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Article

Cheng-Jun Wang and Jonathan J.H. Zhu

Social influence plays a crucial role in determining the size of information diffusion. Drawing on threshold models, we reformulate the nonlinear threshold hypothesis of…

Abstract

Purpose

Social influence plays a crucial role in determining the size of information diffusion. Drawing on threshold models, we reformulate the nonlinear threshold hypothesis of social influence.

Design/methodology/approach

We test the threshold hypothesis of social influence with a large dataset of information diffusion on social media.

Findings

There exists a bell-shaped relationship between social influence and diffusion size. However, the large network threshold, limited diffusion depth and intense bursts become the bottlenecks that constrain the diffusion size.

Practical implications

The practice of viral marketing needs innovative strategies to increase information novelty and reduce the excessive network threshold.

Originality/value

In all, this research extends threshold models of social influence and underlines the nonlinear nature of social influence in information diffusion.

Details

Internet Research, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1066-2243

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Article

Honghong Zhang and Xiushuang Gong

The purpose of this present study is to investigate how opinion leaders' responsiveness to social influence varies with network positions (i.e. degree centrality and…

Abstract

Purpose

The purpose of this present study is to investigate how opinion leaders' responsiveness to social influence varies with network positions (i.e. degree centrality and brokerage) and network density in new product diffusion networks.

Design/methodology/approach

This study collected data based on a sociometric network survey. Hierarchical moderated regression and hierarchical linear modeling analyses were used to test the moderating effects of degree centrality, brokerage and density on the relationship between opinion leadership and susceptibility to social influence.

Findings

This study documents the significant moderating roles of network positions and network density in the relationship between individual influence (i.e. opinion leadership) and susceptibility to social influence. Interestingly, this study shows that the significant moderating effects of degree centrality and brokerage hold for opinion leaders' responsiveness to informational social influence, whereas that of network density holds for opinion leaders' responsiveness to normative social influence.

Research limitations/implications

This research sheds light on the network structural characteristics under which opinion leaders would be differentially responsive to social influence (i.e. informational and normative influence) from others.

Practical implications

This research provides marketing managers with insights into leveraging social influence by activating opinion leaders through existing network ties in new product diffusion networks.

Originality/value

Although opinion leaders are generally less susceptible to social influence from others than nonleaders, this research finds that, under certain network conditions, opinion leaders would be equally responsive to social influence from their peers.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

Keywords

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Book part

Mark D. Agars, James C. Kaufman and Tiffany R. Locke

Organizational creativity and innovation are inherently complex phenomena, and subject to a myriad of broad contextual and social influences. As the evidence grows for the…

Abstract

Organizational creativity and innovation are inherently complex phenomena, and subject to a myriad of broad contextual and social influences. As the evidence grows for the link between innovation and organizational effectiveness and, ultimately, organizational survival, there is no doubting the need for theoretical and practical advances in our understanding. The complex nature of these constructs, however, requires that such efforts utilize a multi-level lens. This chapter discusses key aspects of creativity and innovation in organizations, including fundamental construct definition issues, which underscore the need for a multi-level perspective. It also reviews extant theoretical perspectives for their contributions to a multi-level understanding, and the research in two key areas of social influence – group factors and leadership – that have received substantial attention in the organizational literature. The review and discussion of these areas reveal not only numerous advances, but also substantial limitations that must be resolved through more complex and comprehensive (i.e., multi-level) approaches. The chapter concludes with several recommendations intended to guide and inform future work in the organizational creativity and innovation field.

Details

Multi-Level Issues in Creativity and Innovation
Type: Book
ISBN: 978-1-84950-553-6

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Article

Isabelle Collin-Lachaud and Mbaye Fall Diallo

This research seeks to investigate how in-store mobile use affects store loyalty directly or indirectly via the mediation of store value and whether social influence

Abstract

Purpose

This research seeks to investigate how in-store mobile use affects store loyalty directly or indirectly via the mediation of store value and whether social influence moderates such relationships.

Design/methodology/approach

Based on a sample of 862 actual customers from a market research company panel, we used structural equation modelling to test a series of research hypotheses.

Findings

The results show a positive but weak effect of in-store smartphone use on loyalty. This effect is significantly mediated by the store’s hedonic and symbolic value dimensions, but not by its utilitarian value. This research also uncovers significant moderation effects of social influence on the relationships investigated. The effect of in-store smartphone use on store loyalty is stronger when social influence is lower. However, the effects of hedonic and symbolic store value are stronger when social influence is higher.

Research limitations/implications

This research is carried out in one country (France). It focuses on social influence through in-store mobile phone use; it would also be useful to consider physical social influence.

Practical implications

Retailers should position their stores on specific value dimensions and use social influence appropriately to improve loyalty. For instance, utilitarian value should be offered to customers with low social influence. To prevent negative social influence, retailers could develop “controlled” social influence through their own private mobile app to favour interaction.

Originality/value

This research underlines the critical role of store value and social influence on the relationships between smartphone use and store loyalty. It shows that the effects of value dimensions (utilitarian, hedonic and symbolic) on loyalty differ depending on social influence level.

