scholarly journals Hofstede’s Collectivistic Values and Sustainable Growth of Online Group Buying

2019 ◽  
Vol 11 (4) ◽  
pp. 1016 ◽  
Author(s):  
Bangwool Han ◽  
Minho Kim
Keyword(s):  
Social Influence ◽  
Personality Traits ◽  
Social Influences ◽  
Cultural Dimensions ◽  
Sustainable Growth ◽  
Mediation Process ◽  
Group Buying ◽  
Cultural Orientations ◽  
The Impact ◽  
Online Group

This study investigates the moderating effects of consumer personality traits and the mediating effects of social influence susceptibility in consumers on the relationship between individuals’ cultural orientations and intentions toward online group buying (OGB). The Big Five personality dimensions, normative social influence, and Hofstede’s cultural dimensions are considered. Because understanding what motivates consumer intentions toward OGB is a major focus of firms and OGB website operators, this study contributes to the topic by identifying consumers’ personality traits and levels of susceptibility to social influences, which impact OGB intentions. Findings in Study 1 reveal that consumer personality traits (e.g., agreeableness) moderate the impact of individual cultural orientations (i.e., collectivism) on intentions toward OGB. Study 2 describes the mediation process of susceptibility to normative social influences on OGB intentions. The findings from this study bridge a literature gap in the context of OGB by demonstrating how OGB site operators can improve marketing strategies, leading to increase sustainable purchase intention. The article concludes with managerial implications by providing insights for online group buying sites and firms, particularly those that target collectivistic cultural markets.

scholarly journals Consumer Diversity In Multicultural Arenas: An Investigation Of Social Influences Between Asians And Westerners

2011 ◽  
Vol 5 (12) ◽  
Author(s):  
Kritika Kongsompong
Keyword(s):  
Decision Making ◽  
Locus Of Control ◽  
Social Influence ◽  
Cultural Orientation ◽  
Purchasing Decisions ◽  
External Locus ◽  
Cultural Orientations ◽  
High Level ◽  
The Impact ◽  
Consumer Diversity

The impact of peoples orientation with regard to Collectivism/Individualism and to Locus of Control on the extent to which they are subject to social influence has never been investigated cross culturally in the context of consumer behavior in making purchasing decisions. The objective of this research is to compare the cultural orientations of people in the East and West, and to observe the effect of social influence in their decision making. In particular, this paper examines and adds evidence to the mutually exclusive cultures: Singapore, Thailand, Australia, and America. Hofstedes typology of cultures is reconfirmed and empirically associated with specific social influence variables on decision making. The findings provide either whole or partial supports for the hypotheses. In general, high collectivism is positively related with external locus of control and results in high level of social influence. There are exceptions, however, which highlight the need to incorporate other factors into understanding the role that cultural orientation plays in decision making.

A new mechanism for purchasing through personal interactions: fairness, trust and social influence in online group buying

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Shiu-Wan Hung ◽  
Min-Jhih Cheng ◽  
Chia-Jung Lee
Keyword(s):  
Social Media ◽  
Social Influence ◽  
Interpersonal Communication ◽  
Critical Mass ◽  
Data Gathering ◽  
Content Type ◽  
Group Buying ◽  
Personal Interactions ◽  
The Individual ◽  
Online Group

PurposeThe purpose of this article was to explore the influence of individual perception and social climate on consumer-initiated group-buying purchase decisions. An extended cross-level research model was used to explain how a new mechanism for purchasing through personal interactions could work.Design/methodology/approachThis study utilised a questionnaire survey for data gathering. The subjects of the investigation were group-buying initiators. Hierarchical linear modelling (HLM) was used to experimentally examine the research hypotheses.FindingsThe empirical results of the study indicate that the social influence of critical mass can effectively promote positive attitudes and intentions towards consumer-initiated online group buying. An individuals' perception of an initiator's fairness influences their trust in the initiator. In addition, trust in the initiator can positively and significantly influence buyers' attitudes and intentions to online group buying.Originality/valueMost previous studies on online group-buying focus on how social media influences group-buying behaviours. This study extends social media research by introducing an extended cross-level model to provide a comprehensive investigation into online-shopping. It is a preliminary attempt to systematically verify relationships at the individual and aggregate levels. The decision to group buying requires a relationship of trust to be formed before any transaction takes place, thereby increasing the intention to make a purchase. As a result, group buying is perceived as positive when interpersonal communication is very efficient, or when social influence is high.

