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How Content Valence and Online Impression Influence Goal Achievement in Social Media Environment?

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  • Anubhav Mishra
  • Satish S. Maheswarappa

Abstract

Globally, users are sharing content on social networking sites (SNS) to signal their preferences and to build a positive online reputation. Using the approach and avoidance motivation theory, we examine the relationship among online impression, guilt and valence of shared content on SNS. Two experiments were conducted to test the conceptual model. The findings indicate that people prefer sharing positive content over negative content. Also, negative content induces guilt and affects the online impression and motivations to achieve desired goals. Therefore, social media marketers can use distinct valence of content to help consumers to achieve their goals effectively, especially in the fields of health care and education. The results suggest that avoidance motivation is more effective than approach motivation for achieving the goal of a positive online image.

Suggested Citation

  • Anubhav Mishra & Satish S. Maheswarappa, 2019. "How Content Valence and Online Impression Influence Goal Achievement in Social Media Environment?," Global Business Review, International Management Institute, vol. 20(5), pages 1267-1281, October.
    • Handle: RePEc:sae:globus:v:20:y:2019:i:5:p:1267-1281
    DOI: 10.1177/0972150918793964
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    References listed on IDEAS

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    3. Kang, Yeu-Jin & Park, Seong-Yeon, 2016. "The perfection of the narcissistic self: A qualitative study on luxury consumption and customer equity," Journal of Business Research, Elsevier, vol. 69(9), pages 3813-3819.
    4. DaHee Han & Adam Duhachek & Nidhi Agrawal, 2014. "Emotions Shape Decisions through Construal Level: The Case of Guilt and Shame," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(4), pages 1047-1064.
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