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Building upon studies of social psychology and information system literature, this study aims to propose and empirically test a research model that incorporates interpersonal motives (sociability and status) and hedonic motive (perceived enjoyment), and the three processes of social influence: compliance, identification and internalisation, to explain one's intention to use social network (SN) web sites.

The data were obtained from an online survey of 274 SN web site users. Structural equation modelling analysis was used to validate the proposed model.

The results indicate that social influence affects intention directly through the compliance process. Social influence, when exerted through the identification and internalization processes, affects intention indirectly via the two interpersonal motives (sociability and status) and perceived enjoyment. The two interpersonal motives affect intention indirectly via perceived enjoyment.

This study advances theory by examining how the social influence processes affect one's behavioural intention via the interpersonal and hedonic motives.

These findings help online SNs to devise strategies to attract and retain users.

This study provides evidence that social influence processes are also operative in one's adoption of information technology in non‐work settings. It also shows that people have two interpersonal motives in mind when they develop an online relationship with others.

Although social influence plays an important role in organizational groups, past findings regarding culture's impact on social influence have been scarce and inconsistent. Past research has found that people from collectivist cultures are more susceptible to social influence, while other studies have found the opposite or no effect. One major weakness of prior research on social influence is the predominantly cognitive orientation that has underemphasized the role of affect in culture's impact on social influence. We address this weakness by outlining an affective model of social influence, thereby expanding our understanding of social influence in multicultural decision-making groups.

The field of Human Resource Management (HRM) has long recognized the importance of interpersonal influence for employee and organizational effectiveness. HRM research and practice have focused primarily on individuals’ characteristics and behaviors as a means to understand “who” is influential in organizations, with substantially less attention paid to social networks. To reinvigorate a focus on network structures to explain interpersonal influence, the authors present a comprehensive account of how network structures enable and constrain influence within organizations. The authors begin by describing how power and status, two key determinants of individual influence in organizations, operate through different mechanisms, and delineate a range of network positions that yield power, reflect status, and/or capture realized influence. Then, the authors extend initial structural views of influence beyond the positions of individuals to consider how network structures within and between groups – capturing group social capital and/or shared leadership – enable and constrain groups’ ability to influence group members, other groups, and the broader organizational system. The authors also discuss how HRM may leverage these insights to facilitate interpersonal influence in ways that support individual, group, and organizational effectiveness.

This study aims to uncover how heuristic information cues (HIC) and systematic information cues (SIC) of online reviews influence review helpfulness and examine a moderating role of social influence in the process of assessing review helpfulness. In particular, this study conceptualizes a theoretical framework based on dual-process and social influence theory (SIT) and empirically tests the proposed hypotheses by analyzing a broad set of actual customer review data.

For 4,177,377 online reviews posted on Yelp.com from 2004 to 2018, this study used data mining and text analysis to extract independent variables. Zero-inflated negative binomial regression analysis was conducted to test the hypothesized model.

The present study demonstrates that both HIC and SIC have a significant relationship with review helpfulness. Normative social influence cue (NSIC) strengthened the relationship between HIC and review helpfulness. However, the moderating effect of NSIC was not valid in the relationship between SIC and review helpfulness.

This study contributes to the extant research on review helpfulness by providing a conceptual framework underpinned by dual-process theory and SIT. The study not only identifies determinants of review helpfulness but also reveals how social influences can impact individuals’ judgment on review helpfulness. By offering a state-of-the-art analysis with a vast amount of online reviews, this study contributes to the methodological improvement of further empirical research.

本论文旨在揭示网络评论的启发性信息源和系统性信息源对于评论有用性的影响, 以及检验社会影响在评论有用性的调节作用。其中, 本论文基于双重历程理论和社会影响理论来构建理论模型, 并且利用实际数据来验证假设, 通过分析一系列实际客户评论数据。

本论文样本数据为2004年至2018年Yelp.com上面的4,177,377网络评论。本论文采用数据挖掘和文本分析的方法来提取自变量。本论文采用零膨胀负二项回归模型来验证假设。

研究结果表明, 启发性和系统性信息源都对网络评论有用性有着显著作用。规范性社会影响加强了启发性信息源对评论有用性的作用。然而, 规范性社会影响对系统性信息源与评论有用性的关系并未起到有效的调节作用。

本论文对现有评论有用性的文献有着补充贡献, 其采用双重历程理论和社会影响理论来构建理论模型。本论文不仅指出评论有用性的影响因素, 而且展示了社会影响如何影响个人对评论有用性的判断。本论文的样本数据庞大, 数据分析夯实, 这对于进一步的实际测量研究有着方法改进方面的贡献。

This research identifies the conditions under which minority views are likely to be influential in problem-solving groups.

