1,906
Views
29
CrossRef citations to date
0
Altmetric
Original Articles

Enhancing the parasocial interaction relationship between consumers through similarity effects in the context of social commerce

Evidence from social commerce platforms in China

, &
Pages 100-118 | Received 14 Mar 2017, Accepted 06 Jul 2017, Published online: 11 Oct 2017

References

  • Ahuja, M. K., & Thatcher, J. B. (2005). Moving beyond intentions and toward the theory of trying: Effects of work environment and gender on post-adoption information technology use. MIS Quarterly, 29(3), 427–459.
  • Al-Qirim, N. (2007). A research trilogy into e-commerce adoption in small businesses in New Zealand. Electronic Markets, 17(4), 263–285.10.1080/10196780701635872
  • Anderson, A., Huttenlocher, D., Kleinberg, J., & Leskovec, J. (2012, February). Effects of user similarity in social media. In Proceedings of the fifth ACM international conference on Web search and data mining, 703–712. Seattle, WA, USA.10.1145/2124295
  • Auter, P. J. (1992). TV that talks back: An experimental validation of a parasocial interaction scale. Journal of Broadcasting & Electronic Media, 36(2), 173–181.
  • Bagozzi, R. P., & Dholakia, U. M. (2006). Open source software user communities: A study of participation in linux user groups. Management Science, 52(7), 1099–1115.10.1287/mnsc.1060.0545
  • Bailenson, J. N., Pontikakis, E. D., Mauss, I. B., Gross, J. J., Jabon, M. E., Hutcherson, C. A., & John, O. (2008). Real-time classification of evoked emotions using facial feature tracking and physiological responses. International Journal of Human-Computer Studies, 66(5), 303–317.10.1016/j.ijhcs.2007.10.011
  • Ballantine, P. W., & Martin, B. A. (2005). Forming parasocial relationships in online communities. Advances in Consumer Research, 32(1), 197–201.
  • Bart, Y., Shankar, V., Sultan, F., & Urban, G. L. (2005). Are the drivers and role of online trust the same for all websites and consumers? A large-scale exploratory empirical study. Journal of Marketing, 69(4), 133–152.10.1509/jmkg.2005.69.4.133
  • Beninger, J. R. (1987). Personalization of mass media and the growth of pseudocommunity. Communication Research, 14, 352–371.
  • Bloch, P. H., Sherrel, D. L., & Ridgway, N. M. (1986). Consumer search: An extended framework. Journal of Consumer Research, B, June, 119–126.10.1086/jcr.1986.13.issue-1
  • Brack, A. D., & Benkenstein, M. (2012). The effects of overall similarity regarding the customer-to-customer-relationship in a service context. Journal of Retailing and Consumer Services, 19(5), 501–509.10.1016/j.jretconser.2012.06.006
  • Brendl, C. M., Chattopadhyay, A., Pelham, B. W., & Carvallo, M. (2005). Name letter branding: Valence transfers when product specific needs are active. Journal of Consumer Research, 32(3), 405–415.10.1086/jcr.2005.32.issue-3
  • Brooks, R. C. (1957). Word-of-mouth advertising in selling new product. Journal of Marketing, 22, 154–161.10.2307/1247212
  • Buckley, H. M., & Roach, M. E. (1981). Attraction as a function of attitudes and dress. Home Economics Research Journal, 10(1), 88–97.10.1177/1077727X8101000111
  • Burger, J. M., Messian, N., Patel, S., del Prado, A., & Anderson, C. (2004). What a coincidence! The effects of incidental similarity on compliance. Personality and Social Psychology Bulletin, 30(1), 35–43.10.1177/0146167203258838
  • Byrne, D. (1971). The attraction paradigm. New York, NY: Academic Press.
  • Carmines, E. G., & Zeller, R. A. (1979). Reliability and validity assessment, Vol. 17. Sage.
  • Chang, H. H., & Chuang, S. S. (2011). Social capital and individual motivations on knowledge sharing: Participant involvement as a moderator. Information & Management, 48(1), 9–18.10.1016/j.im.2010.11.001
  • Chen, J., & Shen, X. L. (2015). Consumers’ decisions in social commerce context: An empirical investigation. Decision Support Systems, 79, 55–64.10.1016/j.dss.2015.07.012
  • Chen, J., Zhang, C., & Xu, Y. (2009). The role of mutual trust in building members’ loyalty to a C2C platform provider. International Journal of Electronic Commerce, 14(1), 147–171.10.2753/JEC1086-4415140105
  • Cheung, C. M., & Lee, M. K. (2009). Understanding the sustainability of a virtual community: Model development and empirical test. Journal of Information Science, 35(3), 279–298.10.1177/0165551508099088
  • Chow, W. S., & Chan, L. S. (2008). Social network, social trust and shared goals in organizational knowledge sharing. Information & Management, 45(7), 458–465.10.1016/j.im.2008.06.007
  • Collier, M. (2012). Social media commerce for dummies. Hoboken, NJ: Wiley.
  • Crandall, D., Cosley, D., Huttenlocher, D., Kleinberg, J., & Suri, S. (2008, August). Feedback effects between similarity and social influence in online communities. In Proceedings of the 14th ACM SIGKDD international conference on Knowledge discovery and data mining, (pp. 160–168). Las Vegas, NV: ACM.10.1145/1401890
