The Effects of Social Information Cues Featured in SNS Ads on Unfamiliar Product Adoption

Kim, Hye-Jin; Park, Keonyoung; Eighmey, John

doi:10.1080/10496491.2018.1500409

Cited by 10 publications

(10 citation statements)

References 90 publications

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“…All dependent variables were operationalized using sev- en-point Likert scales. Items for control variables were derived from related studies [2], [6]. Participants.…”

Section: Methodsmentioning

confidence: 99%

“…Popular examples of social information cues are product sales numbers (e.g., "bought by over 50 people"), product ratings (e.g., "on average 4.5 stars based on 30 reviews"), and product likes (e.g., "25 people like this") [1], [3]. In the following, we focus on these three types of social information cues as they are used on many popular e-commerce platforms (e.g., Amazon, eBay, Groupon) and all three cues have received attention in literature [2], [3].…”

Section: The Stimulus-organism-response Model As Conceptual Basismentioning

confidence: 99%

“…Against this background, we propose a research model, which suggests that providing a social information cue on an e-commerce website influences consumers' cognitive and affective choice perceptions, and consequently, their choice satisfaction ( Figure 1). We also include several control variables to account for individual characteristics, which may affect the constructs contained in our model [2], [10]. We controlled for the age, gender, online shopping frequency, product familiarity, and the chosen product.…”

Section: Research Model and Hypothesesmentioning

confidence: 99%

“…A promising approach appears to be to enrich product presentations with social information cues. Such cues depict social information in a highly condensed form, which is generated from the actions and/or opinions of consumers and shared using social media [1], [2]. With the increasing popularity of social media applications, several types of social information cues, among them product ratings, likes, or recent consumer activities, have become available [2], [3].…”

Section: Introductionmentioning

confidence: 99%

“…Such cues depict social information in a highly condensed form, which is generated from the actions and/or opinions of consumers and shared using social media [1], [2]. With the increasing popularity of social media applications, several types of social information cues, among them product ratings, likes, or recent consumer activities, have become available [2], [3]. Such social information cues can provide an additional basis from which consumers can infer shopping-relevant characteristics such as the quality or popularity [4].…”

Section: Introductionmentioning

confidence: 99%

See 4 more Smart Citations

How Do Social Information Cues Affect Consumers’ Product Choice Experiences? Findings from a Controlled Online Experiment

Friedrich¹,

Overhage²,

Schlauderer³

2020

WI2020 Zentrale Tracks

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Social media change the way consumers gather and evaluate information when choosing products. To benefit from this development, online sellers have begun augmenting product presentations with social information cues like sales numbers or product ratings. While such cues can influence consumers' buying behavior, it remains unclear how they affect consumers' product choice experiences. This makes it difficult to use them in a systematic manner. Using the stimulus-organism-response paradigm, we develop a research model to explain how a social information cue affects consumers' satisfaction with their product choice via perceived choice difficulty and enjoyment. We evaluate it in a controlled online experiment, in which 147 participants used versions of an e-commerce website with varying social information cues. The results indicate that the provisioning of social information cues positively affects the choice satisfaction by decreasing the perceived choice difficulty and increasing enjoyment. The effects of individual cues vary considerably, however.

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“…All dependent variables were operationalized using sev- en-point Likert scales. Items for control variables were derived from related studies [2], [6]. Participants.…”

Section: Methodsmentioning

confidence: 99%

Section: The Stimulus-organism-response Model As Conceptual Basismentioning

confidence: 99%

Section: Research Model and Hypothesesmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 3 more Smart Citations

How Do Social Information Cues Affect Consumers’ Product Choice Experiences? Findings from a Controlled Online Experiment

Friedrich¹,

Overhage²,

Schlauderer³

2020

WI2020 Zentrale Tracks

View full text Add to dashboard Cite

show abstract

Relating social skills and social media use to consumer behavior: An investigation across the autism spectrum

Levin

Gaeth

Levin

et al. 2022

J of Consumer Behaviour

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In this study, we focus on the role of social functioning on consumer behavior, exploring social media use as a mediating factor. In order to facilitate our identification of social functioning competence as a factor, we increased the range by including a subgroup of respondents who identified themselves as being on the autism spectrum. Indeed, this group stood out as having difficulties in getting along with persons they interact with at school, at work and at home. We used these measures to define an individual differences index of social functioning that we call Quality of Social Functioning (QoSF). In a preliminary report, we showed that this index was predictive of social media use and its influence, with those scoring higher reacting more favorably and utilizing more of its features. In the main study, we focused on the content of social media posts by providing photos of posts that depicted either group activities or individual activities. Those scoring lower on our index gave lower ratings of posts in general, but especially for those posts depicting group activities. Results are discussed in terms of the important role of social functioning in the use of social media and its content as a vehicle for informing consumer behavior. We describe how the results of our study and related studies can be used by marketers to improve the lives of especially vulnerable consumers.

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Do safe buy buttons and integrated path-to-purchase on social platforms improve users’ shopping-related responses?

Martínez–López

Liu

et al. 2020

Electronic Commerce Research and Applications

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The Effects of Social Information Cues Featured in SNS Ads on Unfamiliar Product Adoption

Cited by 10 publications

References 90 publications

How Do Social Information Cues Affect Consumers’ Product Choice Experiences? Findings from a Controlled Online Experiment

How Do Social Information Cues Affect Consumers’ Product Choice Experiences? Findings from a Controlled Online Experiment

Relating social skills and social media use to consumer behavior: An investigation across the autism spectrum

Do safe buy buttons and integrated path-to-purchase on social platforms improve users’ shopping-related responses?

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