Online promotion cooling? The influence mechanism of consumer loyalty in classic large-scale online social promotions
Authors: 
Min Zhang, Sihong LiAuthors Info & Claims
References
[1]
W. Afthanorhan, A comparison of partial least square structural equation modeling (PLS-SEM) and covariance based structural equation modeling (CB-SEM) for confirmatory factor analysis, Int. J. Eng. Sci. Innov. Technol. 2 (5) (2013) 198–205.
[2]
I. Ajzen, The theory of planned behavior, Organ. Behav. Hum. Decis. Process. 50 (2) (1991) 179–211.
[3]
M.B. Akdeniz, M.B. Talay, Cultural variations in the use of marketing signals: A multilevel analysis of the motion picture industry, J. Acad. Mark. Sci. 41 (2013) 601–624.
[4]
U. Akram, P. Hui, M.K. Khan, M. Hashim, Y. Qiu, Y. Zhang, Online impulse buying on “double eleven” shopping festival: An empirical investigation of utilitarian and hedonic motivations, Proceedings of the Eleventh International Conference on Management Science and Engineering Management 11, 2018.
[5]
K. Andani, W. Wahyono, Influence of Sales Promotion, Hedonic Shopping Motivation and Fashion Involvement Toward Impulse Buying through a Positive Emotion, Manage. Anal. J. 7 (4) (2018) 448–457.
[6]
T.W. Andreassen, B. Lindestad, Customer loyalty and complex services: The impact of corporate image on quality, customer satisfaction and loyalty for customers with varying degrees of service expertise, Int. J. Serv. Ind. Manag. (1998).
[7]
M. Arce-Urriza, J. Cebollada, M.F. Tarira, The effect of price promotions on consumer shopping behavior across online and offline channels: differences between frequent and non-frequent shoppers, IseB 15 (1) (2017) 69–87.
[8]
J.J. Argo, D.W. Dahl, Social influence in the retail context: a contemporary review of the literature, J. Retail. 96 (1) (2020) 25–39.
[9]
S. Bae, T. Lee, Product type and consumers’ perception of online consumer reviews, Electron. Mark. 21 (2011) 255–266.
[10]
A. Bandura, Social foundations of thought and action, Englewood Cliffs, NJ 1986 (23–28) (1986).
[11]
A. Bandura, D.H. Schunk, Cultivating competence, self-efficacy, and intrinsic interest through proximal self-motivation, J. Pers. Soc. Psychol. 41 (3) (1981) 586.
[12]
H. Bao, B. Li, J. Shen, F. Hou, Repurchase intention in the Chinese e-marketplace: Roles of interactivity, trust and perceived effectiveness of e-commerce institutional mechanisms, Ind. Manag. Data Syst. 116 (8) (2016) 1759–1778.
[13]
T. Bashir, T. Zhongfu, B. Sadiq, U. Niaz, F. Anjum, H. Mahmood, An assessment of influential factors developing the intention to use social media sites: A technology acceptance model based approach, Front. Psychol. 13 (2022).
[14]
G.-W. Bock, R.W. Zmud, Y.-G. Kim, J.-N. Lee, Behavioral intention formation in knowledge sharing: Examining the roles of extrinsic motivators, social-psychological forces, and organizational climate, MIS Q. (2005) 87–111.
[15]
P. Chandon, B. Wansink, G. Laurent, A benefit congruency framework of sales promotion effectiveness, J. Mark. 64 (4) (2000) 65–81.
[16]
Y.P. Chang, D.H. Zhu, The role of perceived social capital and flow experience in building users’ continuance intention to social networking sites in China, Comput. Hum. Behav. 28 (3) (2012) 995–1001.
[17]
C. Chen, X. Li, The effect of online shopping festival promotion strategies on consumer participation intention, Ind. Manag. Data Syst. 120 (12) (2020) 2375–2395.
[18]
C. Chen, X. Li, Effects of Singles’ Day atmosphere stimuli and Confucian values on consumer purchase intention, Asia Pac. J. Mark. Logist. 32 (7) (2020) 1387–1405.
[19]
Y. Chen, Y. Lu, B. Wang, Z. Pan, How do product recommendations affect impulse buying? An empirical study on WeChat social commerce, Inf. Manag. 56 (2) (2019) 236–248.
[20]
J.V. Chen, B.-C. Su, A.E. Widjaja, Facebook C2C social commerce: A study of online impulse buying, Decis. Support Syst. 83 (2016) 57–69.
