Local social network structure and promotion effectiveness in social commerce

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalpeer-review

1 Scopus Citations
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Original languageEnglish
Number of pages29
Journal / PublicationInformation Technology and People
Online published28 Feb 2023
Publication statusOnline published - 28 Feb 2023



Purpose - Drawing on social network and information diffusion theories, the authors study the impact of the structural characteristics of a seller’s local social network on her promotion effectiveness in social commerce. Design/methodology/approach - The authors define a local social network as one formed by a focal seller, her directly connected users and all links among these users. Using data from a large social commerce website in China, the authors build econometric models to investigate how the density, grouping and centralization of local social networks affect the number of likes received by products posted by sellers. Findings - Local social networks with low density, grouping and centralization are associated with more likes on sellers’ posted products. The negative effects of grouping and centralization are reduced when density is high. Originality/value - The paper deepens the understanding of the determinants of social commerce success from a network structure perspective. In particular, it draws attention to the role of sellers’ local social networks, forming a foundation for future research on social commerce. © 2023, Emerald Publishing Limited.

Research Area(s)

  • Local social network, Network structure, Promotion effectiveness, Social commerce

Bibliographic Note

Publisher Copyright: © 2023, Emerald Publishing Limited.

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