Investigating Female Customer's Impulse Buying in Facebook B2C Social Commerce: An Experimental Study

PurposeAs social commerce migrates to the mobile platform, mobile social commerce (ms–commerce), an emerging way of conducting social commerce in the mobile environment, is gaining popularity among mobile users. Although impulse buying in social commerce has been the focus of scholars in recent years, individuals' impulse-buying behavior in ms–commerce has not been highlighted and therefore is worth investigating. This study addressed that gap by differentiating and monitoring the impacts that three key targets of social identification in ms–commerce exerted on impulse buying. Furthermore, previous studies had highlighted the importance of culture in impulse buying in other contexts, so the authors examined how the effects of the key identification targets differed across cultures, as a result of cultural diversity among the ms–commerce users. Finally, the authors drew upon the lens of information technology (IT) affordances to explore how different combinations of ms–commerce affordances influenced each target of identification.Design/methodology/approachThis research first applied a qualitative methodology by using semi-structured interviews with 27 ms–commerce users to extract the relevant subdimensions of IT affordances in ms–commerce. Then, the authors tested their hypotheses with survey data collected from the United States and China.FindingsThe results clearly illustrate that three key targets of social identification had varying impacts on impulse buying in different cultural dimensions. In addition, nearly all of the proposed IT affordances in ms–commerce aided users in building multiple identifications, to various degrees.Originality/valueThis study extends social commerce research by examining the important role that social identification plays in impulse buying in the mobile environment. Moreover, unlike previous studies that mainly had focused on ordinary buying in social commerce across cultures, this study investigated the relative importance of the targets of social identification on impulse buying in different espoused cultural dimensions. Importantly, the authors used a technology affordance lens to also uncover the context-specific stimulators of separate identification targets, thus going beyond the existing body of knowledge that focused on general beliefs.

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The Effects of Social Capital on Chinese Consumers’ Online Impulse Buying in Social Commerce Environment

International Business Research ◽

10.5539/ibr.v14n8p1 ◽

2021 ◽

Vol 14 (8) ◽

pp. 1

Author(s):

Yue Huang ◽

Lu Suo

Keyword(s):

Social Capital ◽

Social Interaction ◽

Theoretical Perspective ◽

Online Marketing ◽

Three Dimensions ◽

Impulse Buying ◽

Social Commerce ◽

Shared Language ◽

The Impact ◽

Buying In

The purpose of this study is to examine the impact of social capital including social interaction, shared language and trust on Chinese consumer online impulse buying in social commerce platforms. To verify the hypothesis, we surveyed the Chinese customers who have buying experiences of using social commerce by snowball sampling technique. After analyzing 548 valid data, we confirmed that three dimensions of social capital, social interaction, shared language and trust, positively affects both peer intrinsic motivation and peer extrinsic motivation. In addition, peer motivation exerts a positively impact on consumer impulse purchases on social commerce. The findings not only provide a new theoretical perspective for studying consumers' impulse buying behavior in theory, but also have important implications for the online sellers in their follower’s groups to improve online marketing.

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THE STUDY OF THE THEORETICAL ISSUES OF IMPLEMENTATION OF SOCIAL COMMERCE: LEGAL OPINION ON THE RISKS FOR THE CONSUMER

Пробелы в Российском законодательстве ◽

10.33693/2072-3164-2020-13-6-38-48 ◽

2020 ◽

Vol 13 (6) ◽

pp. 38-48

Author(s):

KSENIA BELIKOVA ◽

Keyword(s):

