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1.
Cause-related marketing (CRM) has become increasingly popular and widely adopted by large companies. However, not much attention has been paid to the effect of CRM on small or unknown online retailers. As ethical concerns about the Internet continue to rise, consumers' perceptions regarding the ethics of online retailers (CPEOR) become important when making a purchase decision. This research uses the self-signaling theory to examine how online retailers’ information management and promotional strategy (CRM vs. Price Discount) may emit signals and impact on the consumers’ repurchase intention. It was assumed that a high CPEOR would work better with a CRM-based strategy, which is fundamentally aligning in ethics. However, the experimental results surprisingly revealed that when CPEOR was high, the consumers’ repurchase intention increased in the case of a Price Discount-based promotion when compared to a CRM-based promotion; the effect was the opposite when consumers’ CPEOR was low. ANCOVA was used to analyze the data while setting certain variables as covariates. This research is a meaningful contribution to the literature and serves as an important reference for e-commerce practitioners to understand how they can wisely manage the information on the online storefront to signal their consumers and create an incremental value for the business. 相似文献
2.
Freemium has become de facto business model for games and many other online services. We investigate how consumers' perceived value is associated with their intention to use freemium services and to purchase premium content. We employ data gathered through an online survey (N=869) among players of freemium/free-to-play games. Firstly, we find support for the "Demand Through Inconvenience" -hypothesis proposed in this study, indicating that the higher the enjoyment of the freemium service, the lower the intentions to purchase premium content but higher intention to use the service overall. Secondly, social value is found to positively affect freemium use and premium purchases. Thirdly, the quality of the freemium service does not seem to be associated with premium purchases although it has a positive association with freemium use. Fourthly, the economic value of freemium services is positively associated with freemium service use and via increased use also has a positive effect on premium purchases. The findings of the present study highlight the peculiarity of the freemium business model: increasing perceived value of the freemium service (i.e. enjoyment) may both add to and retract from future profitability via increased retention on one hand, reduced monetization on the other. 相似文献
3.
Effects of various characteristics of social commerce (s-commerce) on consumers’ trust and trust performance 总被引：1，自引：0，他引：1
The development of social networking sites (SNSs) has given rise to a new e-commerce paradigm called social commerce (s-commerce). S-commerce is a subset of e-commerce and uses SNSs for social interactions and user contributions to facilitate the online buying and selling of various products and services. Recent years have witnessed the rapid growth of s-commerce in Korea, but this growth has involved a number of transaction-related issues such as no delivery and the delivery of wrong items. In particular, consumers’ trust has become a crucial factor in the success of s-commerce firms, requiring these firms to make more effort to gain this trust. In this regard, this study identifies the key factors in s-commerce [reputation, size, information quality, transaction safety, communication, economic feasibility, and word-of-mouth (WOM) referrals], that is, the characteristics of s-commerce influencing Korean consumers’ trust in s-commerce. In addition, the study assesses the effects of trust on trust performance (purchase intentions and WOM intentions). The results of an empirical analysis based on a sample of 371 s-commerce users indicate that all the characteristics of s-commerce (except for economic feasibility) had significant effects on trust and that trust had significant effects on purchase and WOM intentions. The results have important implications for s-commerce firms wishing to develop a successful business model for providing their customers with trustworthy services. 相似文献
4.
Social commerce refers to an extension of e-commerce sites, integrated with social media and Web 2.0 technology to encourage online purchases and interactions with customers before, during, and after the purchase. As the country with the largest e-commerce market in Southeast Asia and many active social media users, Indonesia has many opportunities to implement successful social commerce. Since customers are the primary focus in social commerce, repurchase and word-of-mouth (WOM) intentions have been considered as significant behavioural intentions after a customer completes a purchase. Thus, this study aims to identify factors that affect customers’ repurchase and WOM intentions. A total of 421 sets of survey data were gathered from social commerce customers in Indonesia and analysed using the partial least squares approach. The results indicate that repurchase and WOM intentions are positively affected by trust and satisfaction, where both trust and satisfaction are positively affected by reputation and information quality. The results provide theoretical and practical implications for future social commerce research and practical implications for social commerce firms. 相似文献
5.