Predictions that status processes moderate the effect of being exposed to minority views on idea generation are tested with data collected from a controlled laboratory experiment.

Results indicate some support for the hypotheses that groups exposed to minority views generate more novel ideas, as do groups in which minority views are espoused by higher-status confederates.

Future research is required to establish the parameters that reduce flawed decision making based on convergence around the majority view.

Groups may realize their problem-solving potential through the consideration of more information and an examination of alternative views to the majority view by exposure to minority views, particularly those presented by higher-status people.

By integrating status characteristics theory and minority influence theory, we explain how the greater attention granted to higher-status people and their ideas results in the generation of more unique ideas by other members in a group. The integrated theory explains how status processes affect the consideration of ideas, the examination of alternatives to the majority view, and the generation of new ideas among group members.

This chapter describes a theory of intergroup leadership. Research on reducing prejudice and intergroup conflict identifies a number of conditions, such as empathy, shared goals, crossed categorization, recategorization, and intergroup contact, which can be beneficial. It also identifies social identity threat as a stumbling block – processes intended to reduce conflict often threaten people’s sense of having a unique and distinctive social identity and thus provoke a defensive reaction that sustains conflict. But social psychology says little about the role of group leadership in conflict resolution.

I summarize what we know from social psychology about conditions that attenuate intergroup conflict; then focus on social identity and influence processes to present a new theory of leadership across conflicting groups.

Prejudice and intergroup conflict reduction rests on effective messaging and influence, which is often a matter of intergroup leadership where a leader must bridge and integrate warring factions within a superordinate entity. The challenge of intergroup leadership is to construct an intergroup relational identity that focuses on collaboration and avoids identity threat. I describe a model of intergroup leadership and discuss strategies, such as identity rhetoric, boundary spanning and leadership coalition-building, that such leadership should adopt to effectively reconstruct social identity to reduce conflict and prejudice between groups.

This is a development and extension of a more narrowly focused theory of intergroup leadership in organizational contexts. It will be of value to social psychology, the behavioral and social sciences, and those seeking to reduce prejudice and intergroup conflict through leadership.

The purpose of this paper is to propose an approach to generate recommendations for groups on the basis of social factors extracted from a social network. Group recommendation techniques traditionally assumed users were independent individuals, ignoring the effects of social interaction and relationships among users. In this work the authors analyse the social factors available in social networks in the light of sociological theories which endorse individuals’ susceptibility to influence within a group.

The approach proposed is based on the creation of a group model in two stages: identifying the items that are representative of the majority's preferences, and analysing members’ similarity; and extracting potential influence from members’ interactions in a social network to predict a group's opinion on each item.

The promising results obtained when evaluating the approach in the movie domain suggest that individual opinions tend to be accommodated to group satisfaction, as demonstrated by the incidence of the aforementioned factors in collective behaviour, as endorsed by sociological research. Moreover the findings suggest that these factors have dissimilar impacts on group satisfaction.

The results obtained provide clues about how social influence exerted within groups could alter individuals’ opinions when a group has a common goal. There is limited research in this area exploring social influence in group recommendations; thus the originality of this perspective lies in the use of sociological theory to explain social influence in groups of users, and the flexibility of the approach to be applied in any domain. The findings could be helpful for group recommender systems developers both at research and commercial levels.

Global digital payment transactions increase continuously. Due to the inconsistencies that occurred across the research findings, past researchers have called for further investigation to verify and empirically test the mobile payment acceptance model. The purpose of this paper is to develop an integrative model that is derived from the multiple technology acceptance models (TAM)’s a theoretical framework and past literature to understand how consumers decided to adopt mobile payment. By simultaneously testing mechanisms, namely, ease of use, usefulness and risk, the current study will be able to advance scholarly knowledge of the underlying consumer’s attitude and behavior that link social influence to intention to use.

