretical and empirical implications, this study has its limitations. The research examined the professional interaction networks of business management scholars of Taiwanese universities. Although the authors believe that the findings are generalizable to other fields of similar phenomena settings, there are also settings where the generalizability of the study is probably quite limited. Future research could study samples in other fields, such as biomedical research and chemical research, and samples in other knowledge-intensive industries. Practical implications – The results imply that managers can reap the benefits of their leadership either informal or informal organizations by occupying a critical position to control the flow of resources and information. In other words, the results indicate that leadership can be developed through experience. As well, leadership plays an important mediating role between experience and critical network positions. This may seem to contradict the evidence from research on network concepts and resources control, which primarily draws attention to leadership being a helpful quality for those in critical network positions. Originality/value – This research extends beyond previous studies that focussed on the value of critical network positions. Furthermore, the paper also examines how the relationship between prior relevant experience and leadership plays a role in academic network settings. To the authors’ knowledge, no studies explore this perspective. Finally, studies that examine the relationship between business management academic networks and different methodology used to measures the network position are few in number, and those that use such longitudinal empirical work are particularly lacking. This study addresses these issues.

scholarly journals Workplace relationship cohesion: an internal customers’ perspective

2017 ◽  
Vol 27 (1) ◽  
pp. 129-150 ◽  
Author(s):  
Debra Grace ◽  
Ceridwyn King ◽  
Joseph Lo Iacono
Keyword(s):  
Relationship Quality ◽  
Internal Marketing ◽  
Service Industries ◽  
Theory And Practice ◽  
Future Research ◽  
Exchange Relationship ◽  
Diverse Range ◽  
Content Type ◽  
Internal Customers ◽  
The Relationship

Purpose The purpose of this paper is to examine the differential effect of reciprocal and negotiated social exchanges in establishing workplace relationship cohesion, providing a mediating influence between social constructed initiatives (i.e. internal socialization and support) and internal customers’ psychological connectedness. Design/methodology/approach Data were gathered via a national online survey of service employees in Australia, representing a diverse range of service industries (e.g. retail (food/non-food), health, financial, administrative support, real estate, household, insurance, education and training, etc.). Findings Reciprocal-exchange relationship quality fully mediates the relationship between internal socialization and psychological connectedness; and negotiated-exchange relationship quality partially mediates the relationship between internal support and psychological connectedness of internal customers. Research limitations/implications While the findings reported herein support the salience of interpersonal relationship quality enhancing the internal performance of the organization, it is essential to consider how the findings link to externally perceived performance (i.e. from the customer’s perspective). Future research is guided by a framework that the authors propose as a result of the study’s findings to facilitate research in this under-researched area. Practical implications The development of sound socially relevant internal marketing strategies is vital to the long-term health and prosperity of the firm and its internal counterparts necessitating a move beyond transactional internal marketing, reflecting “pay for service” organizational thinking. Originality/value The examination of internal relationship cohesion and how this effects internal customers’ allegiance to their organizations addresses an important research gap and, thus, provides a significant contribution to both theory and practice.

How relationship value and quality motivate positive word-of-mouth behaviour

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Chukwunonso Oraedu
Keyword(s):  
Relationship Quality ◽  
Word Of Mouth ◽  
Causal Effect ◽  
Future Research ◽  
Positive Word ◽  
Content Type ◽  
Relationship Value ◽  
Survey Strategy ◽  
Positive Word Of Mouth ◽  
The Relationship

