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This paper aims to explore the impact of incentives on the behavioral intention to use electronic commerce through interactive television to enhance a deeper understanding of how television platforms can improve the attractiveness of television to enterprises as a channel of communication and distribution.

This study uses a questionnaire to collect empirical data on preferences related to perceived usefulness, perceived ease of use, perceived enjoyment, attitude toward the use of t-commerce and behavioral intention to use t-commerce and incentives. The measurement scales of the variables were tested using exploratory factor analysis. The hypotheses were tested using the results of forgotten effects analysis applied to the incidences of incentives on the precedents of the behavioral intention to use t-commerce.

The findings suggest that there are no significant direct incidences between incentives and the behavioral intention to use t-commerce, but the direct incidence is only part of the total incidence and on many occasions is only a small part, as the result of causal relationships between causes and effects. The results indicate indirect incidences between incentives and the behavioral intention to use t-commerce through its precedents.

Marketing managers of television platforms may consider the use of incentives to encourage behavioral intention to use t-commerce to achieve the development of interactive television as a distribution channel.

Research on t-commerce acceptance, especially research that uses extrinsic variables, is scarce. This paper addresses that gap by exploring the use of incentives to attract users.

The purpose of this study is to examine the effect of psychological traits and shopping environmental factors on impulse buying tendency via television shopping programs and to reflect the inherent nature of the impulsive television shopping environment in the USA as well as the traditional retail channel.

A total of 154 questionnaires were returned from multichannel customers who purchased apparel from television shopping programs and traditional retail stores.

Five causal relationships among impulse buying and interaction tendencies in both television and retail settings and TV shopping program browsing duration proposed in this study were confirmed through structural equation modeling.

This study adds valuable empirical findings to the literature on the distribution channel relationship by examining buying behavior of multichannel customers as well as some theoretical implications for impulse buying‐related theories.

This study provides insights for customer impulse buying behavior in the multiple shopping environments.

Social commerce (SC) is a new genre in electronic commerce (e-commerce) that has great potential. This study proposes a new research framework to address deficiencies in existing social commerce research frameworks (e.g. the information model).

In the era of Industrial Revolution 4.0 technologies and new social commerce (s-commerce) models, the authors believe that there is an immediate need for a new research framework. The authors analysed the progress of the s-commerce paradigm between 2003 and 2023 by applying longitudinal science mapping. The authors then developed a research framework based on the themes in the strategic diagrams and evolution map.

From 2003 to 2010, studies on s-commerce mainly focused on social networking sites, virtual communities, social shopping and analytic approaches. From 2011 to 2015, it shifted to s-commerce, consumer behaviour, Web 2.0, artificial intelligence, social technologies, online shopping, user studies, data gathering methods, applications, service-based social commerce constructs, e-commerce and cognitive factors. Social commerce remained the primary research paradigm from 2017 to 2023.

The SC framework may be analogous to popular research frameworks such as technology-organisation-environment (T-O-E) and stimulus-organism-response (S-O-R). Based on this SC framework, researchers may gain a better understanding by determining the factors of the social, commercial, technological and behavioural dimensions.

The authors redefined s-commerce and developed an SC framework. Practical guidelines for the SC framework and an exemplary research model are presented. Overall, this study offers a new research agenda for the extant understanding of s-commerce, with the SC framework as the next frontier of the theoretical advancements and applications of s-commerce.

The purpose of this study is to present an overview of digital multimedia broadcasting (DMB) and to explore the users' perception on DMB cellular phone or “cellevision”, video‐on‐the‐go services that deliver television to cell phones.

This two‐phase study explores users' reactions to DMB contents and services, users' perceptions on the pricing of DMB phone handsets, phone usage time, program contents, and DMB carrier services. Findings from the use of qualitative method of existential phenomenology were explored further with quantitative analyses including T‐test, ANOVA, and Duncan test.

The young generation will be a major impact on the DMB market due to their mindset and lifestyle. Thus, the DMB market strategy should be to base decisions on reaching out and focusing on the younger generation (especially, the teens) as the latest trendsetters.

The sample size was collected during the experimental/trial stages of satellite DMB services. This research should be continued to solidify findings with an increased sample size of respondents collected during the actual stage of satellite‐DMB and terrestrial‐DMB services.

The findings from this exploratory research will be valuable for the DMB service and content providers to gain insight into various age groups and their perceptions.

This study is the first kind of research in this area. With the study as a forerunner, the authors examined the effect of DMB mobile phone program contents and services on users.

