IDEAS home Printed from https://ideas.repec.org/a/ids/ijemre/v6y2014i1p28-51.html
   My bibliography  Save this article

Examining online channel selection behaviour among social media shoppers: a PLS analysis

Author

Listed:
  • Sajad Rezaei
  • Wan Khairuzzaman Wan Ismail

Abstract

Online social media shopper's channel selection behaviour have been neglected despite its significant effect on purchase decision in both offline and online markets. The purpose of this study is to examine the influence of transactive memory system (TMS) factors (specialisation, credibility and coordination), knowledge sharing (KS) and communication quality on online social media channel selection for shopping activities. Structural equation modelling (SEM) was performed using partial least squares (PLS) analysis to examine measurement model and structural model for reflective constructs. A total of 336 online questionnaires were collected from users of collaborative projects, social networking sites, blogs, content communities, virtual game worlds, and virtual social worlds. Our results reveal that TMS factors, KS and communication quality positively influence online channel selection. In addition, specialisation, credibility and coordination statistically contribute to TMS as a second order construct. This study extends the social exchange theory (SET) and TMS model in B2C retail context rather than B2B. Practical implications, limitations and directions for future research are discussed.

Suggested Citation

  • Sajad Rezaei & Wan Khairuzzaman Wan Ismail, 2014. "Examining online channel selection behaviour among social media shoppers: a PLS analysis," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 6(1), pages 28-51.
    • Handle: RePEc:ids:ijemre:v:6:y:2014:i:1:p:28-51
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=64876
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    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. Cosmides, Leda & Tooby, John, 1994. "Better than Rational: Evolutionary Psychology and the Invisible Hand," American Economic Review, American Economic Association, vol. 84(2), pages 327-332, May.
    2. Heung, Vincent C.S. & Kucukusta, Deniz & Song, Haiyan, 2011. "Medical tourism development in Hong Kong: An assessment of the barriers," Tourism Management, Elsevier, vol. 32(5), pages 995-1005.
    3. Heitz-Spahn, Sandrine, 2013. "Cross-channel free-riding consumer behavior in a multichannel environment: An investigation of shopping motives, sociodemographics and product categories," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 570-578.
    4. Inma Rodriguez-Ardura & Francisco J. Martinez-Lopez & Paula Luna, 2010. "Going with the consumer towards the social web environment: a review of extant knowledge," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 3(4), pages 415-440.
    5. Sandrine Heitz-Spahn, 2013. "Cross-channel free-riding consumer behavior in a multichannel environment: An investigation of shopping motives, sociodemographics and product categories," Post-Print hal-01369291, HAL.
    6. Ilan Oshri & Julia Kotlarsky & Paul Fenema, 2009. "Transactive Memory and the Transfer of Knowledge between Onsite and Offshore IT Outsourcing Teams," Springer Books, in: Rudy Hirschheim & Armin Heinzl & Jens Dibbern (ed.), Information Systems Outsourcing, pages 327-350, Springer.
    7. Sandrine Heitz-Spahn, 2013. "Cross-channel free-riding consumer behavior in a multichannel environment: An investigation of shopping motives, sociodemographics and product categories," Post-Print hal-03010102, HAL.
    8. Boer, Niels-Ingvar & Berends, Hans & van Baalen, Peter, 2011. "Relational models for knowledge sharing behavior," European Management Journal, Elsevier, vol. 29(2), pages 85-97, April.
    9. Dan Fisher & Scott Smith, 2010. "Consumers bite on the social web about the film Snakes on a Plane," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 3(3), pages 241-260.
