Have a personal or library account? Click to login
The impact of TikTok on consumers’ purchase intentions Cover

The impact of TikTok on consumers’ purchase intentions

Journal of Economics and Management
Volume 47 (2025): Issue 1 (January 2025)
By: Justyna GrabowskaORCID,  Magdalena JaciowORCID and  Artur StrzeleckiORCID  
Open Access
|Jul 2025

References

  1. Abbasi, A. Z., Ayaz, N., Kanwal, S., Albashrawi, M., & Khair, N. (2023). TikTok app usage behavior: The role of hedonic consumption experiences. Data Technologies and Applications, 57(3), 344-365. https://doi.org/10.1108/DTA-03-2022-0107
    Search in Google ScholarBack to article
  2. Ajzen, I. (1991). The theory of planned behavior. Organizational Behavior and Human Decision Processes, 50(2), 179-211. https://doi.org/10.1016/0749-5978(91)90020-T
    Search in Google ScholarBack to article
  3. Ajzen, I., & Fishbein, M. (1980). Understanding attitudes and predicting social behavior. Prentice-Hall.
    Search in Google ScholarBack to article
  4. Al-Khasawneh, M., Sharabati, A.-A. A., Al-Haddad, S., Tbakhi, R., & Abusaimeh, H. (2022). The adoption of TikTok application using TAM model. International Journal of Data and Network Science, 6(4), 1389-1402. https://doi.org/10.5267/j.ijdns.2022.5.012
    Search in Google ScholarBack to article
  5. Almajali, D. A., Alrowwad, A., & Masa’deh, R. (2023). Evaluation of the digital divide status and its impact on the use of TikTok platform through e-commerce activities. In M. Alshurideh, B. H. Al Kurdi, R. Masa’deh, H. M. Alzoubi, & S. Salloum (Eds.), The effect of information technology on business and marketing intelligence systems (pp. 259-281). https://doi.org/10.1007/978-3-031-12382-5_14
    Search in Google ScholarBack to article
  6. Assad, A. (2023). TikTok consumption and university student engagement in virtual classrooms in Egypt. Ubiquitous Learning: An International Journal, 17(1), 1-16. https://doi.org/10.18848/1835-9795/CGP/v17i01/1-16
    Search in Google ScholarBack to article
  7. van der Bend, D. L. M., Gijsman, N., Bucher, T., Shrewsbury, V. A., van Trijp, H., & van Kleef, E. (2023). Can I @handle it? The effects of sponsorship disclosure in TikTok influencer marketing videos with different product integration levels on adolescents’ persuasion knowledge and brand outcomes. Computers in Human Behavior, 144, 107723. https://doi.org/10.1016/J.CHB.2023.107723
    Search in Google ScholarBack to article
  8. Bhandari, A., & Bimo, S. (2022). Why’s everyone on TikTok now? The algorithmized self and the future of self-making on social media. Social Media + Society, 8(1). https://doi.org/10.1177/20563051221086241
    Search in Google ScholarBack to article
  9. Cheng, Z., & Li, Y. (2024). Like, comment, and share on TikTok: Exploring the effect of sentiment and second-person view on the user engagement with TikTok news videos. Social Science Computer Review, 42(1), 201-223. https://doi.org/10.1177/08944393231178603
    Search in Google ScholarBack to article
  10. Cheung, C. M. K., & Thadani, D. R. (2012). The impact of electronic word-of-mouth communication: A literature analysis and integrative model. Decision Support Systems, 54(1), 461-470. https://doi.org/10.1016/j.dss.2012.06.008
    Search in Google ScholarBack to article
