The Paradox of Word-of-Mouth in Social Commerce: Exploring the Juxtaposed Impacts of Source Credibility and Information Quality on SWOM Spreading

Cheng, Xusen; Gu, Yu; Hua, Ying; Luo, Xin

doi:10.1016/j.im.2021.103505

Cited by 38 publications

(37 citation statements)

References 67 publications

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“…Issues such as engagement in SC websites and sellers (Wongkitrungrueng and Assarut, 2020), information sharing (Hajli et al, 2017), value co-creation (Tajvidi et al, 2021), decision making in SC regarding purchase (Chen et al, 2017;Lãzãroiu et al, 2020), and the role of peers relations and social influence (Yang, 2021) are investigated in prior research. Electronic word of mouth (eWOM) (Cheng et al, 2021) and features of social commerce Web design (Molinillo et al, 2021) are also discussed in previous studies. However, trust and its formation have been paid little attention to in previous SC research (Leong et al, 2020(Leong et al, , 2021Meilatinova, 2021;Mou and Benyoucef, 2021).…”

Section: Literature Review Social Commercementioning

confidence: 99%

“…Trust in the sellers refers to the expectation of consumers to be able to trust the official testimony and speech of the sellers on the SC platforms (Tuncer, 2021). The term "SC community" refers to a subset of social media and online members who utilise user-generated content (UGC) and human engagement to assist customers in making product and service purchase decisions (Cheng et al, 2021). Opinions of consumers of the integrity and capability of the SC platforms to provide accurate evaluations and suggestions are described as trust in digital spaces (McKnight, 2005).…”

Section: Social Commerce Trust In This Studymentioning

confidence: 99%

“…Trust may be formed through the security of the atmosphere established by the place of business or the e-commerce site of the seller. Furthermore, in the social commerce environment, to this viewpoint, sellers and online communities are the key contributors to social commerce (Hajli, 2020;Cheng et al, 2021). A highly interactive platform is provided to the customers by sellers and online communities in social commerce.…”

Section: The People Dimensionsmentioning

confidence: 99%

“…During the purchase procedure, however, their relationship with the SC consumers differs. Sellers and online communities are also important in social commerce literature (e.g., Ng, 2013;Cheng et al, 2019Cheng et al, , 2021Lin et al, 2019;Hajli, 2020;Leong et al, 2020). Consumer trust in social commerce is determined by their positive subjective beliefs that sellers and SC community members are sincere and offer reliable user-generated content.…”

Section: The People Dimensionsmentioning

confidence: 99%

“…Social commerce platform features such as reviews, forums, ratings, and communities are critical predictors of customer behaviour in the SC sector (Hajli and Sims, 2015;Cheng et al, 2021). Trust and perceived risks can be improved by online communities (Hajli, 2015).…”

Section: Institutional-based Trustmentioning

confidence: 99%

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Exploring Trust Formation and Antecedents in Social Commerce

Alkhalifah

2022

Front. Psychol.

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With the rapid increase in social media users and netizens globally, the proclivity for online shopping using social commerce (SC) platforms cannot be ignored. Trust has been recognised as a constant challenge in the context of social commerce due to the lack of face-to-face interaction. Therefore, there is a dire need to enhance the trust of consumers in social commerce platforms. However, the research in the formation of trust in social commerce and antecedents remains limited. In addition, the existing SC research failed to include its multidimensional view to investigate user behaviour. This study fills this gap and extends existing knowledge by developing a model exploring the antecedents of trust in social commerce. Drawing upon the social-technical theory and trust lens, this study attempts to identify the role of (i) structural assurance (SA) and SC platforms as an institution-based trust, (ii) trust in sellers and trust in SC community as trusting beliefs, and (iii) trust in online payment as a cognitive trust on trust and intention of the social commerce. This research employs a dataset (n = 406) collected using an online survey; the research subjects were recruited from Australia, the United States, and the United Kingdom. This study uses the partial least squares structural equation modeling (PLS-SEM) approach to analyse the data and to confirm the hypothesis proposed in the research model. The empirical findings show that trust in social commerce influences behavioural intention. In addition, trust in the SC platform, the SC community, and online payment influence the trust in SC. Likewise, SA and trust in the SC platform have a significant relationship with trust in sellers, the SC community, and online payment. Finally, this study discusses the theoretical contributions and practical insights to several limitations and suggests directions for future research.

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Section: Literature Review Social Commercementioning

confidence: 99%

Section: Social Commerce Trust In This Studymentioning

confidence: 99%

Section: The People Dimensionsmentioning

confidence: 99%

Section: The People Dimensionsmentioning

confidence: 99%

Section: Institutional-based Trustmentioning

confidence: 99%

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Exploring Trust Formation and Antecedents in Social Commerce

Alkhalifah

2022

Front. Psychol.

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Do the importance of influencer‐ and customer‐generated content on social media affect willingness to pay more for potential customers?

Tuncer,

Kartal

2023

J of Consumer Behaviour

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The number of social media platforms and users have reached significant amounts. Users can interact with millions of other users by sharing their experiences and evaluations concerning the product/service they purchased on social media. This social media sharing can hence affect the purchasing decision processes of potential customers who are searching for information. Moreover, sharing from different sources such as influencers and customers may create differences in the importance the potential consumer attaches to the shared content. Since there is there is a gap in the existing literature, there is a need to explore these relationships. Consequently, we examined the relationship between information quality, willingness to pay more (WPM), source credibility, the importance attached to participant sharing (IPS), and the importance attached to non‐participant sharing (INPS). A questionnaire designed to test this relationship was administered to 323 participants; the obtained data was then analyzed using partial least squares path modeling. According to the analysis results, we noted the emergence of a positive association of information quality with INPS and IPS (posts by both customers and influencers). In contrast, we discovered a relationship of source credibility with INPS (posts by both customers and influencers) and IPS (posts by influencers). In addition, the positive association of INPS (posts by both customers and influencers) and WPM was confirmed. These main findings indicate that e‐commerce companies should persuade and encourage their customers and influencers to post from their profiles.

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Understanding the effectiveness of influencer recommendation information on social media platforms

Wang,

Zhang,

Lin

et al. 2024

J of Consumer Behaviour

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Existing social media influencer marketing research mainly explores how to enhance followers purchase intentions through the mechanisms of improving the follower–influencer relationship, however leaves research gaps regarding how to design effective influencer recommendation information (IRI) to stimulate consumer purchase behaviors. To address the gaps, a research model was established based on the information adoption model. This study collected 2276 influencer recommendation posts from typical Chinese social media influencer marketing platform WeChat Shopping Circle. Text‐mining methods were used to develop measurements from influencer posts, and survey data were collected from 20 participants from a large Chinese university to validate measurements. Using negative binomial regression, the empirical study found that the number of consumers who purchase recommended products is determined by the usefulness of IRI, whereby being further affected by content expertise, content novelty, and platform endorsement to influencers. The type of recommended products moderates the relationship between these influencing factors and information usefulness. This study makes contributions by revealing the informational influence mechanism of IRI and identifying what factors can exert effective informational influence for different types of products. It also offers practical implications for the design of influencer recommendation strategies.

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The Paradox of Word-of-Mouth in Social Commerce: Exploring the Juxtaposed Impacts of Source Credibility and Information Quality on SWOM Spreading

Cited by 38 publications

References 67 publications

Exploring Trust Formation and Antecedents in Social Commerce

Exploring Trust Formation and Antecedents in Social Commerce

Do the importance of influencer‐ and customer‐generated content on social media affect willingness to pay more for potential customers?

Understanding the effectiveness of influencer recommendation information on social media platforms

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