Extraversion as a stimulus for user-generated content

Journal of Research in Interactive Marketing

Volumn 7, Issue 4, 2013, Pages 242-256

  Pagani, Margherita ^a   Goldsmith, Ronald E ^b   Hofacker, Charles F ^b  

^a BOCCONI UNIVERSITY   (Italy)

^b FLORIDA STATE UNIVERSITY   (United States)

Author keywords

Consumer behaviour internet; Social media marketing; Social networks

Indexed keywords

EID: 84889032989     PISSN: 20407122     EISSN: None     Source Type: Journal    
DOI: 10.1108/JRIM-11-2012-0052     Document Type: Article

References (59)

1. Acar, A.S. and Polonsky, M. (2008), “Online social networks and insights into marketing communications”, Journal of Internet Commerce, Vol. 6 No. 4, pp. 55-72.
2. Amichai-Hamburger, Y. (2007), “Personality, individual differences and internet use”, in Joinson, A.N., McKenna, K.Y.A., Postmes, T. and Reips, U. (Eds), The Oxford Handbook of Internet Psychology, Oxford University Press, Oxford, pp. 187-204.
3. Amichai-Hamburger, Y. and Vinitzky, G. (2010), “Social network use and personality”, Computers in Human Behavior, Vol. 26 No. 6, pp. 1289-1295.
4. Anderson, K.J. (2001), “Internet use among college students: an exploratory study”, Journal of American College Health, Vol. 50 No. 1, pp. 21-26.
5. Andriani, P. and McKelvey, B. (2009), “From Gaussian to Paretian thinking: causes and implications of power laws in organizations”, Organization Science, Vol. 20 No. 6, pp. 1053-1071.
6. Aquafina (2013), available at: www.facebook.com/aquafina?fref=ts (accessed October 4, 2013).
7. Ashton, M.C., Lee, K. and Paunonen, S.V. (2002), “What is the central feature of extraversion? Social attention versus reward sensitivity”, Journal of Personality and Social Psychology, Vol. 83 No. 1, pp. 245-252.
8. Borkenau, P. and Liebler, A. (1992), “Trait inferences: sources of validity at zero acquaintance”, Journal of Personality and Social Psychology, Vol. 62 No. 4, pp. 645-657.
9. Bosnjak, M., Galesic, M. and Tuten, T. (2007), “Personality determinants of online shopping: explaining online purchase intentions using a hierarchical approach”, Journal of Business Research, Vol. 60 No. 6, pp. 597-605.
10. Botha, E. and Mills, A.J. (2012), “Managing new media: tools for brand management in social media”, in Close, A.G. (Ed.), Online Consumer Behavior: Theory and Research in Social Media, Advertising, and E-tail, Routledge, New York, NY, pp. 83-99.
11. Burgoon, J. (1976), “The unwillingness to communicate scale: development and validation”, Communication Monographs, Vol. 13, pp. 60-69.
12. Calder, B.J., Malthouse, E.C. and Schaedel, U. (2009), “An experimental study of the relationship between online engagement and advertising effectiveness”, Journal of Interactive Marketing, Vol. 23 No. 4, pp. 321-331.
13. Chiu, M., Manyika, J., Dobbs, R., Roxburgh, C., Sarrazin, H., Sands, G. and Westergren, M. (2012), The Social Economy: Unlocking Value and Productivity Through Social Technologies, McKinsey Global Institute, available at: www.mckinsey.com/insights/mgi/research.
14. Costa, P.T. and McCrae, R.R. (1991), “Facet scales for agreeableness and conscientiousness: a revision of the neo personality inventory”, Personality and Individual Differences, Vol. 12, pp. 887-898.
15. Dix, S. (2012), “Introduction to the special issue on social media and mobile marketing”, Journal of Research in Interactive Marketing, Vol. 6 No. 3, p. -.
16. Dwyer, P. (2007), “Measuring the value of electronic word of mouth and its impact in consumer communities”, Journal of Interactive Marketing, Vol. 21 No. 2, pp. 63-79.
17. Eysenck, H.J. (1967), The Biological Basis of Personality, Charles C. Thomas Publishing, Springfield, IL.
18. Eysenck, H.J. and Eysenck, M.W. (1985), Personality and Individual Differences: A Natural Science Approach, Plenum, New York, NY.