  11. Cialdini, R. B. (2009). Influence: Science and practice (5th ed.). Pearson Educations. Cialdini, R. B., & Goldstein, N. J. (2004). Social influence: Compliance and conformity. Annual Review of Psychology, 55(1), 591-621. https://doi.org/10.1146/annurev.psych.55.090902.142015
    Search in Google ScholarBack to article
  12. Cosmann, N., Haberkern, J., Hahn, A., Harms, P., Joosten, J., Klug, K., & Kollischan, T. (2022). The value of mood measurement for regulating negative influences of social media usage: A case study of TikTok. In 2022 10th International Conference on Affective Computing and Intelligent Interaction (ACII) (pp. 1-7). IEEE. https://doi.org/10.1109/ACII55700.2022.9953857
    Search in Google ScholarBack to article
  13. Covington, P., Adams, J., & Sargin, E. (2016). Deep neural networks for Youtube recommendations. In Proceedings of the 10th ACM Conference on Recommender Systems (pp. 191-198). Association for Computing Machinery. https://doi.org/10.1145/2959100.2959190
    Search in Google ScholarBack to article
  14. Cynthia, R., & Tamara, D. (2024). Exploring the factors that impact impulse purchase intention in TikTok live streaming shopping in Indonesia. International Journal of Electronic Commerce Studies, 15(2), 21-62. https://doi.org/10.7903/ijecs.2279
    Search in Google ScholarBack to article
  15. Davis, F. D. (1989). Perceived usefulness, perceived ease of use, and user acceptance of information technology. MIS Quarterly, 13(3), 319-340. https://doi.org/10.2307/249008
    Search in Google ScholarBack to article
  16. Davis, F. D., Bagozzi, R. P., & Warshaw, P. R. (1989). User acceptance of computer technology: A comparison of two theoretical models. Management Science, 35(8), 982-1003. https://doi.org/10.1287/mnsc.35.8.982
    Search in Google ScholarBack to article
  17. Dodds, W. B., Monroe, K. B., & Grewal, D. (1991). Effects of price, brand, and store information on buyers’ product evaluations. Journal of Marketing Research, 28(3), 307-319. https://doi.org/10.1177/002224379102800305
    Search in Google ScholarBack to article
  18. Dudukovic, J., Gnotsyoudom, S., Tryzna, O., Qandeel, Y. M., & Tick, A. (2023). The psychological impact of TikTok on mental health. In 2023 IEEE 23rd International Symposium on Computational Intelligence and Informatics (CINTI) (pp. 000213-000218). IEEE. https://doi.org/10.1109/CINTI59972.2023.10382007
    Search in Google ScholarBack to article
  19. Fishbein, M., & Ajzen, I. (1975). Belief, attitude, intention, and behavior: An introduction to theory and research. Addison Wesley.
    Search in Google ScholarBack to article
  20. Griffiths, L. E. (2023). Dancing through social distance: Connectivity and creativity in the online space. Body, Space & Technology, 22(1), 65-81. https://doi.org/10.16995/bst.9700
    Search in Google ScholarBack to article
  21. Haenlein, M., Anadol, E., Farnsworth, T., Hugo, H., Hunichen, J., & Welte, D. (2020). Navigating the new era of influencer marketing: How to be successful on Instagram, TikTok, & Co. California Management Review, 63(1), 5-25. https://doi.org/10.1177/0008125620958166
    Search in Google ScholarBack to article
  22. Hair, J. F., Hult, G. T. M., Ringle, C., & Sarstedt, M. (2022). A primer on partial least squares structural equation modeling (PLS-SEM) (3rd ed.). Sage.