A total of 370 valid responses were collected using self-administered questionnaires distributed via online platforms, a representative for Thai consumers. An ordinary least square regression and bootstrap analyzes were conducted through PROCESS Macro to analyze the moderated serial-multiple mediation model in the consecutive inducing of social influence, perceived ease of use, perceived usefulness and perceived risk toward the consumer’s intention to use mobile payment.

Within the context of consumers evaluating a mobile payment, statistics significant were found for the hypothesized direct and indirect effects of perceived ease of use and perceived usefulness on an intention to use. The results showed that Thai consumers’ intention to use mobile payment was significantly affected by their attitudes in terms of usefulness and the less complication in using the applications. It is confirmed that social influence indirectly affects intention to use via the increase of perceived ease of use and perceived usefulness. The study also found a significant interaction between perceived risk and perceived usefulness toward intention to use.

It is recommended to service providers to continue improving the user-friendliness, navigation, integrity and furnish the system with more value-added activities within the mobile payment application. It is also essential for the company to deliver tutorials and clear and easy-to-follow instructions to customers. At the same time, the marketer should develop marketing strategies to promote the usefulness and simplicity of using the applications to the consumers. When consumers experienced the easiness and usefulness of the applications, these could overcome the resistance feeling to use due to the concern on any potential risk.

The study contributes to the existing body of knowledge on consumer usage behavior and TAM by integrating all important variables and developed a parsimony framework to explain consumers’ usage adoption on mobile payment. Moreover, the current study was the very first that proposed and tested a serial of multiple mediations of perceived ease of use and perceived usefulness, moderated by perceived risk, in the relationship between social influence and consumers’ intention to use mobile payment and discovered a moderating role of perceived risk toward the relationship between perceived usefulness and mobile payment usage intention.

The purpose of this paper is to investigate whether a focal employee’s perception of organizational support (POS) is shaped by the social context or, more specifically, by his/her coworkers’ POS. The authors further aim to identify the conditions under which coworkers’ POS may have more influence or, on the contrary, less or even no influence.

Data were obtained from questionnaires distributed among a sample of 195 employees and among their supervisors.

Coworkers’ levels of POS are positively related to the focal employee’s POS with positive consequences in terms of job satisfaction and, finally, organizational citizenship behaviors. This influence of coworkers’ POS is strengthened when the focal employee experiences low voice in the workplace.

Overall, this research contributes to organizational support theory by showing that POS may also develop based on a socially constructed process and not only on an individual-level psychological process.

Our findings have practical implications for HR policies employed by practitioners to socialize newcomers and to manage perceived support in a context of organizational change.

Building on a few recent studies suggesting that the social context may influence employees’ perceptions of organizational support, the present study is the first to show that the influence of the social context is more likely to occur under specific conditions, i.e. when employees experience low voice.

Drawing on insights from social influence theory, the MAIN model of digital media affordances and the literature on the attention economy, this study aims to investigate how social media influencers’ community and content strategy contribute to follower engagement behavior in the presence of competition.

This study used a web-scraped data set of Instagram influencers. It measured community strategy using influencers’ number of followers, number of following and breadth of interest; content strategy using modality type and number of posts; competition using number of influencers operating in the same primary domain of interest; and follower engagement behavior using number of likes and comments. A negative binomial regression model was estimated to test the proposed hypotheses.

The findings reveal that elements of influencers’ community and content strategies, such as number of followers, modality type and number of posts, influence follower engagement behavior. Similarly, competition significantly influences follower engagement behavior both independently and by interacting with influencers’ community and content strategy.

The findings offer insight for brands to identify suitable influencers for partnerships. For instance, brands can judge influencers’ suitability for partnership based on how many followers they have, how many posts they share and how many competitors they have. Further, the findings offer insight for influencers on how they can drive follower engagement behavior by managing their social media community and content.

This study develops an integrated model of factors that determine follower engagement behavior for social media influencers. The findings emphasize influencers’ strategy as the primary driver of follower engagement behavior. Extant studies focus on followers’ motivation and perception to explain follower engagement behavior while the role of influencers’ strategy is underplayed.