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What Motivates People to Purchase Digital Items on Virtual Community Websites? The Desire for Online Self-Presentation

Author

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  • Hee-Woong Kim

    (Graduate School of Information, Yonsei University, Seodeamun, Seoul 120-749, Korea)

  • Hock Chuan Chan

    (Department of Information Systems, School of Computing, National University of Singapore, Singapore 117417, Republic of Singapore)

  • Atreyi Kankanhalli

    (Department of Information Systems, School of Computing, National University of Singapore, Singapore 117417, Republic of Singapore)

Abstract

The sale of digital items, such as avatars and decorative objects, is becoming an important source of revenue for virtual community (VC) websites. However, some websites are unable to leverage this source of revenue, and there is a corresponding lack of understanding about what motivates people to purchase digital items in VCs. To explain the phenomenon, we develop a model based on the theory of self-presentation. The model proposes that the desire for online self-presentation is a key driver for such purchases. We also hypothesize that the social influence factors of online self-presentation norms and VC involvement as well as personal control in the form of online presentation self-efficacy are antecedents of the desire for online self-presentation. The model was validated by using survey data collected from Cyworld ( N =217) and Habbo ( N =197), two online social network communities that have been pioneers in the sale of digital items. This work contributes to our understanding of the purchase of digital items by extending the theory of self-presentation and adds to the broader line of research on online identity. It also lends insights into how VC providers can tap this source of revenue.

Suggested Citation

  • Hee-Woong Kim & Hock Chuan Chan & Atreyi Kankanhalli, 2012. "What Motivates People to Purchase Digital Items on Virtual Community Websites? The Desire for Online Self-Presentation," Information Systems Research, INFORMS, vol. 23(4), pages 1232-1245, December.
    • Handle: RePEc:inm:orisre:v:23:y:2012:i:4:p:1232-1245
    DOI: 10.1287/isre.1110.0411
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    4. Meng Zhang & Yang Gao & Minghe Sun & Datian Bi, 2020. "Influential Factors and the Realization Mechanism of Sustainable Information-Sharing in Virtual Communities from a Knowledge Fermenting Perspective," SAGE Open, , vol. 10(4), pages 21582440209, November.
    5. Hsu, Chin-Lung & Lin, Judy Chuan-Chuan, 2020. "Antecedents and gains of user participation in social media in Taiwan," Technology in Society, Elsevier, vol. 61(C).
    6. Jang, Yoon-Jung & Kim, Hee-Woong & Jung, Yoonhyuk, 2016. "A mixed methods approach to the posting of benevolent comments online," International Journal of Information Management, Elsevier, vol. 36(3), pages 414-424.
    7. E. Mitchell Church & Ravi Thambusamy, 2022. "Game-swinging on Twitch: an affordances perspective," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(3), pages 1677-1689, September.
    8. Liao, Junyun & Pang, Jiecong & Dong, Xuebing, 2023. "More gain, more give? The impact of brand community value on users’ value co-creation," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    9. Lee, So-Hyun & Noh, Seung-Eui & Kim, Hee-Woong, 2013. "A mixed methods approach to electronic word-of-mouth in the open-market context," International Journal of Information Management, Elsevier, vol. 33(4), pages 687-696.
    10. Mäntymäki, Matti & Salo, Jari, 2015. "Why do teens spend real money in virtual worlds? A consumption values and developmental psychology perspective on virtual consumption," International Journal of Information Management, Elsevier, vol. 35(1), pages 124-134.
    11. Hamari, Juho, 2015. "Why do people buy virtual goods? Attitude toward virtual good purchases versus game enjoyment," International Journal of Information Management, Elsevier, vol. 35(3), pages 299-308.
    12. Soo-Hyun Jun, 2022. "Why Do People Post Photos on Instagram?," Sustainability, MDPI, vol. 14(19), pages 1-13, October.
    13. Shiau, Wen-Lung & Dwivedi, Yogesh K. & Yang, Han Suan, 2017. "Co-citation and cluster analyses of extant literature on social networks," International Journal of Information Management, Elsevier, vol. 37(5), pages 390-399.
    14. Wei-Tsong Wang & Wen-Hung Chang, 2014. "A study of virtual product consumption from the expectancy disconfirmation and symbolic consumption perspectives," Information Systems Frontiers, Springer, vol. 16(5), pages 887-908, November.
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