    Search in Google ScholarBack to article
  23. Haq, M. D., & Chiu, C.-M. (2024). Boosting online user engagement with short video endorsement content on TikTok via the image transfer mechanism. Electronic Commerce Research and Applications, 64, 101379. https://doi.org/10.1016/j.elerap.2024.101379
    Search in Google ScholarBack to article
  24. Hazari, S., Talpade, S., & Brown, C. O’M. (2024). Do brand influencers matter on TikTok? A social influence theory perspective. Journal of Marketing Theory and Practice, 32(3), 271-289. https://doi.org/10.1080/10696679.2023.2217488
    Search in Google ScholarBack to article
  25. Hermanto, H., Astuti, W., Sugito, P., & Triatmanto, B. (2024). Can green attitude complement the influence of green marketing on green purchase intention for fast food products? Journal of Economics and Management, 46(1), 584-612. https://doi.org/10.22367/jem.2024.46.20
    Search in Google ScholarBack to article
  26. Holbrook, M. B., & Batra, R. (1987). Assessing the role of emotions as mediators of consumer responses to advertising. Journal of Consumer Research, 14(3), 404-420. https://doi.org/10.1086/209123
    Search in Google ScholarBack to article
  27. Indrawati, Putri Yones, P. C., & Muthaiyah, S. (2023). eWOM via the TikTok application and its influence on the purchase intention of somethinc products. Asia Pacific Management Review, 28(2), 174-184. https://doi.org/10.1016/j.apmrv.2022.07.007
    Search in Google ScholarBack to article
  28. Jin, S. V., Muqaddam, A., & Ryu, E. (2019). Instafamous and social media influencer marketing. Marketing Intelligence & Planning, 37(5), 567-579. https://doi.org/10.1108/MIP-09-2018-0375
    Search in Google ScholarBack to article
  29. Jin, S. V., & Ryu, E. (2020). “I’ll buy what she’s #wearing”: The roles of envy toward and parasocial interaction with influencers in Instagram celebrity-based brand endorsement and social commerce. Journal of Retailing and Consumer Services, 55, 102121. https://doi.org/10.1016/j.jretconser.2020.102121
    Search in Google ScholarBack to article
  30. Kapitan, S., & Silvera, D. H. (2016). From digital media influencers to celebrity endorsers: Attributions drive endorser effectiveness. Marketing Letters, 27(3), 553-567. https://doi.org/10.1007/s11002-015-9363-0
    Search in Google ScholarBack to article
  31. Kay, S., Mulcahy, R., & Parkinson, J. (2020). When less is more: The impact of macro and micro social media influencers’ disclosure. Journal of Marketing Management, 36(3-4), 248-278. https://doi.org/10.1080/0267257X.2020.1718740
    Search in Google ScholarBack to article
  32. Kemp, S. (2024, February 23). Digital 2024: Poland. Datareportal. https://datareportal.com/reports/digital-2024-poland
    Search in Google ScholarBack to article
  33. Lăzăroiu, G., Neguriţă, O., Grecu, I., Grecu, G., & Mitran, P. C. (2020). Consumers’ decision-making process on social commerce platforms: Online trust, perceived risk, and purchase intentions. Frontiers in Psychology, 11, 890. https://doi.org/10.3389/fpsyg.2020.00890
    Search in Google ScholarBack to article
  34. Lenartowicz, M., & Strzelecki, A. (2021). Moderate effect of satisfaction on intention to follow business profiles on Instagram. International Journal of Marketing, Communication and New Media, 9(16), 4-24. http://u3isjournal.isvouga.pt/index.php/ijmcnm/article/view/507
    Search in Google ScholarBack to article
  35. Li, S. S., & Karahanna, E. (2015). Online recommendation systems in a B2C e-commerce context: A review and future directions. Journal of the Association for Information Systems, 16(2), 72-107. https://doi.org/10.17705/1jais.00389
    Search in Google ScholarBack to article
