Understanding online consumers’ purchase intentions: a contribution from social network theory

ABSTRACT

There is a dynamic and interconnected international setting shaped by the power of the Internet and social media. To gain more consumers, understand their behaviours and needs, and maintain closest relationships with them, businesses should understand how consumers behave in social media and how they vary in their purchase intentions. In the scope of the study, we integrate the social network theory and the theory of planned behaviour to analyse online consumers’ purchase intentions and to investigate their structural positions by analysing their friendships in social networks. We target Twitter users to conduct analysis due to Twitter's popularity in use, market penetration, and opportunity to work with open-source data. This study contributes to a better theoretical understanding of online consumers’ purchase intentions by integrating multiple theoretical perspectives. It expands the literature by considering both online consumers’ friendship network in Twitter and their individual online purchasing intentions. The study also guides e-marketers to design proper strategies for potential and current consumers and target the right sets of people in the social networks.

KEYWORDS:

• Social network theory
• social media
• social networks
• online consumers
• purchase intention
• Twitter

Disclosure statement

No potential conflict of interest was reported by the authors.

Additional information

Funding

This work supported by The Scientific and Technological Research Council of Turkey as a part of International Doctoral Research Fellowship Program [Grant Number 1059B141600018].