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Abstract:
© 2018, Springer Science+Business Media, LLC, part of Springer Nature. Friendship plays a critical role in social commerce in contemporary societies. This study aims to theorize and examine how friendship quality impacts purchase intention. Product-related risk is introduced to gain insight into its moderating effects on intention to purchase from three different seller groups. Through empirical evidence, we confirm that friendship quality has positively effect on purchase intention. In particular, friends with high friendship quality (i.e., good friends) are more conducive to selling high-price high-risk products. However, friends with low friendship quality (i.e., simple friends) are not as attractive as strangers having good user reviews (i.e., reputable strangers). In other words, people are more willing to buy from reputable strangers than from simple friends. Theoretically, these results contribute to a better understanding of the effect of friendship quality on purchase intention. Finally, this research offers several practical implications for developing successful businesses in social commerce.
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Electronic Commerce Research
ISSN: 1572-9362
Year: 2018
Issue: 4
Volume: 18
Page: 693-717
1 . 9 4
JCR@2018
2 . 5 0 7
JCR@2019
ESI Discipline: ECONOMICS & BUSINESS;
ESI HC Threshold:91
JCR Journal Grade:3
Cited Count:
WoS CC Cited Count: 16
SCOPUS Cited Count: 37
ESI Highly Cited Papers on the List: 0 Unfold All
WanFang Cited Count:
Chinese Cited Count:
30 Days PV: 0
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