Studying the relationship between the perceived value of online group-buying websites and customer loyalty: the moderating role of referral rewards

2018 ◽  
Vol 33 (5) ◽  
pp. 665-679 ◽  
Author(s):  
Ya-Ling Chiu ◽  
Lu-Jui Chen ◽  
Jiangze Du ◽  
Yuan-Teng Hsu
Keyword(s):  
Customer Loyalty ◽  
Affective Commitment ◽  
Perceived Value ◽  
Equation Modeling ◽  
Content Type ◽  
Group Buying ◽  
Revisit Intention ◽  
The Impact ◽  
The Relationship ◽  
Online Group

Purpose The purpose of this study is to examine the effect of perceived value on customer loyalty through affective commitment in the online group-buying (OGB) context. This paper addressed the following questions: what are the factors affecting customer loyalty (i.e. revisit intention and buy more intention); and how do referral rewards moderate the impact of affective commitment on customer loyalty? Design/methodology/approach All data were collected from OGB websites’ members in Taiwan. The total number of respondents to the online survey was 403. The data were analyzed using structural equation modeling (SEM) to test a perceived value–commitment–loyalty model. Findings This study shows that three proposed antecedents (i.e. OGB scheme value, hedonic value and social value) can trigger customer loyalty through affective commitment. Monetary savings, a variety of merchandise and aspirational products are all critical OGB scheme value components. The results also show that referral reward importance positively moderates the relationship between affective commitment and revisit intention. Practical implications The findings have implications for managing people and work tasks in OGB websites. First, understanding the importance of dimensions of value should enable OGB managers to develop more accurate targeting strategies. This study provides guidance on the design of the platform and the OGB scheme, for the effective allocating of marketing resources. Second, a referral reward mechanism can be a critical CRM tool; in addition to the potential to attract new customers, they can also help to retain existing customers. This mechanism is a very effective method to enhance customer stickiness. Originality/value The marketing literature generally recognizes the importance of developing and maintaining long-term relationships with customers. This study is the first one to explore the importance of affective commitment in developing and sustaining loyal relationships in the OGB context. Referral rewards are an important moderator variable: affective commitment has a stronger effect on the revisit intention when the referral rewards are high. The findings of this study provide insights into how OGB website developers can create customer commitment and more effectively retain existing customers through the use of referral rewards.

Determinants of Online Group Buying Behaviour: The Moderating Role of Informational Social Influence

2014 ◽  
Vol 41 ◽  
pp. 133-143 ◽  
Author(s):  
Tracie Chin Sook Harn ◽  
Geoffrey Harvey Tanakinjal ◽  
Stephen Liason Sondoh Jr ◽  
Hamid Rizal
Keyword(s):  
Social Influence ◽  
Group Buying ◽  
Informational Social Influence ◽  
Buying Behaviour ◽  
Moderating Role ◽  
Online Group

The impact of social influence on the relationship between personality traits and perceived investment performance of individual investors

2018 ◽  
Vol 14 (1) ◽  
pp. 130-148 ◽  
Author(s):  
Fatima Akhtar ◽  
K.S. Thyagaraj ◽  
Niladri Das
Keyword(s):  
Social Influence ◽  
Personality Traits ◽  
Personality Trait ◽  
Investment Decision ◽  
Individual Investors ◽  
Research Approach ◽  
Investment Performance ◽  
Content Type ◽  
The Impact ◽  
The Relationship

Purpose The purpose of this paper is to clarify the relationship between an individual investor’s personality trait and his perceived investment performance. It proposes a novel conceptual framework that integrates social influence (as a moderating construct) and outlines the role of personality in determining the perceived investment performance during the investment decision-making process. Design/methodology/approach A questionnaire-based survey was conducted to collect responses from 396 individual investors through stratified and quota sampling approach. The collected data were then analysed using both hierarchical regression analysis and structural equation modelling to evaluate the strength of the relationship between the constructs, namely, personality trait, perceived investment performance and social influence. Findings This study suggests that social influence positively moderates the relationship between extraversion-perceived investment performance, whereas it negatively moderates the relationship between agreeability-perceived investment performance. Research limitations/implications This study has certain limitations. First, this work follows a modelling approach which is more centred towards the prediction of relationships. Second, because of choosing a research approach (since the study has been conducted in one country, i.e. India), the results of the study may lack generalisability. Therefore, further studies could be encouraged to test the proposed hypotheses. Practical implications Insights from this study suggest that investors should look in for their personality traits while making an investment decision. In fact, psychologically modified portfolios should be developed as per the personality traits of the investors. Originality/value The study, perhaps, is the only study to apply social influence in a framework using Big Five personality traits as a possible factor to understand the individual differences in terms of perceived investment performance.

THE EFFECT OF SOCIAL INFLUENCE ON MARKET INEQUALITIES IN THE MOTION PICTURE INDUSTRY

2008 ◽  
Vol 11 (02) ◽  
pp. 273-287 ◽  
Author(s):  
SEBASTIANO A. DELRE ◽  
THIJS L. J. BROEKHUIZEN ◽  
WANDER JAGER
Keyword(s):  
Decision Making ◽  
Social Influence ◽  
Simulation Model ◽  
Motion Picture ◽  
Social Influences ◽  
Motion Picture Industry ◽  
Market Outcomes ◽  
Agent Based ◽  
Empirical Survey ◽  
The Impact

In this paper we investigate the degree to which two social influences, namely imitation and coordinated consumption, effectuate inequalities in the motion picture industry. We develop an agent-based model based on micro movie visitors' decision-making that generates the observed macro market outcomes. The simulation model makes use of the findings of an empirical survey amongst 1112 cinema visitors. We find that social influences explain market inequalities and that the impact of coordinated consumption on market inequalities is stronger than the impact of imitation.

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