Channel For Commerce Research Articles

The pre-purchase search channel and purchase behavior: Role of social commerce vs traditional e-commerce

Social commerce, an integration of social media into e-commerce, is on the rise and serves as an important search and purchase channel for consumers. However, little is known about how social commerce differs from traditional e-commerce in stimulating consumer purchase behavior. Drawing on the theory of perceived behavioral control, this study contributes to the literature by proposing a theoretical framework that links the pre-purchase search channel (i.e., social commerce vs traditional e-commerce) to purchase quantity. To test hypotheses, we utilize a large sample consisting of 279,098 pre-purchase click events of 6,721 products purchased by 247,069 consumers in March 2018. The empirical results suggest that purchase quantity is lower when a consumer searches through a social commerce channel compared to a traditional e-commerce channel. We also examine the moderation effects of the characteristics of consumers and products. To show the generalizability of our main finding, we further conduct qualitative interviews with 20 participants from 12 countries. Our conclusions provide practitioners with critical managerial implications.

WeStore or AppStore: How Customers Shop Differently in Mobile Apps vs. Social Commerce

In the dynamic e-commerce environment, social commerce has emerged as a revolutionary force, transforming how consumers interact and transact online. This paper investigates the differences in customers’ search and purchase patterns between a prominent online retailer’s burgeoning social commerce channel, the WeChat mini-program, and its native mobile app. We analyze the customers’ entire journey through a sequential search model that encapsulates decisions from channel selection to product search, search termination, and the final purchase. This study contributes to the search model literature by being the first to estimate both fixed and marginal search costs in a sequential search model in an omnichannel retail environment. We calculate fixed search costs, marginal search costs, and preferences for each channel, revealing differences in customers’ behaviors across channels. Our analysis shows that customers’ fixed search costs are higher, but marginal costs are lower on WeChat channel compared to the App channel. Also, customer characteristics like historical spending levels and search timing influence their search costs. From these insights, we suggest strategies tailored to each channel capitalizing on the differences in customers’ search costs. The first strategy encourages search initiation by lowering fixed search costs through peer-to-peer link sharing in the WeChat channel. The second strategy aims to minimize marginal search costs using search-triggering coupons in the App channel. Implementing these strategies significantly boosts conversion rates and profits for the online retailer. This research is one of the first to explore the differences between traditional retail channels and emerging social commerce channels.

Understanding consumers' interest in social commerce: the role of privacy, trust and security

PurposeConsumers may enjoy the information sharing and social support made available when a social media platform is used for pre-purchase research; however, do consumers reevaluate the privacy and security of the platform differently when ordering and payment capabilities are added? As social media systems have evolved into social commerce platforms (SCPs), individuals are often faced with whether to complete a purchase they have been researching or switch to a traditional e-commerce platform to complete the transaction. This research examines consumer trust formation in the SCP channel and how consumer interest and engagement in the channel are maintained and influence consumer decisions to purchase via the SCP.Design/methodology/approachBased on trust and involvement literature, a research model was conceptualized to capture consumer beliefs about SCP privacy and security and whether the SCP can be trusted, using these inputs into subsequent consumer interest, engagement and decisions on whether to use the SCP for purchasing. The research model was empirically tested using the panel data's structural equation modeling (AMOS) (n = 405). The data showed acceptable reliability and convergent validity, while the original research model provides predictive validity and theory-confirming insights.FindingsResults confirm that consumer perceptions of privacy and security play a crucial role as decision criteria, informing their judgments of whether a new social commerce channel can be trusted enough to conduct purchases. Further, consumer trust supports their interest in the SCP, resulting in enduring and enhanced behavioral use and, to a lesser extent, purchase intent. Still, a majority of this sample declined to purchase using the SCP and rather preferred to transact on tried and trusted traditional e-commerce sites.Originality/valueThis study is among the first to examine trust formation in new SCPs, where consumers are deciding to expand their engagement level from social and informational to commercial.

Efficiency, Margin And Channel Analysis Corn (Zea mays L.)

