IDEAS home Printed from https://ideas.repec.org/a/spr/infosf/v26y2024i4d10.1007_s10796-023-10416-3.html
   My bibliography  Save this article

Impulsive Social Shopping in Social Commerce Platforms: The Role of Perceived Proximity

Author

Listed:
  • Wei Wu

    (Nanjing University of Finance & Economics)

  • Qianwen Yang

    (Northwest University
    Xi’an Jiaotong University)

  • Xiang Gong

    (Xi’an Jiaotong University)

Abstract

Since its conception, social commerce has become a key channel for shopping and in fact has gradually become the dominant way consumer’s shop. Although consumers are prone to impulsive shopping behavior on social commerce platforms, few studies have empirically investigated the psychological mechanisms underlying this behavior. To bridge this gap, we develop a model grounded in construal level theory (CLT) that investigates the role of perceived proximity with the seller in predicting consumers’ impulsive social shopping. We validate the model using a field survey of 875 consumers on a leading social commerce platform in China. Our empirical findings indicate that perceived proximity is determined by interactivity and that it prompts consumers’ cognitive (i.e., cognitive trust) and affective responses (i.e., emotional trust and emotional attachment) to the seller. Meanwhile, emotional trust and emotional attachment further induce impulsive social shopping. The theoretical and practical implications of this study are discussed.