[21]
Z. Chen, D.H. Zhu, Effect of dynamic promotion display on purchase intention: The moderating role of involvement, J. Bus. Res. 148 (2022) 252–261.
[22]
X. Cheng, L. Su, X. Luo, J. Benitez, S. Cai, The good, the bad, and the ugly: Impact of analytics and artificial intelligence-enabled personal information collection on privacy and participation in ridesharing, Eur. J. Inf. Syst. 31 (3) (2022) 339–363.
[23]
C.M. Cheung, B.S. Xiao, I.L. Liu, Do actions speak louder than voices? The signaling role of social information cues in influencing consumer purchase decisions, Decis. Support Syst. 65 (2014) 50–58.
[24]
CNNIC. (2020). CNNIC: The 45th Statistical Report on Internet Development in China in 2020-Online Shopping. http://www.199it.com/archives/1042485.html.
[25]
B.L. Connelly, S.T. Certo, R.D. Ireland, C.R. Reutzel, Signaling theory: A review and assessment, J. Manag. 37 (1) (2011) 39–67.
[26]
E. Crespo-Almendros, S. Del Barrio-García, Online airline ticket purchasing: Influence of online sales promotion type and Internet experience, J. Air Transp. Manag. 53 (2016) 23–34.
[27]
Csikszentmihalyi, M., & Rathunde, K. (1993). The measurement of flow in everyday life: toward a theory of emergent motivation.
[28]
G. Dash, J. Paul, CB-SEM vs PLS-SEM methods for research in social sciences and technology forecasting, Technol. Forecast. Soc. Chang. 173 (2021).
[29]
M.F. Diallo, F. Diop-Sall, S. Djelassi, D. Godefroit-Winkel, How shopping mall service quality affects customer loyalty across developing countries: the moderation of the cultural context, J. Int. Mark. 26 (4) (2018) 69–84.
[30]
A. Dimoka, Y. Hong, P.A. Pavlou, On product uncertainty in online markets: Theory and evidence, MIS Q. (2012) 395–426.
[31]
J. Dollard, N.E. Miller, Social learning and imitation, Routledge, 2013.
[32]
Y. Duan, C. Chen, J. Huo, The impact of monetary rewards for online reviews, Asia Pac. J. Mark. Logist. 31 (5) (2019) 1486–1515.
[33]
Y.H. Fang, C.M. Chiu, E.T. Wang, Understanding customers' satisfaction and repurchase intentions: An integration of IS success model, trust, and justice, Internet Res. (2011).
[34]
J.-R. Fu, I.-W. Lu, J.H. Chen, C.-K. Farn, Investigating consumers’ online social shopping intention: An information processing perspective, Int. J. Inf. Manag. 54 (2020).
[35]
L. Gao, X. Bai, An empirical study on continuance intention of mobile social networking services: Integrating the IS success model, network externalities and flow theory, Asia Pac. J. Mark. Logist. (2014).
[36]
Gao, H., Zhao, H., Tan, Y., Lin, Y., Wei, L. J. P., & Management, O. (2020). Social promotion: A creative promotional framework on consumers’ social network value. 29(12), 2661-2678.
[37]
A.W. Gatian, Is user satisfaction a valid measure of system effectiveness?, Inf. Manag. 26 (3) (1994) 119–131.
[38]
L. Goel, N.A. Johnson, I. Junglas, B. Ives, From space to place: Predicting users' intentions to return to virtual worlds, MIS Q. (2011) 749–771.
[39]
M. Guan, M. Cha, Y. Li, Y. Wang, J. Yu, Predicting time-bounded purchases during a mega shopping festival, 2019 IEEE International Conference on Big Data and Smart Computing (BigComp), 2019.
[40]
J.J. Hahm, D. Breiter, K. Severt, Y. Wang, J. Fjelstul, The relationship between sense of community and satisfaction on future intentions to attend an association's annual meeting, Tour. Manag. 52 (2016) 151–160.
[41]
J.F. Hair Jr, L.M. Matthews, R.L. Matthews, M. Sarstedt, PLS-SEM or CB-SEM: updated guidelines on which method to use, Int. J. Multivariate Data Anal. 1 (2) (2017) 107–123.
[42]
M. Hajdas, J. Radomska, A. Szpulak, S.C. Silva, Conflicting consumer cultures, shopping rituals, and the challenges of measuring consumer-based brand equity, J. Mark. Theory Pract. (2022) 1–20.
[43]
H. Han, K. Kiatkawsin, W. Kim, Traveler loyalty and its antecedents in the hotel industry: Impact of continuance commitment, Int. J. Contemp. Hosp. Manag. 31 (1) (2019) 474–495.