    10. Karen H. Hyllegard & Jennifer Paff Ogle & Ruoh-Nan Yan & Amy R. Reitz, 2013. "Female consumers' fanning of companies on Facebook: the influence of generational cohort," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 5(3), pages 222-241.
    11. Gensler, Sonja & Leeflang, Peter & Skiera, Bernd, 2012. "Impact of online channel use on customer revenues and costs to serve: Considering product portfolios and self-selection," International Journal of Research in Marketing, Elsevier, vol. 29(2), pages 192-201.
    12. Xiaoping Fan & Feng Liu & Jia Zhang, 2013. "To be familiar or to be there? The roles of brand familiarity and social presence on web store image and online purchase intention," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 5(3), pages 199-221.
    13. Endo, Seiji & Yang, Jun & Park, JungKun, 2012. "The investigation on dimensions of e-satisfaction for online shoes retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 19(4), pages 398-405.
    14. Daniel Belanche & Luis V. Casalo & Carlos Flavian & Miguel Guinaliu, 2010. "Online social networks in the travel sector," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 3(4), pages 321-340.
    15. Mahr, Dominik & Lievens, Annouk, 2012. "Virtual lead user communities: Drivers of knowledge creation for innovation," Research Policy, Elsevier, vol. 41(1), pages 167-177.
    16. Tanuja Singh & Joe Cullinane, 2010. "Social networks and marketing: potential and pitfalls," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 3(3), pages 202-220.
    17. Kaplan, Andreas M. & Haenlein, Michael, 2010. "Users of the world, unite! The challenges and opportunities of Social Media," Business Horizons, Elsevier, vol. 53(1), pages 59-68, January.
    18. Bindu Gupta & Sahil Joshi & Mohit Agarwal, 2012. "The Effect of Expected Benefit and Perceived Cost on Employees’ Knowledge Sharing Behavior: A Study of IT Employees in India," Organizations and Markets in Emerging Economies, Faculty of Economics, Vilnius University, vol. 3(1).
    19. Michael Nche Tuma & Reinhold Decker, 2013. "Online reviews as a source of marketing research data: a literature analysis," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 5(4), pages 287-316.
    20. Oppewal, Harmen & Tojib, Dewi Rooslani & Louvieris, Panos, 2013. "Experimental analysis of consumer channel-mix use," Journal of Business Research, Elsevier, vol. 66(11), pages 2226-2233.
    21. Alicia Izquierdo-Yusta & Stephen J. Newell, 2011. "Consumer beliefs and motivations that influence repeat online purchases," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 4(4), pages 270-292.
    22. Hanna-Kaisa Ellonen & Miia Kosonen, 2010. "Treat your customers as equals! Fostering customer collaboration through social media," International Journal of Electronic Marketing and Retailing, Inderscience Enterprises Ltd, vol. 3(3), pages 221-240.
    23. Chau-kiu Cheung & Raymond Chan, 2010. "Social Capital as Exchange: Its Contribution to Morale," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 96(2), pages 205-227, April.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Sajad Rezaei & Muslim Amin & Halimin Herjanto, 2024. "Pay-per-click (PPC) advertising and continuous banking service intentions," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 29(4), pages 1542-1558, December.
    2. Nakano, Satoshi & Kondo, Fumiyo N., 2018. "Customer segmentation with purchase channels and media touchpoints using single source panel data," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 142-152.
    3. Yeo, Vincent Cheow Sern & Goh, See-Kwong & Rezaei, Sajad, 2017. "Consumer experiences, attitude and behavioral intention toward online food delivery (OFD) services," Journal of Retailing and Consumer Services, Elsevier, vol. 35(C), pages 150-162.
    4. Muhammad Tahir Jan & Johan de Jager & Naheed Sultan, 2020. "The Impact of Social Media Activity, Interactivity, and Content on Customer Satisfaction: A Study of Fashion Products," Eurasian Journal of Business and Management, Eurasian Publications, vol. 8(4), pages 336-347.