The development of big data and Internet of things (IoT) have brought big changes to e-commerce. Different kinds of information sources have improved the consumers’ online shopping performance and make it possible to realize the business intelligence. Grip force and eye-tracking sensors are applied to consumers' online reviews search behavior by relating them to the research approaches in IoT. To begin with, public cognition of human contact degrees of recycled water reuses with grip force test was measured. According to the human contact degrees, 9 recycled water reuses presented by the experiment are classified into 4 categories. Based on the conclusion drawn from grip force test, purified recycled water and fresh vegetable irrigated with recycled water are regarded as the drinking for high-level human contact degree and the irrigation of food crops for low-level human contact degree respectively. Several pictures are designed for eye-tracking test by simulating an on-line shopping web page on Taobao (the most popular online shopping platform in China). By comparing the fixation time participants spent on the areas of interest (AOIs), we justify that consumers' online reviews search behavior is substantially affected by human contact degrees of recycled products. It was found that consumers rely on safety perception reviews when buying high contact goods. 相似文献
6.
Social commerce (s-commerce) has become increasingly impactful to e-commerce and has generated potential economic benefits. With the rise of online privacy concerns, we have seen the need to explain how concerns about privacy affect consumers’ social interaction behavior and purchase decision-making on s-commerce sites. Synthesizing the privacy-trust-behavioral intention (PTB) and consumer decision-making models, this study proposes a comprehensive model by specifically refining its privacy and trust from an institutional perspective and investigating the influences of social interaction on purchase intention and actual purchase behaviors. Our results found that institutional privacy assurance positively influences institutional-based trust, which, in turn, affects online social interactions, and consequently increases the likelihood of product purchases on s-commerce sites. Theoretical development of this research contributes to both marketing and information systems disciplines in the social media era. 相似文献
7.
Organic products may have several health benefits for consumers. Nevertheless, even in the age of social commerce, and the communication affordances of social networking sites, consumers are not always informed regarding such benefits. As such, we examine how the characteristics of social commerce and organic foods can work in tandem to influence organic products purchase intentions. We develop a model based on the theory of consumption values and test it empirically. The results show that interactivity, recommendations, and feedback are important social commerce characteristics (affordances), while food safety and eco-friendliness are key organic food characteristics. Such social commerce and organic food characteristics interact and serve as inputs for functional value and emotional value assessments, which in turn, drive purchase intentions of organic foods via social commerce. The findings also show that functional value is more instrumental in this process; and that there is also a significant difference between males and females in the formation of purchase intention. Implications for theory and practice are discussed. 相似文献
8.
This study enhances the existing literature on online trust by integrating the consumers’ product evaluations model and technology adoption model in e-commerce environments. In this study, we investigate how perceived value influences the perceptions of online trust among online buyers and their willingness to repurchase from the same website. This study proposes a research model that compares the relative importance of perceived value and online trust to perceived usefulness in influencing consumers’ repurchase intention. The proposed model is tested using data collected from online consumers of e-commerce. The findings show that although trust and e-commerce adoption components are critical in influencing repurchase intention, product evaluation factors are also important in determining repurchase intention. Perceived quality is influenced by the perceptions of competitive price and website reputation, which in turn influences perceived value; and perceived value, website reputation, and perceived risk influence online trust, which in turn influence repurchase intention. The findings also indicate that the effect of perceived usefulness on repurchase intention is not significant whereas perceived value and online trust are the major determinants of repurchase intention. Major theoretical contributions and practical implications are discussed. 相似文献
9.
【目的/意义】本研究基于个体认知加工的视角,探索消费者对在线评论有用性的感知过程和感知结果,并揭示在线评论影响消费者购买决策的过程机制。【方法/过程】本研究以120名大学生为被试,开展2评论类型(客观VS主观)×2认知需求(高VS低)的眼动实验,探索消费者对于在线评论有用性的感知过程和感知结果。【结果/结论】结果表明:(1)与主观体验评论相比,消费者对客观属性评论的注视时间更长,感知有用性更大,购买意愿也更强;(2)与高认知需求者相比,低认知需求者的注视时间较短,感知有用性较大,购买意愿也较大;(3)认知需求显著调节评论类型对注视时间的影响,但对感知有用性和购买意愿的调节效应不显著。据此,建议相关企业采取个性化匹配的措施,使得评论类型能够切合消费者的认知需求水平,以便提高在线评论的感知有用性和消费者的购买意愿,从而做出更为满意的购物决策。 相似文献
10.
随着社会化商务的兴起,一种新的商业模式即社会化购物社区诞生了。对于社会化购物社区,消费者的购买转化率至关重要,然而到目前,还尚未有文献探讨社会化购物社区的技术特征对消费者购买意向的作用机制。本研究基于刺激-机体-反应框架,从认知信任和情感信任的集成视角,构建了社会化购物社区技术特征与消费者购买意向的关系模型。以社会化购物社区美丽说中的成员作为调查对象进行实证分析,结构方程模型分析结果表明,社交性技术特征显著正向影响消费者对社区诚实的认知信任和对社区的情感信任;自我参照性技术特征显著正向影响消费者的认知信任和情感信任;消费者对社区的认知信任和情感信任又最终对消费者通过社区购买产品的意向产生正向影响;情感信任对购买意向的作用要强于认知信任。研究结果为社会化购物社区提供商通过设计与监控社区的技术特征来提高社区的购买转化率提供了有价值的理论依据和建议。 相似文献
11.
