Exploring the relationship between social media and social influence

Usman, Ali and Okafor, Sebastian (2019) Exploring the relationship between social media and social influence. In: Bowen, Gordon and Ozuem, Wilson, (eds.) Leveraging computer-mediated marketing environments. IGI Global, Pennsylvania, US, pp. 83-103.

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Official URL: https://doi.org/10.4018/978-1-5225-7344-9.ch004

Abstract

Online behavioral tailoring has become an integral part of online marketing strategies. Contemporary marketers increasingly seek to create an influential environment on social media to empower online users to participate in online brand communities. By interacting in this way, online communities hosted by brands marketers can enhance the nature of the complex interactions that occur amongst those that participate. Such online interactions lead to three different types of social influence compliance, internalization, and identity, which develop the consumers' purchase intentions. This chapter explains how the social influence support the change in beliefs, attitude, and intentions of the online consumers in the user-generated social media networking sites (SNSs). Furthermore, it discusses the functional impact of such online social influence that enables companies to understand the perceptions and needs of online users making sense of how multiple levels of social influence phenomenon on social media impact on consumers purchase intentions.

Item Type: Book Section
Publisher: IGI Global
ISSN: 2327-5502
ISBN: 9781522573449
Departments: Business
Additional Information: Ali Usman (University of the West of Scotland, UK) and Sebastian Okafor (University of Cumbria, UK). Chapter 4 within book.
Depositing User: Anna Lupton
Date Deposited: 25 Jan 2019 15:40
Last Modified: 12 Feb 2019 19:27
URI: http://insight.cumbria.ac.uk/id/eprint/4422

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