    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. Pantano, Eleonora & Viassone, Milena, 2015. "Engaging consumers on new integrated multichannel retail settings: Challenges for retailers," Journal of Retailing and Consumer Services, Elsevier, vol. 25(C), pages 106-114.
    2. Eunhye Kim & Christian Fernando Libaque-Saenz & Myeong-Cheol Park, 2019. "Understanding shopping routes of offline purchasers: selection of search-channels (online vs. offline) and search-platforms (mobile vs. PC) based on product types," Service Business, Springer;Pan-Pacific Business Association, vol. 13(2), pages 305-338, June.
    3. Neslin, Scott A., 2022. "The omnichannel continuum: Integrating online and offline channels along the customer journey," Journal of Retailing, Elsevier, vol. 98(1), pages 111-132.
    4. Viejo-Fernández, Nuria & Sanzo-Pérez, María José & Vázquez-Casielles, Rodolfo, 2020. "Is showrooming really so terrible? start understanding showroomers," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    5. Gensler, Sonja & Neslin, Scott A. & Verhoef, Peter C., 2017. "The Showrooming Phenomenon: It's More than Just About Price," Journal of Interactive Marketing, Elsevier, vol. 38(C), pages 29-43.
    6. Acquila-Natale, Emiliano & Iglesias-Pradas, Santiago, 2021. "A matter of value? Predicting channel preference and multichannel behaviors in retail," Technological Forecasting and Social Change, Elsevier, vol. 162(C).
    7. Ilaria Dalla Pozza & Lionel Texier, 2014. "Managing multichannel strategies in the service sector: the example of the French insurance industry," Working Papers 2014-59, Department of Research, Ipag Business School.
    8. Aw, Eugene Cheng-Xi, 2020. "Understanding consumers’ paths to webrooming: A complexity approach," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    9. Acquila-Natale, Emiliano & Iglesias-Pradas, Santiago, 2020. "How to measure quality in multi-channel retailing and not die trying," Journal of Business Research, Elsevier, vol. 109(C), pages 38-48.
    10. Swapan Kumar Saha & Guijun Zhuang & Sihan Li, 2020. "Will Consumers Pay More for Efficient Delivery? An Empirical Study of What Affects E-Customers’ Satisfaction and Willingness to Pay on Online Shopping in Bangladesh," Sustainability, MDPI, vol. 12(3), pages 1-22, February.
    11. Hult, G. Tomas M. & Sharma, Pratyush Nidhi & Morgeson, Forrest V. & Zhang, Yufei, 2019. "Antecedents and Consequences of Customer Satisfaction: Do They Differ Across Online and Offline Purchases?," Journal of Retailing, Elsevier, vol. 95(1), pages 10-23.
    12. Ilaria Dalla Pozza & Lionel Texier, 2014. "La multicanalité et son impact sur le territoire: L’exemple de l'assurance en France," Working Papers 2014-190, Department of Research, Ipag Business School.
    13. Xu, Senyu & Tang, Huajun & Lin, Zhijun & Lu, Jing, 2022. "Pricing and sales-effort analysis of dual-channel supply chain with channel preference, cross-channel return and free riding behavior based on revenue-sharing contract," International Journal of Production Economics, Elsevier, vol. 249(C).
    14. Heitz-Spahn, Sandrine & Belaud, Lydie & Ferrandi, Jean-Marc, 2024. "A regulatory focus theory approach to understanding cross-channel free-riding behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 78(C).
    15. Park, Hyewon & Hur, Won-Moo, 2023. "Customer showrooming behavior, customer orientation, and emotional labor: Sales control as a moderator," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
    16. Pallant, Jessica L. & Karpen, Ingo O. & Sands, Sean J., 2022. "What drives consumers to customize products? The mediating role of brand experience," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    17. Ali, Fayaz & Tauni, Muhammad Zubair & Ali, Ayaz, 2022. "The Big Five dyad congruence and compulsive buying: A case of service encounters," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    18. Kim, Jikyung (Jeanne) & Song, Hyeasinn & Choi, Jeonghye & Kim, Yongseob & Hong, Jeonghan, 2021. "Channel stickiness in the shopping journey for electronics: Evidence from China and South Korea," Journal of Business Research, Elsevier, vol. 130(C), pages 506-516.
    19. Shankar, Amit & Jain, Sheetal, 2021. "Factors affecting luxury consumers’ webrooming intention: A moderated-mediation approach," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    20. Fayaz Ali & Muhammad Zubair Tauni & Ayaz Ali, 2022. "The Big Five Dyad Congruence and Compulsive Buying: A Case of Service Encounters," Post-Print hal-04584719, HAL.

    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:ids:ijemre:v:6:y:2014:i:1:p:28-51. 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: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=43 .

    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.