Title

Value co-creation and purchase intention in social network sites : the role of electronic Word-of-Mouth and trust : a theoretical analysis

Document Type

Journal article

Source Publication

Computers in Human Behavior

Publication Date

2-1-2014

Volume

31

First Page

182

Last Page

189

Publisher

Pergamon Press

Keywords

Electronic Word-of-Mouth (eWOM), Purchase intention, Social media, Social network sites (SNSs), Trust, Value co-creation

Abstract

This study uses the theories in trust and value co-creation to analyze how electronic Word-of-Mouth (eWOM) affects purchase intention in social network sites (SNSs). In particular, we develop a theoretical model by blending cutting-edge research in consumers' trust, value co-creation, and eWOM to study how these factors interact with each other through a systematic review. From the theoretical analysis, we note that eWOM has a direct impact on purchase intention, and has an indirect impact on purchase intention which is moderated by consumers' trust on the underlying product. eWOM also has an impact on value co-creation, and value co-creation has an effect on purchase intention. Consumers' trust on a product has an impact on value co-creation, and the message source in the SNSs moderates the impacts of eWOM on consumers' trust on a product, value co-creation, and purchase intention. This study provides a theoretical ground for future empirical research into issues related to the inter-relationship between value co-creation and eWOM within the SNS context. Practitioners can also develop a deeper understanding on developing SNS-based customer relationship management strategy from this work. © 2013 Elsevier Ltd. All rights reserved.

DOI

10.1016/j.chb.2013.10.013

Print ISSN

07475632

E-ISSN

18737692

Funding Information

The work described in this paper was partially supported by a grant from the Department of Industrial and Systems Engineering, Hong Kong Polytechnic University, Hong Kong, China (Project No. G-UB98).

Publisher Statement

Copyright © 2013 Elsevier Ltd. All rights reserved.

Access to external full text or publisher's version may require subscription.

Additional Information

Corrigendum to this article was published in December 2015, Computers in Human Behavior, 53, 627, 10.1016/j.chb.2015.05.003

Full-text Version

Publisher’s Version

Recommended Citation

See-To, E. W. K., & Ho, K. K. W. (2014). Value co-creation and purchase intention in social network sites: The role of electronic Word-of-Mouth and trust: A theoretical analysis. Computers in Human Behavior, 31, 182-189. doi: 10.1016/j.chb.2013.10.013