[44]
S. Hanson, M. Kukar-Kinney, H. Yuan, Understanding the impact of recipient identification and discount structure on social coupon sharing: The role of altruism and market mavenism, Psychol. Mark. 38 (11) (2021) 2102–2121.
[45]
A.V. Hausman, J.S. Siekpe, The effect of web interface features on consumer online purchase intentions, J. Bus. Res. 62 (1) (2009) 5–13.
[46]
J. Henseler, Bridging design and behavioral research with variance-based structural equation modeling, J. Advert. 46 (1) (2017) 178–192.
[47]
W. Hong, F.K. Chan, J.Y. Thong, L.C. Chasalow, G. Dhillon, A framework and guidelines for context-specific theorizing in information systems research, Inf. Syst. Res. 25 (1) (2014) 111–136.
[48]
T. Hou, X. Cheng, X.R. Luo, When carrots and sticks meet: A mixed-methods study on internet taxi drivers’ job engagement in the IT-driven sharing economy, Inf. Manag. 60 (4) (2023).
[49]
C.L. Hsu, K.C. Chang, M.C. Chen, Flow experience and internet shopping behavior: Investigating the moderating effect of consumer characteristics, Syst. Res. Behav. Sci. 29 (3) (2012) 317–332.
[50]
Y. Hua, X. Cheng, T. Hou, R. Luo, Monetary rewards, intrinsic motivators, and work engagement in the IT-enabled sharing economy: A mixed-methods investigation of Internet taxi drivers, Decis. Sci. 51 (3) (2020) 755–785.
[51]
J.H. Jang, S.W. Kim, Y.S. Lee, J. Kim, The effects of relationship benefit on relationship quality and store loyalty from convergence environments—NPS analysis and moderating effects, Electron. Commer. Res. 13 (3) (2013) 291–315.
[52]
J. Jin, Y. Li, X. Zhong, L. Zhai, Why users contribute knowledge to online communities: An empirical study of an online social Q&A community, Inf. Manag. 52 (7) (2015) 840–849.
[53]
Jones, T. O., & Sasser, W. E. J. H. b. r. (1995). Why satisfied customers defect. 73(6), 88.
[54]
S. Kabadayi, R. Gupta, Website loyalty: an empirical investigation of its antecedents, Int. J. Internet Market. Advertis. 2 (4) (2005) 321–345.
[55]
Y. Kim, M.-H. Cho, H. Han, Testing the model of hotel chain frequency program members' loyalty intentions, Asia Pacific J. Tourism Res. 19 (1) (2014) 35–60.
[56]
W.B. Kim, J. Xie, H.J. Choo, Role of perceived benefits of online shopping festival in vietnam: Differences between millennials and generation Z, J. Retail. Consum. Serv. 75 (2023).
[57]
M. Kruger, M. Saayman, The relationship between decision-making factors and ‘festivalscapes’ with visitor loyalty: Evidence from a South African national arts festival, Acta Commercii 19 (1) (2019) 1–10.
[58]
I. Kursan Milaković, Purchase experience during the COVID-19 pandemic and social cognitive theory: The relevance of consumer vulnerability, resilience, and adaptability for purchase satisfaction and repurchase, Int. J. Consum. Stud. 45 (6) (2021) 1425–1442.
[59]
J. Kwak, Y. Zhang, J. Yu, Legitimacy building and e-commerce platform development in China: The experience of Alibaba, Technol. Forecast. Soc. Chang. 139 (2019) 115–124.
[60]
J. Lapierre, Customer-perceived value in industrial contexts, J. Bus. Ind. Mark. (2000).
[61]
R. Layton, S. Duffy, Path dependency in marketing systems: Where History Matters and the Future Casts a Shadow, J. Macromark. 38 (4) (2018) 400–414.
[62]
Y. Lee, A.N. Chen, Usability design and psychological ownership of a virtual world, J. Manag. Inf. Syst. 28 (3) (2011) 269–308.
[63]
S.J. Lennon, K.K. Johnson, J. Lee, A perfect storm for consumer misbehavior: Shopping on Black Friday, Cloth. Text. Res. J. 29 (2) (2011) 119–134.
[64]
Li, J., Zhu, A., Liu, D., Zhao, W., Zhou, Y., Chen, Y., Liu, Y., & Sun, N. J. S. (2020). Sustainability of China’s Singles Day Shopping Festivals: Exploring the Moderating Effect of Fairness Atmospherics on Consumers’ Continuance Participation. 12(7), 2644.
