Unité de Recherche et d'Applications en Marketing

Impact des variables sociales sur l’intention d’achat groupé


L’objectif de cette étude est de comprendre comment les variables sociales pourraient influencer le niveau du risque perçu lors de l’achat en ligne. Une enquête auprès de 205 utilisateurs de sites d’achat groupé a mis en évidence l’influence du sentiment communautaire, de la masse critique perçue et du bouche-à-oreille positif sur l’intention d’achat et sur le niveau du risque perçu sur les sites d’achat groupé. L’analyse des résultats a mis en exergue l’importance de l’influence sociale sur le comportement d’achat groupé.

Read: 1.1K views

Download Article

FileFile sizeDownloads
pdf othmani753 kB 560


Anand, K. S. & R. Aron (2003) Group buying on the web: A comparison of price-discovery mechanisms. Management Science, 49, 1546-1562.
Aral, S. (2011) Commentary-identifying social influence: A comment on opinion leadership and social contagion in new product diffusion. Marketing Science, 30, 217-223.
Bagozzi, R. P. & U. M. Dholakia (2002) Intentional social action in virtual communities. Journal of interactive marketing, 16, 2-21.
Bettman, J. R. (1973) Perceived Risk and Its Components: A Model and Empirical Test. Journal of Marketing Research (JMR), 10.
Bhatnagar, A., S. Misra & H. R. Rao (2000) On risk, convenience, and Internet shopping behavior. Communications of the ACM, 43, 98-105.
Bosse, T., M. Hoogendoorn, M. C. Klein, J. Treur, C. N. Van Der Wal & A. Van Wissen (2013) Modelling collective decision making in groups and crowds: Integrating social contagion and interacting emotions, beliefs and intentions. Autonomous Agents and Multi-Agent Systems, 27, 52-84.
Brooks, R. C. (1957) ” Word-of-Mouth” Advertising in Selling New Products. The Journal of Marketing, 154-161.
Chang, E.-C. & Y.-F. Tseng (2013) Research note: E-store image, perceived value and perceived risk. Journal of Business Research, 66, 864-870.
Chen, J., X.-L. Shen & Z.-J. Chen. 2014. Understanding Social Commerce Intention: A Relational View. In System Sciences (HICSS), 2014 47th Hawaii International Conference on, 1793-1802. IEEE.
Cheng, H.-H. & S.-W. Huang (2013) Exploring antecedents and consequence of online group-buying intention: An extended perspective on theory of planned behavior. International Journal of Information Management, 33, 185-198.
Cheung, C. M. & D. R. Thadani (2012) The impact of electronic word-of-mouth communication: A literature analysis and integrative model. Decision Support Systems, 54, 461-470.
Chevalier, J. A. & D. Mayzlin (2006) The effect of word of mouth on sales: Online book reviews. Journal of marketing research, 43, 345-354.
Chiu, C. M., E. T. Wang, Y. H. Fang & H. Y. Huang (2014) Understanding customers’ repeat purchase intentions in B2C e‐commerce: the roles of utilitarian value, hedonic value and perceived risk. Information Systems Journal, 24, 85-114.
Christakis, N. A. & J. H. Fowler (2013) Social contagion theory: examining dynamic social networks and human behavior. Statistics in medicine, 32, 556-577.
Chui, Y.-H., P.-S. Chow & T.-M. Choi. 2014. Consumer Perceived Risks Towards Online Group Buying Service for Fashion Apparel Products. In Fashion Branding and Consumer Behaviors, 133-146. Springer.
Coulter, K. S. & A. Roggeveen (2012) “Like it or not”: Consumer responses to word-of-mouth communication in on-line social networks. Management Research Review, 35, 878-899.
Cox, D. F. & S. U. Rich (1964) Perceived risk and consumer decision-making: The case of telephone shopping. Journal of marketing research, 32-39.
Czepiel, J. A. (1974) Word-of-mouth processes in the diffusion of a major technological innovation. Journal of Marketing Research, 172-180.
Day, G. S. (1971) Attitude change, media and word of mouth. Journal of Advertising Research.
Drennan, J., G. Sullivan & J. Previte (2006) Privacy, risk perception, and expert online behavior: an exploratory study of household end users. Journal of Organizational and End User Computing (JOEUC), 18, 1-22.
