Marketing Mix, Consumer Value, and Consumer Loyalty in Social Commerce: A Stimulus-Organism-Response Perspective

doi:10.1108/IntR-08-2016-0250

機構典藏 > College of Business and Management > Graduate Institute & Department of Information Management > Journal Article > Item 987654321/111845

Please use this identifier to cite or link to this item: https://tkuir.lib.tku.edu.tw/dspace/handle/987654321/111845

Title:	Marketing Mix, Consumer Value, and Consumer Loyalty in Social Commerce: A Stimulus-Organism-Response Perspective
Authors:	Ya-Ling Wu;Eldon Y. Li
Date:	2018-01
Issue Date:	2017-10-25 02:11:31 (UTC+8)
Publisher:	Emerald Group Publishing
Abstract:	Purpose Based on stimulus-organism-response model, the purpose of this paper is to develop an integrated model to explore the effects of six marketing-mix components (stimuli) on consumer loyalty (response) through consumer value (organism) in social commerce (SC). Design/methodology/approach In order to target online social buyers, a web-based survey was employed. Structural equation modeling with partial least squares (PLS) is used to analyze valid data from 599 consumers who have repurchase experience via Facebook. Findings The results from PLS analysis show that all components of SC marketing mix (SCMM) have significant effects on SC consumer value. Moreover, SC customer value positively influences SC customer loyalty (CL). Research limitations/implications The data for this study are collected from Facebook only and the sample size is limited; thus, replication studies are needed to improve generalizability and data representativeness of the study. Moreover, longitudinal studies are needed to verify the causality among the constructs in the proposed research model. Practical implications SC sellers should implement more effective SCMM strategies to foster SC CL through better SCMM decisions. Social implications The SCMM components represent the collective benefits of social interaction, exemplifying the importance of effective communication and interaction among SC customers. Originality/value This study develops a parsimonious model to explain the over-arching effects of SCMM components on CL in SC mediated by customer value. It confirms that utilitarian, hedonic, and social values can be applied to online SC and that SCMM can be leveraged to achieve these values.
Relation:	Internet Research 28(1), p.74-104
DOI:	10.1108/IntR-08-2016-0250
Appears in Collections:	[Graduate Institute & Department of Information Management] Journal Article

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