Online retailers connecting to the youth segment through Facebook (A study on the influence of gender and personality type)

Abstract

Purpose The purpose of this paper is to develop an understanding of the different personality types and Facebook behavior of the young Indian consumers in the context of e-tailing. With the increased popularity of Facebook, consumers and e-tailers are using it as a platform to connect better with each other. This paper makes an attempt to study the motive and online purchasing behavior of youth by examining Facebook posts and understanding their relationship with personality and gender. Design/methodology/approach A survey was conducted on 200 young Indian consumers who use Facebook as well as follow at least one e-tailer on Facebook. The responses to the survey were used to test the proposed conceptual model to find out the relationship of personality types and gender with Facebook behavior, type of post liked on Facebook, reason to use Facebook and motive to follow an e-tailer on Facebook using descriptive statistics and nonparametric tests. Findings The tests showed that gender of online consumers influences their Facebook behavior and the type of post that they like the most on Facebook. The personality type of the online consumers has a significant influence on the motive to follow an e-tailer on Facebook and the reason to use Facebook. It implies that the Facebook pages of e-tailers should plan their posts keeping the gender and personality type of their followers in mind. In this manner, Facebook can be used as a platform by the e-tailers to increase their consumer base, especially among the youth. Research limitations/implications The limitations of this study are the respondents for this study are in the age group of 15-25 years only and the results of the study may vary with the change in the age group. The respondents are Indians by nationality and the results may vary for different nations. Practical implications This paper provides an insight to the e-tailer about attracting young consumers on their Facebook page in the context of their gender and personality type to enhance the reach and expand their business. This research paper is informative to the e-tailers who have budgets for social media marketing to know about social media usage by youth for online shopping. Originality/value Presently, India has a demographic advantage and this paper contributes to understand the youth social media usage for online shopping. The e-tailers can relate the findings to develop strategies to enhance their customer base. This research paper will contribute to the existing literature on social media marketing and e-tailing.