The purpose of this paper is to investigate how source, network, relationship, and message/content factors affect how consumers respond to a word‐of‐mouth (WOM) communication in an online social network.
Hypotheses were addressed using two online surveys. The first of these examined persuasive WOM communications on Facebook, the second investigated WOM communication on Twitter.
It was found that closeness to the source of a persuasive communication may have less of an impact on message acceptance in online social networks compared to traditional WOM. The number of persons in a product network, as well as whether those members of a product network are also members of one's friend network, are important factors that determine message acceptance.
The paper demonstrates differences between online versus traditional WOM, and has important implications for marketing practitioners.
Coulter, K. and Roggeveen, A. (2012), "“Like it or not”: Consumer responses to word‐of‐mouth communication in on‐line social networks", Management Research Review, Vol. 35 No. 9, pp. 878-899. https://doi.org/10.1108/01409171211256587Download as .RIS
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