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Social commerce websites entail a completely new scenario for sharing experiences and opinions due to its richness in terms of social interactions. Nowadays, users can interact with the company and with other users; hence, it seems important to study how social stimuli affect users. Drawing on the stimulus-organism-response framework and flow theory, the purpose of this paper is to propose that the social stimulus (named social passion (sPassion)) has a positive effect on the organism (state of flow), which leads to a users’ positive response (via social word of mouth (sWOM)).

The data were collected through an online survey in 2015. The sample consists of 771 users of social commerce websites, of which 51 percent are male and 49 percent female, aged between 16 and 80 years old. Structural equation modeling was used to analyze the data with the statistical software SPSS version 22 and EQS 6.

The empirical results confirm that passionate users are prone to experience a state of flow and, as a consequence, share positive sWOM.

This study contributes to the literature on customers’ online participation, and the findings are hoped to help companies in developing social commerce websites that boost users’ exchange of information.

Social commerce websites entail a completely new scenario for retaining e-customers due to the richness of their social interactions. Nowadays, users can interact with companies and with other users; hence, it is considered important to study how social stimuli affect users. Drawing on the Stimulus Organism Response framework and Flow Theory, this paper aims to propose that the social stimulus (sPassion) has a positive effect on the organism (state of flow) causing positive responses from users (flow consciousness, trust and eLoyalty).

The data were collected through an online survey. The sample consists of 771 users of social commerce websites, of which 51 per cent are male and 49 per cent female, aged between 16 and 80 years. The structural equation model statistical software EQS 6 was used to test the model.

The empirical results confirm that passionate users are prone to experience state of flow, and, as a consequence, they are conscious of this optimal experience, resulting in an increase in trust.

The originality of this research stems from analysing how users’ passion on social commerce creates an optimal experience that boost customers’ retention.

Las páginas web de social commerce ofrecen un escenario completamente diferente al estudiado hasta la fecha, favoreciendo la retención de clientes en Internet gracias a la riqueza de las interacciones sociales del medio. En la actualidad los usuarios pueden interactuar tanto con la compañía como con otros usuarios, de ahí que se considere importante estudiar cómo los estímulos sociales afectan a los usuarios. Enmarcado en el modelo SOR (del inglés stimulus, organism, response) y la Teoría del Flujo, este estudio propone que el estímulo social (la pasión en el social commerce) tiene un efecto positivo sobre el organismo (estado de flujo), causando respuestas positivas en los usuarios (consciencia de flujo, confianza y lealtad online).

Los datos fueron recogidos a través de una encuesta online. La muestra está compuesta por 771 respuestas de usuarios de páginas de social commerce, de los cuales el 51 per cent son hombres y el 49 per cent mujeres, con edades comprendidas entre los 16 y los 80 años. Para testar el modelo se utilizó el software estadístico EQS 6 para modelos de ecuaciones estructurales.

Los resultados empíricos confirman que los usuarios más apasionados son más propensos a experimentar el estado de flujo y, como consecuencia, son conscientes más de alcanzar ese estado de experiencia óptima, lo que tiene como resultado un incremento de su confianza en la página web de social commerce.

La originalidad de esta investigación radica en analizar cómo la pasión de los usuarios en entornos de social commerce crea una experiencia óptima que ayuda a retener clientes.

The main objective of this paper is to compare the differences that exist between the adoption of e‐commerce by potential purchasers and the acceptance of the channel (re‐purchase decisions) by experienced e‐customers. Therefore, the paper seeks to test the influence of online shopping experience on electronic purchase decisions.

The conceptual model, an extended technology acceptance model (TAM), is tested using structural equation modelling techniques. In addition, the variations that exist in e‐customer behaviour are checked using a multi‐sampling analysis.

The findings show that the influence of self‐efficacy and usefulness increases as the consumer gains online shopping experience. The motivations that lead a potential e‐customer to make a purchase are not the same as those that influence an experienced customer. The paper demonstrates the evolution of customer behaviour and the need to differentiate the perceptions of consumers depending on their level of experience.

