IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-01258971.html
   My bibliography  Save this paper

Influence des recommandations d'internautes: le role de la presence sociale et de l'expertise

Author

Listed:
  • Caroline Ardelet

    (CEROS - Centre d'Etudes et de Recherches sur les Organisations et la Stratégie - UPN - Université Paris Nanterre, DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

  • Bérangère Brial

    (IRG - Institut de Recherche en Gestion - UPEM - Université Paris-Est Marne-la-Vallée - UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12, DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

Abstract

L'objectif est de comparer le pouvoir d'influence des recommandations d'internautes et des contenus institutionnels sur Internet. Nous montrons que les internautes sont plus influents que les sources institutionnelles lorsqu'ils semblent proches psy-chologiquement. Pour les recommandations en ligne, la présence sociale est un plus fort levier de persuasion que l'expertise

Suggested Citation

  • Caroline Ardelet & Bérangère Brial, 2011. "Influence des recommandations d'internautes: le role de la presence sociale et de l'expertise," Post-Print hal-01258971, HAL.
    • Handle: RePEc:hal:journl:hal-01258971
    DOI: 10.1177/076737011102600303
    Note: View the original document on HAL open archive server: https://hal.science/hal-01258971v1
    as

    Download full text from publisher

    File URL: https://hal.science/hal-01258971v1/document
    Download Restriction: no
    File URL: https://libkey.io/10.1177/076737011102600303?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Bertrand Belvaux & Séverine Marteaux, 2007. "Les recommandations d'internautes comme source d'information. Quel impact sur les entrées des films au cinéma?," Post-Print hal-02054900, HAL.
    2. Price, Linda L. & Feick, Lawrence F. & Higie, Robin A., 1989. "Preference heterogeneity and coorientation as determinants of perceived informational influence," Journal of Business Research, Elsevier, vol. 19(3), pages 227-242, November.
    3. Yubo Chen & Jinhong Xie, 2008. "Online Consumer Review: Word-of-Mouth as a New Element of Marketing Communication Mix," Management Science, INFORMS, vol. 54(3), pages 477-491, March.
    4. Fabrice Larceneux, 2007. "Buzz et recommandation sur internet : quels effets sur le box office ?," Post-Print halshs-00660075, HAL.
    5. Kaplan, Andreas M. & Haenlein, Michael, 2010. "Users of the world, unite! The challenges and opportunities of Social Media," Business Horizons, Elsevier, vol. 53(1), pages 59-68, January.
    6. Brown, Jacqueline Johnson & Reingen, Peter H, 1987. "Social Ties and Word-of-Mouth Referral Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(3), pages 350-362, December.
    7. Ronald E. Rice, 1992. "Task Analyzability, Use of New Media, and Effectiveness: A Multi-Site Exploration of Media Richness," Organization Science, INFORMS, vol. 3(4), pages 475-500, November.
    8. Gefen, David & Straub, Detmar W., 2004. "Consumer trust in B2C e-Commerce and the importance of social presence: experiments in e-Products and e-Services," Omega, Elsevier, vol. 32(6), pages 407-424, December.
    9. Nanda Kumar & Izak Benbasat, 2006. "Research Note: The Influence of Recommendations and Consumer Reviews on Evaluations of Websites," Information Systems Research, INFORMS, vol. 17(4), pages 425-439, December.
    10. Janiszewski, Chris, 1988. "Preconscious Processing Effects: The Independence of Attitude Formation and Conscious Thought," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 199-209, September.
    11. Keller, Punam Anand & Block, Lauren G, 1997. "Vividness Effects: A Resource-Matching Perspective," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(3), pages 295-304, December.
    12. repec:dau:papers:123456789/8140 is not listed on IDEAS
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. André Le Roux & Thomas Stenger & Marinette Thébault, 2016. "Typologie Et Cartographie Des Medias Sociaux Sous L'Angle Des Usages Et Des Comportements De Consommateur," Post-Print halshs-02530203, HAL.
    2. Grégory Bressolles & A. Vignolles & Catherine Viot, 2015. "La présence sociale : quels effets sur la personnalité, la réputation et la confiance envers le site web ?," Post-Print hal-01991235, HAL.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Yucheng Zhang & Zhiling Wang & Lin Xiao & Lijun Wang & Pei Huang, 2023. "Discovering the evolution of online reviews: A bibliometric review," Electronic Markets, Springer;IIM University of St. Gallen, vol. 33(1), pages 1-22, December.
