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Information Resources Management Association
Advancing the Concepts & Practices of Information Resources Management in Modern Organizations

Exploring the Relationship Between Social Media and Social Influence

Exploring the Relationship Between Social Media and Social Influence
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Author(s): Ali Usman (University of the West of Scotland, UK)and Sebastian Okafor (University of Cumbria, UK)
Copyright: 2019
Pages: 21
Source title: Leveraging Computer-Mediated Marketing Environments
Source Author(s)/Editor(s): Gordon Bowen (Regent's University London, UK)and Wilson Ozuem (University of Cumbria, UK)
DOI: 10.4018/978-1-5225-7344-9.ch004


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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.

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