Designing social commerce platforms based on consumers’ intentions

Patrick Mikalef, Michail N. Giannakos and Ilias O. Pappas

Behaviour and Information Technology, 2017, vol. 36, issue 12, 1308-1327

Abstract: Social commerce has been gaining momentum over the last few years as a novel form of e-commerce, creating substantial changes for both businesses and consumers. However, little is known about how consumer behaviour is influenced by characteristics on social commerce platforms. The purpose of this research is to elucidate how user intentions to purchase and to spread word-of-mouth (WOM) are influenced by characteristics present on social commerce platforms. More specifically, we adopt a uses-and-gratifications perspective and examine the influence of socialising, personal recommendation agents, product selection, and information availability. Partial least squares structural equation modelling analysis is performed on a sample of 165 social commerce users. Outcomes of the analysis indicate that socialising and personal recommendation agents positively influence purchase and WOM intentions, while product selection is found to only enhance purchase intentions. Interestingly, our findings reveal that information availability has no significant effect on purchase and WOM intentions. Finally, we find that when purchase intentions are triggered, they will tend increase consumers’ intentions to WOM.

Date: 2017
References: Add references at CitEc
Citations: View citations in EconPapers (5)

Downloads: (external link)
http://hdl.handle.net/10.1080/0144929X.2017.1386713 (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:taf:tbitxx:v:36:y:2017:i:12:p:1308-1327

Ordering information: This journal article can be ordered from
http://www.tandfonline.com/pricing/journal/tbit20

DOI: 10.1080/0144929X.2017.1386713

Access Statistics for this article

Behaviour and Information Technology is currently edited by Dr Panos P Markopoulos

More articles in Behaviour and Information Technology from Taylor & Francis Journals
Bibliographic data for series maintained by Chris Longhurst ().