IDEAS home Printed from https://ideas.repec.org/a/spr/eurasi/v10y2020i1d10.1007_s40821-019-00146-5.html
   My bibliography  Save this article

Determinants of consumers’ intentions to share knowledge and intentions to purchase on s-commerce sites: incorporating attitudes toward persuasion attempts into a social exchange model

Author

Listed:
  • Kyung-Joon Kwon

    (University of Westminster)

  • Li-Wei Mai

    (University of Westminster)

  • Norman Peng

    (Glasgow Caledonian University)

Abstract

This research explores s-commerce users’ intentions to purchase and to share knowledge by incorporating ‘attitudes toward persuasion attempts,’ ‘ease of use,’ and ‘perceived usefulness’ into a social exchange theory model. A survey using an on-site purposive sampling technique was used to recruit the respondents, and an interception technique was used to approach the consumers. A total of 471 Korean consumers participated in this research. Based on 471 Korean social-commerce users, our results reveal that social exchange belief factors and a site’s usability affect user satisfaction, which subsequently affects users’ intentions to purchase and to share knowledge. In addition, attitudes toward persuasion attempts moderate the effect of satisfaction on users’ purchase intentions.

Suggested Citation

  • Kyung-Joon Kwon & Li-Wei Mai & Norman Peng, 2020. "Determinants of consumers’ intentions to share knowledge and intentions to purchase on s-commerce sites: incorporating attitudes toward persuasion attempts into a social exchange model," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 10(1), pages 157-183, March.
  • Handle: RePEc:spr:eurasi:v:10:y:2020:i:1:d:10.1007_s40821-019-00146-5
    DOI: 10.1007/s40821-019-00146-5
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s40821-019-00146-5
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.

