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The Influence of Interpersonal Recommendation Attributes on Consumer Behaviors of Dietary Supplements
Lai, S.K.; Ho, Y.
2019-06-01
Publisher41st Annual ISMS Marketing Science Conference
Conference Name41st Annual ISMS Marketing Science Conference
Conference PlaceRome, Italy
Conference DateJune 20-22, 2019
Abstract

Consumers today rely heavily on product and service recommendations from other consumers in making their purchase decisions. The importance of interpersonal recommendation in shaping consumer behaviors is well established in existing word-of-mouth literature. Although extant literature consistently shows the impact of interpersonal recommendation on consumer behaviors, it is less clear on the relative influence of different attributes of interpersonal recommendation (i.e., tie strength between recommendation sender and receiver, degree of homophily between recommendation sender and receiver, as well as prior product knowledge of the recommendation sender) on consumers. This study explores (1) the relative effect strength of various interpersonal recommendation attributes on consumer behaviors (i.e., product interests, purchase intention, and word-of-mouth intention); (2) how these effects may be different for different customer segments (i.e., experienced consumers versus inexperienced consumers). Survey data was collected from 142 Macau consumers regarding their experiences of receiving interpersonal recommendations (from family members, friends, relatives and colleagues) of dietary supplement products. Results reveal that among the three interpersonal recommendation attributes, degree of homophily between recommendation sender and receiver appears to be a stronger predictor of consumer behaviors of dietary supplement products. More interestingly, the three interpersonal recommendation attributes have more pronounced impacts on consumer behaviors for inexperienced consumers (i.e., those who have no prior experience of the recommended product category). This study contributes to literature by highlighting the relative importance of different attributes of interpersonal recommendation. Managerial implications on how marketers may design word-of-mouth or referral programs to encourage customer purchases will be discussed.

KeywordInterpersonal Recommendation Consumer Behavior Purchase Intention
Language英語English
Document TypeConference proceedings
CollectionDEPARTMENT OF MANAGEMENT AND MARKETING
AffiliationUniversity of Macau
First Author AffilicationUniversity of Macau
Recommended Citation
GB/T 7714
Lai, S.K.,Ho, Y.. The Influence of Interpersonal Recommendation Attributes on Consumer Behaviors of Dietary Supplements[C]:41st Annual ISMS Marketing Science Conference, 2019.
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