Consumer decision journey for online group buying: psychological and intentional procedure perspectives

PurposeThis study investigates the relationship between buyers’ psychological antecedent and repurchase intentions in online group buying. Considering and evaluating pre-purchase, the authors measure the buyers’ overall experience of online group buying through their perceived value (PV) and risk. This study examines the influence of PV and perceived risk (PR) on positive electronic word-of-mouth (eWoM) communication and repurchase intention in online group buying.Design/methodology/approachThe authors verify the research model using SPSS and the structural equation modeling-partial least square (SEM-PLS) to analyze 839 convincing respondents. This quantitative research provides insights into online group buying, including the food industry.FindingsThe results demonstrate that the buyers’ PV of online group buying enhanced positive eWoM communication and repurchase intention. The willingness of buyers to spread positive eWoM indicates their recognition and satisfaction with a product or brand. Thus, they have the behavioral intention to repurchase in online group buying. The study found that while positive eWoM communication significantly impacts repurchase intention, PR negatively affects PV. The research provides theoretical and practical implications at the end of the study.Research limitations/implicationsThis study has some limitations. First, the study only used PV and PR to measure consumers’ considerations and evaluations of the initial stage in the consumer decision journey. Future studies can include more dimensions that may further affect these considerations and assessments to verify the research model. Second, the study only used positive eWoM communication to measure the “enjoy-advocate-bond” of consumption and usage in the post-purchase stage.Originality/valueThe study proposes the sequential relationship in the psychological decision procedure of participating in online group buying and provides valuable managerial implications for managers operating online group buying on third-party platforms. The findings provide good knowledge for the food industry to stay connected with customers and develop their satisfaction.

A Path Analysis of Online Group Buying - Insights from Taiwan

Online group buying has emerged as a new bargaining power for many shoppers and become more so as a result of increasingly growing popularity of social networking and community-based web sites. Aside from significant quantity discounts, these buying groups can also potentially influence the manufacturers and retailers on policies, product characteristics, and services. We propose an Online Group Buying Decision Framework to model the overall process of online group buying. We use a major group buying community web site in Taiwan, ihergo.com, to test our framework and conduct follow-up analysis. Based on the proposed framework, we design a survey study in an attempt to gain more insights on group buying communities, their activities, and culture within these communities. We then perform a path analysis, a special technique of structural equation modeling (SEM), to study the relationship among the factors used in the survey. Our findings provide useful advice for online group buying sites to attract customers and increase sales.

How does group-buying website quality for social commerce affect repurchase intention? Evidence from Chinese online users

PurposeThe success of social commerce group-buying information system (IS) is not a simple accumulation of functions, but a complex process of system integration that makes it difficult to design a high-quality website to improve the conversion rate of users has become a top priority for online companies. The purpose of this study is to further improve the IS success model to adapt to the new research scenarios and explore the boundary conditions between different satisfaction and repurchase intention.Design/methodology/approachIn this study, the users who have used the group-buying website quality for social commerce in the last 6 months are the objects of this study. Finally, 436 valid data were collected by questionnaire survey and analyzed by Smart PLS.FindingsThe results indicate that the four dimensions of website quality enhance consumers' economic satisfaction and social satisfaction, except that the path of system quality and social satisfaction is not significant. Economic satisfaction and social satisfaction also have a significant positive effect on repurchase intentions. Besides, the interactive effect of customer involvement and economic satisfaction has no significant impact on repurchase intention, but customer involvement plays a moderate role in the path of social satisfaction on repurchase intention.Originality/valuen order to make the IS success model better evaluate the characteristics of social commerce sites comprehensively, this present research introduces the measurement construct of interaction quality. Moreover, this study examines the effect of mechanism of economic satisfaction and social satisfaction on repurchase intention from the perspective of practical benefit and psychology. Finally, the boundary conditions of the effect of satisfaction on repurchase intention are explored.

An Analysis of Community Group Buying Behavior of Urban Residents Based on Big Data

By using keywords crawled by big data as a survey reference, this research applied latent category clustering method and binary logistic regression model analysis method to analyze the differences in community group buying behaviors of residents from different city scale and summarize the shopping behavior and features of different types of residents, for the purpose of offering advice on different marketing methods for different types of urban residents, so as to realize the precise marketing of community e-commerce and promote the further development of the industry.

Green Product Market Development Strategy of Mobile Network Group Buying Community: Based on Three-Party Evolutionary Game and Simulation Analysis

With the advent of the 5G era, the mobile network group buying community dominated by focusing on social relations shows great development potential. However, in the mobile network group buying community, the mixed information makes the information environment of the community more complex. Information asymmetry will lead to “mistakes” in consumers’ choice, making it impossible for some important markets to be fully developed. Considering the gains and losses of three interest subjects—governments, enterprises, and consumers in the green product market under information symmetry, in this paper, an evolutionary game model involving governments, enterprises, and consumers was built. Numerical experiments and simulation were performed using SciPy, a scientific computing library of Python, to study the main factors influencing the healthy development of the green product market. The research results showed under information symmetry, when the governments’ benefit from increased government credibility was higher than the cost of governments for screening the information of enterprises’ products and identifying the green products, the expected fine of enterprises for producing high carbon products was higher than the difference between the actual cost increment and the actual income increment of enterprises for producing green products, and the utility perception of consumers from purchasing green products was higher than the cost of consumers for purchasing green products, the three-party game would evolve to a socially ideal stable state. The above conclusions provide useful policy suggestions for governments to vigorously develop the green product market.