Nearly 80% of Indian Shoppers Discover New Products on Social Media, Meta Study Finds

How Social Media Is Rewriting India’s Shopping Playbook

In a digital-first world, India’s shoppers are increasingly turning to Instagram, Facebook, WhatsApp—and the voices that guide them there. A recent Meta‑commissioned study by GWI, surveying 2,548 internet users aged 16–64 across India, reveals a decisive shift: nearly 80% of Indian shoppers now discover new products through social media, and an overwhelming 98% of these discoveries happen on Meta‑owned platforms like Facebook and Instagram .

From Scroll to Cart: A New Consumer Journey

Gone are the days when window‑shopping began at a storefront. Today’s “phygital” shoppers—those blending physical and digital behaviors—start their journey with a scroll or a tap. Instead of relying on in‑store displays, consumers research online and may head to a store armed with knowledge, images, and opinions shaped by influencers and videos .

Meghna Apparao, Director of E‑commerce & Retail at Meta India, sums it up:

“Indian shoppers today are social‑first, mobile‑first and video‑first, irrespective of whether the purchase happens offline or online.”

Short‑Form Videos Make the Impact

The story isn’t just about seeing products—it’s about feeling them. The study highlights the rising influence of short-form videos, especially Reels and brand videos of 2–3 minutes. Around one‑third of viewers reported buying after watching such content. This effect is particularly strong in the luxury category, where storytelling and visuals are key .

Reels have moved from entertainment to influence: with billions of views daily, they compress product demos, reviews, and aspirational content into bite‑sized persuasion funnels.

Influencers: The New Trusted Advisors

Influencer marketing continues to play a pivotal role. The GWI‑Meta study reports that six in ten Indian shoppers follow national-level creators. These influencers aren’t just trendsetters—they drive awareness, trust, and decisions. Their impact spans from Instagram feeds to brick‑and‑mortar stores ..

Apparao explains that while macro creators amplify reach, nano‑influencers—those with smaller, niche followings—deliver deeper engagement. Whether it’s product demos, haul videos, or in‑store walkthroughs, the authenticity of these voices resonates profoundly with consumers .

WhatsApp: From Chat App to Commerce Channel

WhatsApp isn’t just for personal conversations anymore; nearly 60% of shoppers said they’ve made a purchase after receiving an offer through the messaging platform .

With Meta now offering tools like “Click‑to‑WhatsApp” and omnichannel advertising, brands are increasingly blending messaging, social, and in‑store experiences. This has proven effective: Tanishq reports over 14× offline ROAS, and early omnichannel campaigns show a 40% boost in ROI .

The Phygital Revolution

A deeper dive into this behavior reveals two interlinked trends:

• Webrooming: consumers research online (especially on social media) and complete the purchase offline.
• Showrooming: shoppers visit physical stores to browse but make the purchase online later.

Apparao highlights how social-first strategies are reshaping offline footfall: “If your brand isn’t showing up on a reel or in a swipeable story, you’re missing out on serious footfall, both online and offline” .

What This Means for Brands

In this evolving landscape, brands must:

1. Adopt omnichannel playbooks — integrate social, messaging, and store experiences.
2. Create compelling, shoppable video — invest in 2–3 minute Reels and dynamic content.
3. Engage creators — prioritize both macro and micro influencers for authenticity.
4. Empower messaging commerce — leverage WhatsApp for personalized engagement.
5. Measure across touchpoints — connect clicks, visits, and conversions with robust analytics.

Apparao advises companies to “act boldly” and embrace new formats and tools. For instance, AI‑powered creator content amplification and “Click-to‑WhatsApp” have boosted performance for quick commerce, luxury, and omnichannel brands alike .

What Lies Ahead

With over 3.8 billion active users across Meta platforms globally and India rapidly growing, the digital commerce opportunity is enormous . Vernacular content, creator-led campaigns, and AI‑driven recommendations are all enhancing engagement and conversions in smaller cities and regional markets.

Reels are now reshuffled into the mainstream of brand strategy. And the mobile-first, social-first consumer is here to stay.

Final Takeaway

Social media no longer just inspires—it influences. From discovering new products to guiding purchasing decisions, these platforms—and the content and creators they host—are deeply embedded in India’s consumer psyche.

Brands that recognize this shift—and respond with strategic video content, creator partnerships, and messaging-commerce —will thrive. Those that don’t may get swiped past.