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Journal ArticleDOI

Facebook eWOM: Self-Shared Versus System-Generated Credibility Cue

TL;DR: The structural model results confirm that the perceived source and message credibility derived from self-shared and system-generated cues are significant antecedents to purchase-related consideration for a brand.
Abstract: The study examines how consumers, in a Facebook eWOM context, perceived source and message credibility by utilizing self-shared and system-generated cues. It investigates:(1) to what extent source and message credibility derived from these cues may lead to significant attitudinal responses and intentions to purchase; (2) and to what extent attitudinal responses are likely to vary with different levels and combinations of these credibility cues. Data was collected from 246 respondents who were exposed to Facebook eWOM scenarios. The structural model results confirm that the perceived source and message credibility derived from self-shared and system-generated cues are significant antecedents to purchase-related consideration for a brand. The results further confirm that these cues have an overall balancing effect: one compensates for the low level of the other leading to a significant persuasive response. The study evaluates traditional antecedents of WOM adoption, namely, perceived source and message credibility derived from unique interface-related features.
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Book ChapterDOI
13 May 2022
TL;DR: In this article , the role of need for self-enhancement, the need for entertainment, and deal-seeking behavior on the intention to follow brands on Instagram was examined.
Abstract: The research, based on uses and gratifications theory, identifies consumer motivation and factors that influence consumers' intention to follow brands on the social media platform of Instagram. Accordingly, this study empirically examines the role of need for self-enhancement, the need for entertainment, and deal-seeking behaviour on the intention to follow brands on Instagram. Further, the study investigates the mediation of social media usage behaviour for consumption decisions on eliciting brand following behaviour. Moderation of consumer skepticism on the relationship of deal-seeking behaviour, and intention to follow brands is also investigated. Findings reveal a significant direct effect of need for self-enhancement, need for entertainment, and deal-seeking behaviour on intention to follow brands. Indirect effect of social media usage behaviour for consumption decisions was also significant; however, moderation of consumer skepticism was not found to be significant. The study will help marketers create engaging content that enables consumer-brand interactions.

1 citations

References
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Journal ArticleDOI
TL;DR: The literature review examines empirical evidence, key reviews, and descriptive material related to credibility in general, and in terms of on-line media, and proposes a model for much-needed future research in this area.
Abstract: This article reviews selected literature related to the credibility of information, including (1) the general markers of credibility, and how different source, message and receiver characteristics affect people's perceptions of information; (2) the impact of information medium on the assessment of credibility; and (3) the assessment of credibility in the context of information presented on the Internet. The objective of the literature review is to synthesize the current state of knowledge in this area, develop new ways to think about how people interact with information presented via the Internet, and suggest next steps for research and practical applications. The review examines empirical evidence, key reviews, and descriptive material related to credibility in general, and in terms of on-line media. A general discussion of credibility and persuasion and a description of recent work on the credibility and persuasiveness of computer-based applications is presented. Finally, the article synthesizes what we have learned from various fields, and proposes a model as a framework for much-needed future research in this area.

950 citations

Journal ArticleDOI
TL;DR: It is illustrated that consumers read on-line articulations mainly to save decision-making time and make better buying decisions, and structural equation modeling shows that their motives for retrieving on-lines articulations strongly influence their behavior.
Abstract: The Internet makes it possible for consumers to obtain electronic word of mouth from other consumers. Customer comments articulated via the Internet are available to a vast number of other customers, and therefore can be expected to have a significant impact on the success of goods and services. This paper derives several motives that explain why customers retrieve other customers' on-line articulations from Web-based consumer opinion platforms. The relevance of these motives and their impact on consumer buying and communication behavior are tested in a large-scale empirical study. The results illustrate that consumers read on-line articulations mainly to save decision-making time and make better buying decisions. Structural equation modeling shows that their motives for retrieving on-line articulations strongly influence their behavior.

914 citations

Journal ArticleDOI
TL;DR: In this article, the reliability and validity of these scales were examined by experimentally creating affective or cognitive attitudes in subjects and finding that the scales can differentiate between people whose attitudes are based primarily on either affective and cognitive information.
Abstract: Despite renewed interest in the affective and cognitive properties of attitudes, assessment of these constructs is plagued by a number of problems. Some techniques for overcoming these problems are outlined, and scales for assessing the affective and cognitive properties of attitudes are reported. Two studies examine the reliability and validity of these scales. Study 1 assesses the internal consistency and the discriminant and convergent validity of these scales and indicates that the scales are useful for assessing the affective and cognitive properties of attitudes toward a wide range of objects. In Study 2, the ability of the scales to differentiate attitudes that are based primarily on affective versus cognitive information is examined by experimentally creating affective or cognitive attitudes in subjects. Analyses reveal that the scales can differentiate between people whose attitudes are based primarily on either affective or cognitive information.

813 citations

Journal ArticleDOI
TL;DR: Examination of how CMC users managed message composing time, editing behaviors, personal language, sentence complexity, and relational tone in their initial messages to different presumed targets, and the cognitive awareness related to these processes, partially supports the hyperpersonal perspective of CMC.

801 citations

Journal ArticleDOI
TL;DR: A broad research agenda for understanding the relationships among social media, business, and society is outlined and it is hoped that the flexible framework outlined will help guide future research and develop a cumulative research tradition in this area.
Abstract: Social media are fundamentally changing the way we communicate, collaborate, consume, and create. They represent one of the most transformative impacts of information technology on business, both within and outside firm boundaries. This special issue was designed to stimulate innovative investigations of the relationship between social media and business transformation. In this paper we outline a broad research agenda for understanding the relationships among social media, business, and society. We place the papers comprising the special issue within this research framework and identify areas where further research is needed. We hope that the flexible framework we outline will help guide future research and develop a cumulative research tradition in this area.

778 citations