Research on Consumer Behavior Mechanisms and Model Evolution in E-commerce and Traditional Commerce Based on the SOR Model

Enze Wang ()
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Enze Wang: Pingdu No. 9 Middle School

A chapter in Proceedings of the 2025 4th International Conference on Public Service, Economic Management and Sustainable Development (PESD 2025), 2025, pp 105-112 from Springer

Abstract: Abstract This study employs the Stimulus-Organism-Response (SOR) model as its theoretical framework to systematically analyze the consumer behavior mechanisms and evolutionary pathways of traditional commerce, traditional e-commerce, and new e-commerce. The research findings reveal that traditional commerce reinforces consumer trust and immediate decision-making through multi-dimensional physical stimuli, yet faces survival challenges due to disadvantages in price transparency and cost pressures. Traditional e-commerce improves efficiency through technological interface innovations but struggles with rationality-dominated trust crises and insufficient user retention. In contrast, new e-commerce reconstructs the stimulus system through content-driven, social, and algorithm-powered strategies, achieving breakthroughs via emotional resonance and demand-creation logic. Future commercial competition will revolve around the synergy between technological depth and human-centric warmth, manifesting as online-offline integration, trust reconstruction, and ecosystem-level convergence. The study uncovers the evolutionary shift in consumer demand from functional rationality to emotional value, providing theoretical support and practical insights for business model innovation.

Keywords: SOR Model; Consumer Behavior; Traditional Commerce; E-commerce; Model Integration (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:advbcp:978-94-6463-916-2_13

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DOI: 10.2991/978-94-6463-916-2_13

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