PurposeThis paper explores the reasoning surrounding relationship value and quality, and further provides a blueprint on how positive word-of-mouth behaviour can be promoted through different routes.Design/methodology/approachSurvey strategy was employed with focus on quantitatively developed questionnaires. Informants were recruited through mall intercept. All diagnostic tests, path analyses and, by implication, research hypotheses were conducted using the SEM-PLS technique.FindingsAll the hypothesized relationships were supported. Relationship value directly relates to trust, satisfaction and word-of-mouth behaviour. Value was also indirectly related to word-of-mouth behaviour through the relationship quality construct, but trust stood-out as a better mediator. Trust and satisfaction also came out as antecedents of positive word-of-mouth behaviour.Research limitations/implicationThe relationship between relationship value and the relationship quality construct remains largely under-researched in literatures. This paper serves as a springboard for future research projects to extend understanding on how both constructs interact especially in a Business-to-Consumer (B2C) level. In addition, the paper offers a comprehensive insight on the behaviour of the relationship quality construct when it is tested as a mediator in a causal–effect model.Practical implicationsThis study holds that by engineering superior value, a telecom provider is better positioned to build a sound relationship quality network and stimulate positive word-of-mouth through different routes.Originality/valueGiven the dearth of research on this area, this paper represents the first attempt to map out relationship value as an antecedent of relationship quality and word-of-mouth behaviour on a B2C level, and simultaneously explore the direct and indirect behaviour of both constructs in promoting word-of-mouth behaviour in a non-Western setting.

The Social Entrepreneurial Antecedents Scale (SEAS): a validation study

2015 ◽  
Vol 11 (3) ◽  
pp. 260-280 ◽  
Author(s):  
Kai Hockerts
Keyword(s):  
Social Support ◽  
Factor Analysis ◽  
Social Entrepreneurship ◽  
Self Efficacy ◽  
Moral Obligation ◽  
Future Research ◽  
Content Type ◽  
The Social ◽  
Confirmatory Factor ◽  
Nomological Validity

Purpose – This paper aims to develop and validate measures of four constructs that have often been identified as antecedents of social entrepreneurial behavior: empathy with marginalized people, a feeling of moral obligation to help these, a high level of self-efficacy concerning the ability to effect social change and perceived availability of social support. Nomological validity is demonstrated by showing that, as specified by Mair and Noboa (2006), empathy and moral obligation are positively associated with perceived desirability and self-efficacy and social support with perceived feasibility of starting a social venture. The Social Entrepreneurial Antecedents Scale (SEAS) provides a basis for future research into the effectiveness of social entrepreneurship education, allowing us to study how different educational interventions impact the four SEAS constructs. Design/methodology/approach – The paper draws on data from two surveys of business school students. Data analysis used both exploratory factor analysis and confirmatory factor analysis for this study. Exploratory factor analysis was used on a first sample to establish the number of factors best representing the data, as well as to identify possibly issues with cross-loadings. Next confirmatory factor analysis was used on the second sample to verify the goodness of fit for the model. Finally, nomological validity was confirmed. Findings – First, this article develops and refines measures of empathy, moral obligation, self-efficacy and perceived social support within the context of social entrepreneurship. Second, the article tests the dimensionality of the constructs and shows that they are distinctive. Originality/value – The resulting SEAS instrument adapts constructs such as empathy, moral obligation, self-efficacy and perceived social support to the context of social entrepreneurship and thus provides the basis for future research into the effectiveness of social entrepreneurship education.

scholarly journals PENGARUH DUKUNGAN DAN HUBUNGAN SOSIAL TERHADAP NIAT MEMBELI PRODUK PADA SOCIAL COMMERCE

2017 ◽  
Vol 13 (1) ◽  
pp. 21
Author(s):  
Puji Rahayu ◽  
Nur Fitriah Ayuning Budi ◽  
Dana Indra Sensuse
Keyword(s):  
Social Support ◽  
Social Media ◽  
Social Networking ◽  
Relationship Quality ◽  
Social Networking Sites ◽  
Social Networking Site ◽  
Social Commerce ◽  
New Paradigm ◽  
Commercial World ◽  
The Relationship

The emergence of social networking sites, particularly Facebook, encouraging the emergence of a new paradigm in e-commerce, known as social commerce (s-commerce). S-commerce business model is currently a trend in the commercial world. Based on literature studies that have been done, we obtained two factors in the behavior and interaction of social networking site Facebook users that affect a person's intention to make purchases through social media, there is social support and relationship quality. This study aims to conduct research on the relationship between social commerce intention, social support, and relationship quality, through a questionnaire survey conducted online to Facebook users by using purposive sampling method. Data results of the questionnaire that has been collected, then analyzed quantitatively by using PLS. From the analysis and quantitative testing can be concluded that social commerce intention on Facebook as a medium s-commerce is affected by relationship quality on social media itself (in this case Facebook), and are not directly affected by the social support that occurred on social media Facebook . However, it is known that social support on Facebook has a direct influence on the quality of the relationship quality between the user and Facebook as a medium of s-commerce.

