Cited by 112Digital Marketing and Social MediaConsumer Behavior and Marketing InfluenceTechnology Adoption and User Behaviour

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The impact of positive valence and negative valence on social commerce purchase intention

Hajli, Nick·2019·Information Technology & People

DOI 10.1108/itp-02-2018-0099

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Abstract

Purpose New research emphasizes the importance of social communications in e-commerce purchase decision-making processes but there are many technical and social challenges such as multi-faceted trust concerns. How consumers view and value referent’s online testimonials, ratings, rants and raves, and product usage experiences remain an important factor that needs to be better understood. Social commerce as a relatively new stream in e-commerce yet is growing fast and gaining the attention of scholars and practitioners, especially due to recent revenue developments. Consistent with e-commerce websites that do not enable consumer feedback, trust is a challenging matter for consumers to consider when they visit social commerce websites. Researching trust models and influences is increasingly important especially with the proliferation of online word of mouth (WOM) strongly effecting many consumers at many different phases of social commerce purchase decision making and transacting. The paper aims to discuss this issue. Design/methodology/approach This study examines the effects and importance of institution-based trust and WOM within a model of consumer behaviour on social commerce websites. This research examines how trust and consumer feedback may affect consumers’ purchase intentions. This study collects data from the little-understood market of urban Iran and develops a research model to examine consumers’ purchase intentions on social commerce websites. A robust data set fro…

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Authors: Hajli, N.
Affiliations: Swansea University (GB)
Corresponding author: Hajli, Nick
ORCID: Hajli, Nick
Venue: Information Technology & People
Publisher: Emerald
Published: 2019-10-02
Volume: 33
Issue: 2
Pages: 774-791
ISSN: 0959-3845 (ISSN-L)
DOI: 10.1108/itp-02-2018-0099
OpenAlex: W2978349044
Cited by: 112
References: 89
Citations by year: 2026: 7 · 2025: 17 · 2024: 21 · 2023: 24 · 2022: 21 · 2021: 16 · 2020: 6
FWCI: 21.65
Type: journal article
Language: en
Open access: closed
Licence: www.emerald.com/insight/site-policies (tdm)
Locations: Information Technology and People (publishedVersion)
Topics: Social Sciences › Business, Management and Accounting › Marketing › Digital Marketing and Social Media
Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Social Sciences › Decision Sciences › Information Systems and Management › Technology Adoption and User Behaviour
Keywords: social commerce, purchase intention, positive valence, negative valence, institutional trust, electronic word of mouth, consumer trust, social media communication, customer feedback, purchase decision

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The impact of positive valence and negative valence on social commerce purchase intention

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