Social media platform/website has changed the world in many ways and has become an integral part of everyday internet use. Under the influence of the Covid 19 pandemic which caused the customers’ consumption habits to be changed, such as the purchase channel and purchase behavior. The top three of social media platform are Facebook, Youtube and Instagram, its monthly active users worldwide were 3 billions, 2.5 billions, and 2 billions, respectively (Nielenwire, 2024) . Prior literature is related to scholars’ primary focus on TAM and UTAT model to influence social media platform usage, such as Facebook, Twitter and WeChat, with few studies focusing on consumers’ insight to discuss. This study aims to examine the influential factors of purchasing from social platform/website, using Money attitude and conformity to discuss the issue. This research used survey technique to collect the data from 300 respondents who ever purchased in the social media platform/website. Regression analysis approach and the SPSS 22.0 software were employed to verify the coefficients and hypotheses to meet statistical design. The researchers found the MAS factors (Retention/Time), conformity (normal and information) and price sensitivity, were influenced on consumer’s purchase intention from social media platform/website.
KeywordsSocial Media PlatformMoney AttitudeConformityPrice SensitivityPurchase Intention
Afendi, A. (2023). The Effect of Price Sensitivity on Purchase Intention Is Mediated by Advocacy and Emotion on Consumers of Pharmaceutical Companies in Jakarta. Journal of Social Research, 2, 1737-1752. https://doi.org/10.55324/josr.v2i5.881
Akbar, N., Rafiq, D. I., Takrim, D. K., Tauqeer, D. F., & Sajjad, S. (2023). From Recognition to Purchase: Understanding the Role of Brand Awareness in Driving Consumer Behavior in Pakistan. International Journal of Special Education, 38, 308-319.
Allen, V. L. (1965). Situational Factors in Conformity. Advances in Experimental Social Psychology , 2, 133-175. https://doi.org/10.1016/s0065-2601(08)60105-7
Baron, R. A., Branscombe, N. R., & Byrne, D. (2008). Social Psychology (12th ed.). Pearson Education, Inc.
Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989). Measurement of Consumer Susceptibility to Interpersonal Influence. Journal of Consumer Research, 15, 473-781. https://doi.org/10.1086/209186
Bian, Q., & Forsythe, S. (2012). Purchase Intention for Luxury Brands: A Cross Cultural Comparison. Journal of Business Research, 65, 1443-1451. https://doi.org/10.1016/j.jbusres.2011.10.010
Chen, L., Rashidin, M. S., Song, F., Wang, Y., Javed, S., & Wang, J. (2021). Determinants of Consumer’s Purchase Intention on Fresh E-Commerce Platform: Perspective of UTAUT Model. Sage Open, 11, 1-17. https://doi.org/10.1177/21582440211027875
Chetioui, Y., Lebdaoui, H., & Chetioui, H. (2021). Factors Influencing Consumer Attitudes toward Online Shopping: The Mediating Effect of Trust. EuroMed Journal of Business, 16, 544-563. https://doi.org/10.1108/emjb-05-2020-0046
Deutsch, M., & Gerard, H. B. (1955). A Study of Normative and Informational Social Influences Upon Individual Judgment. The Journal of Abnormal and Social Psychology, 51, 629-636. https://doi.org/10.1037/h0046408
Dhaigude, S. A., & Mohan, B. C. (2023). Customer Experience in Social Commerce: A Systematic Literature Review and Research Agenda. International Journal of Consumer Studies, 47, 1629-1668. https://doi.org/10.1111/ijcs.12954
Dominique-Ferreira, S., Vasconcelos, H., & Proença, J. F. (2016). Determinants of Customer Price Sensitivity: An Empirical Analysis. Journal of Services Marketing, 30, 327-340. https://doi.org/10.1108/jsm-12-2014-0409
Eroğlu, F., & Kocatürk, E. B. (2020). Future Insights for the Role of Materialism and Money Attitudes on Online Compulsive Buying. Yönetim Bilimleri Dergisi , 18, 887-911. https://doi.org/10.35408/comuybd.692725
Foxall, G. R., & James, V. K. (2003). The Behavioral Ecology of Brand Choice: How and What Do Consumers Maximize? Psychology & Marketing, 20, 811-836. https://doi.org/10.1002/mar.10098