  36. Liang, S.-Z., Hsu, M.-H., & Chou, T.-H. (2022). Effects of celebrity – product/consumer congruence on consumer confidence, desire, and motivation in purchase intention. Sustainability, 14(14), 8786. https://doi.org/10.3390/su14148786
    Search in Google ScholarBack to article
  37. Lin, K.-Y., Wang, Y.-T., & Huang, T. K. (2020). Exploring the antecedents of mobile payment service usage. Online Information Review, 44(1), 299-318. https://doi.org/10.1108/OIR-05-2018-0175
    Search in Google ScholarBack to article
  38. Liu, H., Lee, K. T., & Bai, S. (2023). Exploring motivations for TikTok usage and impact factors of TikTokers’ continuance intention. Ingénierie Des Systèmes d’Information, 28(2), 389-400. https://doi.org/10.18280/isi.280214
    Search in Google ScholarBack to article
  39. Maulida, M., Sari, Y., & Rohmah, S. (2022). Influence of electronic word of mouth (ewom), hedonic motivation, and price value on consumer’s purchase intention using social commerce “TikTok shop.” In 2022 Seventh International Conference on Informatics and Computing (ICIC) (pp. 1-7). IEEE. https://doi.org/10.1109/ICIC56845.2022.10007012
    Search in Google ScholarBack to article
  40. Omar, B., & Dequan, W. (2020). Watch, share or create: The influence of personality traits and user motivation on TikTok mobile video usage. International Journal of Interactive Mobile Technologies (iJIM), 14(04), 121-137. https://doi.org/10.3991/ijim.v14i04.12429
    Search in Google ScholarBack to article
  41. Pavlou, P. A. (2003). Consumer acceptance of electronic commerce: Integrating trust and risk with the technology acceptance model. International Journal of Electronic Commerce, 7(3), 101-134. https://doi.org/10.1080/10864415.2003.11044275
    Search in Google ScholarBack to article
  42. Pedrouzo, S. B., & Krynski, L. (2023). Hyperconnected: Children and adolescents on social media. The TikTok phenomenon. Archivos Argentinos de Pediatria, 121(4), e2022026741. https://doi.org/10.5546/aap.2022-02674.eng
    Search in Google ScholarBack to article
  43. Phan, N. T. T., & Nguyen, T. M. (2024). The influence of key opinion consumers on customers’ purchase intention via TikTok – the case of Generation Z in Vietnam. Review of Integrative Business and Economics Research, 13(1), 51-70. https://buscompress.com/uploads/3/4/9/8/34980536/riber_13-1_05_b23-029_51-70.pdf
    Search in Google ScholarBack to article
  44. Qin, Y., Omar, B., & Musetti, A. (2022). The addiction behavior of short-form video app TikTok: The information quality and system quality perspective. Frontiers in Psychology, 13, 932805. https://doi.org/10.3389/fpsyg.2022.932805
    Search in Google ScholarBack to article
  45. Rach, M., & Peter, M. K. (2021). How TikTok’s algorithm beats Facebook & Co. For attention under the theory of escapism: A network sample analysis of Austrian, German and Swiss users. In F. J. Martínez-López & D. López López (Eds.), Advances in digital marketing and ecommerce (pp. 137-143). Springer. https://doi.org/10.1007/978-3-030-76520-0_15
    Search in Google ScholarBack to article
  46. Rahimullah, N. A., Damayanti, S. B., Izra, A. A., & Handayani, P. W. (2022). Assessing the factors influencing users accessing higher education content on TikTok. Cogent Education, 9(1), 2148498. https://doi.org/10.1080/2331186X.2022.2148498
    Search in Google ScholarBack to article
  47. Rahmi, A., Pangaribuan, C. H., & Luhur, C. (2024). The cart whisperers: Analyzing how live stream hosts influence shopping carts. In 2024 18th International Conference on Ubiquitous Information Management and Communication (IMCOM) (pp. 1-7). IEEE. https://doi.org/10.1109/IMCOM60618.2024.10418322
    Search in Google ScholarBack to article
  48. Ringle, C. M., Wende, S., & Becker, J.-M. (2022). SmartPLS 4. SmartPLS. https://www.smartpls.com/
