Social Shopping: The Good, the Bad, and the Ugly
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ItemThe Influence of E-Commerce Live Streaming on Lifestyle Fit Uncertainty and Online Purchase Intention of Experience Products( 2019-01-08)Deriving from the existing research in the product uncertainty literature, we propose a new type of uncertainty that is an important predictor of purchase intention on e-commerce websites: lifestyle fit uncertainty. This uncertainty is distinct from uncertainties regarding description or performance, and targets the uncertainty that results from not knowing how much a product will help a customer reach their broader life goals and values. By integrating mean-ends chain of lifestyle (MECL) theory, socialized charismatic leadership (SCL) theory and product uncertainty theory, we explore how IT-mediated marketing service content of e-commerce live streaming mitigates lifestyle fit uncertainty. We also identify ICT-enabled information retrieval capabilities in live streaming platforms as moderators which regulates the effects of IT-mediated marketing service content on lifestyle fit uncertainty.
ItemTime-contingent Impact of Inconsistent Action-based Information Cues on Social Commerce Purchases: An Experimental Investigation( 2019-01-08)Social commerce websites predominantly display two types of action-based online social information: product’s past purchases and bookmarks (e.g. wish-lists). The impact of inconsistency between these two information cues on consumer decision making is uncertain and is expected to be dependent on the purchase context. In this paper we investigate the effect of (action-based) online social information inconsistency on consumers’ likelihood of purchasing a product for temporally proximal and distant purchases. Using a controlled experimental set-up with Latin-square design and linear mixed model analysis we find significant interaction effect of information inconsistency type and temporal distance of purchase on purchase likelihood of product, establishing the purchase timing dependent impact of information inconsistency. The paper offers several academic implications, and valuable insights for website managers to elicit favorable consumer responses even under information inconsistency and effectively design their product recommendation strategies.