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How can social commerce be boosted? The impact of consumer behaviors on the information dissemination mechanism in a social commerce network

  • Narisa Zhao
  • Hui LiEmail author
Article

Abstract

This paper investigates how various consumer behaviors influence sales volume in social commerce through information dissemination. We use a modified SIR dynamic model to study these effects and how they vary under different maximum message lifetimes and as the number of network nodes varies. We conduct parameter sensitivity analysis to measure the influences of consumer behaviors on the sales volume. The simulation results indicate that consumer behaviors during information dissemination can significantly influence the outbreak size of the information and the sales volume. Specifically, a higher information-spread probability will increase the outbreak size of the message. A higher first-purchase probability could accelerate the increase in sales volume, especially when the maximum message lifetime is long and the number of nodes is large. Besides, the regular-purchase behavior has a positive impact on the acceleration, while the discard-information behavior after the first purchase has an opposite effect. We verify our model using data collected from two websites: Sina Weibo and Taobao. This study helps social commerce marketers understand how consumer behaviors can influence sales volume through information spread and aids them in modeling this mechanism.

Keywords

Social commerce Social commerce network Information dissemination Consumer behaviors Sales volume 

Notes

Acknowledgments

The authors thank reviewers and editors for their valuable and constructive comments. This research is supported by the General Program of Natural Science Foundation of China (Grant No. 61471083), Program of the Ministry of Education of China (Grant No. 14YJA630044).

Compliance with ethical standards

Conflict of interest

On behalf of all authors, the corresponding author states that there is no conflict of interest.

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Copyright information

© Springer Science+Business Media, LLC, part of Springer Nature 2019

Authors and Affiliations

  1. 1.Institute of Systems EngineeringDalian University of TechnologyDalian CityPeople’s Republic of China

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