Social influence in online retail: A review and research agenda

Prateek Kalia, Adil Zia and Kulvinder Kaur

European Management Journal, 2023, vol. 41, issue 6, 1034-1046

Abstract: There are numerous factors affecting online retail behavior, which are discovered in the last two decades, but no previous study has compiled the scientific literature on social influence into a systematic literature review. To fill this knowledge gap, this paper evaluated available articles on social influence in online retail and developed a comprehensive model. The article critically examines the theories, contexts, characteristics, and methodologies (TCCM) that have been used to study the role of social influence in online retail. The Web of Science database was used, following the preferred reporting items for systematic reviews and meta-analyses (PRISMA) guidelines for systematic inclusion and exclusion of articles. From an academic perspective, we offer four strong propositions for future researchers, such as the use of novel or advanced theoretical models, determining social influence variations based on continent versus culture and product versus service, a comprehensive conceptual model, and a higher focus on the validity, robustness, and balance of data, technique, and samples during research. We also recommend qualitative, mixed-method, or experimental approaches for future studies. From a managerial perspective, we offer some useful recommendations based on the conceptual model. This comprehensive assessment not only emphasizes earlier contributions but also creates a research roadmap for the future.

Keywords: Social influence; Online retail; Buying behavior; Literature review; TCCM; TAM; SEM (search for similar items in EconPapers)
Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:eee:eurman:v:41:y:2023:i:6:p:1034-1046

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DOI: 10.1016/j.emj.2022.09.012

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