  • Cronin, J. J., Jr, & Taylor, S. A. (1992). Measuring service quality: A reexamination and extension. The Journal of Marketing, 56, 55–68.10.2307/1252296
  • Dillon, R. O., Woollam, J. A., & Katkanant, V. (1984). Use of Raman scattering to investigate disorder and crystallite formation in as-deposited and annealed carbon films. Physical Review B, 29(6), 3482.
  • Doney, P. M., Cannon, J. P., & Mullen, M. R. (1998). Understanding the influence of national culture on the development of trust. Academy of Management Review, 23(3), 601–620.
  • Duggan, M. (2015). Social media update 2015. Washington, DC: Pew Research Center.
  • Eyal, K., & Rubin, A. M. (2003). Viewer aggression and homophily, identification, and parasocial relationships with television characters. Journal of Broadcasting & Electronic Media, 47(1), 77–98.10.1207/s15506878jobem4701_5
  • Fisher, J. D. (1974). Situation-specific variables as determinants of perceived environmental aesthetic quality and perceived crowdedness. Journal of Research in Personality, 8(2), 177–188.
  • Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50.10.2307/3151312
  • Garbarino, E., & Johnson, M. S. (1999). The different roles of satisfaction, trust, and commitment in customer relationships. The Journal of Marketing, 70–87.10.2307/1251946
  • Gefen, D., Straub, D., & Boudreau, M. C. (2000). Structural equation modeling and regression: Guidelines for research practice. Communications of the Association for Information Systems, 4(1), 7.
  • Giles, D. C. (2002). Parasocial interaction: A review of the literature and a model for future research. Media Psychology, 4(3), 279–305.10.1207/S1532785XMEP0403_04
  • Guéguen, N., Martin, A., & Meineri, S. (2011). Mimicry and helping behavior: An evaluation of mimicry on explicit helping request. The Journal of social psychology, 151(1), 1–4.
  • Guo, Martin (2016, January 28). Chinese concerns about impact of social media continue to grow. cn-en.kantar.com
  • Hair, J. F., Anderson, R. E., Tatham, R. L., & Black, W. (1998). Multivariate data analysis (5th ed.). NY: Prentice Hall International.
  • Hayes, A. F. (2013). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. New York, NY: Guilford Press.
  • Hitsch, G. J., Hortaçsu, A., & Ariely, D. (2010). Matching and sorting in online dating. The American Economic Review, 100(1), 130–163.
  • Hoerner, J. (1999). Scaling the web: A parasocial interaction scale for world wide web sites. Advertising and the world wide web, 99, 135–147.
  • Horton, D., & Wohl, R. R. (1956). Mass communication and para-social interaction: Observations on intimacy at a distance. Psychiatry, 19(3), 215–229.10.1080/00332747.1956.11023049
  • Hsiao, K.-L., Lin, J. C.-C., Wang, X.-Y., Lu, H.-P., & Yu, H. (2010). Antecedents and consequences of trust in online product recommendations: An empirical study in social shopping. Online Information Review, 34(6), 935–953.10.1108/14684521011099414
  • Huang, P., Lurie, N. H., & Mitra, S. (2009). Searching for experience on the web: An empirical examination of consumer behavior for search and experience goods. Journal of Marketing, 73(2), 55–69.10.1509/jmkg.73.2.55
  • Jiang, L., Hoegg, J., Dahl, D. W., & Chattopadhyay, A. (2010). The persuasive role of incidental similarity on attitudes and purchase intentions in a sales context. Journal of Consumer Research, 36(5), 778–791.10.1086/605364
  • Kachersky, L., Sen, S., Kim, H. M., & Carnevale, M. (2014). Buyer beware of your shadow: How price moderates the effect of incidental similarity on buyer behavior. Journal of Applied Social Psychology, 44(10), 643–649.10.1111/jasp.2014.44.issue-10
  • Karahanna, E., Straub, D. W., & Chervany, N. L. (1999). Information technology adoption across time: A cross-sectional comparison of pre-adoption and post-adoption beliefs. MIS Quarterly, 183–213.10.2307/249751
  • Labrecque, L. I. (2014). Fostering consumer–brand relationships in social media environments: The role of parasocial interaction. Journal of InteractiveMarketing, 28(2), 134–148.
  • Liang, H., Saraf, N., Hu, Q., & Xue, Y. (2007). Assimilation of enterprise systems: The effect of institutional pressures and the mediating role of top management. MIS Quarterly, 59–87.
  • Liang, T. P., Ho, Y. T., Li, Y. W., & Turban, E. (2011). What drives social commerce: The role of social support and relationship quality. International Journal of Electronic Commerce, 16(2), 69–90.10.2753/JEC1086-4415160204
  • Lightner, N. J., Yenisey, M. M., Ozok, A. A., & Salvendy, G. (2002). Shopping behavior and preferences in e-commerce of Turkish and American university students: Implications from cross-cultural design. Behaviour & Information Technology, 21(6), 373–385.10.1080/0144929021000071316
