This study investigates the role of demographics, specifically gender, on susceptibility to three social influence types for certain products. Data were collected in two stages from business students at a large university. Analyses were performed at the construct and product levels. At the construct level, marital status and living situation were found to be the significant demographics for bot...

Many multichannel retailers are now offering customers the option to place their orders online and then pick them up from the retailers’ physical stores. As a relatively new type of multichannel retail service, the factors that influence consumers to use “online order/in-store pickup” (OOIP) remains largely unknown. This study uses the Behavioral Reasoning Theory to examine the factors that inf...

It has been established that normative social influence can be used effectively in persuasive technology. However, it is unknown whether the application of more social pressure makes it more effective. To test this hypothesis, a quantitative experiment was conducted on the online social network Facebook. Although evidence to support the hypothesis was found, it cannot be concluded from this exp...

This research examines the effects of GSS and task type on informational and normative influence in small groups by analyzing group process. It extends Kaplan and Miller' s research on task type and informational and normative influence in small groups in an unsupported setting to a GSS setting. The two tasks used are an intellective task and a preference task, and the two support levels are un...

We extend the logical model of agency known as the KGP model, to support agents with normative concepts, based on the roles an agent plays and the obligations and prohibitions that result from playing these roles. The proposed framework illustrates how the resulting normative concepts, including the roles, can evolve dynamically during the lifetime of the agent. Furthermore, we illustrate how t...

The authors look at online tip exchanges as parts of gift economies created by the players and designers of console and online role-playing games in Taiwan. A group of experienced players and tip contributors agreed to be interviewed about the mechanisms and processes of providing free strategy guides on the Internet. Their comments reveal needs for social approval and networking in addition to...

This study examines some of the important organizational consequences of the fashion phenomenon in information technology. An IT fashion is an information technology transitorily collectively believed as new, efficient, and at the forefront of practice. Using data collected from published discourse and annual corporate IT budgets, I have found that companies associated with IT fashions did not ...

On online social networks (OSNs) such as Facebook and Twitter, the massive selfdisclosure has attracted the attention of both academic researchers and marketers. Despite of the impressive scope of this phenomenon, few studies have systematically studies why people self disclose so much on OSNs; let alone what context feature or media capabilities within OSNs will influence people’s voluntary se...