This study compares the use of enhanced TV features and TV commerce features on the Web sites of cable and broadcast TV networks. Both the quantitative analysis of the specific programs featured on the Web sites and the qualitative analysis of the overall Web sites show some differences in their strategies and site usability. Some program genres could develop TV commerce opportunities more easily than others. Different program genres emphases on the Web site were found between broadcast TV networks and cable TV networks. Three enhanced TV strategy models are proposed as a result of the analysis: welcome all model; fans‐friendly model; and hello model. The managerial implications of these models on TV revenue and viewership are discussed.

Tout projet d'activités touristiques dans les pays en voie de développement devrait être précédé d'une analyse macro‐économique qui doit faire apparaître quelle est la structure macro‐économique de la production touristique du pays. Cette connaissance est indispensable pour clarifier si et dans quelle mesure un projet de production touristique contribue à la réalisation des buts et objectifs fixés par la politique de développement et, éventuellement, par le plan de développement du tourisme du pays.

This study seeks to explore the possibility of adopting the interactive TV (iTV) as an alternative for the PC at the user‐end and also to explore the corresponding practicability for any firm which wants to play an active role in the commerce associated with the iTV.

Through investigating the available literature related to the architecture and commerce of the current iTV in detail, this study explores the possibility and practicability of adopting the iTV as an alternative for the PC at the user‐end.

There is a feasibility for providing the direct interactivity between viewers and any firm – the feasibility that is (conceptually) ignored or (physically) blocked in the current iTV architecture. The proposed business concept emphasizes that this feasibility should be available to the firm which wants to play an active role like that in the B2C e‐commerce.

There is a limited literature about the architecture and commerce of the current iTV. Furthermore, the corresponding business environment of the iTV is not mature, and thus there are hardly any relevant and reliable empirical data available.

This study describes a practicability for any firm which wants to play an active role in the commerce associated with the iTV.

This study pioneers the commerce associated with the iTV from the perspective of media commercials and any firm not in the iTV value chain, and thus opens up a practicability for the firm which wants to play an active role in the iTV commerce.

This special issue of the Journal of Business & Industrial Marketing, entitled “Business, Industrial Marketing and Uncertainty”, presents selected extended studies that were presented at the European Academy of Management and Business Economics Conference (AEDEM 2012).

The main focus of this year was reflected in the slogan: “Creating new opportunities in an uncertain environment”. The objective was to show the importance that uncertainty has in our current world, strongly affected by many complexities and modern developments, especially through the new technological advances.

One fundamental reason that explains the economic crisis is that the government and companies were not well prepared for these critical situations. And the main justification for this is that they did not have enough information. Otherwise, they would have tried any possible strategy to avoid the crisis. Usually, uncertainty is defined as the situation with unknown information in the environment.

From a theoretical perspective, the problem here is that enterprises and governments should assess the information and the uncertainty in a more appropriate way. Usually, they have some studies in this direction, but many times, it is not enough, as it was proved in the last economic crisis.

The incentive cost of enterprises increases significantly with the rapid growth of the social commerce (SC) market. In this context, enterprises need to develop the optimal strategy to improve incentive effectiveness and reduce cost. Different types of consumers’ responses to incentives bring different values to enterprises. Hence, this paper proposes the social commerce value network (SCVN) to help enterprises study the contributions of different types of consumers to the network.

Based on the graphical evaluation and review technique (GERT), the authors construct the social commerce value GERT (i.e. SCV-GERT) network and design three progressive experiments for estimating the value contributions of “network stage”, “consumer type”, and “resource type” to the SCVN under the same incentives. The authors initialize the SCV-GERT model with consumer data in SC and distinguish the most valuable consumers by adjusting the incentive parameters.

The results show that the SCV-GERT model can well describe the value flow of SCVN. The incentive on forwarding consumers brings the greatest value gain to the SCVN, and social trust contributes the most to forwarding consumers.

Under the guidance of the results, platforms and enterprises in SC can select the optimal type of consumers who bring the maximum network value so as to improve the effectiveness of incentive strategy and reduce marketing costs. A four-level incentive system should be established according to the ranking of the corresponding value gains: forwarding consumers > agent consumers > commenting consumers > potential consumers. Enterprises also need to find ways to improve the social resource investments of consumers participating in SC.

This paper investigates the incentive problem in SC grounded in the SCVN and uses the GERT method to construct the SCV-GERT model, which is the first attempt to introduce GERT into the SC context. This study also makes up for the lack of comparative research on different types of consumers in SC and can provide support for enterprises’ customer relationship management and marketing decisions.

The television business, traditionally static and conservative, is undergoing a deep transformation process in the multimedia age. Technological (r)evolutions are driving important changes in the market offer and broadening the boundaries of the television business. These are becoming fuzzier and fuzzier and opportunities for new entrants have been largely increasing. This article provides an exhaustive review of the ongoing processes changing television and proposes a strategic reference framework for comprehending the new structure of the television business.