《Information processing & management》2016,52(6):1142-1160
Increasing use of the Internet gives consumers an evolving medium for the purchase of products and services and this use means that the determinants for online consumers’ purchasing behaviors are more important. Recommendation systems are decision aids that analyze a customer's prior online purchasing behavior and current product information to find matches for the customer's preferences. Some studies have also shown that sellers can use specifically designed techniques to alter consumer behavior. This study proposes a rough set based association rule approach for customer preference analysis that is developed from analytic hierarchy process (AHP) ordinal data scale processing. The proposed analysis approach generates rough set attribute functions, association rules and their modification mechanism. It also determines patterns and rules for e-commerce platforms and product category recommendations and it determines possible behavioral changes for online consumers. 相似文献
12.
Ling Zhao Yaobin Lu Bin Wang Patrick Y.K. Chau Long Zhang 《International Journal of Information Management》2012
Virtual communities (VCs) are attracting more attention as they provide a platform for people to share experiences and knowledge, which may further impact their purchase decisions. From a social capital perspective, this study investigated factors that cultivate a VC member's sense of belonging and their effects on facilitating his participation in the VC in terms of the intentions to get and share experiences and knowledge. The results indicated that three factors that relate to three dimensions of social capital in the VC – familiarity with members in the VC from the structural dimension, perceived similarity with other members from the cognitive dimension, and trust in other members from the relational dimension – are all positively related to the sense of belonging, which affects intentions to get and share knowledge and mediates the relationships between social capital factors and a VC member's intentions to participate. 相似文献
13.
Yong Sauk Hau Byoungsoo Kim Heeseok Lee Young-Gul Kim 《International Journal of Information Management》2013
Due to the importance of knowledge in today's competitive world, an understanding of how to enhance employee knowledge sharing has become critical. This study develops an integrated model to understand key factors of employee knowledge sharing intentions through constructs prescribed by two established knowledge management research streams, namely, those concerning individual motivations and social capital. This study classifies employee knowledge sharing intentions as either tacit or explicit and investigates whether the level of the determinants and their influences differ between the two. The research model is tested with survey data collected from 2010 employees in multiple industries. Analysis results show that the proposed model significantly explains the variance of employees’ tacit and explicit knowledge sharing intentions. This finding indicates that the model's unified perspective enhances our knowledge of how to improve employee knowledge sharing. The new findings reveal that organizational rewards have a negative effect on employees’ tacit knowledge sharing intentions but a positive influence on their explicit knowledge sharing intentions. The analysis results confirm that reciprocity, enjoyment, and social capital contribute significantly to enhancing employees’ tacit and explicit knowledge sharing intentions. Additionally, these factors have more positive effects on tacit than on explicit knowledge intentions. The implications of the new findings are discussed. 相似文献
14.
《International Journal of Information Management》2017,37(3):179-189
Social commerce mediated by social media and social network platforms has led to the development of new business models in e-commerce and digitized the consumer decision journey. Social interaction is considered as a prerequisite for successful social commerce since consumers now expect an interactive and social experience while making purchase decisions. Drawing on word of mouth (WOM) and observational learning theories, we conceptualize social interactions in social commerce environments into two forms: WOM communication and observing other consumers’ purchases, and examine their impact on consumer purchase intention and actual purchase behavior. Analyzing primary data (n = 217) collected from surveyed active consumers within social commerce sites at two stages (pre-purchase and post-purchase), we found that positive and negative valence WOM, WOM content, and observing other consumers’ purchases significantly affect consumers’ intention to buy a product, thereby increasing the likelihood of actual buying and sharing product information with others on social commerce sites. 相似文献
15.
