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Tracing Consumers’ Decision-Making in Digital Social Shopping Networks

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Information Systems and Neuroscience

Part of the book series: Lecture Notes in Information Systems and Organisation ((LNISO,volume 16))

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Abstract

Several online businesses consider integrating social network functionalities into their online store, thus creating digital social shopping networks (DSNs). Because friends tend to be trusted or have similar interests, one often expects that shoppers will leverage their connections to simplify choice making and enhance the chances of finding well-suited products. Unfortunately, there is little evidence or theory to justify whether, when, and how this might manifest. In this research, we address this issue by developing a model of how decision-making unfolds in a DSN. The model can be used as a basis for a research program aimed at explaining why, when, and by what means online shoppers leverage their social network or cease leveraging it. We outline the key features of an empirical strategy, which involves process tracing via the use of complementary techniques: navigation recording, verbal protocol and ocular activity.

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Notes

  1. 1.

    The term sufficient has a pragmatic connotation that fits with the idea that SN value is assessed by users based on their own standards and needs.

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Author information

Authors and Affiliations

  1. HEC Montreal, Montreal, QC, Canada

    Camille Grange

  2. University of British Columbia, Vancouver, QC, Canada

    Izak Benbasat

Authors
  1. Camille Grange
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  2. Izak Benbasat
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Corresponding author

Correspondence to Camille Grange .

Editor information

Editors and Affiliations

  1. Informaton Systems, Texas Tech University, Lubbock, Texas, USA

    Fred D. Davis

  2. University of Appl. Sc. Upper Austria, Steyr, Oberösterreich, Austria

    René Riedl

  3. Department of Information Systems, University of Liechtenstein, Vaduz, Liechtenstein

    Jan vom Brocke

  4. Department of Information Technology, HEC Montréal , Montréal, Québec, Canada

    Pierre-Majorique Léger

  5. Department of Information Systems, Kennesaw State University, Kennesaw, Georgia, USA

    Adriane B. Randolph

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Grange, C., Benbasat, I. (2017). Tracing Consumers’ Decision-Making in Digital Social Shopping Networks. In: Davis, F., Riedl, R., vom Brocke, J., Léger, PM., Randolph, A. (eds) Information Systems and Neuroscience. Lecture Notes in Information Systems and Organisation, vol 16. Springer, Cham. https://doi.org/10.1007/978-3-319-41402-7_1

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