    2. Thomas Friedrich & Sebastian Schlauderer & Sven Overhage, 2021. "Some things are just better rich: how social commerce feature richness affects consumers’ buying intention via social factors," Electronic Markets, Springer;IIM University of St. Gallen, vol. 31(1), pages 159-180, March.
    3. Kick, Markus, 2015. "Social Media Research: A Narrative Review," EconStor Preprints 182506, ZBW - Leibniz Information Centre for Economics.
    4. Akbari, Morteza & Foroudi, Pantea & Zaman Fashami, Rahime & Mahavarpour, Nasrin & Khodayari, Maryam, 2022. "Let us talk about something: The evolution of e-WOM from the past to the future," Journal of Business Research, Elsevier, vol. 149(C), pages 663-689.
    5. Han, Sehee & Min, Jinyoung & Lee, Heeseok, 2016. "Building relationships within corporate SNS accounts through social presence formation," International Journal of Information Management, Elsevier, vol. 36(6), pages 945-962.
    6. Carmela Milano, 2015. "Democratization or else vulgarization of cultural capital? The role of social networks in theater’s audience behavior," Working Papers CEB 15-004, ULB -- Universite Libre de Bruxelles.
    7. Khim-Yong Goh & Cheng-Suang Heng & Zhijie Lin, 2013. "Social Media Brand Community and Consumer Behavior: Quantifying the Relative Impact of User- and Marketer-Generated Content," Information Systems Research, INFORMS, vol. 24(1), pages 88-107, March.
    8. Tajvidi, Mina & Richard, Marie-Odile & Wang, YiChuan & Hajli, Nick, 2020. "Brand co-creation through social commerce information sharing: The role of social media," Journal of Business Research, Elsevier, vol. 121(C), pages 476-486.
    9. Raed S. Algharabat & Nripendra P. Rana, 0. "Social Commerce in Emerging Markets and its Impact on Online Community Engagement," Information Systems Frontiers, Springer, vol. 0, pages 1-22.
    10. FATHIANPOUR Tina & SEN Cem & MERT Ibrahim Sani, 2024. "Improving The Word-Of-Mouth Effect On Social Media Sites And What Motivates Users To Share Content On Social Media Platforms," Management of Sustainable Development, Lucian Blaga University of Sibiu, Faculty of Economic Sciences, vol. 16(2), pages 120-141, December.
    11. Gary E Bolton & Claudia Loebbecke & Axel Ockenfels, 2007. "How Social Reputation Networks Interact with Competition in Anonymous Online Trading: An Experimental Study," Working Paper Series in Economics 32, University of Cologne, Department of Economics.
    12. Matej Kovač & Vesna Žabkar, 2020. "Do Social Media and E-Mail Engagement Impact Reputation and Trust-Driven Behavior?," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 32(1), pages 9-25.
    13. Mari, Alex & Mandelli, Andreina & Algesheimer, René, 2024. "Empathic voice assistants: Enhancing consumer responses in voice commerce," Journal of Business Research, Elsevier, vol. 175(C).
    14. Hossin Md Altab & Mu Yinping & Hosain Md Sajjad & Adasa Nkrumah Kofi Frimpong & Michelle Frempomaa Frempong & Stephen Sarfo Adu-Yeboah, 2022. "Understanding Online Consumer Textual Reviews and Rating: Review Length With Moderated Multiple Regression Analysis Approach," SAGE Open, , vol. 12(2), pages 21582440221, June.
    15. An, Myoung-a & Han, Sang-Lin, 2020. "Effects of experiential motivation and customer engagement on customer value creation: Analysis of psychological process in the experience-based retail environment," Journal of Business Research, Elsevier, vol. 120(C), pages 389-397.
    16. Mehran REZVANI & Seyed Hamid Khodadad HOSEINI & Mohammad Mehdi SAMADZADEH, 2012. "Investigating the Role of Word of Mouth on Consumer Based Brand Equity Creation in Iran’s Cell-Phone Market," Journal of Knowledge Management, Economics and Information Technology, ScientificPapers.org, vol. 2(1), pages 1-3, February.
    17. Mozas-Moral, Adoración & Bernal-Jurado, Enrique & Medina-Viruel, Miguel Jesús & Fernández-Uclés, Domingo, 2016. "Factors for success in online social networks: An fsQCA approach," Journal of Business Research, Elsevier, vol. 69(11), pages 5261-5264.
    18. Roma, Paolo & Aloini, Davide, 2019. "How does brand-related user-generated content differ across social media? Evidence reloaded," Journal of Business Research, Elsevier, vol. 96(C), pages 322-339.
    19. Alex Mari & Andreina Mandelli & René Algesheimer, 2023. "Shopping with Voice Assistants: How Empathy Affects Individual and Family Decision-Making Outcomes," Working Papers 399, University of Zurich, Department of Business Administration (IBW).
    20. Eun-Ho Kim & Dongho Yoo & Sun-Jae Doh, 2021. "Self-construal on brand fan pages: the mediating effect of para-social interaction and consumer engagement on brand loyalty," Journal of Brand Management, Palgrave Macmillan, vol. 28(3), pages 254-271, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-01258971. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.