The influence of peer characteristics and technical features of a social shopping website on a consumer's purchase intention

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

22 Scopus Citations
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Detail(s)

Original languageEnglish
Pages (from-to)1218-1230
Journal / PublicationInternational Journal of Information Management
Volume36
Issue number6
Early online date10 Sep 2016
Publication statusPublished - Dec 2016

Abstract

This paper aims to reveal the influence of peer-member characteristics and technical features of a social shopping website (SSW) on consumers’ purchase intentions. Following the stimulus-organism-response (S-O-R) model, this study operationalizes “stimulus” as website features and peers’ qualities, “organism” as experiential shopping values, and “response” as the purchase intention of users. The research model is empirically tested with survey data from 313 real SSW consumers. The results suggest that similarity, benevolence and expertise of peer members in the community and the website's support for recommendations positively impact shoppers’ perceived utilitarian value of the SSW. Moreover, users’ perception of peers’ similarity and benevolence positively affect their sense of social value of using the platform. Finally, both perceived utilitarian and social value predict individuals’ consumption intentions.

Research Area(s)

  • Purchase intention, Shopping values, Social commerce, Social shopping website, Socio-technical perspective, Stimulus-organism-response model

Citation Format(s)

The influence of peer characteristics and technical features of a social shopping website on a consumer's purchase intention. / Hu, Xi; Huang, Qian; Zhong, Xuepan; Davison, Robert M.; Zhao, Dingtao.

In: International Journal of Information Management, Vol. 36, No. 6, 12.2016, p. 1218-1230.

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