The development of corn crops that began in the 1990s is considered by many parties to have brought significant changes to improve the welfare of farmers. For Indonesia, corn is the second food crop after rice. Even in some places, corn is the main staple food substitute for rice or as a mixture of rice. The research was conducted in Sumber Lor Village, Babakan District, Cirebon Regency, from January to March 2023. This study aims to find out: (1) The size of corn trading margin in Sumber Lor Village, Babakan District, Cirebon Regency and, (2) The efficiency of corn trading channels created in Sumber Lor Village, Babakan District, Cirebon Regency. The research design used in this study is a quantitative method, with a survey approach, with a sample of 42 farmers, 9 collecting traders, 3 wholesalers and 7 retailers. The data collected are primary data and secondary data that have to do with the research problem. The resulting data is analyzed descriptively and statistically. Descriptive analysis is used to determine the channel of commerce and the function of tataniaga. While statistical analysis is used to determine trade margins and to determine corn farming analysis. The results showed that: (1) The largest trade margin was in marketing channel II which was Rp. 2,550 per kg and the smallest in commerce channel I which was Rp. 1,945 per kg, and (2) The efficiency of corn trading in trade channels I and II was efficient, with a value of tatangiaga efficiency of 6.78% and 9.47%, (3) There were two systems of commerce channels corn in Sumber Lor Village, Babakan District, namely Farmers - Collecting Traders - Retailers - Consumers, and Farmers - Collecting Traders - Wholesalers - Retailers - Consumers, and (4) The efficiency of corn trading in trade channel I is more efficient than commercial channel II. The shorter the configuration channel, the more efficient the value. Because the longer the commercial channel, the more costs are incurred.

Product information failures on websites and their impact on mobile shopping behaviour

PurposeInaccurate product information on retail websites lead to dissatisfied customers and profit losses. Yet, the effects of product information failures (PIFs) remain under-explored, with the mobile commerce channel commonly overlooked. This paper aims (1) to investigate the negative effects of PIFs on shoppers' attitudes and behaviours in a mobile context. The authors further (2) evaluate the impacts of the cause and duration of a PIF, changes of expectations towards the retailer after a PIF occurred and how previous mobile shopping experience in general decreases the effects of PIFs.Design/methodology/approachThe authors conducted a scenario-based experiment with a one-factorial between-subjects design. The six most common PIFs of an international leading online fashion retailer are operationalized and tested against a control group. The final sample consists out of 758 mobile shoppers from the UK.FindingsThe results demonstrate that the perceived severity of PIFs based on showing customers incorrect information is higher when key information is lacking. Further, when the cause of a PIF is attributed to the retailer, it results in higher recovery expectations towards them. The results also reveal that respondents who have shopped mobile before perceive PIFs as less severe than inexperienced ones.Originality/valueThis research expands the online service failure literature by examining PIFs and its effects in the specific context of mobile commerce. The authors also provide recommendations for a better management of PIFs like the incorporation of PIFs information into reporting packs.

A Study On Factor Influence Of Mobile Commerce Usage And Satisfaction Of Customers In Madurai District

The potential change for consumer habits on shopping, that establish the significant of commerce channel. The consumers to rely digital devices more than ever before, and growth of mobile commerce. The mobile commerce usage of become the online shopping trends in customers. The advancements of in the wireless communication, mobile commerce has become a new paradigm for personal communication without any constraints in locations. Starting from the teenagers to the retirees, everyone is depending on mobile devices. They use for computers and the internet to purchase products, send and receive e- mail and play games online. This study usage for mobile commerce and factors influence for customers, satisfaction at mobility at offers new – found freedom for the great to pay. Finally, this study at usage for mobile commerce and satisfaction with influences of factors in mobile commerce usage is creating new opportunities for the mobile services in the customers.

A glass classification model for glass artifacts based on PCA and SVM

The Silk Road was an important channel for trade and commerce between East and West in ancient times, and an important link for cultural exchange between East and West, playing an important role in the development of ancient civilization and history. Glass was one of the important goods carried on the Silk Road in ancient times. In this paper, focus on the problem of component analysis and type identification of ancient glass products. This paper extracted the important factors of the data by PCA principal component analysis, reduced the 14-dimensional data to two dimensions, then built a data point distribution map by visualization, and established a linear classification model based on SVM support vector machine. After that, the model is used to identify the type of samples based on the underlying data. The sensitivity indices of each factor were solved by using Sobol method for the sensitivity analysis of the results.

