Influence of virtual communities in purchasing decisions: The participants' perspective

Leal, Gabriela Pasinato; Hor-Meyll, Luis Fernando; Kamlot, Daniel

doi:10.1016/j.jbusres.2013.07.007

Cited by 72 publications

(57 citation statements)

References 33 publications

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“…Previous studies in the Western context noted that leaders normally actively participate in decisionmaking as they are knowledgeable or expertized (e.g., Leal, Hor-Meyll, & de Paula Pessôa, 2014;Stasser, Stewart, & Wittenbaum, 1995). In the tourism context, one of the popular disagreement resolution approaches is delegation to the most knowledge person (Kang & Hsu, 2004).…”

Section: Authoritymentioning

confidence: 99%

Exploring Disagreement Prevention and Resolution in Travel Decision-Making of Young Chinese Travelers

Song¹,

Sparks

Ying

2016

Journal of Travel & Tourism Marketing

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The young Chinese travel market is becoming increasingly significant in domestic and international tourism. However, there is limited research on the market. This study examines the decision-making processes of young Chinese travellers, with a particular interest in disagreement prevention and resolution. On the basis of interviews with 25 young Chinese travellers, this study found that while a small number of travellers did not perceive any disagreement, or did not voice their disagreement, the majority of interviewees described the decision-making process as being characterised by periods of disagreement. It was found that Chinese cultural values including 'forbearance' and 'authority' influence travellers' disagreement prevention. It was discovered that travellers used five types of strategies for disagreement resolution, including: compromise, problem solving, delay, forcing, and accommodation. These strategies were primarily influenced by two Chinese cultural values: 'reciprocity' and 'conformity'.

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Section: Authoritymentioning

confidence: 99%

Exploring Disagreement Prevention and Resolution in Travel Decision-Making of Young Chinese Travelers

Song¹,

Sparks

Ying

2016

Journal of Travel & Tourism Marketing

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“…Opinion leaders are individuals who can influence thoughts, attitudes or the behavior of other people, leading them to act in a certain way at a certain frequency (Rogers, 1983). Consumers routinely adopt strategies to reduce their decision-making risks (Leal, Hor-Meyll, & Pessoa, 2014) and the opinion leaders act as agents for risk reduction, through experimentation and evaluation (Cho, Hwang, & Lee, 2012).…”

Section: Introductionmentioning

confidence: 99%

The effects of social media opinion leaders’ recommendations on followers’ intention to buy

Nunes

Ferreira

Freitas

et al. 2018

RBGN

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Purpose -The objective of this study is to investigate how consumers are influenced in their intention to buy after having access -within social media -to persuasive messages sent out by digital opinion leaders.Design/methodology/approach -Data collection carried out via survey and data analysis carried out with the use of structural equation modeling.Findings -Digital opinion leaders capable of generating persuasive messages can change the attitudes of followers and make them accept the information provided, influencing their intention to buy evaluated products.Originality/value -The results show that it was possible to verify the direct and positive relationship between the persuasiveness of a message and the acceptance of the information contained in this message, while also indicating a significant relationship between the persuasiveness of the message and attitude change in relation to the purchase of goods evaluated by it. This highlights the relevance of these digital opinion leaders to the definition of marketing strategies by companies.

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“…A utilitária refere-se às tentativas de cumprir os desejos de outros a fim de receber recompensas ou evitar punições. Já, a expressiva de valor caracteriza-se por ser um processo de identificação através do qual as pessoas tentam melhorar sua imagem associando-se a grupos avaliados positivamente e distanciando-se daqueles julgados negativamente (BEARDEN;NETEMEYER;TEEL, 1989;LEAL;PESSÔA, 2014;PARK;LESSIG, 1977).…”

Section: Processo De Decisão De Compra E Influência Socialunclassified

Afinidade Ou Aspiração? Grupos De Referência Valorizados Por Consumidoras De Baixa Renda

Forléo

Slongo

2019

REAd. Rev. eletrôn. adm. (Porto Alegre)

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RESUMO Considerando-se a importância das relações sociais e da influência interpessoal no comportamento dos indivíduos de baixa renda, este estudo objetiva identificar e analisar os grupos de referência valorizados pelas consumidoras desse segmento em seu processo de decisão de compra. A coleta de dados fundamenta-se em uma abordagem multimétodo composta, primeiro, por entrevistas em profundidade com 12 mulheres e, depois, pela técnica de Análise Conjunta com uma amostra de 53 entrevistadas pertencentes a esse segmento. Devido à crise econômica vivida durante o período de coleta de dados, o contexto da pesquisa é delimitado a um bem que permanece atrativo nessas circunstâncias: o batom. Os resultados obtidos demonstram que as consumidoras de baixa renda valorizam a presença de diferentes grupos de referência em seu processo de decisão. Especificamente, identificam-se dois grupos de respondentes com preferências distintas quanto à participação aos seguintes grupos de referência: familiares, amigas, consultoras de venda, vizinhas/colegas, celebridades, blogueiras e mulheres com melhores condições financeiras.

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Influence of virtual communities in purchasing decisions: The participants' perspective

Cited by 72 publications

References 33 publications

Exploring Disagreement Prevention and Resolution in Travel Decision-Making of Young Chinese Travelers

Exploring Disagreement Prevention and Resolution in Travel Decision-Making of Young Chinese Travelers

The effects of social media opinion leaders’ recommendations on followers’ intention to buy

Afinidade Ou Aspiração? Grupos De Referência Valorizados Por Consumidoras De Baixa Renda

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