Suggested Citation

  • Wei Wu & Qianwen Yang & Xiang Gong, 2024. "Impulsive Social Shopping in Social Commerce Platforms: The Role of Perceived Proximity," Information Systems Frontiers, Springer, vol. 26(4), pages 1527-1541, August.
    • Handle: RePEc:spr:infosf:v:26:y:2024:i:4:d:10.1007_s10796-023-10416-3
    DOI: 10.1007/s10796-023-10416-3
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10796-023-10416-3
    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/s10796-023-10416-3?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. Lo, Louis Yi-Shih & Lin, Sheng-Wei & Hsu, Li-Yi, 2016. "Motivation for online impulse buying: A two-factor theory perspective," International Journal of Information Management, Elsevier, vol. 36(5), pages 759-772.
    2. Hatice Kizgin & Ahmad Jamal & Bidit Lal Dey & Nripendra P. Rana, 2018. "The Impact of Social Media on Consumers’ Acculturation and Purchase Intentions," Information Systems Frontiers, Springer, vol. 20(3), pages 503-514, June.
    3. Lawrence E. Williams & Randy Stein & Laura Galguera, 2014. "The Distinct Affective Consequences of Psychological Distance and Construal Level," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 40(6), pages 1123-1138.
    4. Badgaiyan, Anant Jyoti & Verma, Anshul, 2015. "Does urge to buy impulsively differ from impulsive buying behaviour? Assessing the impact of situational factors," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 145-157.
    5. Li, Chia-Ying, 2019. "How social commerce constructs influence customers' social shopping intention? An empirical study of a social commerce website," Technological Forecasting and Social Change, Elsevier, vol. 144(C), pages 282-294.
    6. Raed S. Algharabat & Nripendra P. Rana, 2021. "Social Commerce in Emerging Markets and its Impact on Online Community Engagement," Information Systems Frontiers, Springer, vol. 23(6), pages 1499-1520, December.
    7. Qi Li & Ni Liang & Eldon Y. Li, 2018. "Does friendship quality matter in social commerce? An experimental study of its effect on purchase intention," Electronic Commerce Research, Springer, vol. 18(4), pages 693-717, December.
    8. Chen, Xiayu & Li, Yanrui & Davison, Robert M. & Liu, Yezheng, 2021. "The impact of imitation on Chinese social commerce buyers’ purchase behavior: The moderating role of uncertainty," International Journal of Information Management, Elsevier, vol. 56(C).
    9. Marios Koufaris, 2002. "Applying the Technology Acceptance Model and Flow Theory to Online Consumer Behavior," Information Systems Research, INFORMS, vol. 13(2), pages 205-223, June.
    10. Wu, Wei & Wang, Sihang & Ding, Guanqi & Mo, Jinfei, 2023. "Elucidating trust-building sources in social shopping: A consumer cognitive and emotional trust perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
    11. Huang, Li-Ting, 2016. "Flow and social capital theory in online impulse buying," Journal of Business Research, Elsevier, vol. 69(6), pages 2277-2283.
    12. X. Wang & M.Z. Tauni & Q. Zhang & Ayaz Ali & Fayaz Ali, 2020. "Does Buyer-Seller Personality Match Enhance Impulsive Buying? A Green Marketing Context," Post-Print hal-04457148, HAL.
    13. Kyeongheui Kim & Meng Zhang & Xiuping Li, 2008. "Effects of Temporal and Social Distance on Consumer Evaluations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 35(4), pages 706-713, August.
    14. Dengfeng Yan & Jaideep Sengupta & Jiewen Hong, 2016. "Why Does Psychological Distance Influence Construal Level? The Role of Processing Mode," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 43(4), pages 598-613.
    15. Lo, Pei-San & Dwivedi, Yogesh K. & Wei-Han Tan, Garry & Ooi, Keng-Boon & Cheng-Xi Aw, Eugene & Metri, Bhimaraya, 2022. "Why do consumers buy impulsively during live streaming? A deep learning-based dual-stage SEM-ANN analysis," Journal of Business Research, Elsevier, vol. 147(C), pages 325-337.
    16. D. Veena Parboteeah & Joseph S. Valacich & John D. Wells, 2009. "The Influence of Website Characteristics on a Consumer's Urge to Buy Impulsively," Information Systems Research, INFORMS, vol. 20(1), pages 60-78, March.
    17. Yi Yong Lee & Chin Lay Gan, 2020. "Applications of SOR and para-social interactions (PSI) towards impulse buying: the Malaysian perspective," Journal of Marketing Analytics, Palgrave Macmillan, vol. 8(2), pages 85-98, June.
    18. Darke, Peter R. & Brady, Michael K. & Benedicktus, Ray L. & Wilson, Andrew E., 2016. "Feeling Close From Afar: The Role of Psychological Distance in Offsetting Distrust in Unfamiliar Online Retailers," Journal of Retailing, Elsevier, vol. 92(3), pages 287-299.
    19. Chengde Zheng & Xiaofeng Yu & Qiming Jin, 2017. "How user relationships affect user perceived value propositions of enterprises on social commerce platforms," Information Systems Frontiers, Springer, vol. 19(6), pages 1261-1271, December.
    20. Japutra, Arnold & Ekinci, Yuksel & Simkin, Lyndon, 2019. "Self-congruence, brand attachment and compulsive buying," Journal of Business Research, Elsevier, vol. 99(C), pages 456-463.
    21. Paul A. Pavlou & David Gefen, 2004. "Building Effective Online Marketplaces with Institution-Based Trust," Information Systems Research, INFORMS, vol. 15(1), pages 37-59, March.
    22. Bas Verplanken & Ayana Sato, 2011. "The Psychology of Impulse Buying: An Integrative Self-Regulation Approach," Journal of Consumer Policy, Springer, vol. 34(2), pages 197-210, June.
    23. Leiser, David & Azar, Ofer H. & Hadar, Liat, 2008. "Psychological construal of economic behavior," Journal of Economic Psychology, Elsevier, vol. 29(5), pages 762-776, November.