[65]
M. Li, Y. Hua, Integrating social presence with social learning to promote purchase intention: based on social cognitive theory, Front. Psychol. 12 (2021).
[66]
T. Li, W. Li, Y. Zhao, J. Ma, Rationality manipulation during consumer decision-making process: an analysis of Alibaba’s online shopping carnival, Electron. Commer. Res. (2022).
[67]
Y. Li, Y. Peng, What drives gift-giving intention in live streaming? The perspectives of emotional attachment and flow experience, Int. J. Human-Comput. Interact. 37 (14) (2021) 1317–1329.
[68]
S. Li, K. Srinivasan, B. Sun, Internet auction features as quality signals, J. Mark. 73 (1) (2009) 75–92.
[69]
S.H. Liao, R. Widowati, W.C. Lin, Data mining analytics investigate WeChat users’ behaviours: online social media and social commerce development, Electron. Libr. 41 (2/3) (2023) 204–222.
[70]
H.-C. Lin, C.-M. Chang, What motivates health information exchange in social media? The roles of the social cognitive theory and perceived interactivity, Inf. Manag. 55 (6) (2018) 771–780.
[71]
L.Y. Lin, C.S. Chen, The influence of the country-of-origin image, product knowledge and product involvement on consumer purchase decisions: an empirical study of insurance and catering services in Taiwan, J. Consum. Mark. (2006).
[72]
Y. Liu, Q. Li, T. Edu, C. Negricea, K.-S. Fam, R. Zaharia, Modelling e-commerce customer reactions. Exploring online shopping carnivals in China, Econ. Res.-Ekonomska Istraživanja 35 (1) (2022) 3060–3082.
[73]
H. Liu, L. Lobschat, P.C. Verhoef, H. Zhao, The effect of permanent product discounts and order coupons on purchase incidence, purchase quantity, and spending, J. Retail. 97 (3) (2021) 377–393.
[74]
C.-R. Liu, Y.-C. Wang, W.-S. Huang, W.-C. Tang, Festival gamification: Conceptualization and scale development, Tour. Manag. 74 (2019) 370–381.
[75]
M.T. Liu, J. Xue, Y. Liu, The mechanism leads to successful clickbait promotion in WeChat social media platforms, Asia Pac. J. Mark. Logist. 33 (9) (2021) 1952–1973.
[76]
Q. Liu, F. Zhang, Study on the influencing factors of mobile users' impulse purchase behavior in a large online promotion activity, J. Electron. Commerce Organizations (JECO) 17 (2) (2019) 88–101.
[77]
Q. Liu, X. Zhang, S. Huang, L. Zhang, Y. Zhao, Exploring consumers’ buying behavior in a large online promotion activity: The role of psychological distance and involvement, J. Theor. Appl. Electron. Commer. Res. 15 (1) (2020) 66–80.
[78]
B. Lu, Z. Chen, Live streaming commerce and consumers’ purchase intention: An uncertainty reduction perspective, Inf. Manag. 58 (7) (2021).
[79]
T. Mavlanova, R. Benbunan-Fich, M. Koufaris, Signaling theory and information asymmetry in online commerce, Inf. Manag. 49 (5) (2012) 240–247.
[80]
L. Middleton, H. Hall, R. Raeside, Applications and applicability of social cognitive theory in information science research, J. Librariansh. Inf. Sci. 51 (4) (2019) 927–937.
[81]
Miles, M. B., & Huberman, A. M. (1994). Qualitative data analysis: An expanded sourcebook. Sage.
[82]
M. Moqbel, N. Kock, Unveiling the dark side of social networking sites: Personal and work-related consequences of social networking site addiction, Inf. Manag. 55 (1) (2018) 109–119.
[83]
PM Network. (2019). Singles Day: For Creating the Largest E-Commerce Day In the World—and Fundamentally Shifting How People Shop (Most Influential Projects: #6). https://www.pmi.org/learning/library/top-50-projects-singles-day-11724.
[84]
D.C. North, The contribution of the new institutional economics to an understanding of the transition problem, in: Wider Perspectives on Global Development, Springer, 2005, pp. 1–15.
[85]
S. Nosrati, S.S. Kim, J. Leung, Moderating effects of cultural values on the relationship between individual values and pro-environmental behavior, J. Hosp. Tour. Manag. 57 (2023) 158–169.
