Different types of online social exchanges: Effects on online sellers’ sales performance

IF 8.2 2区管理学 Q1 COMPUTER SCIENCE, INFORMATION SYSTEMS

Information & Management Pub Date : 2024-06-16 DOI:10.1016/j.im.2024.104003

Yi Chen , Wai Fong Boh , Jiahui Mo

{"title":"Different types of online social exchanges: Effects on online sellers’ sales performance","authors":"Yi Chen , Wai Fong Boh , Jiahui Mo","doi":"10.1016/j.im.2024.104003","DOIUrl":null,"url":null,"abstract":"<div><p>This study examines different types of interactions in online communities for e-commerce sellers. Drawing on social exchange theory and using machine learning techniques to differentiate individuals’ interactions in the online community, we examine the impact of exchanging two major types of resources—tangible assistance and knowledge—on e-commerce sellers’ online sales. The findings demonstrate that online sellers engaging in more interactions that involve receiving tangible assistance or knowledge tend to realize better online sales performance, while interactions involving providing tangible assistance or knowledge also may benefit sellers’ sales performance through increasing the receipt of resources. In addition, sellers more active in receiving knowledge tend to have higher sales in markets in which they face greater competition intensity. Our study contributes to both research and practice with a more nuanced understanding of interactions in online communities—that is, providing and receiving different types of resources—and their associated sales outcomes.</p></div>","PeriodicalId":56291,"journal":{"name":"Information & Management","volume":"61 6","pages":"Article 104003"},"PeriodicalIF":8.2000,"publicationDate":"2024-06-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Information & Management","FirstCategoryId":"91","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S0378720624000855","RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"COMPUTER SCIENCE, INFORMATION SYSTEMS","Score":null,"Total":0}

引用次数: 0

Abstract

This study examines different types of interactions in online communities for e-commerce sellers. Drawing on social exchange theory and using machine learning techniques to differentiate individuals’ interactions in the online community, we examine the impact of exchanging two major types of resources—tangible assistance and knowledge—on e-commerce sellers’ online sales. The findings demonstrate that online sellers engaging in more interactions that involve receiving tangible assistance or knowledge tend to realize better online sales performance, while interactions involving providing tangible assistance or knowledge also may benefit sellers’ sales performance through increasing the receipt of resources. In addition, sellers more active in receiving knowledge tend to have higher sales in markets in which they face greater competition intensity. Our study contributes to both research and practice with a more nuanced understanding of interactions in online communities—that is, providing and receiving different types of resources—and their associated sales outcomes.

查看原文本刊更多论文

不同类型的在线社交交流：对网络卖家销售业绩的影响

本研究探讨了电子商务卖家在网络社区中的不同互动类型。我们借鉴社会交换理论，利用机器学习技术来区分个人在网络社区中的互动，研究了有形援助和知识这两种主要资源的交换对电子商务卖家在线销售的影响。研究结果表明，参与更多涉及接受有形援助或知识的互动的网络卖家往往会实现更好的网络销售业绩，而涉及提供有形援助或知识的互动也可能通过增加资源接收而有利于卖家的销售业绩。此外，在面临更大竞争强度的市场中，更积极地接受知识的卖家往往有更高的销售额。我们的研究对网络社区中的互动（即提供和接收不同类型的资源）及其相关的销售结果有了更细致的了解，从而对研究和实践都有所贡献。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

求助全文

约1分钟内获得全文求助全文

来源期刊

Information & Management 工程技术-计算机：信息系统

CiteScore

17.90

自引率

6.10%

发文量

123

审稿时长

1 months

期刊介绍： Information & Management is a publication that caters to researchers in the field of information systems as well as managers, professionals, administrators, and senior executives involved in designing, implementing, and managing Information Systems Applications.