    Search in Google ScholarBack to article
  49. Rivai, J. A., Gian Haryanto, A., Tehila, K., & Anggraeni, A. (2023). The impact of influencer credibility on purchase intention of TikTok users. In 2023 11th International Conference on Information and Communication Technology (ICoICT) (pp. 57-62). IEEE. https://doi.org/10.1109/ICoICT58202.2023.10262423
    Search in Google ScholarBack to article
  50. Rizomyliotis, I., Lin, C. L., Konstantoulaki, K., & Phan, T. (2024). TikTok short video marketing and Gen Z’s purchase intention: Evidence from the cosmetics industry in Singapore. Journal of Asia Business Studies, 18(4), 930-945. https://doi.org/10.1108/JABS-04-2023-0138
    Search in Google ScholarBack to article
  51. Sarstedt, M., Ringle, C. M., & Hair, J. F. (2022). Partial least squares structural equation modeling. In C. Homburg, M. Klarmann, & A. Vomberg (Eds.), Handbook of market research (pp. 587-632). Springer International Publishing. https://doi.org/10.1007/978-3-319-57413-4_15
    Search in Google ScholarBack to article
  52. Shao, J., Zhao, M., Lyu, Y., & Chen, Y. (2023). Why do users keep coming back to TikTok? Understanding users’ motivation toward the continuous use intention of Chinese adolescent social media users. Innovative Marketing, 19(3), 134-144. https://doi.org/10.21511/im.19(3).2023.12
    Search in Google ScholarBack to article
  53. Syahfitrah, A. B., Threeyani, A., Rayieningtyas, S. P., Yuniarty, Putranto, A., & Prabowo, H. (2024). Factors influencing social media features on attitudes and product purchases. In 2024 IEEE International Conference on Interdisciplinary Approaches in Technology and Management for Social Innovation (IATMSI) (pp. 1-6). IEEE. https://doi.org/10.1109/IATMSI60426.2024.10502720
    Search in Google ScholarBack to article
  54. Tafesse, W., & Wood, B. P. (2021). Followers’ engagement with Instagram influencers: The role of influencers’ content and engagement strategy. Journal of Retailing and Consumer Services, 58, 102303. https://doi.org/10.1016/j.jretconser.2020.102303
    Search in Google ScholarBack to article
  55. Tam, K. T., & Ho, S. Y. (2006). Understanding the impact of web personalization on user information processing and decision outcomes. MIS Quarterly, 30(4), 865-890. https://doi.org/10.2307/25148757
    Search in Google ScholarBack to article
  56. Tartaraj, A., Avdyli, D., & Trebicka, B. (2024). Accessing the TikTok influencer marketing on consumer behavior: An econometric examination. Journal of Educational and Social Research, 14(2), 346-365. https://doi.org/10.36941/jesr-2024-0048
    Search in Google ScholarBack to article
  57. Teo, S. C., Tee, W. Y., & Liew, T. W. (2023). Exploring the TikTok influences on consumer impulsive purchase behaviour. International Journal of Business and Society, 24(1), 39-55. https://doi.org/10.33736/ijbs.5600.2023
    Search in Google ScholarBack to article
  58. TikTok. (2023, October 23). 10,6 milionów aktywnych użytkowników każdego miesiąca. Wspierająca się społeczność TikToka w Polsce dzieli się unikalnymi historiami, tworzy więzi i kreuje bohaterów [With 10.6 million active users each month, Poland’s supportive TikTok community shares unique stories, forges connections, and creates heroes]. TikTok Community. https://newsroom.tiktok.com/pl-pl/pl-tiktokcommunity
    Search in Google ScholarBack to article
  59. Venkatesh, V., & Davis, F. D. (2000). A theoretical extension of the technology acceptance model: Four longitudinal field studies. Management Science, 46(2), 186-204. https://doi.org/10.1287/mnsc.46.2.186.11926
    Search in Google ScholarBack to article
  60. Venkatesh, V., Thong, J. Y. L., & Xu, X. (2012). Consumer acceptance and use of information technology: Extending the unified theory of acceptance and use of technology. MIS Quarterly, 36(1), 157-178. https://doi.org/10.2307/41410412
