Abstract
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.
Original language | English |
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Pages (from-to) | 151-178 |
Number of pages | 28 |
Journal | Journal of Management Information Systems |
Volume | 30 |
Issue number | 4 |
DOIs | |
Publication status | Published - 1 Apr 2014 |
Externally published | Yes |
Keywords
- NeuroIS
- electroencephalography
- emotion online
- group buying
- informational social influence
- normative social influence
ASJC Scopus subject areas
- Management Information Systems
- Computer Science Applications
- Management Science and Operations Research
- Information Systems and Management