Managing webmavens: relationships with sophisticated customers via the internet can transform marketing and speed innovation

Davidson, Alistair; Copulsky, Jonathan

doi:10.1108/10878570610660564

Cited by 13 publications

(4 citation statements)

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“…These will help consumers in their purchasing decision processes by allowing consumers to look at friends’ reviews and ratings for a specific product. The feedback from consumer reviews can also affect brand reputation (Davidson and Copulsky, 2006). An experience-based information source can lead to a significant impact on social commerce intentions (Hajli, 2015; Park et al , 2007).…”

Section: Hypotheses Developmentmentioning

confidence: 99%

Impact of social commerce constructs and social support on social commerce intentions

Sheikh

Liu

Islam

et al. 2019

ITP

149

105

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Purpose The purpose of this paper is to investigate the influence of social commerce constructs (SCCs), social support and relationship quality on social commerce intentions, which lead to use behaviour of social networking sites for social commerce. Design/methodology/approach Data were collected from 343 users of social networking sites in Pakistan. The data analysis was conducted using PLS-SEM. Findings The results show that SCCs have empowered consumers through the existence of virtual groups, ratings and reviews and recommendations and referrals, thereby having a significant impact on social commerce intentions. The relationship quality with social networking sites, measured through commitment, satisfaction and trust, also proved to be a leading forecaster of social commerce intentions. The impact of social support could not positively influence the relationship quality with the social networking site. However, social support influences the social commerce intentions significantly. Research limitations/implications Future research should enrich model with some moderating variables and data may be collected from actual online shoppers only. Practical implications This study provides valuable insights to retailers to formulate their social commerce strategies as per decision factors results to have maximum engagement of consumers in social commerce. Originality/value The study proposes the unique model for finding the social commerce intentions and use behaviour using social support theory, relationship marketing theory and information systems literature.

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Section: Hypotheses Developmentmentioning

confidence: 99%

Impact of social commerce constructs and social support on social commerce intentions

Sheikh

Liu

Islam

et al. 2019

ITP

149

105

View full text Add to dashboard Cite

show abstract

“…Customers can access friends' reviews, where there is an emotional aspect that adds a personal touch to the decision-making process of buying. Brand reputation can also be affected by feedback from reviews (Davidson and Copulsky, 2006). The consumer can turn to online recommendation systems, which seem to have a big influence on the buyer.…”

Section: Social Commerce Constructsmentioning

confidence: 99%

A research framework for social commerce adoption

Hajli

2013

Information Management &Amp; Computer Security

241

144

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Purpose -Social relationships on the internet through the emergence of Web 2.0 applications created new opportunities for business. This is mainly because of the growth of social networking sites, which has also developed e-commerce. The current development in e-commerce opened a new stream, entitled social commerce, which is using social technologies to create an environment for generating social interactions. These social interactions can drive online social support in e-commerce, which in turn is creating trust and an increased intention to use social commerce. Design/methodology/approach -This research used social support theory and related theories on intention to use to propose a theoretical framework for the adoption of social commerce. Findings -The model predicts that forums and communities, ratings, reviews, referrals and recommendations are helping to introduce new business plans for e-vendors. The model also shows trust is an on-going issue in e-commerce and can be built through social commerce constructs. Research limitations/implications -There is limited research in the area of social commerce which this study seeks to redress. This study proposes a new model which can be extended by other constructs. However, the research needs to empirically test the constructs of the proposed model and their relationship. Originality/value -This paper introduces social commerce constructs, namely; recommendations and referrals, forums and communities and rating and reviews. The bases of the model proposed in this research are IT adoption and literature in the area such as PU and intention to buy or trust. These highlight the key role of ICT in the behaviour of online customers. This can be a development for e-commerce adoption models and the results signify that IS has a reference discipline for the behaviour of online consumers. This is an issue in marketing where not enough attention is paid to the importance of IT and IS.

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“…Market penetration allows company to catch any opportunities and quickly make decision so that it can enter the market early and anticipate incoming competitors better [70], requiring superior resources to generate preferred products and also serving as the company's main power [71,72]. Market penetration requires continuous sources of information related to sales performance and product's selling value in the market [73]. Internal resources cannot be affected by the market, even if company must adapt to market condition.…”

Section: Market Based Innovation Capability and Market Penetrationmentioning

confidence: 99%

Market-Based Innovation Capability: A Perspective of Resource Advantage Theory of Competition

Situmorang¹,

Indriani²

2022

Advances in Economics, Business and Management Research

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Highly competitive environment requires a company to explore any market opportunities for it to maintain its business quality. Company's capability to identify market opportunities will raise its sustainability and competitive advantage, which may potentially improve its performance. Competitive advantage is an organization's capability to develop its resources. With its capability enhanced, a company may potentially produce innovative products. The purpose of this research was to examine the gap between entrepreneurial opportunity and marketing performance with Market-Based Innovation Capability as the variable to improve marketing performance. The research samples were business owners in the creative industry in Central Java. The results show that market-based innovation capability as the mediating variable was capable of improving marketing performance, and market penetration power was also capable of improving marketing performance.

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Managing webmavens: relationships with sophisticated customers via the internet can transform marketing and speed innovation

Cited by 13 publications

References 0 publications

Impact of social commerce constructs and social support on social commerce intentions

Impact of social commerce constructs and social support on social commerce intentions

A research framework for social commerce adoption

Market-Based Innovation Capability: A Perspective of Resource Advantage Theory of Competition

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