From Scroll to Cart: Investigating the Influence of TikTok Community Commerce Content on Adult Purchase Behavior

Sammanfattning: With the rise of social media platforms and the increasing popularity of short-form video content, TikTok has emerged as one of the dominant platforms for entertainment, information sharing, and commerce. This thesis aims to examine the influence of community commerce TikTok content on adult users, exploring the impact it has on their purchasing behaviors, perceptions, and overall engagement. The research employs a mixed-methods approach, combining quantitative and qualitative methods in an online survey. The quantitative analysis of results involves assessing demographic data in addition to establishing a clear, unambiguous understanding of the participants including their exposure to community commerce content, motivations for engagement, and existing purchase behavior. In the analysis of qualitative data, open-ended and narrative responses are analyzed. These responses speak to personal realities and provide insight on distinctive opinions. The theories deployed in the design of the study are Social Influence theory, the Stimulus-Organism-Response Model (SOR), and Word of Mouth (WOM). The findings of this research contribute to existing literature on social media marketing, digital commerce, and consumer behavior. The outcome of the study revealed that users feel more inclined to make a purchase in response to TikTok content (compared to traditional marketing) when the content feels catered to their interests and multiple users on the platform attest to a product's value. This category of content is referred to as community commerce, which intersects community, shopping, and entertainment. The elements that make this content unique were revealed to have the power to influence someone who has never made a purchase from TikTok before to be more inclined to do so if the content is relevant enough.  As such, the conclusions of this thesis also imply several implications for society at large. These include a more authentic approach to future influencer marketing, the democratization of trend-setting, and leveling the opportunities for small businesses that are up against larger brands.