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Volume 2017, Article ID 9264920, 16 pages
https://doi.org/10.1155/2017/9264920
Research Article

A Novel Method to Investigate the Effect of Social Network “Hook” Images on Purchasing Prospects in E-Commerce

School of Computer Science, McGill University, Montreal, QC, Canada

Correspondence should be addressed to Mohamed R. Smaoui; ac.lligcm.liam@iuoams.demahom

Received 9 May 2017; Revised 15 August 2017; Accepted 25 September 2017; Published 30 October 2017

Academic Editor: Roberto Natella

Copyright © 2017 Mohamed R. Smaoui. This is an open access article distributed under the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original work is properly cited.

Abstract

Background. Social network visual shopping trends are growing e-commerce at unprecedented levels. Images are used as product marketing material; however, image posts are triggering very low consumer behavior and low sales conversion. Objective. To explore how online stores can increase the purchasing prospects of their products using images on social networks. Methods. We introduce a theoretical probabilistic model to estimate consumer behavioral intention and purchasing prospect on social networks, outline parameters that can be exploited to increase click-rate and conversion, and motivate a new strategy to market products online. The model explores increasing online stores’ sales conversion by utilizing a product collection landing page that is marketed to consumers through a single “Hook” image. To implement the model, we developed a novel technological method that enabled online stores to post different “Hook” images on social networks and hyperlink them to the product collection landing pages they created. Results. Stores and marketers developed four types of “Hook” images: themed-collaged product images, single product images, lifestyle images, and model images. Themed-collaged product images accounted for 60% of consumer traffic from social network sites. Moreover, consumer purchasing click rate increased at least twofold (4.94%) with the use of product collection landing pages.