Despite the important benefits for firms of commercial initiatives on the Internet, e-commerce is still an emerging distribution channel, even in developed countries. Thus, more needs to be known about the mechanisms affecting its development. A large number of works have studied firms' e-commerce adoption from technological, intraorganizational, institutional, or other specific perspectives, but there is a need for adequately tested integrative frameworks. Hence, this work proposes and tests a model of firms' business-to-consumer (called B2C) e-commerce adoption that is founded on a holistic vision of the phenomenon. With this integrative approach, the authors analyze the joint influence of environmental, technological, and organizational factors; moreover, they evaluate this effect over time. Using various representative Spanish data sets covering the period 1996–2005, the findings demonstrate the suitability of the holistic framework. Likewise, some lessons are learned from the analysis of the key building blocks. In particular, the current study provides evidence for the debate about the effect of competitive pressure, since the findings show that competitive pressure disincentivizes e-commerce adoption in the long term. The results also show that the development or enrichment of the consumers' consumption patterns, the technological readiness of the market forces, the firm's global scope, and its competences in innovation continuously favor e-commerce adoption. 相似文献
16.
A recommendation agent (RA) at a Webstore is believed to replace the functions of communicating and facilitating purchases for which conventional salespersons are responsible in traditional stores. Seeing the RA as a virtual salesperson, this study proposed a model to demonstrate the online persuasion process between RAs and customers. Specifically, by integrating Toulmin's model of argumentation with the spokesperson strategy from marketing theory, this study developed a model illustrating that Webstore managers may be able to manipulate the argument form and spokesperson type used in RAs’ recommendations to strengthen customers’ online purchase intentions through influencing their perceived argument quality and source credibility. Based on data derived from 270 subjects who participated in a 3 × 3 laboratory experiment, findings supported five out of six hypotheses. This study has broadened the scope of RA studies by utilizing different theoretical foundations other than the trust-assuring issues that were widely discussed in the past. Findings were able to provide crucial practical implications for both scholars and Webstore managers. 相似文献
17.
随着电子商务的快速发展,在线商家竞争日益激烈,越来越多的商家通过网站设计优化来提高消费体验。本研究基于认知心理学相关理论,将眼动研究方法与问卷,访谈等传统方法相结合,对新东方网站购物车流程的设计体验进行评价。结果表明,眼动测试方法可以很好地用于网页可用性评价;综合问卷及访谈结果,证明优化后的版本的体验更好;一些新功能的设置有效地解决了用户在线购课过程中可能出现的问题,改善了购课体验。 相似文献
18.
With the presence of fake reviews on e-commerce platforms, the reliability of reviews becomes questionable. The extant literature demonstrates the impact of fake reviews on product sales and proposes several algorithms to prevent fake reviews from being displayed on the platform. However, what has largely remained uninvestigated is how customers perceive reviews present on the e-commerce platform. Based on the speech act theory, we develop a theoretical framework that explains how the linguistic style (both at the word and the structural level) acts as a cue for assessing a reviewer’s (in)sincere intentions. We evaluate the framework on a corpus of 120 online product reviews – each examined by at least 50 customers – using the fractional logit model. Results suggest that the communication style of a speaker reflects his/her intention. Reviews with less contextual embedding, argument structuring, and flattering through non-verbal cues trigger customers towards perceiving a review as deceptive. 相似文献
19.
《International Journal of Information Management》2017,37(3):202-213
Due to the proliferation of Web 2.0 technology, e-commerce has evolved into social commerce. In this social commerce era, consumers are increasingly dependent on each other and look for social support (informational and emotional) online even before making purchases. This study examines the content of consumer reviews, a fundamental construct of social commerce. Topics expressed in consumer reviews (collected from Amazon.com) are explored using a machine learning technique (i.e. latent semantic analysis). This study documents the thematic differences between positive and negative reviews and finds that negative reviews report service-related failures while positive reviews relate more to the product, among other things. Next, the informational support aspect of social commerce is explored by identifying the topics expressed in reviews that are helpful in purchase decisions. The findings demonstrate that potential customers (i.e. those who would like to purchase a product in the near future and currently are reading reviews with the intention to decide whether or not to buy that product) find the negative reviews containing service failure information and the positive reviews containing information on core functionalities, technical aspects, and aesthetics to be more helpful. Theoretical and managerial implications are discussed. 相似文献
20.
The purpose of this study is to explore how buyers’ imitation of others’ online behavior is positively associated with purchase behavior. In addition, we consider the moderating role that product uncertainty, seller uncertainty and product fit uncertainty play in the relationship between imitation and purchase behavior. Users in China who have purchase experience on Xiaohongshu were chosen to test the hypotheses. Finally, longitudinal data from 282 respondents was collected. The findings show that imitation has a positive impact on purchase intention. Purchase intention positively affects actual purchase behavior. Product uncertainty and product fit uncertainty positively moderate the relationship between imitation and purchase intention. But seller uncertainty doesn’t moderate the relationship between imitation and purchase intention. Both theoretical and practical contributions are also considered. 相似文献