A network-based conceptualization of social commerce and social commerce value

Grangé, Camille; Benbasat, Izak; Burton‐Jones, Andrew

doi:10.1016/j.chb.2018.12.033

Cited by 21 publications

(30 citation statements)

References 113 publications

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“…Likewise, studies have adopted technology and innovation acceptance models to understand social shopping behaviours in a digital era (Zheng et al, 2015). Other works have followed network analysis approaches to shed light on the way usage depends on platform design (Grange et al, 2020;Xu et al, 2020;Zhang et al, 2014). We also note the existence of emerging social perspectives that address s-commerce usage beyond functional and economic value by considering, for example, its relevance in different cultural settings and locations (Doha et al, 2019;Goodrich and de Mooij, 2014;Yin et al, 2019).…”

Section: Theoretical Background 21 S-commercementioning

confidence: 94%

Casual selling practice: a qualitative study of non-professional sellers' involvement on C2C social commerce platforms

Schwob

Kervenoael

Kirova

et al. 2022

ITP

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PurposeRecent substantial developments of consumer-to-consumer social commerce platforms (C2C-SCPs) emboldened consumers/users to be involved as sellers. Considering C2C social networks that privilege local reach, this paper aim to explore how the practice-based view informs non-professional sellers' involvement.Design/methodology/approachUnderpinned by data from 29 semi-structured interviews with non-professional sellers on Kaskus, one of the largest local Indonesian C2C-SCPs, the study reveals the emergence of a novel structural practice that we call casual selling.FindingsThe findings show that casual selling allows non-professional sellers' involvement in C2C-SCPs through three broad categories of practices: priming oneself, producing commercial operations and valuing others. Within these three categories, non-professional sellers are found to generate both personal and collective involvement along nine situated market practices.Research limitations/implicationsThis paper adds to previous research by introducing the practice-based view to social commerce literature. In doing so, it deals with the under-investigated seller's perspective and activities that prevail in C2C-SCPs.Originality/valueIn C2C-SCPs, casual selling constitutes a distinct mode of involvement in social commerce in which established professional selling standards are suspended. As a structural practice, it entices non-professional sellers to consider a wider variety of situations in which they are in dialogue with other individuals (buyers and sellers) to shape s-commerce potential. In doing so, C2C-SCP users draw on a dynamic intertwining between digital technology and the socio-cultural environment surrounding s-commerce.

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Section: Theoretical Background 21 S-commercementioning

confidence: 94%

Casual selling practice: a qualitative study of non-professional sellers' involvement on C2C social commerce platforms

Schwob

Kervenoael

Kirova

et al. 2022

ITP

View full text Add to dashboard Cite

show abstract

“…S-commerce is a modern structure of social media, corporate transactions, and marketing activities (e.g., Facebook, LinkedIn, Instagram, Twitter, and YouTube) that empower consumers to be proactively involved in selling, buying, marketing, and exchanging of products which are resources for knowledge seeking transactions, referrals, communications, and recommendations in online marketplaces (Li 2019;Hu et al 2019;Grange et al 2019). On the contrary, the s-commerce intention is the advance and positive outcome of s-commerce (Lee and chen 2020).…”

Section: Social Commerce Intention (S-commerce Intention)mentioning

confidence: 99%

Effect of Social Presence on Behavioral Intention to Social Commerce Through Online Social Capital

Hossain

Yesmin

Jahan³

et al. 2023

International Journal of E-Collaboration

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This research aims to observe how social presence influences online social capital and the behavioral intention of social commerce (s-commerce). The online survey with a structured questionnaire is used to collect data and analyzed by a structural equation model (SEM). The authors found that social presence is directly connected with online social capital (bonding and bridging). Social presence is not meaningfully connected to s-commerce intention (sharing and shopping), but the cluster model argues that social presence has a significant connection with social sharing and shopping intention. Online social capital and s-commerce intention are positively related to social interaction, and the results also confirmed that social capital is a complementary mediator. The paper provides different research instructions and guidelines for consumers and scholars. They offer a user-preferred s-commerce environment that is related to helping enterprise proprietors provide personalized services and supporting clients to acquire precious purchase-related information.

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“…It is any statement by consumers, positive or negative, about a product, service or company (Ali, Hussin and Dahlan, 2020;Grange, Benbasat and Burton-Jones, 2020;Hossain and Kim, 2020).…”

Section: Electronic Word Of Mouth (E-wom)mentioning

confidence: 99%

Enterpreneurial Strategies for the Female Sector: Leveraging Instagram Sales During the Pandemic

Elias

Reis

Delfino

et al. 2022

ECIE

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The COVID-19 pandemic significantly influenced the purchasing behavior of consumers, who began to see in the tools available in the virtual environment the necessary allies to satisfy their consumption desires. Given the relevance achieved by the virtual environment, organizations began to explore more intensively the various digital platforms to enhance their reach to their customers. The traditional electronic commerce then evolved into what we call Social Commerce (S-commerce), which allowed a substantial increase in the way of interacting and promoting sales. Despite the limitations and incipient studies on how organizations use their strategies and explore digital media tools to leverage sales, it is perceived as relevant to understand how the process of joining these organizations to digital media and the influence they have passed to exercise in the reformulation of its strategies and business models. Focusing on the Instagram environment, the objective of this research is to characterize the sales strategies used by three female-owned enterprises, through Instagram, during the pandemic by COVID-19. As a methodological research strategy, the study of multiple cases was used. Three Brazilian female-owned enterprise were analyzed, being: a jewelry company, a women's adult footwear company and a beauty salon. The entrepreneurs responsible for the companies were submitted to a semi-structured questionnaire, which was conducted in loco. As a result, it was observed that the most used Instagram tools are feed resources, stories and metrics. On the other hand, the sales strategies most used by entrepreneurs were e-WOM, recommendations and feedbacks and, finally, encouraging user participation. In conclusion, it was noticed that both the entrepreneur and the company that wants to implement sales strategies in digital media, need to understand the functions and objectives of the set of tools made available by Instagram. Once the functionalities present in these resources are understood, entrepreneurs and managers can formulate their strategies in an assertive way, being more efficient in their commercial transactions, since the actions aim to promote involvement with the public that follows the business. Instagram proved to be a tool with great potential for business in the female sector.

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A network-based conceptualization of social commerce and social commerce value

Cited by 21 publications

References 113 publications

Casual selling practice: a qualitative study of non-professional sellers' involvement on C2C social commerce platforms

Casual selling practice: a qualitative study of non-professional sellers' involvement on C2C social commerce platforms

Effect of Social Presence on Behavioral Intention to Social Commerce Through Online Social Capital

Enterpreneurial Strategies for the Female Sector: Leveraging Instagram Sales During the Pandemic

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