Social Interactions ◽

User Participation ◽

Impulse Buying ◽

Social Commerce ◽

Neutral Information ◽

The Social ◽

Online Trading ◽

Buying In ◽

Theoretical Issues ◽

Legal Opinion

The article examines the theoretical issues of implementing of social commerce through the prism of legal risk assessment of consumers involved, where social commerce is understood as electronic sales (e-commerce) using social networks to support social interactions and user participation on the principle of “words spread from mouth to mouth”. Among these risks the author points out the problem of obtaining complete and reliable objective (neutral) information from various sources (bloggers, influencers, etc.), which causes concerns similar to those that arise in connection with the functioning and application of smart contracts in the blockchain, and the danger of concluding contracts that have traditionally been qualified by many legal systems as “contracts concluded on the go” (impulse buying) in the light of the idea that social commerce is positioned as being aimed at instant gratification of the user's needs, desires, and interests that have arisen during the use of the social network. Legal and other ways to overcome these risks are considered (for example, the possibilities of a new subscription economy, etc. Scientific novelty is determined by the goal of the article itself and the range of issues under consideration. The conclusions reached by the author are, in particular, that it is established that if the requirements for advertising placed online relate to its completeness, reliability and objectivity, fix measures of responsibility for advertisers, then the rules for conducting online trading and commerce include simultaneously with such provisions prohibitions of unfair practices and misleading advertising, as well as criteria for their qualification, etc.

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HOW DOES THE STORE (MALL) ENVIRONMENT AND MONEY AVAILABILITY AFFECT CONSUMER IMPULSE BUYING BEHAVIOR AT SURABAYA CITY OF TOMORROW SHOPPING CENTER?

Jurnal Riset Manajemen dan Bisnis (JRMB) Fakultas Ekonomi UNIAT ◽

10.36226/jrmb.v4i2.259 ◽

2019 ◽

Vol 4 (2) ◽

pp. 215-224 ◽

Cited By ~ 1

Author(s):

Hendra Hendra ◽

Thomas Stefanus Kaihatu

Keyword(s):

Sampling Technique ◽

Quantitative Approach ◽

Shopping Center ◽

Sampling Techniques ◽

Impulse Buying ◽

Buying Behavior ◽

Probability Sampling ◽

Purposive Sampling ◽

The City ◽

Buying In

This study aims to determine the effect of store (mall) environment and money availability on consumer impulse buying in the City of Tomorrow (Cito) Surabaya. This study uses a quantitative approach whose data is obtained from the results of questionnaires. The sample in this study were 389 respondents taken based on purposive sampling technique which was included in non-probability sampling techniques. The results of this study indicate that the store (mall) environment has no effect on impulse buying. Meanwhile, money availability has a positive and significant effect on consumer impulse buying in the City of Tomorrow (Cito) Surabaya.

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Understanding Online Impulse Buying Behavior in Social Commerce: A Systematic Literature Review

IEEE Access ◽

10.1109/access.2020.2993671 ◽

2020 ◽

Vol 8 ◽

pp. 89041-89058

Author(s):

Samah Abdelsalam ◽

Naomie Salim ◽

Rose Alinda Alias ◽

Omayma Husain

Keyword(s):

Literature Review ◽

Systematic Literature Review ◽

Impulse Buying ◽

Social Commerce ◽

Buying Behavior

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The Effect of Visual Merchandising on Impulsive Buying with Impulsive Buying Tendency As Moderating Variable

The Winners ◽

10.21512/tw.v16i1.1537 ◽

2015 ◽

Vol 16 (1) ◽

pp. 1

Author(s):

Jessica Novia

Keyword(s):

Quantitative Research ◽

Total Sample ◽

Analysis Data ◽

Impulse Buying ◽

Cross Sectional ◽

Impulsive Buying ◽

The World ◽

Spss Software ◽

Visual Merchandising ◽

Buying In

This research aims to classify the female consumer demographic segments linked by impulsive buying, to determine the effect of visual merchandising on impulsive buying, and to determine the effect of visual merchandising on impulsive buying with impulsive buying tendency as moderating variable on customers of Gaudi in Taman Anggrek Mall. This research is quantitative research with a total sample of 100 people. Data were obtained by distributing questionnaires to the respondents by cross sectional. Research used Cluster Analysis and Moderated Regression Analysis. Data processing was performed using SPSS software for Windows version 20. Research found that customers of Gaudi were divided into three groups: the way of the world, sufficient money, and promotions. Then, research found that visual merchandising affected impulsive buying. In addition, there visual merchandising had also an effect on impulsive buying with impulsive buying tendency as moderating variable. As a conclusion, moderating variable strengthens the effect of visual merchandising on impulse buying.

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