Social selling cues: The dynamics of posting numbers viewed and bought on customers' purchase intentions

Volume: 38, Issue: 4, Pages: 994 - 1016
Published: Dec 1, 2021
Abstract
Online retailers provide social selling cues, such as “39 customers bought this product” or “156 customers viewed our product per hour”, to encourage sales. Revealing the numbers bought has been shown to increase purchase intentions, but what remains unexplored are the ramifications of posting the number of brand-related views or revealing both numbers bought and viewed so customers can determine the views-to-bought ratio. The number of views is...
Paper Details
Title
Social selling cues: The dynamics of posting numbers viewed and bought on customers' purchase intentions
Published Date
Dec 1, 2021
Volume
38
Issue
4
Pages
994 - 1016
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