Consumer – green brand relationships: revisiting benefits, relationship quality and outcomes

2019 ◽  
Vol 28 (2) ◽  
pp. 166-187 ◽  
Author(s):  
Erifili Papista ◽  
Sergios Dimitriadis
Keyword(s):  
Relationship Quality ◽  
Structural Equation ◽  
Relationship Building ◽  
Future Research ◽  
Environmental Consciousness ◽  
Content Type ◽  
Relationship Length ◽  
Relational Benefits ◽  
Relationship Benefits ◽  
The Relationship

PurposeThe study aims to develop and test a relationship-building model for green brands. It synthesizes findings on the consumer motives offered by green brands, with relationship marketing and branding literature to the specific context of green brands to build a parsimonious model testing the links amongst four relational benefits, i.e. confidence, socialization, self-expression and altruism; two relational mediators, i.e. satisfaction and relationship quality; three behavioural outcomes, i.e. word-of-mouth, expectation of continuity and cross-buying; and two moderators of the benefits-mediators relationship, i.e. environmental consciousness and relationship length.Design/methodology/approachData are collected from consumers of three brands of natural cosmetic products, totalling 848 questionnaires. Structural equation modelling is used to test the hypothesized relationships across the three brands.FindingsThe results show that confidence benefit has the strongest influence on relationship quality, followed by self-expression and altruism. Relationships quality and satisfaction with the green brand have a significant impact on all three behavioural outcomes. Both environmental consciousness and length of the relationship moderate the hypothesized interrelationships.Research limitations/implicationsA new set of relational benefits for the green context is suggested. Several future research opportunities are suggested.Practical implicationsThe study offers suggestions for managers to leverage relationship benefits for relationship strengthening.Originality/valueNo previous work has studied in an integrated way the relationship benefits and mediators to model the consumer–green brand relationship. The study provides a better understanding of the antecedents of consumer loyalty towards green brands.

Impact of social support and presence on swift guanxi and trust in social commerce

2019 ◽  
Vol 119 (9) ◽  
pp. 2033-2054
Author(s):  
Jun Fan ◽  
Wangyue Zhou ◽  
Xue Yang ◽  
Boying Li ◽  
Ying Xiang
Keyword(s):  
Social Support ◽  
Structural Equation ◽  
Equation Modeling ◽  
Social Commerce ◽  
Online Questionnaire ◽  
Content Type ◽  
Support Theory ◽  
The Social ◽  
Technical Factors ◽  
Social Sharing

Purpose Swift guanxi and trust can influence consumers’ decision making in social commerce. What factors will influence the formation of swift guanxi and trust between buyers and sellers in social commerce has not been clearly investigated. The purpose of this paper is to identify antecedents and impacts of swift guanxi and trust in social commerce. Design/methodology/approach An online questionnaire was used to collect the data, and Partial Least Squares Structural Equation Modeling was employed for data analysis. Social support and presence are introduced as the antecedents for swift guanxi and trust, leading to the repurchase intention (RI) and social sharing intention of customers. Findings The results indicate that social support and presence can influence swift guanxi and trust. Social support and presence are positively associated with swift guanxi and trust which further lead to RI and social sharing intention. Practical implications The findings can be used to guide sellers in social commerce platforms to improve their services and make good use of platform features to improve customers’ perception of presence. To attract new customers and retain old customers, sellers should also build swift guanxi and trust through the recommendation and experience sharing of previous buyers on social media. Originality/value This study combines social support theory and presence theory to investigate the factors that influence customers’ purchase decision and social sharing intention in the context of social commerce in China. The integration of social support theory and presence theory explains both the social and technical factors that influence swift guanxi and trust in social commerce.

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