Toward a theory of motivation and personality with application to word-of-mouth communications

Mowen, John C.; Park, Sojin; Zablah, Alex R.

doi:10.1016/j.jbusres.2006.06.007

Cited by 114 publications

(125 citation statements)

References 21 publications

Supporting

Mentioning

110

Contrasting

Unclassified

Order By: Relevance

“…In line with research findings from marketing (Mooradian & Swan, 2006;Mowen et al, 2007), Wanberg et al (2000) found that of all Big Five personality factors, only Extraversion and Conscientiousness were significant positive predictors of job seekers' time spent networking (i.e., intentional word-of-mouth initiated by job seekers to gather employment information). Extraversion refers to the extent to which a person is sociable, gregarious, assertive, talkative, and active (Barrick & Mount, 1991).…”

Section: Determinants Of Word-of-mouth As a Recruitment Sourcesupporting

confidence: 78%

Tapping the grapevine: A closer look at word-of-mouth as a recruitment source.

Hoye¹,

Lievens²

2009

Journal of Applied Psychology

158

147

View full text Add to dashboard Cite

To advance knowledge of word-of-mouth as a company-independent recruitment source, this study draws on conceptualizations of word-of-mouth in the marketing literature. The sample consisted of 612 potential applicants targeted by the Belgian Defense. Consistent with the recipient-source framework, time spent receiving positive word-of-mouth was determined by the traits of the recipient (extraversion and conscientiousness), the characteristics of the source (perceived expertise), and their mutual relationship (tie strength). Only conscientiousness and source expertise were determinants of receiving negative word-of-mouth. In line with the accessibility-diagnosticity model, receiving positive employment information through word-of-mouth early in the recruitment process was positively associated with perceptual (organizational attractiveness) and behavioral outcomes (actual application decisions), beyond potential applicants' exposure to other recruitment sources.

show abstract

Section: Determinants Of Word-of-mouth As a Recruitment Sourcesupporting

confidence: 78%

Tapping the grapevine: A closer look at word-of-mouth as a recruitment source.

Hoye¹,

Lievens²

2009

Journal of Applied Psychology

158

147

View full text Add to dashboard Cite

show abstract

“…In addition, the personality characteristic of need for materialistic resources was associated with both disseminating and listening to WOM information. As expected, the trait of susceptibility to influence was positively associated with receiving WOM messages (Mowen, Park, and Zablah 2007). Feick and Price (1987) described market mavens as individuals with a tendency to provide general shopping and marketplace information to other consumers.…”

Section: Traditional Word Of Mouthsupporting

confidence: 63%

“…Personality has also been studied in the context of WOM communications. The personality trait of openness to experience has been linked to receivers of WOM messages (Mowen, Park, and Zablah 2007). In addition, the personality characteristic of need for materialistic resources was associated with both disseminating and listening to WOM information.…”

Section: Traditional Word Of Mouthmentioning

confidence: 99%

“…Some studies investigated the phenomena of interest using general consumers and self-reported perceptions (Huang, Lin, and Lin 2009;Mowen, Park, and Zablah 2007;Phelps et al 2004;Tran, Strutton, and Taylor 2012;Zhang and Daugherty 2009). Few studies have used customer data pertaining to one e-tailer to study E-WOM (Cases et al 2010;Trusov, Bucklin, and Pauwels 2009).…”

Section: Social Networking Sitesmentioning

confidence: 99%

See 1 more Smart Citation

Investigating E-Servicescape, Trust, E-WOM, and Customer Loyalty

Tran

Strutton

2016

Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing?

