Local social network structure and promotion effectiveness in social commerce

Abstract

Purpose

Drawing on social network and information diffusion theories, the authors study the impact of the structural characteristics of a seller’s local social network on her promotion effectiveness in social commerce.

Design/methodology/approach

The authors define a local social network as one formed by a focal seller, her directly connected users and all links among these users. Using data from a large social commerce website in China, the authors build econometric models to investigate how the density, grouping and centralization of local social networks affect the number of likes received by products posted by sellers.

Findings

Local social networks with low density, grouping and centralization are associated with more likes on sellers’ posted products. The negative effects of grouping and centralization are reduced when density is high.

Originality/value

The paper deepens the understanding of the determinants of social commerce success from a network structure perspective. In particular, it draws attention to the role of sellers’ local social networks, forming a foundation for future research on social commerce.

Citation

Xu, H., Liu, Y., Song, B., Yin, X. and Li, X. (2024), "Local social network structure and promotion effectiveness in social commerce", Information Technology & People, Vol. 37 No. 2, pp. 700-728. https://doi.org/10.1108/ITP-10-2021-0737