The analysis of e‐customer behaviour is a key issue for the development of e‐retailing. Better knowledge about the evolution of consumer behaviour allows a better management of the e‐customer‐firm relationship (e‐business). Firms should bear in mind the relevant perceptions of e‐customers for each decision.

Despite the importance that researchers have attached to studying e‐shopping behaviour, not many papers have considered the existence of different types of decision. In fact, the majority only consider an initial stage of e‐commerce and do not analyse the evolution of e‐customer behaviour and the differences observed with respect to acceptance. The paper fills this gap.

The aim of the paper is to analyse the acceptance of business management software by focusing on high‐tech firms dedicated to information technologies and belonging to the service sector (IT high‐tech firms).

The authors have applied an extended technology acceptance model (TAM) which includes variables related to technological compatibility and web procurement. It has been tested through structural equation modelling.

The results show that IT high‐tech firms must understand the interrelationships that exist between different information technologies (IT) and must, therefore, acquire technological know‐how. This technological knowledge permits firms to improve their perceptions of ease of use and usefulness, obtaining better results when computerising their management.

IT high‐tech firms must be aware that investment in a specific IT may affect the subsequent performance of other IT, due to the synergies derived from the application of complementary systems. Therefore, continuous investment in IT encourages the acquisition of technological knowledge that can be exploited in the computerisation of the main organisational functions and lead to greater overall efficiency.

Studies of IT high‐tech firms based on behavioural models, such as TAM, are in short supply. An understanding of how firms that produce IT as an output also use it as an input in their productive process, allows us to evaluate the importance of acquiring technological knowledge. Moreover, IT high‐tech firms have repercussions in almost all the sectors of the economy because they usually handle the implementation, maintenance and development of IT in other firms.

The main objective of the current work is to analyse the importance of the moderating effect of industry type on technological firms' behaviour and on the acceptance of online business management applications.

The conceptual model, based on a technology acceptance model (TAM), has been tested across structural equation modelling techniques. Thus, a multi‐sample analysis has been developed to study the significance of the effect on industry. Data were collected using e‐mail and post‐mail survey.

The findings show that there are several factors influencing the acceptance process, such as ease of use and usefulness, but their effect depends on the industry in which the organisation operates. Likewise, greater experience in technology – which is the case for some sectors – facilitates the acceptance of IT.

Managers should be aware that the synergies gained through their economic activity must be applied to adopt more new online business management applications, as this will help them to improve their competitiveness.

In contrast to other studies which analyse employee behaviour, this paper describes the technology acceptance process establishing the perceptions of the manager decision maker in the company, a perspective which increases the explanatory power of the models, and permits some of its weaknesses to be resolved. Moreover, the moderating effect of the industry has been empirically tested for a group of firms and variables which have rarely been analysed previously.

The objective of this paper is to analyse whether individuals' socioeconomic characteristics – age, gender and income – influence their online shopping behaviour. The individuals analysed are experienced e‐shoppers i.e. individuals who often make purchases on the internet.

The technology acceptance model was broadened to include previous use of the internet and perceived self‐efficacy. The perceptions and behaviour of e‐shoppers are based on their own experiences. The information obtained has been tested using causal and multi‐sample analyses.

The results show that socioeconomic variables moderate neither the influence of previous use of the internet nor the perceptions of e‐commerce; in short, they do not condition the behaviour of the experienced e‐shopper.

The results obtained help to determine that once individuals attain the status of experienced e‐shoppers their behaviour is similar, independently of their socioeconomic characteristics. The internet has become a marketplace suitable for all ages and incomes and both genders, and thus the prejudices linked to the advisability of selling certain products should be revised.

Previous research related to the socioeconomic variables affecting e‐commerce has been aimed at forecasting who is likely to make an initial online purchase. In contrast to the majority of existing studies, it is considered that the current development of the online environment should lead to analysis of a new kind of e‐shopper (experienced purchaser), whose behaviour differs from that studied at the outset of this research field. The experience acquired with online shopping nullifies the importance of socioeconomic characteristics.

The purpose of the paper is to analyse the evolution of e‐customer purchasing behaviour. Certain perceptions of electronic commerce (EC) may differ according to the purchasing experience of customers. Three groups of e‐customers are differentiated: potential, new and experienced.

