Informational and Normative Social Influence in Group-Buying: Evidence from Self-Reported and EEG Data

2014 ◽  
Vol 30 (4) ◽  
pp. 151-178 ◽  
Author(s):  
Kevin K. Y. Kuan ◽  
Yingqin Zhong ◽  
Patrick Y. K. Chau
Keyword(s):  
Social Influence ◽  
Group Buying ◽  
Eeg Data ◽  
Normative Social Influence

Incorporating Normative Social Influence into a Diffusion Model

1991 ◽  
Vol 68 (3_suppl) ◽  
pp. 1185-1186 ◽  
Author(s):  
Richard H. Evans
Keyword(s):  
Social Influence ◽  
Diffusion Model ◽  
Newton’S Method ◽  
Business School ◽  
Newton's Method ◽  
School Students ◽  
Athletic Shoes ◽  
Normative Social Influence

This research examined a diffusion model that included normative social influence. Findings were based on responses of 137 undergraduate business school students who served as subjects and examined the product, athletic shoes, and indicate that normative social influence may be included in the diffusion model by using Newton's Method to provide a good fit with the data.

scholarly journals Normative Social Influence is Underdetected

2008 ◽  
Vol 34 (7) ◽  
pp. 913-923 ◽  
Author(s):  
Jessica M. Nolan ◽  
P. Wesley Schultz ◽  
Robert B. Cialdini ◽  
Noah J. Goldstein ◽  
Vladas Griskevicius
Keyword(s):  
Social Influence ◽  
Normative Social Influence

Using normative social influence to promote conservation among hotel guests

2008 ◽  
Vol 3 (1) ◽  
pp. 4-23 ◽  
Author(s):  
Wesley P. Schultz ◽  
Azar M. Khazian ◽  
Adam C. Zaleski
Keyword(s):  
Social Influence ◽  
Normative Social Influence

scholarly journals Gender Differences In Susceptibility To Normative Social Influence On The Purchase Decisions Of Designer Label Apparel

2011 ◽  
Vol 7 (8) ◽  
Author(s):  
Ghazala Khan ◽  
Naila Khan
Keyword(s):  
Gender Differences ◽  
Social Influence ◽  
Direct Reference ◽  
Special Consideration ◽  
Purchase Decisions ◽  
Reference Groups ◽  
Study Results ◽  
Normative Social Influence

This study examines susceptibility to normative social influence on purchase decisions of designer label apparel in Malaysia. The study focuses on the youth market with special consideration given to gender differences. Influences of family and peers were examined along with celebrity influences. A total of 319 youth participated in the study. Results indicate that gender differences do exist with males exhibiting a higher likelihood of being influenced by their reference groups. Celebrity influence was also found to be weaker than that exerted by direct reference groups.

scholarly journals Hofstede’s Collectivistic Values and Sustainable Growth of Online Group Buying

2019 ◽  
Vol 11 (4) ◽  
pp. 1016 ◽  
Author(s):  
Bangwool Han ◽  
Minho Kim
Keyword(s):  
Social Influence ◽  
Personality Traits ◽  
Social Influences ◽  
Cultural Dimensions ◽  
Sustainable Growth ◽  
Mediation Process ◽  
Group Buying ◽  
Cultural Orientations ◽  
The Impact ◽  
Online Group

This study investigates the moderating effects of consumer personality traits and the mediating effects of social influence susceptibility in consumers on the relationship between individuals’ cultural orientations and intentions toward online group buying (OGB). The Big Five personality dimensions, normative social influence, and Hofstede’s cultural dimensions are considered. Because understanding what motivates consumer intentions toward OGB is a major focus of firms and OGB website operators, this study contributes to the topic by identifying consumers’ personality traits and levels of susceptibility to social influences, which impact OGB intentions. Findings in Study 1 reveal that consumer personality traits (e.g., agreeableness) moderate the impact of individual cultural orientations (i.e., collectivism) on intentions toward OGB. Study 2 describes the mediation process of susceptibility to normative social influences on OGB intentions. The findings from this study bridge a literature gap in the context of OGB by demonstrating how OGB site operators can improve marketing strategies, leading to increase sustainable purchase intention. The article concludes with managerial implications by providing insights for online group buying sites and firms, particularly those that target collectivistic cultural markets.

Handen wassen na het plassen. Jong geleerd, oud gedaan?

2011 ◽  
Vol 39 (3) ◽  
Author(s):  
Maartje J.M. de Kort ◽  
Aart S. Velthuijsen
Keyword(s):  
Social Influence ◽  
Descriptive Norm ◽  
Critical Importance ◽  
Injunctive Norm ◽  
Descriptive Norms ◽  
Experimental Conditions ◽  
Persuasive Strategies ◽  
The Social ◽  
Normative Social Influence ◽  
The Impact

Do you wash your hands after using the bathroom? Two studies about communicating the injunctive and descriptive norm, and practicing informational and normative social influence in order to promote handwashing behavior. Do you wash your hands after using the bathroom? Two studies about communicating the injunctive and descriptive norm, and practicing informational and normative social influence in order to promote handwashing behavior. Increasing handwashing compliance after using the bathroom was the main goal of the two studies. Handwashing is of critical importance for preventing the spread of bacteria. Most people do know this, but they don’t behave in accordance to this fact. Lack of knowledge does not explain the discrepancy and therefore we investigated two strategies from the social influence literature. The effects on the handwashing behavior were observed unobtrusively. In the first study the impact of communicating the injunctive and descriptive norms regarding handwashing were examined. Results indicate that handwashing is promoted by communicating the injunctive norm. The impact of the descriptive norm is less important. In the second study informational and normative social influence were examined under different experimental conditions. Both informational and normative social influence promoted handwashing behavior and increased handwashing compliance after using the bathroom. Implications for influencing automatic and routine behavior by the use of communication and persuasive strategies are discussed.

A new mechanism for purchasing through personal interactions: fairness, trust and social influence in online group buying

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Shiu-Wan Hung ◽  
Min-Jhih Cheng ◽  
Chia-Jung Lee
Keyword(s):  
Social Media ◽  
Social Influence ◽  
Interpersonal Communication ◽  
Critical Mass ◽  
Data Gathering ◽  
Content Type ◽  
Group Buying ◽  
Personal Interactions ◽  
The Individual ◽  
Online Group

PurposeThe purpose of this article was to explore the influence of individual perception and social climate on consumer-initiated group-buying purchase decisions. An extended cross-level research model was used to explain how a new mechanism for purchasing through personal interactions could work.Design/methodology/approachThis study utilised a questionnaire survey for data gathering. The subjects of the investigation were group-buying initiators. Hierarchical linear modelling (HLM) was used to experimentally examine the research hypotheses.FindingsThe empirical results of the study indicate that the social influence of critical mass can effectively promote positive attitudes and intentions towards consumer-initiated online group buying. An individuals' perception of an initiator's fairness influences their trust in the initiator. In addition, trust in the initiator can positively and significantly influence buyers' attitudes and intentions to online group buying.Originality/valueMost previous studies on online group-buying focus on how social media influences group-buying behaviours. This study extends social media research by introducing an extended cross-level model to provide a comprehensive investigation into online-shopping. It is a preliminary attempt to systematically verify relationships at the individual and aggregate levels. The decision to group buying requires a relationship of trust to be formed before any transaction takes place, thereby increasing the intention to make a purchase. As a result, group buying is perceived as positive when interpersonal communication is very efficient, or when social influence is high.

Sign in / Sign up

Export Citation Format

Share Document