Investigating the intention to purchase digital items in social networking communities: A customer value perspective

Hee-Woong Kim, Sumeet Gupta, Joon Koh

Research output: Contribution to journalArticle

148 Citations (Scopus)

Abstract

Some social networking community service providers have earned revenue by selling digital items to their community members. We examined SNC member decisions to purchase digital items based on customer value theory. Six factors were extracted from three dimensions of customer value: functional, social, and emotional value. Our findings indicated that the effects of value on member purchase intentions were significant in terms of the emotional and social dimensions. Our results should help SNC providers by improving their sales of digital items.

Original languageEnglish
Pages (from-to)228-234
Number of pages7
JournalInformation and Management
Volume48
Issue number6
DOIs
Publication statusPublished - 2011 Jan 1

Fingerprint

Sales
Purchase
Customer value
Social networking
Emotion
Factors
Social dimension
Purchase intention
Value theory
Revenue
Service provider

All Science Journal Classification (ASJC) codes

  • Management Information Systems
  • Information Systems
  • Information Systems and Management

Cite this

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Investigating the intention to purchase digital items in social networking communities : A customer value perspective. / Kim, Hee-Woong; Gupta, Sumeet; Koh, Joon.

In: Information and Management, Vol. 48, No. 6, 01.01.2011, p. 228-234.

Research output: Contribution to journalArticle

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