Contemporary Mobile Commerce: Determinants of Its Adoption

Mobile commerce is the next generation of electronic commerce that allows consumers to perform many transactions via a mobile phone instead of a desktop computer. To online businesses, this commerce channel also allows them to have almost non-stop accessibility to a large population of mobile device users. This study examines the factors affecting intention to use contemporary mobile commerce on the basis of integrating perceived security, subjective norm, innovativeness, and self-efficacy into the TAM model. Statistical analysis results show that self-efficacy and innovativeness are positively related to perceived ease of use. Perceived ease of use has a positive effect on perceived usefulness. Perceived ease of use, perceived usefulness, perceived security, and subjective norm have a positive relationship with intention to use mobile commerce. The theoretical and practical implications are discussed. Finally, future research directions are outlined.

Factors affecting adoption and use of M-commerce services among the customers in Saudi Arabia

M-commerce has the potential to change consumers’ shopping habits and establish itself as a significant commerce channel. People rely on digital devices more than ever before, and the growth in M-commerce predicts that mobile will become the preferred channel for online shopping soon. This study is aimed at examining the effect of personal factors, economic factors, ease of doing factors, and safety-related factors due to Covid-19 on the adoption and use of M-commerce services among customers in Saudi Arabia. The study is empirical and is based on survey responses from 340, M-commerce customers in Saudi Arabia. The questionnaire method was used to collect the data. ANOVA and bivariate regression analysis were used to evaluate the collected data. The results showed that four independent variables, namely, personal, economic, ease of doing, and safety factors during the Covid-19 pandemic, are significant predictors of the dependent variable, adoption and use of M-commerce services by the customers. These factors influence customers’ purchasing decisions when they use M-commerce services. The study also concluded that the frequency of using M-commerce has increased during the Covid-19 pandemic because of health, safety, and social distancing guidelines. One of the main limitation of the study is the few selective constructs for the research. The finding of the study will be beneficial to the customers to understand the significance of M-commerce services, especially during pandemic situations.

How Positive and Negative Electronic Word of Mouth (eWOM) Affects Customers’ Intention to Use Social Commerce? A Dual-Stage Multi Group-SEM and ANN Analysis

Advances in Web 2.0 technologies have led to the widespread assimilation of electronic commerce platforms as an innovative shopping method and an alternative to traditional shopping. However, due to pro-technology bias, scholars focus more on adopting technology, and slightly less attention has been given to the impact of electronic word of mouth (eWOM) on customers’ intention to use social commerce. This study addresses the gap by examining the intention through exploring the effect of eWOM on males’ and females’ intentions and identifying the mediation of perceived crowding. To this end, we adopted a dual-stage multi-group structural equation modeling and artificial neural network (SEM-ANN) approach. We successfully extended the eWOM concept by integrating negative and positive factors and perceived crowding. The results reveal the causal and non-compensatory relationships between the constructs. The variables supported by the SEM analysis are adopted as the ANN model’s input neurons. According to the natural significance obtained from the ANN approach, males’ intentions to accept social commerce are related mainly to helping the company, followed by core functionalities. In contrast, females are highly influenced by technical aspects and mishandling. The ANN model predicts customers’ intentions to use social commerce with an accuracy of 97%. We discuss the theoretical and practical implications of increasing customers’ intention toward social commerce channels among consumers based on our findings.

A systematic literature review of store atmosphere in alternative retail commerce channels

The importance of store atmospherics on consumers’ shopping behavior has been widely studied since the 1970s. Over the years, and with the development of technology, store atmosphere has changed form and shape in alternative retail commerce channels, such as brick-and-mortar, 2D and 3D online, mobile, and virtual and augmented reality. However, despite its importance, there is not a holistic analysis of the components and dimensions of store atmosphere in retailing. This research fills this gap by denoting integrated knowledge and outcomes in alternative commerce channels and developing a unifying integrative framework that includes the components, the antecedents, and the consequences of store atmosphere. We follow a systematic literature review approach to (1) review past research and directions, (2) develop a map of the components of store atmosphere in the last 45 years, (3) explicate 208 variables that are directly linked with store atmosphere, and (4) draw an integrative framework and present future research directions and managerial implications.

