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Investigating consumers’ online social shopping intention: An information processing perspective

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  • Fu, Jen-Ruei
  • Lu, I-Wei
  • Chen, Jessica H.F.
  • Farn, Cheng-Kiang

Abstract

Online social media is transforming the way customers communicate and exchange product information with others. Consumers increasingly rely on the opinions and recommendations from social media members when making purchasing decisions. However, information received from social media may have different meanings and social implications for consumers. Based on the theory of informational social influence and heuristic-systematic model (HSM), we develop a model to understand the relative importance of informational social influence, normative social influence, and perceived information quality on the consumer’s social shopping intention under different levels of product involvement. The results of the structural equation modeling (SEM) using a sample of 503 consumers in the Facebook brand fan pages indicate that social influences have a greater impact on the consumer’s social shopping intention than perceived information quality. Three social interactional factors (perceived similarity, familiarity, and expertise) have a positive effect on social shopping intention via the mediation of informational, normative social influence and perceive information quality. The multiple-group analysis suggests that high product-involved consumers are motivated to exert more cognitive effort to evaluate the product information. In contrast, low product-involved consumers are more susceptible to informational social influence. We draw on these findings to offer implications for researchers and practitioners.

Suggested Citation

  • Fu, Jen-Ruei & Lu, I-Wei & Chen, Jessica H.F. & Farn, Cheng-Kiang, 2020. "Investigating consumers’ online social shopping intention: An information processing perspective," International Journal of Information Management, Elsevier, vol. 54(C).
  • Handle: RePEc:eee:ininma:v:54:y:2020:i:c:s0268401218300343
    DOI: 10.1016/j.ijinfomgt.2020.102189
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    Citations

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    Cited by:

    1. Fan, Liu & Wang, Yawei & Mou, Jian, 2024. "Enjoy to read and enjoy to shop: An investigation on the impact of product information presentation on purchase intention in digital content marketing," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    2. Laradi, Sofiane & Alrawad, Mahmaod & Lutfi, Abdalwali & Agag, Gomaa, 2024. "Understanding factors affecting social commerce purchase behavior: A longitudinal perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    3. Akhtar, Naeem & Hameed, Zahid & Islam, Tahir & Pant, Manoj Kumar & Sharma, Anshuman & Rather, Raouf Ahmad & Kuzior, Aleksandra, 2024. "Avatars of influence: Understanding how virtual influencers trigger consumer engagement on online booking platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    4. Ming Xing Wang & Ki Su Kim & Jeoung Kun Kim, 2023. "Investigating the Determinants of IoT Device Continuance Intentions: An Empirical Study of Smart Speakers Through the Lens of Expectation-Confirmation Theory," SAGE Open, , vol. 13(3), pages 21582440231, September.
    5. Agag, Gomaa & Eid, Riyad & Chaib Lababdi, Houyem & Abdelwahab, Mohamed & Aboul-Dahab, Sameh & Abdo, Said Shabban, 2024. "Understanding the impact of national culture differences on customers’ online social shopping behaviours," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).

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