Cited by 265Digital Marketing and Social MediaTechnology Adoption and User BehaviourConsumer Behavior and Marketing Influence

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Shopping and Word-of-Mouth Intentions on Social Media

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Mikalef, Patrick, Giannakos, Michail, Pateli, Adamantia·2013·Journal of theoretical and applied electronic commerce research

DOI 10.4067/s0718-18762013000100003

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Abstract

Social Media has been gaining popularity worldwide over the last years at an increasingly growing rate. Motivated by this fact, firms are piloting different approaches of promoting their products and services to consumers in order to capitalize on the prominence of such websites. However, there is much debate in the academic and business community about the potential of social media as a platform for marketing and commerce, and the viable strategies that could constitute them as a possible solution for future ventures. Research to date has been growing, with only a limited number of studies exploring the business potential of social media. The aim of this research is to elucidate how specific aspects of social media websites foster user intention to browse products, and the effect that this has in shaping purchasing and information sharing intentions. Utilitarian and Hedonic motivation theory provides the theoretical background on which we segregate the factors that contribute to product browsing on social media websites. Partial Least Squares (PLS) analysis is performed on data obtained from 165 social media users to test our research model. Outcomes indicate that specific aspects trigger Utilitarian (Convenience and Product Selection) and Hedonic (Idea and Adventure) motivations which in sequence impact user intention to browse products on such mediums. Finally, browsing intention is linked in a significantly positive manner with purchasing and word-of-mouth intention.

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Authors: Mikalef, P., Giannakos, M., & Pateli, A.
Affiliations: Ionian University (GR)
Norwegian University of Science and Technology (NO)
ORCID: Mikalef, Patrick
Giannakos, Michail
Pateli, Adamantia
Venue: Journal of theoretical and applied electronic commerce research
Publisher: MDPI AG
Published: 2013
Volume: 8
Issue: 1
Pages: 5-6
ISSN: 0718-1876 (ISSN-L)
DOI: 10.4067/s0718-18762013000100003
OpenAlex: W2042424695
Cited by: 265
References: 67
Citations by year: 2026: 5 · 2025: 13 · 2024: 14 · 2023: 18 · 2022: 25 · 2021: 29 · 2020: 29 · 2019: 35 · 2018: 32 · 2017: 35 · 2016: 10 · 2015: 8 · 2014: 9 · 2013: 2
FWCI: 29.83
Type: journal article
Language: en
Open access: gold
doi.org
Licence: cc-by-nc
Locations: Journal of theoretical and applied electronic commerce research (publishedVersion, cc-by-nc)
LA Referencia (Red Federada de Repositorios Institucionales de Publicaciones Científicas) (publishedVersion, other-oa)
Americanae (AECID Library) (submittedVersion, other-oa)
Redalyc (Universidad Autónoma del Estado de México) (submittedVersion)
Topics: Social Sciences › Business, Management and Accounting › Marketing › Digital Marketing and Social Media
Social Sciences › Decision Sciences › Information Systems and Management › Technology Adoption and User Behaviour
Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Keywords: social media, word-of-mouth intention, purchase intention, utilitarian motivation, hedonic motivation, social media marketing, social commerce, convenience, product selection, adventure seeking

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Shopping and Word-of-Mouth Intentions on Social Media

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