Factors Affecting Adoption of E-commerce among Youngsters in J&K UT: An Empirical Study

People no longer have to leave their homes to shop, yet the situation has completely altered. The computer and internet age accomplished everything. Humans may call it a marketing watershed moment. A huge number of vendors are flooding the market on a daily basis, mostly targeting the youth, owing to the rising frequency of internet use among the young generation. Four main features of internet purchasing as regarded by young customers are revealed in the research. It was observed that the four important characteristics that impact young customers' impressions of online buying are perceived risk, perceived advantages, perceived trust, as well as perceived ease of use. To summarise, online shoppers continue to lack confidence as well as trust in using the Internet as a commerce channel. When interacting with internet shops, they are most concerned with concerns of privacy as well as trust. If these difficulties are not addressed, they will have a detrimental effect on the future expansion of online commerce in J&K. Sample of 207 respondents were surveyed to know the factors that affects the adoption of E-commerce among youngsters in J&K. The study concludes that the factors that affects the adaptation of E-commerce among youngsters in J&K are availability of technology required for e-commerce business, cost of implementation, Privacy and confidentiality, security, Income of the population, product’s authenticity, good internet service, better after sale services, Fast delivery services and Trust of consumers.

The Effect of Consumers’ Perceived Relational Benefits on Trust, Satisfaction, and Behavioral Intention in Fashion Live Commerce Channel

Live commerce is a new media in commerce that has recently been highlighted in social media industries. This study examined the impact of consumers’ perceived relational benefits on consumer trust, satisfaction, purchase intention and continuous use intention in fashion live commerce channels. We conducted an online survey with 232 adult women residing in South Korea who watched a video related to selling fashion products on a live commerce channel. And we analyzed the collected data using SPSS 25.0 and AMOS 23.0 statistical program. The results showed that the perceived relational benefits (i.e., psychological benefits, social benefits, economic benefits, customization benefits) in the live commerce channel had a significant positive effect on consumes’ trust. Also, consumer trust had a positive effect on satisfaction, which, in turn, positively influenced consumer purchase intention and continuous use intention. The results of the study can theoretically extend the consumer behavior research on fashion live commerce channels. In addition, live commerce retailers can use the findings to develop effective marketing strategies.

ANALISIS TATANIAGA TELUR AYAM RAS (STUDI KASUS PT CAHAYA MARIO BROTHER GROUP)

The objectives of this study are (1) Analyzing the channels and functions of purebred chicken egg trading (2) Analyzing tataniaga margins, farmer's share and the ratio of profits and costs of purebred chicken egg trading (3) Analyzing the cost efficiency of purebred chicken egg trading at PT. Light Mario Brother's Group Sidrap, Mario Village, Kulo District, Sidrap Regency. This research was conducted at PT. Light Mario Brother Group Sidrap, Mario Village, Kulo District, Sidrap Regency. The data used in this study are primary data and skunder. There are three institutions in the purebred chicken egg trading system at PT. Light Mario Brother's Group Sidrap, a manufacturer/breeder, wholesaler and retailer. Each commercial institution performs different administrative functions. There are three channels formed in the egg trading system, namely commerce channel 1 (producer - consumer); Commerce channel 2 (manufacturer - merchant, retailer - consumer); and Commerce channel 3 ( producer - wholesaler - retailer - consumer). Producers should distribute purebred chicken egg commodities efficiently and need to cooperate or partner with parties who are willing to accommodate producer products (end consumers) at high and relatively stable prices