Details

International Journal of Retail & Distribution Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0959-0552

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Book part

Dekar Urumsah

The concept and practice of e-services has become essential in business transactions. Yet there are still many organizations that have not developed e-services optimally…

Abstract

The concept and practice of e-services has become essential in business transactions. Yet there are still many organizations that have not developed e-services optimally. This is especially relevant in the context of Indonesian Airline companies. Therefore, many airline customers in Indonesia are still in doubt about it, or even do not use it. To fill this gap, this study attempts to develop a model for e-services adoption and empirically examines the factors influencing the airlines customers in Indonesia in using e-services offered by the Indonesian airline companies. Taking six Indonesian airline companies as a case example, the study investigated the antecedents of e-services usage of Indonesian airlines. This study further examined the impacts of motivation on customers in using e-services in the Indonesian context. Another important aim of this study was to investigate how ages, experiences and geographical areas moderate effects of e-services usage.

The study adopts a positivist research paradigm with a two-phase sequential mixed method design involving qualitative and quantitative approaches. An initial research model was first developed based on an extensive literature review, by combining acceptance and use of information technology theories, expectancy theory and the inter-organizational system motivation models. A qualitative field study via semi-structured interviews was then conducted to explore the present state among 15 respondents. The results of the interviews were analysed using content analysis yielding the final model of e-services usage. Eighteen antecedent factors hypotheses and three moderating factors hypotheses and 52-item questionnaire were developed. A focus group discussion of five respondents and a pilot study of 59 respondents resulted in final version of the questionnaire.

In the second phase, the main survey was conducted nationally to collect the research data among Indonesian airline customers who had already used Indonesian airline e-services. A total of 819 valid questionnaires were obtained. The data was then analysed using a partial least square (PLS) based structural equation modelling (SEM) technique to produce the contributions of links in the e-services model (22% of all the variances in e-services usage, 37.8% in intention to use, 46.6% in motivation, 39.2% in outcome expectancy, and 37.7% in effort expectancy). Meanwhile, path coefficients and t-values demonstrated various different influences of antecedent factors towards e-services usage. Additionally, a multi-group analysis based on PLS is employed with mixed results. In the final findings, 14 hypotheses were supported and 7 hypotheses were not supported.

The major findings of this study have confirmed that motivation has the strongest contribution in e-services usage. In addition, motivation affects e-services usage both directly and indirectly through intention-to-use. This study provides contributions to the existing knowledge of e-services models, and practical applications of IT usage. Most importantly, an understanding of antecedents of e-services adoption will provide guidelines for stakeholders in developing better e-services and strategies in order to promote and encourage more customers to use e-services. Finally, the accomplishment of this study can be expanded through possible adaptations in other industries and other geographical contexts.

Details

E-services Adoption: Processes by Firms in Developing Nations
Type: Book
ISBN: 978-1-78560-709-7

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Book part

Lu Wang, Lorna Doucet and Gregory Northcraft

Although social influence plays an important role in organizational groups, past findings regarding culture's impact on social influence have been scarce and inconsistent…

Abstract

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.

Details

National Culture and Groups
Type: Book
ISBN: 978-0-76231-362-4

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Article

Muhammad Naeem

The purpose of this paper develops a conceptual model of social influence for Internet banking adoption (IBA) using social networking platforms (SNPs). It identifies the…

Abstract

Purpose

The purpose of this paper develops a conceptual model of social influence for Internet banking adoption (IBA) using social networking platforms (SNPs). It identifies the antecedents of social influence that can positively and negative influence the IBA among a targeted population of conventional and Islamic banks. Moreover, this paper contributes various factors to social influence theory with the purpose of enhancing its implication in the context of Internet banking uptake in developed and developing countries.

Design/methodology/approach

This study uses a social constructivism approach to understand customer experiences, thoughts, knowledge, awareness and perceptions in relation to IBA. For this study, data were collected from 30 respondents using semi-structured interviews and purposive sampling.

Findings

Social influence comprises customer recommendations, suggestions, ratings, reviews, experiences and thoughts regarding the IBA of Islamic and conventional banks. The findings reveal that social reviews, social experts, social consensus, social responsibility and social perceptions are the key antecedents of social influence that can enhance IBA of SNPs. The research finds that positive social reviews, expert support, consensus, social responsibility and social perceptions are significant in relation to conventional Internet banking. The respondents revealed serious concerns about the privacy of their personal and financial information especially in relation to Islamic banks.

Research limitations/implications

The effective and well-organized use of SNPs can foster service reviews, word of mouth, higher levels of service awareness, interactive communication, social consensus and social trust to drive the adoption of Internet banking. This study proposes the conceptual model which has positive business implications and provides the banks direction to use the SNPs to their advantage to influxes their customers to adopt the use of Internet banking.

