Reducing user avoidance of sponsored search results : The effects of social influence cues

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)Not applicablepeer-review

1 Scopus Citations
View graph of relations

Author(s)

Related Research Unit(s)

Detail(s)

Original languageEnglish
Title of host publication2016 International Conference on Information Systems, ICIS 2016
PublisherAssociation for Information Systems
ISBN (Print)9780996683135
Publication statusPublished - Dec 2016

Conference

Title37th International Conference on Information Systems, ICIS 2016
LocationConvention Centre Dublin
PlaceIreland
CityDublin
Period11 - 14 December 2016

Abstract

Whether and how social influence cues can reduce users' avoidance of sponsored search results (SSRs) remain a puzzling and critical issue in IS research. This study employed an implicit theory perspective to investigate the effects of social influence cues on SSR avoidance. This theoretical perspective suggests that in e-commerce context, SSR avoidance is driven by various implicit theories of consumers regarding sponsored products (e.g., "sponsored products must be of low popularity or quality"). Through a laboratory experiment, we observed a matching effect that a social influence cue could reduce users' behavioral and psychological SSR avoidance when the cue (e.g., high ratings on the quality of sponsored products) directly addressed the active implicit theory (e.g., a concern on the product quality). In addition, social influence cues could also reduce consumers' attentional SSR avoidance. This study advances our understanding of the effects of social influence cues on consumers' judgment and behavior.

Research Area(s)

  • Consumer avoidance behavior, Implicit theories, Laboratory experiment, Social influences, Sponsored search

Citation Format(s)

Reducing user avoidance of sponsored search results : The effects of social influence cues. / Deng, Honglin; Wang, Weiquan; Lim, Kai.

2016 International Conference on Information Systems, ICIS 2016. Association for Information Systems, 2016.

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)Not applicablepeer-review