Investigating female customer's impulse buying in Facebook B2C social commerce: An experimental study

Jengchung Victor Chen, Waranuch Chotimapruek, Quang An Ha, Andree E. Widjaja

Research output: Contribution to journalArticlepeer-review

7 Citations (Scopus)

Abstract

Along with the popularity of social network sites, social commerce such as Facebook has rapidly become a promising platform to conduct online advertisings and business activities. Drawing from Latent State-Trait theory (LST), we conducted an online experiment to empirically investigate the impact of information quality, picture of product presentation, the number of people's “Likes” and impulsiveness on female customer's urge to buy impulsively as well as the interaction effect of environmental cues and individual trait. The results showed that information quality, picture of product presentation, and impulsiveness positively affected the urge to buy impulsively. Contrary to our expectation, only information quality was found to interact with impulsiveness to jointly influence impulsive buying behavior, while the interaction of impulsiveness with product presentation and the number of likes was insignificant. The findings not only help to enrich our understanding of important factors influencing impulse buying within Facebook B2C social commerce but also offer social commerce practitioners a better strategy in selling their products and services, specifically for female customers.

Original languageEnglish
Pages (from-to)65-96
Number of pages32
JournalContemporary Management Research
Volume17
Issue number2
DOIs
Publication statusPublished - 2021 Jun

All Science Journal Classification (ASJC) codes

  • Management Information Systems
  • Economics and Econometrics
  • Strategy and Management
  • Marketing
  • Management, Monitoring, Policy and Law
  • Management of Technology and Innovation

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