First of all, the socio‐demographic characteristics of each group were analysed using the Chi‐squared test. Then, using ANOVA and post hoc analysis (Scheffe's test), the differences that exist in their perceptions were analysed.

Data analyses show that level of experience with Internet and the perceptions about EC differ according to the e‐customer. Some variables, like perceived usefulness or attitude, increase significantly as the number of interchanges grows, while others, such as perceived ease of use, tend to stabilise. It can be affirmed that there is an evolving cycle of purchasing that will continue to develop as the individual acquires experience.

This research enables the companies that want to compete in the e‐market to know the type of customer they are addressing. Moreover, the results obtained show what perceptions must be concentrated on if these companies want to capture new customers (potential e‐customers) or if they want to maintain existing customers (new and experienced). The evolution of this behaviour means that the strategies oriented to fomenting EC should stress one or another aspect depending on the target customer.

While most research indistinctly analyses the behaviour of any e‐customer, this study has considered it necessary to differentiate at least three types of e‐customers in function of their purchasing experience. Thus, this is one of the few studies that allows us to know the evolution of the perceptions related to e‐commerce.

The main objective of this paper is to analyse how important the previous experience of firms with different information technologies is for their acceptance of web procurement.

To analyse the different types of experience a study was conducted using structural equation modelling techniques. A multi‐sample analysis was also carried out to test whether there are significant differences in behaviour according to the sector of activity to which the organisation belongs.

The findings show that using various precursor information technologies, such as Electronic Data Interchange (EDI) or the internet generates knowledge that both facilitates and encourages subsequent web procurement. Once a firm has acquired this knowledge its impact is the same in all sectors.

The work examines the importance of making a continuous investment in IT and shows that previous experience of earlier information systems determines the future technological development of a firm. Thus, firms should be aware that this type of knowledge would help them to obtain competitive advantages and improve their profitability.

The main contribution of the study is its analysis of experience from a multiple perspective. First, the use of different applications: EDI, internet, commercial management software and web procurement. Second, to proxy for experience, the paper considers aspects other than intensity of use: perceived ease of use and usefulness. Finally, the relevance of technological experience for any economic activity is empirically tested.

The objective of this study is to analyse the influence exerted by technological compatibility upon the intensity of use of the new online management programs made by information technology (IT) sector (new technology companies).

The concept of perceived compatibility, first defined by Rogers, has been adapted to the specific characteristics of the company as the user of technology, subsequently testing its dimensionality through confirmatory analyses. Additionally, a causal study was made in order to determine the importance of technological compatibility in the intensity of use of online business management. The statistical techniques employed are based on structural equation methodology.

The results demonstrate that the concept of technological compatibility is composed of several dimensions, which these differentiate the technologies previously applied by the company on the basis of their level of complexity; the overall concept achieves an explanatory power of 56 per cent with regard to subsequent technological development.

Knowledge derived from technological compatibility permits the correct evaluation of whether to accept a new IT application, providing the company with a series of positive synergies which increase the advantages of its online business management.

The originality of this study stems from its innovative treatment of the company as the IT user, adapting to this end the concept of compatibility hitherto exclusively applied to the analysis of the individual. Similarly, in distinction to the unidimensional approach of other research, this study has taken into account the need to establish different constructs for the measurement of technological compatibility and has demonstrated its importance in company technological development.

This paper presents an augmented subjective risk management process that can partially solve the problem of inconsistent results in qualitative risk management. Note that “subjective” in this context is to separate this risk management process from the purely statistical risk management processes often associated with finance.

The approach has been developed by logically approaching the problem of inconsistency and based on experience and literature review conceptually designing a solution.

The presented approach seems workable and indeed an improvement over standard qualitative approaches given reasonable skillful implementation.

The approach had not yet been tested in real life, which must be undertaken in the future.

The presented approach will expand the subjective risk management process to include information management and to some extent knowledge management and thus add some more activities to the practice of risk management.

The paper presents an approach that so far seems useful in improving the consistency of subjective risk management. Also, it may be a valuable point of departure for further research.