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

Author List: Kuan, Kevin K Y; Zhong, Yingqin; Chau, Patrick Y.K.;
Journal of Management Information Systems, 2014, Volume 30, Issue 4, Page 151-178.
This study examines two types of information commonly used by group-buying sites to induce purchasing. The first study indicates the number of people who have bought a deal ("buy" information). The second one indicates Facebook friends who "like" a deal ("like" information). The effects of the group-buying information on opinions (attitude and intention) and emotions were examined using a controlled experiment. Our results show that positive and negative "buy" information has an asymmetric influence on attitude and intention, whereas "like" information has a positive influence on intention. The presence of "buy" information is associated with EEG activity that is generally linked to negative emotions. However, the addition of "like" information is associated with EEG activity that is generally linked to positive emotions. The different effects of the two types of group-buying information can be explained by the different social influences exerted by the information.
Keywords: electroencephalography;emotion online;group buying;information social influence;NeuroIS;normative social influence
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#234 0.209 social networks influence presence interactions network media networking diffusion implications individuals people results exchange paper sites evidence self-disclosure important examine
#170 0.153 information processing needs based lead make exchange situation examined ownership analytical improved situations changes informational examine developed receive perceptions facilitates
#290 0.143 emotions research fmri emotional neuroscience study brain neurois emotion functional neurophysiological distrust cognitive related imaging tools effects warnings magnetic turn
#173 0.107 effect impact affect results positive effects direct findings influence important positively model data suggest test factors negative affects significant relationship
#118 0.101 online consumers consumer product purchase shopping e-commerce products commerce website electronic results study behavior experience b2c impact internet purchases websites
#166 0.095 negative positive effect findings results effects blog suggest role blogs posts examined period relationship employees research employee bloggers reveal companies
#140 0.069 model use theory technology intention information attitude acceptance behavioral behavior intentions research understanding systems continuance models planned percent attitudes predict
#51 0.059 results study research experiment experiments influence implications conducted laboratory field different indicate impact effectiveness future participants evidence test controlled involving
#0 0.051 information types different type sources analysis develop used behavior specific conditions consider improve using alternative understanding data available main target