Influential Aspects Affecting Purchase Decisions in Social Commerce

Abstract

Introduction: Social commerce has revolutionized the traditional e-commerce landscape by seamlessly integrating social interactions with commercial activities. This innovative business model has shifted the balance of influence from sellers to buyers, empowering individuals to share their shopping experiences and insights through word-of-mouth. Social media platforms like Facebook, Instagram, and Snapchat have become powerful tools for businesses, enabling users to recommend products and services, thereby amplifying their reach. The proliferation of social commerce has significantly impacted consumer behavior, reshaping marketing strategies and business operations.

Objectives: This research aims to investigate the pivotal influences on consumer purchasing decisions within social commerce platforms. It examines the impact of word-of-mouth, promotional incentives, digital marketing strategies, and perceived convenience in molding customer perceptions and purchasing conducts. Furthermore, the study offers insights into how organizations can harness these factors to bolster customer engagement and drive sales.

Methods: A quantitative research approach was employed, utilizing a virtual snowball sampling technique. A survey was conducted among 788 participants who were frequent users of social commerce platforms like Facebook, Instagram, and Snapchat, all of whom were over 18 years old. The collected data was analysed using structural equation modeling to test the research hypotheses and identify the relationships between the influencing factors and purchase decisions.

Results: The results indicate that word-of-mouth communication, promotional incentives, digital marketing approaches, and user-friendly features substantially sway purchase behaviors on social commerce platforms. Recommendations from peers and industry experts boost trust and engagement. Promotional offerings, like discounts and exclusive deals, drive purchase intent. Digital marketing tactics, encompassing personalized advertisements and influencer marketing, effectively pique consumer interest. Furthermore, the convenience of seamless navigation and simple transactions further encourages online purchasing decisions.

Conclusions: The study emphasizes the growing significance of social commerce in molding consumer purchasing behavior. Businesses should incorporate online brand communities into their marketing strategies to bolster customer engagement and trust. By leveraging word-of-mouth, personalized promotions, and digital marketing techniques, companies can fortify their presence on social commerce platforms and drive higher conversions.