Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
Personalization from incomplete data: what you don't know can hurt
Proceedings of the seventh ACM SIGKDD international conference on Knowledge discovery and data mining
Modeling the Clickstream: Implications for Web-Based Advertising Efforts
Marketing Science
On the Depth and Dynamics of Online Search Behavior
Management Science
Dynamic Conversion Behavior at E-Commerce Sites
Management Science
Modeling Browsing Behavior at Multiple Websites
Marketing Science
Usage patterns of collaborative tagging systems
Journal of Information Science
Using Online Conversations to Study Word-of-Mouth Communication
Marketing Science
Modeling Online Browsing and Path Analysis Using Clickstream Data
Marketing Science
International Journal of Electronic Commerce
Consumer E-Tailer Choice Strategies at On-Line Shopping Comparison Sites
International Journal of Electronic Commerce
A Conceptual Framework for Demographic Groups Resistant to On-line Community Interaction
International Journal of Electronic Commerce
International Journal of Electronic Commerce
Characteristics of Consumer Search On-Line: How Much Do We Search?
International Journal of Electronic Commerce
Electronic Commerce Research and Applications
International Journal of Electronic Commerce
Proceedings of the 11th International Conference on Electronic Commerce
Modeling Consumer Purchasing Behavior in Social Shopping Communities with Clickstream Data
International Journal of Electronic Commerce
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Website stickiness, that is visit duration, is a key performance metric for website managers. Longer visit durations can enhance user involvement and give users more time to complete purchase transactions. Furthermore, exposure to advertising is more likely with longer visit durations. By analyzing clickstream data, we investigate which factors, especially user-generated social-shopping features, are significant for predicting visit duration within social shopping communities (SSCs). SSCs evolve from an integration of social networking and online shopping. Both are currently experiencing high growth-rates in consumer popularity. For example, polyvore.com presently attracts more than 13 million unique visitors per month. Apart from direct-shopping features in shopbots, e.g., search field and search filters, SSCs additionally offer user-generated social-shopping features. These include recommendation lists, ratings, styles (i.e., assortments arranged by users), tags, and user profiles. Purchases can be made by following a link to a participating online shop ('click-out'). Our regression model includes 2.91 million visiting sessions and shows that user-generated social-shopping features exert a significant impact on visit duration. The more lists, styles, tags, and user profiles used, the longer the duration. Thus, these features seem to enhance site stickiness and browsing. As assumed, direct-shopping features, and click-outs also exert a positive impact. We also found that community members stay more briefly on the SSC than ordinary users. This implies that community members could benefit from learning effects. If a visit occurs on the weekend, the duration is greater than during the week. Both the academic and managerial implications are considered.