Consumers' purchase intentions in social commerce: the role of social psychological distance, perceived value, and perceived cognitive effort

Yang, Xue

doi:10.1108/itp-02-2022-0091

Cited by 28 publications

(17 citation statements)

References 87 publications

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“…What is more, it is observed that psychological distance positively influences the green perceived value. This finding follows the results of a previous study [27], with the difference that it focused on the effect of the perceived value derived from word-of-mouth in response to networks. The data from the study showed that psychological distance was the variable with the highest degree of influence on green perceived value among all variables.…”

Section: Discussionsupporting

confidence: 90%

“…It also involves an individual’s subjective judgment of their acceptance [ 26 ]. In the marketing sector, it is widely acknowledged that consumers’ perception of psychological distance can significantly impact their cognitive and decision-making processes [ 27 , 28 , 29 ]. Therefore, psychological distance, like social identity, significantly impacts consumers from the perspective of influencing cognition, whereas green perceived value affects consumers from a comprehensive evaluation standpoint.…”

Section: Introductionmentioning

confidence: 99%

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How Social Identity Affects Green Food Purchase Intention: The Serial Mediation Effect of Green Perceived Value and Psychological Distance

Zheng

Ling

Cho

2023

Behavioral Sciences

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As the global population continues to grow, the impact of environmental damage and resource depletion has been severely increased. In this context, green food gains tremendous potential as a sustainable solution. This study establishes a model framework around social identity, psychological distance, green perceived value, and purchase intention from the perspective of social identity to explore the impact the social group has on individual green food purchase intention. Data from 497 questionnaires collected in China were validated using SPSS26 and SmartPLS4. The results demonstrated that the model exhibited excellent explanatory power for psychological distance (R2 = 47.5%), green perceived value (R2 = 48.2%), and purchase intention of green food (R2 = 54.7%). Path analysis showed that social identity, psychological distance, and green perceived value significantly positively affected green food purchase intention. The results also show that social identity significantly positively affected psychological distance and green perceived value, while psychological distance has a significant positive influence on green perceived value. Additionally, it is concluded that psychological distance and green perceived value have significant mediating and serial mediating effects on social identity and green food purchase intention. These findings bridge the research gap concerning consumers’ green food purchase intention from a group perspective, thereby offering great insights for the formulation of sustainable policies. Furthermore, the study provides both theoretical and practical implications for the expansion of the green food consumption market.

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Section: Discussionsupporting

confidence: 90%

Section: Introductionmentioning

confidence: 99%

How Social Identity Affects Green Food Purchase Intention: The Serial Mediation Effect of Green Perceived Value and Psychological Distance

Zheng

Ling

Cho

2023

Behavioral Sciences

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“…Third, this study contributes to the research on WOM by demonstrating that individuals' response behaviors toward help-requests embedded in HMCs can take the form of proactive helping, reactive helping, or inaction. Most of the existing WOM studies focus on increasing individuals' response rates (Fatkin and Lansdown, 2017) and consider individuals' responses to marketing campaigns as a binary concept, such as purchase (Yang, 2022) and sharing (Wang et al ., 2021). Based on the dichotomy of reactive and proactive behaviors (Spitzmuller and Van Dyne, 2013), this study depicts recipients' responses to HMCs as proactive helping, reactive helping and inaction.…”

Section: Discussionmentioning

confidence: 99%

Digging deeper into responsibility: an investigation of responses to online help-request marketing campaigns in social networking groups

2023

ITP

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PurposeThere is a growing trend among online merchants to conduct help-request marketing campaigns (HMCs), which refers to a kind of marketing campaign that leverages participants' help-request to encourage the subsequent engagement of participants' online friends. The paper aims to investigate how individuals respond to online HMCs in social networking groups (SNGs). Integrating the norm activation model and regulatory focus theory, this paper examines the mediation effects of the two facets of responsibility perception, i.e. perceived causality and perceived answerability.Design/methodology/approachA field experiment was conducted by organizing a real HMC on WeChat. To manipulate request individuation, experimental confederates were engaged to serve as requesters in the HMC. The actual responses provided by the recipients (subjects) were captured via the HMC pages. The multiple-group analysis was used for data analysis.FindingsEmpirical results reveal that request individuation strengthens the effect of relationship closeness on perceived causality but reverses the effect of relationship closeness on perceived answerability from being positive to negative. Except for the negligible impact of perceived answerability on inaction, both perceived causality and perceived answerability affect recipients' reactions to HMCs as expected.Practical implicationsFirst, social media platforms should promote other-oriented prosocial values when designing features or launching campaigns. Second, the designers of HMCs should introduce a “tagging” feature in HMCs and provide additional bonuses for requesters who perform tagging. Third, HMC requesters should prudently select tagging targets when making a request.Originality/valueFirst, this paper contributes to the literature on social media engagement by identifying responsibility as an other-oriented motivation for individuals' social media engagement. Second, this paper also extends our understanding of responsibility by dividing it into perceived causality and answerability as well as measuring them with self-developed instruments. Third, this study contributes to the research on WOM by demonstrating that individuals' response behaviors toward help-requests embedded in HMCs can take the form of proactive helping, reactive helping or inaction.

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“…The survey was performed in Credamo, a questionnaire publishing website accessible via mobile or PC Internet devices. Credamo has been widely used and can provide attentive subjects and valid data (Chen & Yan, 2023; Li et al, 2023; Su & Li, 2023; Wang et al, 2022; Yang, 2022). We employed purposive sampling, a non‐probabilistic technique, to select participants who were registered with Credamo and had prior experience using AI virtual assistants.…”

Section: Methodsmentioning

confidence: 99%

More trust or more risk? User acceptance of artificial intelligence virtual assistant

Xiong,

Shi,

et al. 2023

Hum Ftrs & Erg Mfg Svc

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Artificial intelligence (AI) virtual assistants are rapidly growing, permeating people's daily lives and work. However, some trust and risk issues prevent the acceptance and use of AI virtual assistants by users. Thus, understanding the roles of trust and perceived risk in user acceptance of AI virtual assistants is crucial. This study develops a comprehensive research model based on unified theory of acceptance and use of technology (UTAUT) to explain user acceptance of AI virtual assistants. This model extends UTAUT by adding users' perception of trust and risk. The research model and hypotheses are validated through structural equation modeling with a sample of 926 AI virtual assistant users. Results show that gender is significantly related to behavioral intention to use, education is positively related to trust and behavioral intention to use, and usage experience is positively related to attitude toward using. UTAUT variables, including performance expectancy, effort expectancy, social influence, and facilitating conditions, are positively related to behavioral intention to use AI virtual assistant. Trust and perceived risk respectively have positive and negative effects on attitude toward using and behavioral intention to use AI virtual assistants. Trust and perceived risk play equally important roles in explaining user acceptance of AI virtual assistants. Theoretical and practical implications of the current AI virtual assistant acceptance model and directions for future research are discussed.

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Consumers' purchase intentions in social commerce: the role of social psychological distance, perceived value, and perceived cognitive effort

Cited by 28 publications

References 87 publications

How Social Identity Affects Green Food Purchase Intention: The Serial Mediation Effect of Green Perceived Value and Psychological Distance

How Social Identity Affects Green Food Purchase Intention: The Serial Mediation Effect of Green Perceived Value and Psychological Distance

Digging deeper into responsibility: an investigation of responses to online help-request marketing campaigns in social networking groups

More trust or more risk? User acceptance of artificial intelligence virtual assistant

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