Furnham, A. (1984). Many Sides of the Coin: The Psychology of Money Usage. Personality and Individual Differences, 5, 501-509. https://doi.org/10.1016/0191-8869(84)90025-4
Hajli, N. (2015). Social Commerce Constructs and Consumer’s Intention to Buy. International Journal of Information Management, 35, 183-191. https://doi.org/10.1016/j.ijinfomgt.2014.12.005
Honkanen, P., Olsen, S. O., Verplanken, B., & Tuu, H. H. (2012). Reflective and Impulsive Influences on Unhealthy Snacking. The Moderating Effects of Food Related Self-control. Appetite, 58, 616-622. https://doi.org/10.1016/j.appet.2011.11.019
Jeyaraj, A., Ismagilova, E., Jadil, Y., Sarker, P., Rana, N. P., Hughes, L., et al. (2022). Mediating Role of Social Commerce Trust in Behavioral Intention and Use. Information Systems Management, 40, 354-370. https://doi.org/10.1080/10580530.2022.2140370
Khandelwal, U., Yadav, S. K., Tripathi, V., & Agrawal, V. (2018). E-Consumer Conformity and Its Impact on Consumer Attitude. Journal of Asia Business Studies, 12, 455-468. https://doi.org/10.1108/jabs-09-2015-0161
Khare, A. (2016). Influence of Materialism and Money Attitudes on Credit Card Use. International Journal of Business Competition and Growth, 4, 57-78. https://doi.org/10.1504/ijbcg.2015.070665
Kim, D., & Benbasat, I. (2006). The Effects of Trust-Assuring Arguments on Consumer Trust in Internet Stores: Application of Toulmin’s Model of Argumentation. Information Systems Research, 17, 286-300. https://doi.org/10.1287/isre.1060.0093
Lascu, D., & Zinkhan, G. (1999). Consumer Conformity: Review and Applications for Marketing Theory and Practice. Journal of Marketing Theory and Practice, 7, 1-12. https://doi.org/10.1080/10696679.1999.11501836
Lemrová, S., Reiterová, E., Fatěnová, R., Lemr, K., & Tang, T. L. (2014). Money Is Power: Monetary Intelligence—Love of Money and Temptation of Materialism among Czech University Students. Journal of Business Ethics, 125, 329-348. https://doi.org/10.1007/s10551-013-1915-8
Li, N. & Zhang, P. (2002). Consumer Online Shopping Attitudes and Behavior : An Assessment of Research . Eight Americas Conference on Information Systems, 508-517.
Liang, T., & Turban, E. (2011). Introduction to the Special Issue Social Commerce: A Research Framework for Social Commerce. International Journal of Electronic Commerce, 16, 5-14. https://doi.org/10.2753/jec1086-4415160201
Nielenwire (2024) Biggest Social Media Platforms by Users 2024. Statista. https://www.statista.com/statistics/272014/global-social-networks-ranked-by-number-of-users/
Norusis, M. J. (1999). Guide to Data Analysis . Prentice Hall.
Novak, T. P., Hoffman, D. L., & Yung, Y. (2000). Measuring the Customer Experience in Online Environments: A Structural Modeling Approach. Marketing Science, 19, 22-42. https://doi.org/10.1287/mksc.19.1.22.15184
Park, H., & Kim, Y. (2014). The Role of Social Network Websites in the Consumer—Brand Relationship. Journal of Retailing and Consumer Services, 21, 460-467. https://doi.org/10.1016/j.jretconser.2014.03.011
Park, S., & Yang, Y. (2010). The Effect of Celebrity Conformity on the Purchase Intention of Celebrity Sponsorship Brand: The Moderating Effects of Symbolic Consumption and Face-Saving. Journal of Global Fashion Marketing, 1, 215-229. https://doi.org/10.1080/20932685.2010.10593073
Pavlou, P. A., & Fygenson, M. (2006). Understanding and Predicting Electronic Commerce Adoption: An Extension of the Theory of Planned Behavior. MIS Quarterly, 30, 115-143. https://doi.org/10.2307/25148720
Phau, I., & Woo, C. (2008). Understanding Compulsive Buying Tendencies among Young Australians: The Roles of Money Attitude and Credit Card Usage. Marketing Intelligence & Planning, 26, 441-458. https://doi.org/10.1108/02634500810894307
Pouti, N., Taghavifard, M. T., Taghva, M. R., & Fathian, M. (2020). A Comprehensive Literature Review of Acceptance and Usage Studies in the Social Commerce Field. International Journal of Electronic Commerce Studies, 11, 119-166. https://doi.org/10.7903/ijecs.1896
Princes, E., Manurung, A. H., So, I. G., & Abdinagoro, S. B. (2020). The Next Level of Purchase Intention. International Journal of Advance Science and Technology, 29, 441-448.