    24. Jeanne Wilson & C. Brad Crisp & Mark Mortensen, 2013. "Extending Construal-Level Theory to Distributed Groups: Understanding the Effects of Virtuality," Organization Science, INFORMS, vol. 24(2), pages 629-644, April.
    25. Park, Eun Joo & Kim, Eun Young & Funches, Venessa Martin & Foxx, William, 2012. "Apparel product attributes, web browsing, and e-impulse buying on shopping websites," Journal of Business Research, Elsevier, vol. 65(11), pages 1583-1589.
    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. Zafar, Abaid Ullah & Shahzad, Mohsin & Ashfaq, Muhammad & Shahzad, Khuram, 2023. "Forecasting impulsive consumers driven by macro-influencers posts: Intervention of followers' flow state and perceived informativeness," Technological Forecasting and Social Change, Elsevier, vol. 190(C).
    2. Muhammad Danish Habib, Abdul Qayyum, 2018. "Cognitive Emotion Theory and Emotion-Action Tendency in Online Impulsive Buying Behavior," Journal of Management Sciences, Geist Science, Iqra University, Faculty of Business Administration, vol. 5(1), pages 86-99, March.
    3. Goel, Pooja & Parayitam, Satyanarayana & Sharma, Anuj & Rana, Nripendra P. & Dwivedi, Yogesh K, 2022. "A moderated mediation model for e-impulse buying tendency, customer satisfaction and intention to continue e-shopping," Journal of Business Research, Elsevier, vol. 142(C), pages 1-16.
    4. Yang Zhao & Yixuan Li & Ning Wang & Ruoxin Zhou & Xin (Robert) Luo, 2022. "A Meta-Analysis of Online Impulsive Buying and the Moderating Effect of Economic Development Level," Information Systems Frontiers, Springer, vol. 24(5), pages 1667-1688, October.
    5. Xiyun Gong & Choy Leong Yee & Shin Yiing Lee & Ethan Yi Cao & Abu Naser Mohammad Saif, 2024. "Knowledge mapping of impulsive buying behavior research: a visual analysis using CiteSpace," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-18, December.
    6. Kimiagari, Salman & Asadi Malafe, Neda Sharifi, 2021. "The role of cognitive and affective responses in the relationship between internal and external stimuli on online impulse buying behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    7. Islam, Tahir & Pitafi, Abdul Hameed & Arya, Vikas & Wang, Ying & Akhtar, Naeem & Mubarik, Shujaat & Xiaobei, Liang, 2021. "Panic buying in the COVID-19 pandemic: A multi-country examination," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    8. Un-Kon Lee, 2017. "International Tourism Advertisements on Social Media: Impact of Argument Quality and Source," Sustainability, MDPI, vol. 9(9), pages 1-18, August.
    9. 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).
    10. Wu, Ing-Long & Chen, Kuei-Wan & Chiu, Mai-Lun, 2016. "Defining key drivers of online impulse purchasing: A perspective of both impulse shoppers and system users," International Journal of Information Management, Elsevier, vol. 36(3), pages 284-296.
    11. Changhyun Nam & Jihyeong Son & Jae-Gu Yu, 2019. "Effects of SNS Social Capital on E-Service Quality and Sustained Referral Intentions of E-Fitness Apparel: Comparative Body Image Satisfaction Analysis," Sustainability, MDPI, vol. 11(24), pages 1-16, December.
    12. Yi Yong Lee & Chin Lay Gan & Tze Wei Liew, 2023. "Do E-wallets trigger impulse purchases? An analysis of Malaysian Gen-Y and Gen-Z consumers," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(2), pages 244-261, June.
    13. Robert Stefko & Radovan Bacik & Richard Fedorko & Maria Olearova, 2022. "Gender-generation characteristic in relation to the customer behavior and purchasing process in terms of mobile marketing," Oeconomia Copernicana, Institute of Economic Research, vol. 13(1), pages 181-223, March.
    14. Amy Wenxuan Ding & Shibo Li & Patrali Chatterjee, 2015. "Learning User Real-Time Intent for Optimal Dynamic Web Page Transformation," Information Systems Research, INFORMS, vol. 26(2), pages 339-359, June.
    15. Nguyen, Stephanie & Didi Alaoui, Mohamed & Llosa, Sylvie, 2020. "When interchangeability between providers and users makes a difference: The mediating role of social proximity in collaborative services," Journal of Business Research, Elsevier, vol. 121(C), pages 506-515.
    16. Gopalkrishnan R. Iyer & Markus Blut & Sarah Hong Xiao & Dhruv Grewal, 2020. "Impulse buying: a meta-analytic review," Journal of the Academy of Marketing Science, Springer, vol. 48(3), pages 384-404, May.
    17. Un-Kon Lee, 2021. "The Effect of Confirmation of Nation Brand Image in International Tourism Advertisement on Travel Intention of Foreign Tourists: The Case of Korean ITA for Chinese Tourists," SAGE Open, , vol. 11(1), pages 21582440209, January.
    18. Jinjing Yang & Cong Cao & Chensang Ye & Yangyan Shi, 2022. "Effects of Interface Design and Live Atmosphere on Consumers’ Impulse-Buying Behaviour from the Perspective of Human–Computer Interaction," Sustainability, MDPI, vol. 14(12), pages 1-21, June.
    19. Reema Nofal & Pelin Bayram & Okechukwu Lawrence Emeagwali & Lu’ay Al-Mu’ani, 2022. "The Effect of eWOM Source on Purchase Intention: The Moderation Role of Weak-Tie eWOM," Sustainability, MDPI, vol. 14(16), pages 1-20, August.
    20. Shabnam H. A. Zanjani & George R. Milne & Elizabeth G. Miller, 2016. "Procrastinators’ online experience and purchase behavior," Journal of the Academy of Marketing Science, Springer, vol. 44(5), pages 568-585, September.

    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:infosf:v:26:y:2024:i:4:d:10.1007_s10796-023-10416-3. 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.