Social Commerce: The Good, the Bad, and the Ugly
Permanent URI for this collectionhttps://hdl.handle.net/10125/107521
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Item type: Item , How Conversational Agents Influence Purchase Decisions of Online Fashion Shoppers toward Sustainable Consumption: Exploring Nudges for Green Decision-Making(2024-01-03) Stolz, Katharina; Hammerschmidt, Teresa; Posegga, OliverWith nudges, conversational agents (CAs) can be used to recommend environmentally sustainable products to individuals shopping online. CAs can thus influence individual purchase behaviors and have the potential to promote green decision-making. There is a lack of qualitative insights into how CA nudges might influence the purchase decisions of individuals in the specific context of sustainable fashion consumption – especially regarding customer perceptions of CAs trying to influence those decisions. We conducted an explorative survey with a qualitative online questionnaire of 79 fashion shoppers to determine how they think about CAs nudging their product choices and to derive propositions on how CA nudges should be designed to support green decision-making.Item type: Item , Turning Social Capital into Economic Capital: the Sales Effect of Friendship Group Participation in Social Commerce Websites(2024-01-03) Wang, Doudou; Gong, Xiang; Liu, Xiaoxiao; Xiao, Zhenxin; Li, Yueyue; Chen, ChengFriendship groups have been widely adopted in social commerce platforms because of the powerful and pervasive influence of groups on decision making. Despite their widespread use, the sales effects of seller participation in friendship groups (FGP) have received limited research attention. Using a quasi-experimental design with 373,964 products from 8,250 sellers on a leading social commerce platform, we find that FGP increase sellers' product sales performance through the formation of relational and cognitive capital. In addition, we find that seller guarantee, product guarantee and product rating strengthen the sales effect of FGP, while the number of seller followers weakens the sales effect of FGP. Our study contributes to the literature by examining how, why, and when FGP affect sales performance in social commerce. We also provides guidance for sellers and platforms to use friendship groups and group marketing to improve sales performance in social commerce.Item type: Item , Introduction to the Minitrack on Social Commerce: The Good, the Bad, and the Ugly(2024-01-03) Sadovykh , Valeria; Sundaram, David; Hassna, Ghazwan; Peko, Gabrielle