[86]
L. Oliver Richard, Satisfaction: A behavioral perspective on the consumer, Irwin-McGraw-Hill, New York, NY, 1997.
[87]
S.E. Page, Path dependence, Quart. J. Polit. Sci. 1 (1) (2006) 87–115.
[88]
R.W. Palmatier, R.P. Dant, D. Grewal, K.R. Evans, Factors influencing the effectiveness of relationship marketing: A meta-analysis, J. Mark. 70 (4) (2006) 136–153.
[89]
I.O. Pappas, A.G. Woodside, Fuzzy-set Qualitative Comparative Analysis (fsQCA): Guidelines for research practice in Information Systems and marketing, Int. J. Inf. Manag. 58 (2021).
[90]
C. Peters, J. Thomas, Black Friday: Has the game changed?, J. Glob. Fash. Market. 13 (4) (2022) 344–359.
[91]
J. Prodanova, P.K. Chopdar, The interplay of app characteristics and smartphone addiction in mobile shopping behaviour, Int. J. Consum. Stud. 48 (1) (2024) e12992.
[92]
C.C. Ragin, Fuzzy-set social science, University of Chicago Press, 2000.
[93]
C.C. Ragin, The comparative method: Moving beyond qualitative and quantitative strategies, Univ of California Press, 2014.
[94]
C. Ranaweera, J. Prabhu, On the relative importance of customer satisfaction and trust as determinants of customer retention and positive word of mouth, J. Target. Meas. Anal. Mark. 12 (1) (2003) 82–90.
[95]
T.J. Richards, A nested logit model of strategic promotion, Quant. Mark. Econ. 5 (1) (2007) 63–91.
[96]
Z.E. Serman, J. Sims, Source credibility theory: SME hospitality sector blog posting during the covid-19 pandemic, Inf. Syst. Front. (2022) 1–18.
[97]
A.H. Seyal, M.N.A. Rahman, M.M. Rahim, Determinants of academic use of the Internet: a structural equation model, Behav. Inform. Technol. 21 (1) (2002) 71–86.
[98]
Z. Shao, Z. Pan, Building Guanxi network in the mobile social platform: A social capital perspective, Int. J. Inf. Manag. 44 (2019) 109–120.
[99]
Sharifi, S., & Spassova, G. J. E. J. o. M. (2020). In the eye of the beholder: How self-construal influences service evaluations following observations of others’ service experiences. 54(5), 1087-1116.
[100]
S.K. Sharma, M. Sharma, Examining the role of trust and quality dimensions in the actual usage of mobile banking services: An empirical investigation, Int. J. Inf. Manag. 44 (2019) 65–75.
[101]
S. Shi, W.K. Leung, F. Munelli, Gamification in OTA platforms: A mixed-methods research involving online shopping carnival, Tour. Manag. 88 (2022).
[102]
W.-L. Shiau, M. Zhou, C. Liu, Understanding the formation mechanism of consumers’ behavioral intention on Double 11 shopping carnival: integrating SOR and ELM theories, Front. Psychol. 13 (2022).
[103]
M. Shirkhodaee, S. Rezaee, The power of creative advertising and consumers’ perceived risk, J. Promot. Manag. 20 (5) (2014) 590–606.
[104]
J.Y. Shiu, G. Wei, H.-H. Chang, Impulse control during the online shopping frenzy in China: the role of consumer inertia, Human. Soc. Sci. Commun. 10 (1) (2023) 1–9.
[105]
J. Singh, D. Sirdeshmukh, Agency and trust mechanisms in consumer satisfaction and loyalty judgments, J. Acad. Mark. Sci. 28 (2000) 150–167.
[106]
D. Sirdeshmukh, J. Singh, B. Sabol, Consumer trust, value, and loyalty in relational exchanges, J. Mark. 66 (1) (2002) 15–37.
[107]
T. Song, J. Huang, Y. Tan, Y. Yu, Using user-and marketer-generated content for box office revenue prediction: Differences between microblogging and third-party platforms, Inf. Syst. Res. 30 (1) (2019) 191–203.
[108]
Q. Song, Y. Wang, Y. Chen, J. Benitez, J. Hu, Impact of the usage of social media in the workplace on team and employee performance, Inf. Manag. 56 (8) (2019).
[109]
M. Spence, Job market signaling, in: Uncertainty in Economics, Elsevier, 1978, pp. 281–306.
[110]
P.R. Srivastava, D. Sharma, I. Kaur, Differential effects of online signals on sales performance of local brand clothing products, J. Enterp. Inf. Manag. 35 (6) (2022) 1522–1547.
