What makes people send gifts via social network services? A mixed methods approach

So Hyun Lee, Su Jin Choi, Hee Woong Kim

Research output: Contribution to journalArticle

Abstract

Purpose: Social network services (SNS) gifting is a new business model, but many SNS providers continue to face challenges as they explore ways to increase their revenues from gifting. The purpose of this paper is to examine the key factors involved in gift giving via SNS platforms. Design/methodology/approach: This study adopts a mixed methods approach through qualitative and quantitative research. In the first stage (qualitative study), the authors extract factors from interviews with users of SNS gifting services. In the second stage (quantitative study), the authors interpret decisional factors explored in the first stage on the basis of customer value theory, develop a research model and empirically test it. Findings: The results show that five factors – convenience of SNS gifting, symbolic representation of SNS gifting, relationship support of SNS gifting, pleasure of SNS gifting, and an SNS gifting norm – directly or indirectly affect SNS gifting decisions. Research limitations/implications: This study contributes to electronic commerce research by extending the customer value theory and adding to the literature on SNS gifting and gift giving in general. Practical implications: The study informs SNS providers regarding the promotion of SNS gifting services for revenue generation. Originality/value: This study is among the first to comprehensively examine decision-making in SNS gifting through the lens of customer value theory.

Original languageEnglish
JournalInternet Research
DOIs
Publication statusAccepted/In press - 2019 Jan 1

Fingerprint

gift
social network
Electronic commerce
value theory
Lenses
Decision making
customer
Gift
Mixed methods
Social networks
service provider
revenue
Industry
electronic commerce
quantitative research
qualitative research
promotion

All Science Journal Classification (ASJC) codes

  • Communication
  • Sociology and Political Science
  • Economics and Econometrics

Cite this

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What makes people send gifts via social network services? A mixed methods approach. / Lee, So Hyun; Choi, Su Jin; Kim, Hee Woong.

In: Internet Research, 01.01.2019.

Research output: Contribution to journalArticle

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