Journal
MARKETING LETTERS
Volume 17, Issue 4, Pages 269-279Publisher
SPRINGER
DOI: 10.1007/s11002-006-8426-7
Keywords
word of-mouth; motivation; self-concept; culture
Categories
Ask authors/readers for more resources
This research examined the relation between self-relevance and word-of-mouth (WOM). The results of two studies suggest consumers are more likely to provide WOM for products that are relevant to self-concept than for more utilitarian products. There was also some indication that WOM was biased, in the sense that consumers exaggerated the benefits of self-relevant products compared to utilitarian products. Finally, self-relevance had a greater impact on WOM in individualist cultures than collectivist cultures, consistent with differences in the way self-concept is typically construed by these groups. Implications for marketing strategies concerning WOM are discussed.
Authors
I am an author on this paper
Click your name to claim this paper and add it to your profile.
Reviews
Recommended
No Data Available