19. Feng, J. and Papatla, P. (2012), “Is online word of mouth higher for new models or redesigns? An investigation of the automobile industry”, Journal of Interactive Marketing, Vol. 26 No. 2, pp. 92-101.
20. Friedman, H.S. (1979), “The concept of skill in nonverbal communication: implications for understanding social interaction”, in Rosenthal, R. (Ed.), Skill in Nonverbal Communication, Oelgeschlager, Gunn, and Hain, Cambridge, MA, pp. 2-27.
21. Friedman, H.S. (1983), “On shutting one's eyes to face validity”, Psychological Bulletin, Vol. 94, pp. 185-187.
22. Gerbing, D.W. and Anderson, J.C. (1988), “An updated paradigm for scale development incorporating unidimensionality and its assessment”, Journal of Marketing Research, Vol. 25, May, pp. 186-192.
23. Goldberg, L.R. (1981), “Language and individual differences: the search for universals in personality lexicons”, in Wheeler, L. (Ed.), Review of Personality and Social Psychology, Vol. 2, Sage, Beverly Hills, CA, pp. 141-165.
24. Hamburger, Y.A. and Ben-Artzi, E. (2000), “The relationship between extraversion and neuroticism and the different uses of the internet”, Computers in Human Behavior, Vol. 16 No. 4, pp. 441-449.
25. Hamburger, Y.A., Wainapel, G. and Fox, S. (2002), “On the internet no one knows I'm an introvert: extraversion, neuroticism, and internet interaction”, Cyberpsychology and Behavior, Vol. 5 No. 2, pp. 125-128.
26. Hennig-Thurau, T., Gwinner, K.P., Walsh, G. and Gremler, D.D. (2004), “Electronic word-of-mouth via consumer-opinion platforms: what motivates consumers to articulate themselves on the internet?”, Journal of Interactive Marketing, Vol. 18 No. 1, pp. 38-52.
27. Hirschman, E. and Holbrook, M.B. (1981), Symbolic Consumer Behavior, Association for Consumer Research, Ann Arbor, MI.
28. Hoffman, D.L. and Novak, T.P. (2012), “Toward a deeper understanding of social media”, Journal of Interactive Marketing, Vol. 26 No. 2, pp. 69-70.
29. Hoffman, D.L., Novak, T.P. and Stein, R. (2013), “The digital consumer”, in Belk, R.W. and Llamas, R. (Eds), The Routledge Companion to Digital Consumption, Routledge, London, pp. 28-38.
30. Johar, J.S. and Sirgy, J. (1991), “Value-expressive versus utilitarian advertising appeals: when and why to use which appeal”, Journal of Advertising, Vol. 20 No. 3, pp. 23-33.
31. Kenny, D.A., Horner, C., Kashy, D.A. and Chu, L.C. (1992), “Consensus at zero acquaintance: replication, behavioral cues, and stability”, Journal of Personality and Social Psychology, Vol. 62 No. 1, pp. 88-97.
32. Kiesler, S., Kraut, R., Cummings, J., Boneva, B., Helgeson, V. and Crawford, A. (2002), “Internet evolution and social impact”, IT and Society, Vol. 1 No. 1, pp. 120-134.
33. Koch, W.H. and Pratarelli, M.E. (2004), “Effects of intro/extraversion and sex on social internet use”, North American Journal of Psychology, Vol. 6 No. 3, pp. 371-382.
34. Kraut, R., Kiesler, S., Boneva, B., Cummings, J., Helgeson, V. and Crawford, A. (2002), “Internet paradox revisited”, Journal of Social Issues, Vol. 58 No. 1, pp. 49-74.
35. Li, C. and Bernoff, J. (2008), “Groundswell: winning in a world transformed by social technologies”, Forrester Research, Harvard Business Press, Boston, MA.
36. McCrae, R.R. and Costa, P.T. (1987), “Discriminant validity of NEO-PIR facet scales”, Educational and Psychological Measurement, Vol. 52 No. 1, pp. 229-237.
37. McCroskey, J.C. and Richmond, V.P. (1991), “Willingness to communicate: a cognitive view”, in Booth-Butterfield, M. (Ed.), Communication, Cognition, and Anxiety, Sage, Newbury Park, CA, pp. 19-44.
38. McKenna, K.Y.A. and Bargh, J.A. (1998), “Coming out in the age of internet: identity ‘de-marginalization’ trough virtual group participation”, Journal of Personality and Social Psychology, Vol. 75 No. 3, pp. 681-694.