[111]
J. Strubel, T.A. Petrie, The clothes make the man: The relation of sociocultural factors and sexual orientation to appearance and product involvement, J. Retail. Consum. Serv. 33 (2016) 1–7.
[112]
Sumaedi, S., Bakti, I. G. M. Y., Rakhmawati, T., Astrini, N. J., Yarmen, M., & Widianti, T. (2015). Patient loyalty model: An extended theory of planned behavior perspective (a case study in Bogor, Indonesia). Leadership in Health Services.
[113]
T. Sun, S. Viswanathan, N. Huang, E. Zheleva, Designing promotional incentive to embrace social sharing: Evidence from field and online experiments. Forthcoming at, MIS Q. (2018).
[114]
S. Sundaram, A. Schwarz, E. Jones, W.W. Chin, Technology use on the front line: how information technology enhances individual performance, J. Acad. Mark. Sci. 35 (2007) 101–112.
[115]
SYNTUN (2023). 2023 Double Eleven Network Sales Data Interpretation Report. http://www.syntun.com.cn/xing-tu-shu-ju-gun2023nian-shuang-shi-yi-quan-wang-xiao-shou-shu-ju-jie-du-bao-gao.html.
[116]
K. Tamilmani, N.P. Rana, N. Prakasam, Y.K. Dwivedi, The battle of Brain vs. Heart: A literature review and meta-analysis of “hedonic motivation” use in UTAUT2, Int. J. Inf. Manag. 46 (2019) 222–235.
[117]
Tanford, S., Montgomery, R., & Hertzman, J. (2012, April). Towards a model of wine event loyalty. In Journal of Convention & Event Tourism (Vol. 13, No. 2, pp. 77-99). Taylor & Francis Group.
[118]
Q. Tang, X. Zhao, S. Liu, The effect of intrinsic and extrinsic motivations on mobile coupon sharing in social network sites: the role of coupon proneness, Internet Res. 26 (1) (2016) 101–119.
[119]
C.-I. Teng, W.-L. Shiau, T. Cheng, H.-Y. Huang, Drawing goals nearer: Using the goal-gradient perspective to increase online game usage, Int. J. Inform. Manage. 66 (2022).
[120]
J.B. Thomas, C. Peters, An exploratory investigation of Black Friday consumption rituals, Int. J. Retail Distrib. Manag. 39 (7) (2011) 522–537.
[121]
Times, G. (2021). Black Friday defeated by Double 11, US may lose title of biggest consumer market to China. https://www.globaltimes.cn/page/202111/1240133.shtml.
[122]
T. Tong, X. Xu, N. Yan, J. Xu, Impact of different platform promotions on online sales and conversion rate: The role of business model and product line length, Decis. Support Syst. 156 (2022).
[123]
M.B. Traylor, Product involvement and brand commitment, J. Advert. Res. (1981).
[124]
H. Treiblmaier, M. Garaus, Using blockchain to signal quality in the food supply chain: The impact on consumer purchase intentions and the moderating effect of brand familiarity, Int. J. Inf. Manag. 68 (2023).
[125]
O. Turel, A. Serenko, N. Bontis, Family and work-related consequences of addiction to organizational pervasive technologies, Inf. Manag. 48 (2–3) (2011) 88–95.
[126]
S.-Y. Tzeng, M. Ertz, M.-S. Jo, E. Sarigöllü, Factors affecting customer satisfaction on online shopping holiday, Mark. Intell. Plan. 39 (4) (2021) 516–532.
[127]
Van den Bulte, C., Bayer, E., Skiera, B., & Schmitt, P. J. J. o. M. R. (2018). How customer referral programs turn social capital into economic capital. 55(1), 132-146.
[128]
Venkatesh, V., Brown, S. A., & Sullivan, Y. (2016). Guidelines for conducting mixed-methods research: An extension and illustration. Venkatesh, V., Brown, SA, and Sullivan, YW, Guidelines for Conducting Mixed-methods Research: An Extension and Illustration, J. AIS (17: 7), 435-495.
[129]
V. Venkatesh, M.G. Morris, G.B. Davis, F.D. Davis, User acceptance of information technology: Toward a unified view, MIS Q. (2003) 425–478.
[130]
Q. Wang, H. Chen, Better or Worse? Effects of online promotion habits on customer value: An empirical study, J. Retail. Consum. Serv. 68 (2022).
[131]
J. Wang, Y. Deng, Y. Ma, Relationships between safe pesticide practice and perceived benefits and subjective norm, and the moderation role of information acquisition: Evidence from 971 farmers in China, Int. J. Environ. Res. Public Health 14 (9) (2017) 962.