    File URL: https://libkey.io/10.1007/s40821-019-00146-5?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Hajli, Nick & Sims, Julian, 2015. "Social commerce: The transfer of power from sellers to buyers," Technological Forecasting and Social Change, Elsevier, vol. 94(C), pages 350-358.
    2. Fred D. Davis & Richard P. Bagozzi & Paul R. Warshaw, 1989. "User Acceptance of Computer Technology: A Comparison of Two Theoretical Models," Management Science, INFORMS, vol. 35(8), pages 982-1003, August.
    3. Kim, Jiyoung & Jin, Byoungho & Swinney, Jane L., 2009. "The role of etail quality, e-satisfaction and e-trust in online loyalty development process," Journal of Retailing and Consumer Services, Elsevier, vol. 16(4), pages 239-247.
    4. Lin, Iuon-Chang & Wu, Hao-Ju & Li, Shu-Fen & Cheng, Chen-Yang, 2015. "A fair reputation system for use in online auctions," Journal of Business Research, Elsevier, vol. 68(4), pages 878-882.
    5. Khalid, Saba & Ali, Tahir, 2017. "An integrated perspective of social exchange theory and transaction cost approach on the antecedents of trust in international joint ventures," International Business Review, Elsevier, vol. 26(3), pages 491-501.
    6. Ekinci, Yuksel & Sirakaya-Turk, Ercan & Preciado, Sandra, 2013. "Symbolic consumption of tourism destination brands," Journal of Business Research, Elsevier, vol. 66(6), pages 711-718.
    7. Choo, Hyungsuk & Petrick, James F., 2014. "Social interactions and intentions to revisit for agritourism service encounters," Tourism Management, Elsevier, vol. 40(C), pages 372-381.
    8. Ayeh, Julian K. & Au, Norman & Law, Rob, 2013. "Predicting the intention to use consumer-generated media for travel planning," Tourism Management, Elsevier, vol. 35(C), pages 132-143.
    9. Delphine Le Serre & Corinne Chevalier, 2012. "Marketing Travel Services to Senior Consumers," Post-Print hal-00879295, HAL.
    10. Sparks, Beverley A. & Perkins, Helen E. & Buckley, Ralf, 2013. "Online travel reviews as persuasive communication: The effects of content type, source, and certification logos on consumer behavior," Tourism Management, Elsevier, vol. 39(C), pages 1-9.
    11. Wu, Ing-Long & Chuang, Cheng-Hung & Hsu, Chien-Hua, 2014. "Information sharing and collaborative behaviors in enabling supply chain performance: A social exchange perspective," International Journal of Production Economics, Elsevier, vol. 148(C), pages 122-132.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Bilgihan, Anil & Barreda, Albert & Okumus, Fevzi & Nusair, Khaldoon, 2016. "Consumer perception of knowledge-sharing in travel-related Online Social Networks," Tourism Management, Elsevier, vol. 52(C), pages 287-296.
    2. Pham Minh & Dang Thao Yen & Ngo Thi Huong Quynh & Hoang Thi Hong Yen & Tran Thi Thanh Nga & Nguyen Van Quoc, 2021. "Assessment of influencer’s effects on customers’ online purchasing behavior in Vietnam," HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE - ECONOMICS AND BUSINESS ADMINISTRATION, HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE, HO CHI MINH CITY OPEN UNIVERSITY, vol. 11(2), pages 81-96.
    3. Lin, Zhibin & Filieri, Raffaele, 2015. "Airline passengers’ continuance intention towards online check-in services: The role of personal innovativeness and subjective knowledge," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 81(C), pages 158-168.
    4. Filieri, Raffaele & Alguezaui, Salma & McLeay, Fraser, 2015. "Why do travelers trust TripAdvisor? Antecedents of trust towards consumer-generated media and its influence on recommendation adoption and word of mouth," Tourism Management, Elsevier, vol. 51(C), pages 174-185.
    5. Shirazi, Farid & Hajli, Nick & Sims, Julian & Lemke, Fred, 2022. "The role of social factors in purchase journey in the social commerce era," Technological Forecasting and Social Change, Elsevier, vol. 183(C).
    6. Francisco Liébana-Cabanillas & Francisco Muñoz-Leiva & J. Sánchez-Fernández, 2018. "A global approach to the analysis of user behavior in mobile payment systems in the new electronic environment," Service Business, Springer;Pan-Pacific Business Association, vol. 12(1), pages 25-64, March.
    7. Jieun Lee & Aybuke Nur Erdogan & Ilyoo Barry Hong, 2021. "Participation in the Sharing Economy Revisited: The Role of Culture and Social Influence on Airbnb," Sustainability, MDPI, vol. 13(17), pages 1-17, September.
    8. Chenkuo Pai & Sangguk Kang & Yumeng Liu & Yingchuan Zheng, 2021. "An Examination of Revisit Intention Based on Perceived Smart Tourism Technology Experience," Sustainability, MDPI, vol. 13(2), pages 1-14, January.
    9. Chun-Hua Hsiao & Kai-Yu Tang & John S. Liu, 2015. "Citation-based analysis of literature: a case study of technology acceptance research," Scientometrics, Springer;Akadémiai Kiadó, vol. 105(2), pages 1091-1110, November.
    10. Raffaele Filieri & Elisabetta Raguseo & Claudio Vitari, 2018. "When are extreme ratings more helpful? Empirical evidence on the moderating effects of review characteristics and product type," Grenoble Ecole de Management (Post-Print) halshs-01923243, HAL.
    11. Kalinic, Zoran & Marinkovic, Veljko & Molinillo, Sebastián & Liébana-Cabanillas, Francisco, 2019. "A multi-analytical approach to peer-to-peer mobile payment acceptance prediction," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 143-153.
    12. Hyeon Jo, 2023. "Tourism in the digital frontier: a study on user continuance intention in the metaverse," Information Technology & Tourism, Springer, vol. 25(3), pages 307-330, September.
    13. Raffaele Filieri & Elisabetta Raguseo & Claudio Vitari, 2018. "When are extreme ratings more helpful? Empirical evidence on the moderating effects of review characteristics and product type," Post-Print halshs-01923243, HAL.
    14. Pantano, Eleonora & Priporas, Constantinos-Vasilios & Stylos, Nikolaos, 2017. "‘You will like it!’ using open data to predict tourists' response to a tourist attraction," Tourism Management, Elsevier, vol. 60(C), pages 430-438.
    15. Farzana Sharmin & Mohammad Tipu Sultan & Dake Wang & Alina Badulescu & Benqian Li, 2021. "Cultural Dimensions and Social Media Empowerment in Digital Era: Travel-Related Continuance Usage Intention," Sustainability, MDPI, vol. 13(19), pages 1-21, September.
    16. Rahimizhian, Sima & Ozturen, Ali & Ilkan, Mustafa, 2020. "Emerging realm of 360-degree technology to promote tourism destination," Technology in Society, Elsevier, vol. 63(C).
    17. Taegoo Terry Kim & Osman M. Karatepe & Gyehee Lee & Hande Demiral, 2018. "Do Gender and Prior Experience Moderate the Factors Influencing Attitude toward Using Social Media for Festival Attendance?," Sustainability, MDPI, vol. 10(10), pages 1-19, September.
    18. Christian Arnold & Kai-Ingo Voigt, 2019. "Determinants of Industrial Internet of Things Adoption in German Manufacturing Companies," International Journal of Innovation and Technology Management (IJITM), World Scientific Publishing Co. Pte. Ltd., vol. 16(06), pages 1-21, October.
    19. Philippe Cohard, 2020. "Information Systems Values: A Study of the Intranet in Three French Higher Education Institutions," Post-Print hal-02987225, HAL.
    20. Melih Engin & Fatih Gürses, 2019. "Adoption of Hospital Information Systems in Public Hospitals in Turkey: An Analysis with the Unified Theory of Acceptance and Use of Technology Model," International Journal of Innovation and Technology Management (IJITM), World Scientific Publishing Co. Pte. Ltd., vol. 16(06), pages 1-19, October.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:eurasi:v:10:y:2020:i:1:d:10.1007_s40821-019-00146-5. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.