  • Lu, Y., Zhao, L., & Wang, B. (2010). From virtual community members to C2C e-commerce buyers: Trust in virtual communities and its effect on consumers’ purchase intention. Electronic Commerce Research and Applications, 9(4), 346–360.10.1016/j.elerap.2009.07.003
  • Martin, A., Jacob, C., & Gueguen, N. (2013). Similarity facilitates relationships on social networks: A field experiment on facebook. Psychological reports, 112(3), 1–4.
  • Mason, C. H. & Perreault, W. D., Jr (1991). Collinearity, power, and interpretation of multiple regression analysis. Journal of Marketing Research, 268–280.
  • Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. The Journal of Marketing, 58, 20–38.10.2307/1252308
  • Pentina, I., & Taylor, D. G. (2010). Exploring source effects for online sales outcomes: The role of avatar-buyer similarity. Journal of Customer Behaviour, 9(2), 135–150.10.1362/147539210X511344
  • Podsakoff, P. M., MacKenzie, S. B., Lee, J.-Y., & Podsakoff, N. P. (2003). Common method biases in behavioral research: A critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(5), 879–903.10.1037/0021-9010.88.5.879
  • Podsakoff, P. M. & Organ, D. W. (1986). Self-reports in organizational research: Problems and prospects. Journal of Management, 12(4), 531–544.
  • Powell, L., Richmond, V. P., & Williams, G. C. (2011). Social networking and political campaigns: Perceptions of candidates as interpersonal constructs. North American Journal of Psychology, 13(2), 331–342.
  • Preacher, K. F., & Hayes, A. F. (2008). Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models. Behavior Research Methods, 40(3), 879–891.10.3758/BRM.40.3.879
  • Prisbell, M., & Andersen, J. F. (1980). The importance of perceived homophily, level of uncertainty, feeling good, safety, and self-disclosure in interpersonal relationships. Communication Quarterly, 28(3), 22–33.10.1080/01463378009369372
  • Rayport, J. F., & Jaworski, B. J. (2001). ECommerce. New York, NY: McGrawHill/Irwin.
  • Rogers, E. M., & Bhowmik, D. K. (1970). Homophily-heterophily: Relational concepts for communication research. Public Opinion Quarterly, 34(4), 523–538.10.1086/267838
  • Rubin, R. B., & McHugh, M. P. (1987). Development of parasocial interaction relationships. Journal of Broadcasting & Electronic Media, 31(3), 279–292.10.1080/08838158709386664
  • Rubin, A. M., Perse, E. M., & Powell, R. A. (1985). Loneliness, parasocial interaction, and local television news viewing. Human Communication Research, 12(2), 155–180.10.1111/hcre.1985.12.issue-2
  • Rubin, A. M. & Step, M. M. (2000). Impact of motivation, attraction, and parasocial interaction on talk radio listening. Journal of Broadcasting & Electronic Media, 44(4), 635–654.
  • Shen, Y. C., Huang, C. Y., Chu, C. H., & Liao, H. C. (2010). Virtual community loyalty: An interpersonal-interaction perspective. International Journal of Electronic Commerce, 15(1), 49–74.10.2753/JEC1086-4415150102
  • Shen, X. L., Lee, M. K., & Cheung, C. M. (2014). Exploring online social behavior in crowdsourcing communities: A relationship management perspective. Computers in Human Behavior, 40, 144–151.10.1016/j.chb.2014.08.006
  • Simons, H. W., Berkowitz, N. N., & Moyer, R. J. (1970). Similarity, credibility, and attitude change: A review and a theory. Psychological Bulletin, 73(1), 1.10.1037/h0028429
  • Smith, C. (2015). The social commerce report 2015: How social platforms are driving up retailer sales and boosting direct-response activity. Retrieved from https://aasaindustryanalysis.Files.wordpress.com/2015/06bii_socialcommerce2015_jun15.pdf
  • Smith, H. J., Dinev, T., & Xu, H. (2011). Information privacy research: An interdisciplinary review. MIS Quarterly, 35(4), 989–1016.
  • Sun & Wu (2011). Trait predictors of online impulsive buying tendency: A hierarchical approach. Journal of Marketing Theory and Practice, 19(3), 337–346.
  • Sussman, S. W., & Siegal, W. S. (2003). Informational influence in organizations: An integrated approach to knowledge adoption. Information Systems Research, 14(1), 47–65.10.1287/isre.14.1.47.14767
  • Thorson, K. S., & Rodgers, S. (2006). Relationships between blogs as eWOM and interactivity, perceived interactivity, and parasocial interaction. Journal of Interactive Advertising, 6(2), 39–50.
  • Xiang, L., Zheng, X., Lee, M. K., & Zhao, D. (2016). Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction. International Journal of Information Management, 36(3), 333–347.10.1016/j.ijinfomgt.2015.11.002
  • Zhao, X., Lynch, J. G., & Chen, Q. (2010). Reconsidering Baron and Kenny: Myths and truths about mediation analysis. Journal of Consumer Research, 37(2), 197–206.10.1086/651257

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.