M-Commerce, Sales Concentration, and Inventory Management

Problem definition: The mobile commerce (m-commerce) channel is poised to be the future of online markets. It offers search features distinct from conventional personal computer (PC)-based e-commerce channels. Its easy accessibility extends the time available for customers to search, although its shopping environment constraints (e.g., small screen size, single-tab browsing) may inflate search costs. Collectively, these competing features cause ambiguity about the mobile channel’s true effect on sales concentration—a key criterion in managing retail operations. The focus of this study is to understand the net impact of the mobile channel on driving sales concentration. Academic/practical relevance: Our study extends the empirical literature focusing on online retailers’ channel strategies and their implication on operations practice. It examines differences in primary online channels—mobile and PC—on shaping sales concentration across products and the cost of ignoring such a difference on inventory management, a core decision for operations managers. Methodology: We collaborate with a large online apparel retailer to access customer-level transactional data. We identify the mobile channel’s effect on sales concentration using a difference-in-differences strategy that leverages a quasi-experiment stemming from the retailer’s decision to discontinue its PC sales channel. Results: We find that the mobile channel increases the share of popular products by 6.4% compared with the PC channel. We also identify scenarios where ignoring this significant sales concentration difference will yield suboptimal inventory stocking by 4.2%–12.9%. Managerial implications: Our paper highlights that the mobile and PC channels have different sales concentrations because of different search features. Ignoring this difference affects inventory decisions, such as safety and cycle inventory levels. Therefore, it is imperative for managers to revise their status quo strategies, such as on inventory procurement, assortment planning, and product display, when integrating m-commerce with e-commerce.

The characteristics of fashion live commerce channels and consumer trust

The characteristics of fashion live commerce channels and consumer trust

Social Commerce and the Hedonic Utilitarian Nexus

The development of social networking sites has led to the appearance of social commerce using Web 2.0 to support social exchange activities. While this topic has received attention in the literature, research still lacks theoretical foundation tackling the relationships between hedonic, utilitarian motivations and social commerce purchase intentions. This study addresses this shortcoming, as it investigates these relations. A theoretical model was proposed and tested using a survey. Findings indicate that the higher the hedonic value derived from a social network, the more trustworthy this channel becomes and the higher the purchase intention. Furthermore, economic benefit exerts a positive and significant influence on trust and intent to purchase using the social commerce channel. The results offer several theoretical and practical implications. They highlight the significance of the utilitarian and hedonic shopping motivations on social commerce adoption and ascertain the important mediating role of trust as well as the need to enhance economic benefits and enjoyment for customers.

ОСОБЛИВОСТІ ІНТЕРНЕТ-ПРОДАЖІВ В B2B-СЕКТОРІ

All successful people in B2B business have one thing in common they understand their competitive advantages and effectively use digital tools to support them. Still, also you will truly easily lose guests, if your website can’t separate you from the competition. The B2B business world is huge and easily different, but ultimate of the features of a B2Be-commerce or business operation platform are truly similar. To offer the perfect customer experience and make it easier for others to do business with you, you need commerce platform with features erected specifically for the B2B sedulity. To successfully meet the conditions of their online shoppers and succeed in their competitive requests, B2B merchandisers must equip their online stores with a number of pivotal B2B ecommerce features. Features are the base for a great B2B experience. With the rapid-fire growth of B2Be-commerce demand, businesses are getting more habituated to online shopping and are getting more demanding when it comes to B2B networks. Whether you run a B2B business, upgrade a website, scrap it, or have preliminarily used the B2Be-commerce platform, make sure you can support all the B2B capabilities that this composition provides. The future off-commerce in the B2B sector is clear B2Be-commerce is the main deals channel for digital commerce. Changes in paperback gets caused by the epidemic will drive further relinquishment beyond 2021. Forrester predicts that B2Be-commerce deals will exceed$1.8 trillion by 2023, counting for 17 of all B2B deals in the United States. Of course, dispatch and phone calls continue to be in the B2B business. Still, there’s no mistrustfulness about it-e-commerce is pushing the boundaries of what B2B deals can be. This is great news for B2B merchandisers because buyers change. Nearly 73 of millennials generations raised on technology-are now engaged in the B2B buying process. These new shoppers anticipate convenience and applicability further than their Baby Boomer and Gen X counterparts. Individualized deals doors, mobile bookings, stoked reality tenures, tone- service features-B2B platforms continue to pave the way for cost-effective and affordable deals openings. The rise of B2B ecommerce isn’t only an epidemic trend. Buyers and merchandisers are moving to digital commerce because it streamlines operations and increases effectiveness. And this trend will continue until 2021 and further. While numerous people suppose that a B2B ecommerce platform is just a tool for listing products and accepting payments, true is more. It acts as a command center where you control everything from deals to marketable operations, whether for B2B and noncommercial guests or the D2C website. The composition examines the introductory tools of Internet marketing in the field of B2B, which are effective in promoting products by artificial enterprises. It’s determined that B2B Internet deals have their own features and for direct connections with implicit mates you need to use an optimized point and web analytics. The paper presents an algorithm for establishing commerce between buyer and dealer, considers the main deals channels of the B2B terrain and describes the problems faced by entrepreneurs in the B2B request. Also in the work the factual deals channels of B2B products are substantiated, the algorithm of decision- making on the company’s access to the Internet terrain is given and the failings of B2B Internet deals are considered. The results of the exploration can be useful in, which operate in conditions of high variability of business terrain factors.

