Citations For SIT Flashcards
Changes in the physiological state and subjective feelings, values and behaviour of an individual after real or perceived actions of others
Latane 1981
Source strength refers to characteristics held by a source that plays a role in influencing the target - salience, importance, intensity
Latane 1981 1996
Trans situational as attractiveness and situational as context
(Perez-Vega & Waite, 2018)
Engagement behaviours as customer behavioural manifestations that have a brand or firm focus beyond purchase, resulting in i
Build customer base
Van Doorn et al, 2010
Online consumer engagement as liking sharing commenting. Brands monitor to evaluate digital marketing success
(Perez-Vega & Waite, 2018)
Ladder of consumer engagement
Li and Bernoff 2007
Limitations of SIT
- passive recipients not active seekers (solution - make source applicable to both but specialise to active seekers so they feel special)
- static model: consumers spend less and less time engaging
Latane 1981
Limitations of SIT
- doesn’t cover motivation or message content
(Perez-Vega and Waite, 2018)
Immeadicacy limited by telepresence and interactivity
Perez-Vega & Waite 2016
Consumer engagement as trust, satisfaction and loyalty and commitment
Hollebeek 2011
PV 2018
Consumer engagement as Commitment
Chan and li 2010
VP 2018
Online brand communities as a network of relationships between consumers and brand reps and marketer
McAlexander et al 2002
Why is consumer engagement different from consumer involvement
(Mittal 1995)
Involvement does not suggest behavioural outcomes - remains to cognitive level
Why is consumer engagement different from consumer commitment
(Goldsmith and Horowitz, 2006)
Commitment doesn’t suggest going beyond purchasing and building a customer base
Brand communities
Specialised and non geographical bound communities based on social relationships that admire a brand
Three different manifestations of consumer engagement
- Cognitive
- Emotional
- Behavioural
VP 2018
Patterson et al 2006
4 i of consumer engagement metrics
- Involvement: number of visitors
- Interaction: click through rates
- Intimacy: blogs
- Influence: affinity
Haven and Vittal 2008
Levels of engagement example
Starbucks
Shallow engagement: Google review
Deep engagement: my Starbucksidea
VP 2018
Three social influence processes
Kelman 1961
Internalisation
Identification
Compliance
Immediacy definition
(Nowak et al 1990)
The distance relationship that exists between a source, the object being communicated about and the receiver
Three types of immeadiacy
(Perez-Vega and Waite, 2016)
Physical: reviewers posting in your country
Temporal: real time and delayed
Social: family recommending on Facebook
Number of influencing sources
As the number of sources increases, multiplying effect on final result
VP 2018
Asch 1961 finds 3x and after there is no increase in conformity
Latane and wolf 1981 find no limit
Immeadiacy Examlple
E commerce pages displaying additional items at checkout
VP 2018