    Search in Google ScholarBack to article
  61. Venkatesh, V., Morris, M. G., Davis, G. B., & Davis, F. D. (2003). User acceptance of information technology: Toward a unified view. MIS Quarterly, 27(3), 425-478. https://doi.org/10.2307/30036540
    Search in Google ScholarBack to article
  62. Verplanken, B., & Aarts, H. (1999). Habit, attitude, and planned behaviour: Is habit an empty construct or an interesting case of goal-directed automaticity? European Review of Social Psychology, 10(1), 101-134. https://doi.org/10.1080/14792779943000035
    Search in Google ScholarBack to article
  63. Wang, S., Esperança, J. P., & Wu, Q. (2023). Effects of live streaming proneness, engagement and intelligent recommendation on users’ purchase intention in short video community: Take TikTok (DouYin) online courses as an example. International Journal of Human-Computer Interaction, 39(15), 3071-3083. https://doi.org/10.1080/10447318.2022.2091653
    Search in Google ScholarBack to article
  64. Wang, W., & Benbasat, I. (2007). Recommendation agents for electronic commerce: Effects of explanation facilities on trusting beliefs. Journal of Management Information Systems, 23(4), 217-246. https://doi.org/10.2753/MIS0742-1222230410
    Search in Google ScholarBack to article
  65. Wood, W., & Neal, D. T. (2007). A new look at habits and the habit-goal interface. Psychological Review, 114(4), 843-863. https://doi.org/10.1037/0033-295X.114.4.843
    Search in Google ScholarBack to article
  66. Xiao, B., & Benbasat, I. (2007). E-commerce product recommendation agents: Use, characteristics, and impact. MIS Quarterly, 31(1), 137-209. https://doi.org/10.2307/25148784
    Search in Google ScholarBack to article
  67. Yang, F., Tang, J., Men, J., & Zheng, X. (2021). Consumer perceived value and impulse buying behavior on mobile commerce: The moderating effect of social influence. Journal of Retailing and Consumer Services, 63, 102683. https://doi.org/10.1016/j.jretconser.2021.102683
    Search in Google ScholarBack to article
  68. Zhang, X., Feng, S., Peng, R., & Li, H. (2022). Using structural equation modeling to examine pathways between physical activity and sleep quality among Chinese Tik-Tok users. International Journal of Environmental Research and Public Health, 19(9), 5142. https://doi.org/10.3390/ijerph19095142
    Search in Google ScholarBack to article
  69. Zhao, H., & Wagner, C. (2023). Factors influencing TikTok-based user purchase intention: Comparison between potential customers and repeat customers. Internet Research, 34(6), 1901-1931. https://doi.org/10.1108/INTR-07-2022-0542
    Search in Google ScholarBack to article
DOI: https://doi.org/10.22367/jem.2025.47.15 | Journal eISSN: 2719-9975 | Journal ISSN: 1732-1948
Journal RSS Feed
Language: English
Page range: 385 - 412
Submitted on: Jan 22, 2025
Accepted on: Jun 18, 2025
Published on: Jul 31, 2025
Published by: University of Economics in Katowice
In partnership with: Paradigm Publishing Services
Publication frequency: 1 issue per year
Keywords:
purchase intentions,
consumer behavior,
technology acceptance model,
social media marketing,
TikTok
Related subjects:
Business and economics,
Business management,
Management accounting, financial controlling, cost calculation, investment,
Management, organization, corporate governance,
Business informatics,
Business intelligence,
Mathematics and statistics for economists,
Statistics

© 2025 Justyna Grabowska, Magdalena Jaciow, Artur Strzelecki, published by University of Economics in Katowice
This work is licensed under the Creative Commons Attribution-NonCommercial 4.0 License.

Previous articleVolume 47 (2025): Issue 1 (January 2025)Next article