Manuscript Title:

BEYOND LIKES AND SHARES: INVESTIGATING THE ROLE OF SOCIAL MEDIA MOTIVATION IN SHAPING CONSUMER BUYING BEHAVIOR

Author:

GANAPATHI J, RAM MOHAN RAO

DOI Number:

DOI:10.5281/zenodo.8296338

Published : 2023-08-23

About the author(s)

1. GANAPATHI J - Research Scholar, Department of Commerce and Management, Andhra University, Visakhapantam.
2. RAM MOHAN RAO - Vice Chairman, APSCHE, Vijayawada.

Full Text : PDF

Abstract

In the contemporary digital landscape, social media has transformed into a dominant force that profoundly influences consumer behavior. As millions of users engage with platforms daily, the motivations that drive their interactions play a pivotal role in shaping consumer buying behavior. The current study examines the impact of social media motivation on consumer buying behavior. The study explores the diverse motivational factors that drive user interactions on social media platforms, including social interaction, selfexpression, information seeking, entertainment, and emotional connection. The study also investigates the relationship between social media motivations and tangible consumer actions, such as brand engagement, product recommendations, influence marketing, social media advertisement, trends, content, emotional connection and fear of missing out (FOMO). By analyzing empirical data, the research understands how social media motivations shape the overall consumer journey from initial awareness to final conversion. The findings reveal that social interaction motivates consumers to rely on peer recommendations and reviews for their purchasing decisions, while emotional connection establishes brand engagement and loyalty through compelling storytelling. Consumers seeking self-expression align their purchases with their self-image, and information seekers rely on social media for product research. Targeted and personalized advertising strategies that align with users' motivations generate higher consumer response rates. Additionally, motivational triggers like entertainment and limited time offers can lead to impulse buying behavior. These insights offer valuable guidance to marketers, empowering them to design more effective campaigns and utilize social media's potential to drive consumer engagement and informed purchasing decisions.


Keywords

Social Media, Online Shopping, e-Consumer Behavior, Motivation, Brand.