[132]
S. Wang, K. Hung, W.-J. Huang, Motivations for entrepreneurship in the tourism and hospitality sector: A social cognitive theory perspective, Int. J. Hosp. Manag. 78 (2019) 78–88.
[133]
D. Wang, X.R. Luo, Y. Hua, J. Benitez, Big arena, small potatoes: A mixed-methods investigation of atmospheric cues in live-streaming e-commerce, Decis. Support Syst. 158 (2022).
[134]
L. Wang, S. Wang, The influence of flow experience on online Consumers' information searching behavior: An empirical study of Chinese college students, Data Inform. Manage. 4 (4) (2020) 250–257.
[135]
M.-F. Wei, Y.-H. Luh, Y.-H. Huang, Y.-C. Chang, Young generation’s mobile payment adoption behavior: Analysis based on an extended UTAUT model, J. Theor. Appl. Electron. Commer. Res. 16 (4) (2021) 618–637.
[136]
A. Wongkitrungrueng, N. Dehouche, N. Assarut, Live streaming commerce from the sellers’ perspective: implications for online relationship marketing, J. Mark. Manag. 36 (5–6) (2020) 488–518.
[137]
Wood, R., & Bandura, A. J. A. o. m. R. (1989). Social cognitive theory of organizational management. 14(3), 361-384.
[138]
Wu, Y.-L., & Ye, Y.-S. (2013). Understanding impulsive buying behavior in mobile commerce.
[139]
L. Wu, M.-L. Chiu, K.-W. Chen, Defining the determinants of online impulse buying through a shopping process of integrating perceived risk, expectation-confirmation model, and flow theory issues, Int. J. Inf. Manag. 52 (2020).
[140]
J.-H. Wu, Q. Li, K. Kee Wei, Alibaba’s IT platform and electronic commerce synergy in driving “Singles’ Day”, J. Organ. Comput. Electron. Commer. 26 (3) (2016) 193–202.
[141]
Y. Xie, K. Du, P. Gao, The influence of the interaction between platform types and consumer types on the purchase intention of live streaming, Front. Psychol. 7475 (2022).
[142]
J. Xie, N. Yoon, H.J. Choo, How online shopping festival atmosphere promotes consumer participation in China, Fashion Text. 10 (1) (2023) 1–19.
[143]
Xinhuanet. (2023). Do you still remember why you chose online shopping at first? Looking at the new trends in consumption from the perspective of “Double Eleven”. http://www.news.cn/fortune/2023-11/12/c_1129968643.htm.
[144]
Xu, Y., Chong, T. W., Krilavičius, T., & Man, K. L. (2015). Perceived benefits, risks and trust on online shopping festival. Information and Software Technologies: 21st International Conference, ICIST 2015, Druskininkai, Lithuania, October 15-16, 2015, Proceedings 21.
[145]
X. Xu, Q. Li, L. Peng, T.-L. Hsia, C.-J. Huang, J.-H. Wu, The impact of informational incentives and social influence on consumer behavior during Alibaba's online shopping carnival, Comput. Hum. Behav. 76 (2017) 245–254.
[146]
X. Xu, L. Wang, K. Zhao, Exploring Determinants of Consumers’ Platform Usage in “Double Eleven” Shopping Carnival in China: Cognition and Emotion from an Integrated Perspective, Sustainability 12 (7) (2020) 2790.
[147]
Q. Yan, L. Wang, W. Chen, J. Cho, Study on the influencing factors of unplanned consumption in a large online promotion activity, Electron. Commer. Res. 16 (2016) 453–477.
[148]
Yang, R., Yang, Y., Shafi, M., & Song, X. (2020). Do Customers Really Get Tired of Double Eleven Global Carnival? An Exploration of Negative Influences on Consumer Attitudes toward Online Shopping Website. Proceedings of the Thirteenth International Conference on Management Science and Engineering Management: Volume 2 13.
[149]
S. Yang, L. Li, J. Zhang, Understanding consumers’ sustainable consumption intention at china’s double-11 online shopping festival: An extended theory of planned behavior model, Sustainability 10 (6) (2018) 1801.
[150]
B. Yoo, N. Donthu, S. Lee, An examination of selected marketing mix elements and brand equity, J. Acad. Mark. Sci. 28 (2) (2000) 195–211.