View full text Add to dashboard Cite

titles.Old Spice cleverly used a handsome actor to play the Old Spice Man character for a Super Bowl commercial in 2010. After the game, this Old Spice commercial was viewed more than 13 million times on YouTube, a social media video-sharing site. This viral marketing campaign, also known as electronic word-of-mouth (E-WOM), propelled the Old Spice brand into the forefront of consumers' minds, increased brand awareness, and inspired people to share the video links with their family, friends, and co-workers.The rapid growth of E-WOM is an indication of consumers' increased willingness to convey marketing messages to others. However, despite this development, marketing academics and practitioners do not fully understand this powerful form of marketing. This dissertation enriches our understanding of E-WOM and how e-servicescape may lead to E-WOM. To that end, stimulus-organism-response theory and the network co-production model of E-WOM are applied to investigate the relationships between e-servicescape, trust, E-WOM intentions, customer loyalty, and purchase intentions. Two forms of E-WOM were examined, namely emails and social network postings. E-servicescape is defined as the online environmental factors of a marketer's website. E-servicescape is composed of three main dimensions, including aesthetic appeal, financial security, and layout and functionality. This study used cross-sectional customer data from a single e-tailer. Structural equation modeling was used to analyze the responses. Customer reviews was added as an additional subdimension of e-servicescape. The findings suggest e-servicescape positively impacts trust, which in turn positively influences E-WOM and customer loyalty. Moreover, two groups of customers were compared using multi-group analysis, where one group of users received emails and the other group received social network postings from the same e-tailer. Overall, the results indicated emails had a stronger impact on e-servicescape, E-WOM, and customer loyalty. Social networking site postings had slightly greater influence on trust, and two sub-dimensions of eservicescape, i.e., interactivity and ease of payment.These findings contribute to the marketing research on E-WOM theory and electronic commerce shopping behavior. In particular, the sub-dimension of customer reviews is added to e-servicescape. This study yields practical implications for marketers in understanding consumers' perceptions of websites and how to better design sites. In addition, these findings add to knowledge on how to engender consumers' trust and customer loyalty online. Finally, this research provides suggestions for firms wanting to create marketing campaigns that will lead to E-WOM. Overview of E-WOM E-WOM is defined as "forwarding actions through email, instant messaging or other communication media that are of high 'addressability'" (Ho and Dempsey 2010, p. 1000). E-WOM communication is traditional word-of-mouth (WOM) behavior evolved and adapted to electronic media, where individuals often convey messages in...

show abstract

“…Característica única de cada ser, a personalidade tem sido considerada como um dos fatores capazes de intervir no processo de tomada de decisão (PERVIN;JOHN, 2004). Quanto ao comportamento pós-compra, verifica-se que na maioria dos modelos a personalidade tem sido frequentemente proposta como um importante antecedente (SINGH, 1990 HARRIS, 1998;MOWEN;SPEARS, 1999;MOWEN et al, 2004;MOWEN et al, 2007). A personalidade também vem sendo aplicada em estudos que relacionam características dos empregados de fronteira com medidas de performance (LICATA et al, 2003;HURLEY, 1998).…”

Section: Personalidade E Comportamento Do Consumidorunclassified

Personalidade e lealdade: proposições de pesquisa com o modelo metateórico de motivação e personalidade DOI 10.5752/P.1984-6606.2009v9n19p102

Basso¹,

Espartel²,

Sampaio³

et al. 2009

E&G

View full text Add to dashboard Cite

ResumoA personalidade, no estudo do comportamento do consumidor, tem-se mostrado um construto importante, mas pouco compreendido e utilizado nas pesquisas da área. Esse construto, enquanto preditor do comportamento, pode estar relacionado com a predisposição à lealdade em determinadas situações. Considerando a proposta de utilização da personalidade juntamente com variáveis comportamentais do indivíduo, este artigo, através do emprego da teoria dos traços de personalidade e do modelo metateórico de motivação e personalidade (modelo 3M) proposto por Mowen (2000), discute a possível ligação entre a personalidade do indivíduo e seu comportamento de lealdade. Para tanto, é feita uma revisão da literatura a respeito dos dois principais construtos (personalidade e lealdade), procurando evidenciar suas ligações, ao mesmo tempo em que são geradas proposições de pesquisa levando em conta as relações hierárquicas que possam existir entre esses construtos. Palavras-chave:Personalidade; Comportamento do consumidor; Lealdade; Modelo 3M. Abstract Personality, in Consumer Behavior studies, has been an important construct, though little understood and rarely used in research. The construct, while predicting behavior, may be related with a predisposition to loyalty on certain situations. Considering the proposal of using the individual's personality together with behavioral variables, this article discusses a possible link between personality and loyalty behavior, through the use of the personality traits theory and the Motivation and Personality Meta-Theoretical Model (3M Model) proposed by Mowen (2000). For such, a literature review concerning the two main constructs (personality and loyalty) is carried out, aimed at highlighting their links. Proposals for research are presented, taking into account eventual hierarchical relations between those constructs.

show abstract

Toward a theory of motivation and personality with application to word-of-mouth communications

Cited by 114 publications

References 21 publications

Tapping the grapevine: A closer look at word-of-mouth as a recruitment source.

Tapping the grapevine: A closer look at word-of-mouth as a recruitment source.

Investigating E-Servicescape, Trust, E-WOM, and Customer Loyalty

Personalidade e lealdade: proposições de pesquisa com o modelo metateórico de motivação e personalidade DOI 10.5752/P.1984-6606.2009v9n19p102

Contact Info

Product

Resources

About