M-Commerce, Sales Concentration, and Inventory Management

The mobile commerce (m-commerce) channel is poised to be the future of online markets. It offers search features distinct from conventional personal-computer-based (PC) e-commerce channels. Its easy accessibility extends the time available for customers to search, although its shopping environment constraints (e.g., small screen size, single-tab browsing) may inflate search costs. Collectively, these competing features cause ambiguity about the mobile channel's true effect on sales concentration – a key criterion in managing retail operations. The focus of this study is to understand the net impact of the mobile channel on driving sales concentration. Our study extends the empirical literature focusing on online retailers' channel strategies and their implication on operations practice. It examines differences in primary online channels – mobile and PC – on shaping sales concentration across products and the cost of ignoring such a difference on inventory management, a core decision for operations managers. We collaborate with a large online apparel retailer to access customer-level transactional data. We identify the mobile channel's effect on sales concentration using a difference-in-differences strategy that leverages a quasi-experiment stemming from the retailer's decision to discontinue its PC sales channel. We find that the mobile channel increases the share of popular products by 6.4% as compared with the PC channel. We also identify scenarios where ignoring this significant sales concentration difference will yield suboptimal inventory stocking by 4.2% to 12.9%. Our paper highlights that the mobile and PC channels have different sales concentrations because of different search features. Ignoring this difference affects inventory decisions, such as safety and cycle inventory levels. Therefore, it is imperative for managers to revise their status quo strategies, such as on inventory procurement, assortment planning, and product display, when integrating m-commerce with e-commerce.

WeStore or AppStore: How we shop differently in Mobile Apps vs. Social Commerce

Social commerce is rapidly growing and attracting new customer segments. This channel is different from traditional retail channels in that it relies on social media platforms for product discovery and purchase. We examine customer behavior and search patterns in an emerging social commerce channel, namely WeChat mini-programs, and in retailers' native apps. We show that customers' fixed and marginal search costs and preferences differ across these two channels. Our research constitutes the first attempt to study customer behavior differences between traditional mobile apps and social media-based channels. Rather than focusing on customers' final purchases, we analyze customers' entire shopping journey using structural search models to quantify their search costs and price sensitivity across the different channels. Previous literature in operations management has estimated traditional discrete choice models to recover customers' cost parameters based on customers' purchase decisions. Instead, we use a sequential search model that characterizes customers’ entire shopping journey. We estimate fixed search costs, marginal search costs, and preferences in each channel and uncover differences in customers' search and purchase behavior across channels. We find that WeChat customers have higher fixed search costs yet smaller marginal search costs compared to App customers. Moreover, customer characteristics such as their user level and time of search impact search costs. Fixed and marginal costs are higher for customers with higher user levels on the WeChat channel. Marginal search costs are higher for customers with higher user levels in the App channel. We propose two channel-specific strategies that leverage customers' search cost differences across channels. The first strategy is to send friend referral discounts to lower fixed search costs in the WeChat channel. The second is to send search-triggering coupons to induce App customers to continue their search. Both strategies can significantly increase conversion rate and profit for online retailer JD.