[151]
S. Yoo, D.-J. Lee, L. Atamja, Influence of Online Information Quality and Website Design on User Shopping Loyalty in the Context of E-Commerce Shopping Malls in Korea, Sustainability 15 (4) (2023) 3560.
[152]
Y. Yu, X. Wang, R.Y. Zhong, G.Q. Huang, E-commerce logistics in supply chain management: Practice perspective, Procedia Cirp 52 (2016) 179–185.
[153]
S.-Y. Yu, Y.-N. Xing, An empirical study on the influence factors of adoption behavior of social mobile payment, Statistics & Information Forum, 2015.
[154]
H. Yu, R. Zhang, B. Liu, Analysis on consumers’ purchase and shopping well-being in online shopping carnivals with two motivational dimensions, Sustainability 10 (12) (2018) 4603.
[155]
A.U. Zafar, J. Qiu, Y. Li, J. Wang, M. Shahzad, The impact of social media celebrities' posts and contextual interactions on impulse buying in social commerce, Comput. Hum. Behav. 115 (2021).
[156]
S.A. Zahra, Contextualizing theory building in entrepreneurship research, J. Bus. Ventur. 22 (3) (2007) 443–452.
[157]
J.L. Zaichkowsky, Defending your brand against imitation: consumer behavior, marketing strategies, and legal issues, Greenwood, 1995.
[158]
Q. Zhang, Z. Peng, X. Guo, D. Vogel, Product involvement and routine use of a niche product from a well-known company: The moderating effect of gender, Inf. Manag. 60 (2) (2023).
[159]
L. Zhang, Z. Shao, X. Li, Y. Feng, Gamification and online impulse buying: The moderating effect of gender and age, Int. J. Inf. Manag. 61 (2021).
[160]
Z. Zhao, M. Chen, W. Zhang, Social community, personal involvement and psychological processes: A study of impulse buying in the online shopping carnival, J. Electron. Commer. Res. 20 (4) (2019) 255–272.
[161]
X. Zhao, H.L. Wan, Drivers of online purchase intention on Singles' Day: a study of Chinese consumers, Int. J. Electron. Market. Retailing 8 (1) (2017) 1–20.
[162]
H. Zhao, Q. Zhou, Socially responsible human resource management and hotel employee organizational citizenship behavior for the environment: A social cognitive perspective, Int. J. Hosp. Manag. 95 (2021).
[163]
T. Zhou, H. Li, Y. Liu, The effect of flow experience on mobile SNS users' loyalty, Ind. Manag. Data Syst. 110 (6) (2010) 930–946.
[164]
R. Zhou, L. Tong, A study on the influencing factors of consumers' purchase intention during livestreaming e-commerce: the mediating effect of emotion, Front. Psychol. 13 (2022).
[165]
J. Zhou, M. Zuo, Y. Yu, W. Chai, How fundamental and supplemental interactions affect users’ knowledge sharing in virtual communities? A Social Cognitive Perspective, Int. Res. 24 (5) (2014) 566–586.
Index Terms
- Online promotion cooling? The influence mechanism of consumer loyalty in classic large-scale online social promotions
Index terms have been assigned to the content through auto-classification.
Recommendations
Effect of Brand Loyalty on Advertising and Trade Promotions: A Game Theoretic Analysis with Empirical Evidence
In this paper we examine the issue of balancing media advertising pull strategy and trade promotions push strategy for manufacturers of consumer packaged goods utilizing a three-stage game theoretic analysis and test model's implications with scanner ...
Price promotion considering the reference price effect and consumer loyalty: Competition between first-party and third-party retailers
Highlights- We introduce the external reference price effect and consumer loyalty into price promotion.
AbstractThis paper investigates price promotions by first-party and third-party retailers considering the influence of the external reference price effect and consumer loyalty. We show how they interactively shape the two retailers’ promotion ...
Loyalty programs and dynamic consumer preference in online markets
With the rise of online retail markets, many online retailers are replicating the promotion strategies that offline retailers have used without a clear understanding of whether these strategies will deliver similar results in online markets. In ...
Comments
Please enable JavaScript to view thecomments powered by Disqus.Information & Contributors
Information
Published In
Elsevier B.V.
Publisher
Elsevier Science Publishers B. V.
Netherlands
Publication History
Published: 01 September 2024
Author Tags
Qualifiers
- Research-article
Contributors
Other Metrics
Bibliometrics & Citations
Bibliometrics
Article Metrics
- 0Total Citations
- 0Total Downloads
- Downloads (Last 12 months)0
- Downloads (Last 6 weeks)0
Reflects downloads up to 23 Feb 2025