Rashid, R. M., Rashid, Q. U. A., & Pitafi, A. H. (2020). Examining the Role of Social Factors and Mooring Effects as Moderators on Consumers’ Shopping Intentions in Social Commerce Environments. Sage Open, 10, 1-17. https://doi.org/10.1177/2158244020952073
Roberts, J. A., & Jones, E. (2001). Money Attitudes, Credit Card Use, and Compulsive Buying among American College Students. Journal of Consumer Affairs, 35, 213-240. https://doi.org/10.1111/j.1745-6606.2001.tb00111.x
Roberts, J. A., & Sepulveda M, C. J. (1982). Demographics and Money Attitudes: A Test of Yamauchi and Templers (1982) Money Attitude Scale in Mexico. Personality and Individual Differences, 27, 19-35. https://doi.org/10.1016/s0191-8869(98)00241-4
Sarwono, S. W., & Meinarno, E. A. (2013). Psikology Social . Salemba Humanika.
Shimp, T. A., Dunn, T. H., & Klein, J. G. (2004). Remnants of the U.S. Civil War and Modern Consumer Behavior. Psychology & Marketing, 21, 75-91. https://doi.org/10.1002/mar.10116
Sumeru, D., & Balqiah, T. E. (2022). The Effect of Marketing Strategy on Consumer Sentiment, Price Sensitivity, and Purchase Intention, on National Online Shopping Day: S-O-R Model Approach. Proceeding of the International Conference on Family Business and Entrepreneurship , 3, 256-265.
Taneja, R. M. (2012). Money Attitude—An Abridgment. Journal of Arts, Science & Commerce, 3, 94-98.
Tang, T. L. (1992). The Meaning of Money Revisited. Journal of Organizational Behavior, 13, 197-202. https://doi.org/10.1002/job.4030130209
Uslu, A., & Huseynli, B. (2018). Impact of Price Sensitivity on Repurchase Intention in Terms of Personality Features. Uluslararası İktisadi ve İdari İncelemeler Dergisi , 515-532. https://doi.org/10.18092/ulikidince.434866
Venkatesh, V., Thong, J. Y., & Xu, X. (2012). Consumer Acceptance and Use of Information Technology: Extending the Unified Theory of Acceptance and Use of Technology. MIS Quarterly, 36, 157-178. https://doi.org/10.2307/41410412
Wang, J., Pham, T. L., & Dang, V. T. (2020). Environmental Consciousness and Organic Food Purchase Intention: A Moderated Mediation Model of Perceived Food Quality and Price Sensitivity. International Journal of Environmental Research and Public Health, 17, Article 850. https://doi.org/10.3390/ijerph17030850
Wang, X., Yu, C., & Wei, Y. (2012). Social Media Peer Communication and Impacts on Purchase Intentions: A Consumer Socialization Framework. Journal of Interactive Marketing, 26, 198-208. https://doi.org/10.1016/j.intmar.2011.11.004
Wu, C., & Horng, S. (2022). Social Commerce Intention, Social Interaction, and Social Support: Moderating Role of Social Anxiety. Journal of Organizational and End User Computing, 34, 1-23. https://doi.org/10.4018/joeuc.307565
Wu, J., & Song, S. (2021). Older Adults’ Online Shopping Continuance Intentions: Applying the Technology Acceptance Model and the Theory of Planned Behavior. International Journal of Human - Computer Interaction, 37, 938-948. https://doi.org/10.1080/10447318.2020.1861419
Yahia, I. B., Al-Neama, N., & Kerbache, L. (2018). Investigating the Drivers for Social Commerce in Social Media Platforms: Importance of Trust, Social Support and the Platform Perceived Usage. Journal of Retailing and Consumer Services, 41, 11-19. https://doi.org/10.1016/j.jretconser.2017.10.021
Yamauchi, K. T., & Templer, D. J. (1982). The Development of a Money Attitude Scale. Journal of Personality Assessment, 46, 522-528. https://doi.org/10.1207/s15327752jpa4605_14
Zhang, Z. (2010). Feeling the Sense of Community in Social Networking Usage. IEEE Transactions on Engineering Management, 57, 225-239. https://doi.org/10.1109/tem.2009.2023455
Zhou, R., & Pham, M. T. (2004). Promotion and Prevention across Mental Accounts: When Financial Products Dictate Consumers& Investment Goals. Journal of Consumer Research, 31, 125-135. https://doi.org/10.1086/383429
Zhou, W., Dong, J., & Zhang, W. (2023). The Impact of Interpersonal Interaction Factors on Consumers’ Purchase Intention in Social Commerce: A Relationship Quality Perspective. Industrial Management & Data Systems, 123, 697-721. https://doi.org/10.1108/imds-06-2022-0392