East, R., K. Hammond & M. Wright (2007) The relative incidence of positive and negative word of mouth: A multi-category study. International Journal of Research in Marketing, 24, 175-184.
FREUD, S. (1921) 1995)” Psychologie des foules et analyse du Moi. Essais de psychanalyse.
Goyette, I., L. Ricard, J. Bergeron & F. Marticotte (2010) e‐WOM Scale: word‐of‐mouth measurement scale for e‐services context. Canadian Journal of Administrative Sciences/Revue Canadienne des Sciences de l’Administration, 27, 5-23.
HAJLI, M. N. (2014) Social commerce for innovation. International Journal of Innovation Management.
Hong, I. B. & H. S. Cha (2013) The mediating role of consumer trust in an online merchant in predicting purchase intention. International Journal of Information Management, 33, 927-939.
Hongfeng, P., W. Chunjing & C. Jie. 2008. An empirical investigation on the adoption of online shopping of university students in China. In Business and Information Management, 2008. ISBIM’08. International Seminar on, 498-501. IEEE.
Hsiao, K.-L., J. C.-C. Lin, X.-Y. Wang, H.-P. Lu & H. Yu (2010) Antecedents and consequences of trust in online product recommendations: an empirical study in social shopping. Online Information Review, 34, 935-953.
Ilie, V., C. Van Slyke, G. Green & H. Lou (2005) Gender differences in perceptions and use of communication technologies: A diffusion of innovation approach. Information Resources Management Journal (IRMJ), 18, 13-31.
Jing, X. & J. Xie (2011) Group buying: a new mechanism for selling through social interactions. Management Science, 57, 1354-1372.
Kannan, P. & P. K. Kopalle (2001) Dynamic pricing on the Internet: Importance and implications for consumer behavior. International Journal of Electronic Commerce, 5, 63-84.
Katz, E. & P. Lazarsfeld (1955) Banerjee, AK, & Li, D.(2000). Managing Word-of-mouth Communication: Empirical Evidence from India.
Kauffman, R. J., H. Lai & C.-T. Ho (2010) Incentive mechanisms, fairness and participation in online group-buying auctions. Electronic Commerce Research and Applications, 9, 249-262.
Kauffman, R. J. & B. Wang. 2001. New buyers’ arrival under dynamic pricing market microstructure: The case of group-buying discounts on the Internet. In System Sciences, 2001. Proceedings of the 34th Annual Hawaii International Conference on, 10 pp.: IEEE.
Kerckhoff, A. C. & K. W. Back. 1968. The June Bug; a Study of Hysterical Contagion. Appleton-Century-Crofts New York.
Laroche, M., Z. Yang, G. H. McDougall & J. Bergeron (2005) Internet versus bricks-and-mortar retailers: An investigation into intangibility and its consequences. Journal of Retailing, 81, 251-267.
Liebermann, Y. & S. Stashevsky (2002) Perceived risks as barriers to Internet and e-commerce usage. Qualitative Market Research: An International Journal, 5, 291-300.
Lim, W. M. & D. H. Ting (2012) E-shopping: an Analysis of the Technology Acceptance Model. Modern Applied Science, 6, p49.
Lin, L.-Y. & C.-S. Chen (2006) The influence of the country-of-origin image, product knowledge and product involvement on consumer purchase decisions: an empirical study of insurance and catering services in Taiwan. Journal of Consumer Marketing, 23, 248-265.
Liu, Y. (2006) Word of mouth for movies: Its dynamics and impact on box office revenue. Journal of marketing, 70, 74-89.
Lou, H., W. Luo & D. Strong (2000) Perceived critical mass effect on groupware acceptance. European Journal of Information Systems, 9, 91-103.
Lynne Markus, M. & T. Connolly. 1990. Why CSCW applications fail: Problems in the adoption of interdependent work tools. In Proceedings of the 1990 ACM conference on Computer-supported cooperative work, 371-380. ACM.
Markus, M. L. (1987) Toward a “critical mass” theory of interactive media universal access, interdependence and diffusion. Communication research, 14, 491-511.
Matsuo, T. (2009) A reassuring mechanism design for traders in electronic group buying. Applied Artificial Intelligence, 23, 1-15.
Nunnally, J. C., I. H. Bernstein & J. M. t. Berge. 1967. Psychometric theory. McGraw-Hill New York.
