Mobile social commerce content, consumer emotions and behaviour

Abstract

AbstractMobile social commerce (MSC) is exhibiting a growing interest from businesses and buyers due to the increasing number of mobile app users and combination of e‐commerce and sharing features of MSC platforms. The limited existing research on MSC recommends that the impact of MSC platform features/content on consumer behaviour should be further explored, while the social commerce literature emphasizes the necessity to investigate impulse buying (IB) and social participation (SP). Thus, this study adopted the Stimulus‐Organism‐Response (SOR) theory to investigate the impact of MSC content's usefulness, interactivity, entertainment and authenticity, built from the literature, on consumer emotions (arousal and pleasure), and their relationship with IB and SP. A sample of 345 Generation Y Chinese consumers was employed, while responses were collected through a survey, being used partial least squares (PLS) structural equation modelling to test our hypotheses. Significant relationships were established between the content characteristics and emotions, entertainment exhibiting the strongest impact on arousal, and authenticity on pleasure. Arousal had a significant impact on pleasure, and arousal and pleasure significantly affected IB and SP, with arousal displaying a stronger impact. This research expands the MSC theory through the grouping of content characteristics, documentation on the impact on consumer emotions, the relationship between arousal and pleasure, and the effect on both IB and SP, extending the SOR theory applicability. Practical recommendations for Generation Y MSC marketing are proposed. The model could be extended by introducing privacy concern, content personalization, perceived risk as independent factors, and trust and planned behaviour as explained variables.