39. MacIntyre, P.D., Babin, P.A. and Clement, R. (1999), “Willingness to communicate: antecedents and consequences”, Communication Quarterly, Vol. 47 No. 2, pp. 215-229.
40. Mathwick, C., Wiertz, C. and de Ruyter, K. (2008), “Social capital production in a virtual P3 community”, Journal of Consumer Research, Vol. 34 No. 6, pp. 832-849.
41. Mittal, B. (1994), “A study of the concept of affective choice mode for consumer decisions”, Advances in Consumer Research, Vol. 21, pp. 256-263.
42. Mowen, J. (2000), The 3M Model of Motivation and Personality, Kluwer Academic Press, Norwell, MA.
43. Nysveen, H., Pedersen, P.E. and Thorbj⊘rnsen, H. (2005), “Intentions to use mobile services: antecedents and cross-service comparisons”, Journal of the Academy of Marketing Science, Vol. 33 No. 3, pp. 330-346.
44. Ozguven, N. and Mucan, B. (2013), “The relationship between personality traits and social media use”, Social Behavior and Personality: An International Journal, Vol. 41 No. 3, pp. 517-528.
45. Pagani, M., Hofacker, C. and Goldsmith, R. (2011), “The influence of personality on active and passive use of social networking sites”, Psychology and Marketing, Vol. 28 No. 5, pp. 441-456.
46. Parker, G. and van Alstyne, M.W. (2005), “Two-sided network effects: a theory of information product design”, Management Science, Vol. 51 No. 10, pp. 1494-1504.
47. Pitt, L.F., Watson, R.T., Berthon, P., Wynn, D. and Zinkhan, G.M. (2006), “The penguin's widow: corporate brands from an open-source perspective”, Journal of the Academy of Marketing Science, Vol. 34 No. 2, pp. 115-127.
48. Preacher, K.J. and Hayes, A.F. (2008), “Asymptotic and resampling strategies for assessing and comparing indirect effects in multiple mediator models”, Behavior Research Methods, Vol. 40 No. 3, pp. 879-891.
49. Quinton, S. and Harridge-March, S. (2010), “Relationships in online communities: the potential for marketers”, Journal of Research in Interactive Marketing, Vol. 4 No. 1, pp. 59-73.
50. Schnedlitz, P. (1983), “Social expressiveness of products and social desirability as mediating variables in Fishbein's model”, SSM Working Paper No. 1456-83.
51. Shim, M., Lee, M.J. and Park, S.H. (2008), “Photograph use on social network sites among South Korean college students: the role of public and private self-consciousness”, Cyberpsychology and Behavior, Vol. 11 No. 4, pp. 489-493.
52. Stets, J.E. and Burke, P.J. (2000), “Identity theory and social identity theory”, Social Psychology Quarterly, Vol. 63 No. 3, pp. 224-237.
53. Stryker, S. and Burke, P.J. (2000), “The past present and future of identity theory”, Social Psychology Quarterly, Vol. 63 No. 4, pp. 284-297.
54. Terry, D.J., Hogg, M.A. and White, K.M. (1999), “The theory of planned behaviour: self-identity, social identity, and group norms”, British Journal of Social Psychology, Vol. 38, pp. 225-244.
55. Thoits, P.A. and Virshup, L.K. (1997), “Me's and we's: forms and functions of social identities”, in Ashmore, R.D. and Lee, J. (Eds), Self and Identity Fundamental Issues, Oxford University Press, New York, NY, pp. 106-133.
56. Thorbj⊘rnsen, H., Pedersen, P.E. and Nysveen, H. (2007), “This is who I am: identity expressiveness and the theory of planned behavior”, Psychology and Marketing, Vol. 24 No. 9, pp. 763-785.
57. van Doorn, J., Lemon, K.N., Mittal, V., Nass, S., Pick, D., Pirner, P. and Verhoef, P.C (2010), “Customer engagement behavior: theoretical foundations and research directions”, Journal of Service Research, Vol. 13 No. 3, pp. 253-266.
58. Victoria's Secret (2013), available at: www.facebook.com/victoriassecret?fref=ts (accessed October 4, 2013).
59. Mathwick, C. and Wiertz, C. (2008), “Ko de Ruyter social capital production in a virtual P3 community”, Journal of Consumer Research, Vol. 34 No. 6, pp. 832-849.