Othmani, L. & N. Bouslama. 2014. Les Dimensions De La Qualité Perçue D’Une Communauté Virtuelle: Une Étude Exploratoire (The Dimensions of the Perceived Quality of a Virtual Community: An Exploratory Study). In 23rd IBIMA Conference, Valencia, Spain, 13-14.
Park, C. & J.-K. Jun (2003) A cross-cultural comparison of Internet buying behavior: Effects of Internet usage, perceived risks, and innovativeness. International Marketing Review, 20, 534-553.
Prescott, M. B. & S. A. Conger (1995) Information technology innovations: a classification by IT locus of impact and research approach. ACM SIGMIS Database, 26, 20-41.
Raymond, B. 1960. Consumer Behavior as Risk Taking Dynamic Marketing for a Changing World. In Proceedings of the 43rd Conference of American Marketing Association, Chicago, 389-398.
Rezabakhsh, B., D. Bornemann, U. Hansen & U. Schrader (2006) Consumer power: a comparison of the old economy and the Internet economy. Journal of Consumer Policy, 29, 3-36.
Ric, F. & P. Gosling. 1996. Psychologie sociale: Approches du sujet social et des relations interpersonnelles. Editions Bréal.
Rice, R. E. & J. A. Danowski (1993) Is it really just like a fancy answering machine? Comparing semantic networks of different types of voice mail users. Journal of Business Communication, 30, 369-397.
Ridings, C. M. & D. Gefen (2004) Virtual community attraction: Why people hang out online. Journal of ComputerMediated Communication, 10, 00-00.
Rogers, E. M. (2002) Diffusion of preventive innovations. Addictive behaviors, 27, 989-993.
Samadi, M. & Y. Nejadi (2009) A survey of the effect of consumers’ perceived risk on purchase intention in E-Shopping. Business Intelligence Journal, 2, 261-271.
Sigmund, F. (1922) Psychologie collective et analyse du moi.
Tan, W.-K. & T.-H. Chen (2012) The usage of online tourist information sources in tourist information search: an exploratory study. The Service Industries Journal, 32, 451-476.
Tolbert, P. S. & L. G. Zucker (1983) Institutional sources of change in the formal structure of organizations: The diffusion of civil service reform, 1880-1935. Administrative science quarterly, 22-39.
Tonteri, L., M. Kosonen, H.-K. Ellonen & A. Tarkiainen (2011) Antecedents of an experienced sense of virtual community. Computers in Human Behavior, 27, 2215-2223.
Tsai, M.-T., N.-C. Cheng & K.-S. Chen (2011) Understanding online group buying intention: the roles of sense of virtual community and technology acceptance factors. Total Quality Management & Business Excellence, 22, 1091-1104.
Van den Bulte, C. & S. Stremersch (2004) Social contagion and income heterogeneity in new product diffusion: A meta-analytic test. Marketing Science, 23, 530-544.
Van Horn, T., N. Gustafsson & D. Woodford. 2003. Demand aggregation through online buying groups. Google Patents.
Van Horn, T., R. V. Halbert & D. A. Woodford. 2014. System and method for extension of group buying throughout the internet. Google Patents.
Van Slyke, C., H. Lou & J. Day (2002) The impact of perceived innovation characteristics on intention to use groupware. Information Resources Management Journal (IRMJ), 15, 1-12.
Wang, X., B. Zuckerman, C. Pearson, G. Kaufman, C. Chen, G. Wang, T. Niu, P. H. Wise, H. Bauchner & X. Xu (2002) Maternal cigarette smoking, metabolic gene polymorphism, and infant birth weight. Jama, 287, 195-202.
Westerman, D., P. R. Spence & B. Van Der Heide (2014) Social Media as Information Source: Recency of Updates and Credibility of Information. Journal of ComputerMediated Communication, 19, 171-183.
Wu, Y., S. Deng & H. Huang (2012) Information propagation through opportunistic communication in mobile social networks. Mobile Networks and Applications, 17, 773-781.
Zepf, B. 2008. Sport Sponsorship as an Internal Marketing Tool: Employees’ Sponsorship Assessments and Their Effect on Job Attitudes. ProQuest.
Zhou, L., P. Zhang & H.-D. Zimmermann (2013) Social commerce research: An integrated view. Electronic Commerce Research and Applications, 12, 61-68.
MSC-URAM Proceedings (URAM, FSEGT, UTM) © 2016