Originality/value

Most previous studies have used technology acceptance model, theory of planned behavior and unified theory of acceptance and the use of technology theories in the adoption of technology and IBA. These theories have not fully illuminated the role of social content as a way to enhance or decrease the number of customers in conventional and Islamic banks. This study develops social influence theory by exploring several dimensions (i.e. social reviews, awareness, consensus, cooperation and experts support) in the context of IBA for users of SNPs. Social influence can create more reviews and can lead to more prepurchase information. It can drive customer inquiries and engagement and can inform purchase decisions for IBA. On the other hand, it can motivate existing customers of Islamic banks to use conventional banking services due to effective word of mouth.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 33 no. 1
Type: Research Article
ISSN: 1355-5855

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Article

June Lu

The purpose of this paper is to report a study investigating the impact of personal innovativeness in information technology (PIIT) and social influence on user…

Abstract

Purpose

The purpose of this paper is to report a study investigating the impact of personal innovativeness in information technology (PIIT) and social influence on user continuance intention toward mobile commerce (m-commerce) in the USA.

Design/methodology/approach

A survey was conducted among undergraduate and graduate mobile users in a regional university. Structural equation modeling procedures were deployed to analyse 323 valid data points.

Findings

The study found that among well-educated m-commerce users, user personal innovativeness as measured by PIIT and perceived usefulness, the determinants of initial adoption, remain as strong determinants of user continuance intention. PIIT also remains as the antecedent of perceived ease of use. Social influence has changed the pattern of influence on continuance intention.

Research limitations/implications

This study is unable to investigate m-commerce user expectations and satisfaction levels. The small and convenient sample does not offer guarantee of the findings.

Practical implications

M-commerce providers should pay adequate attention to personal innovativeness, since it affects mobile user willingness and capability to welcome and adapt to new services and features. They should always utilize social channels to gather feedback, to distribute new changes or features, and to exert positive influence.

Originality/value

This study is one of the few examining the effect of PIIT in a post-adoption context and confirms its long-term psychological influence on continuance intention toward m-commerce. This study is also one of the initial to use discursive power perspective to study social influence on continuance intention in the mobile context.

Details

Internet Research, vol. 24 no. 2
Type: Research Article
ISSN: 1066-2243

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Article

Sajad Shokouhyar, Seyed Hossein Siadat and Mojde Khazeni Razavi

The purpose of this paper is to focus on understanding how social influence and personality of individuals differentiate between users’ social network fatigue and…

Abstract

Purpose

The purpose of this paper is to focus on understanding how social influence and personality of individuals differentiate between users’ social network fatigue and discontinuance behavior. Furthermore, the most common discontinuance behavior among users was investigated.

Design/methodology/approach

The research model was tested with the data from 163 Instagram users based on online and offline surveys. The partial least squares method was used to test the proposed hypotheses of this study.

Findings

The results indicate that social influence affects users’ discontinuance behavior and social network fatigue. Social network fatigue is greater in users with higher reported social influence compared to those with a lower one. Moreover, in response to social network fatigue, users prefer to keep their activities under control instead of switching to alternative social network sites (SNSs) or a short break in social network activities.

Practical implications

By achieving a better understanding of users’ feeling and behaviors, social network providers may codify their strategies more efficiently.

Originality/value

The study is novel in exploring users’ SNS fatigue and their discontinuance behavior by integrating social influence and personality. The authors defined a new concept of effect of social influence on social network fatigue. Additionally, the authors examined which discontinuance behaviors in individuals were more prevalent.

Details

Aslib Journal of Information Management, vol. 70 no. 4
Type: Research Article
ISSN: 2050-3806

Keywords

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Article

Fatima Akhtar, K.S. Thyagaraj and Niladri Das

The purpose of this paper is to clarify the relationship between an individual investor’s personality trait and his perceived investment performance. It proposes a novel…

Abstract

Purpose

The purpose of this paper is to clarify the relationship between an individual investor’s personality trait and his perceived investment performance. It proposes a novel conceptual framework that integrates social influence (as a moderating construct) and outlines the role of personality in determining the perceived investment performance during the investment decision-making process.

Design/methodology/approach

A questionnaire-based survey was conducted to collect responses from 396 individual investors through stratified and quota sampling approach. The collected data were then analysed using both hierarchical regression analysis and structural equation modelling to evaluate the strength of the relationship between the constructs, namely, personality trait, perceived investment performance and social influence.

Findings

This study suggests that social influence positively moderates the relationship between extraversion-perceived investment performance, whereas it negatively moderates the relationship between agreeability-perceived investment performance.

Research limitations/implications

This study has certain limitations. First, this work follows a modelling approach which is more centred towards the prediction of relationships. Second, because of choosing a research approach (since the study has been conducted in one country, i.e. India), the results of the study may lack generalisability. Therefore, further studies could be encouraged to test the proposed hypotheses.

Practical implications

Insights from this study suggest that investors should look in for their personality traits while making an investment decision. In fact, psychologically modified portfolios should be developed as per the personality traits of the investors.

Originality/value

The study, perhaps, is the only study to apply social influence in a framework using Big Five personality traits as a possible factor to understand the individual differences in terms of perceived investment performance.

Details

International Journal of Managerial Finance, vol. 14 no. 1
Type: Research Article
ISSN: 1743-9132

Keywords

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