Leveraging online selling through social media influencers

Detalhes bibliográficos
Autor(a) principal: Shuqair, Saleh
Data de Publicação: 2023
Outros Autores: Filieri, Raffaele, Viglia, Giampaolo, Mattila, Anna S., Pinto, Diego Costa
Tipo de documento: Artigo
Idioma: eng
Título da fonte: Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)
Texto Completo: http://hdl.handle.net/10362/160195
Resumo: Shuqair, S., Filieri, R., Viglia, G., Mattila, A. S., & Pinto, D. C. (2024). Leveraging online selling through social media influencers. Journal of Business Research, 171(January), 1-10. [114391]. https://doi.org/10.1016/j.jbusres.2023.114391 --- %ABS3%
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spelling Leveraging online selling through social media influencersEmotional contagionFacial expressionHedonic/utilitarian endorsementPurchase intentsSocial media influencersMarketingSDG 8 - Decent Work and Economic GrowthShuqair, S., Filieri, R., Viglia, G., Mattila, A. S., & Pinto, D. C. (2024). Leveraging online selling through social media influencers. Journal of Business Research, 171(January), 1-10. [114391]. https://doi.org/10.1016/j.jbusres.2023.114391 --- %ABS3%While prior research suggests that facial expression influences consumer behavior, it remains unclear under which conditions specific emotional expressions on social media drive sales performance and customer engagement. Drawing on the facial feedback hypothesis and the emotional congruence framework, two pre-registered experimental studies (N = 995) demonstrate that the fit between facial expressions (broad vs. slight smile) and endorsement type (hedonic vs. utilitarian) influence engagement and consumers’ purchase intents. Findings indicate that broad (vs. slight) smiles are more likely to enhance consumer responses when paired with hedonic endorsements driven by emotional contagion. Conversely, slight smiles are equally suited for both types of endorsements and do not foster emotional contagion. The findings offer actionable insights for maximizing consumer engagement and purchase intents within social media marketing efforts.Information Management Research Center (MagIC) - NOVA Information Management SchoolNOVA Information Management School (NOVA IMS)RUNShuqair, SalehFilieri, RaffaeleViglia, GiampaoloMattila, Anna S.Pinto, Diego Costa2023-11-20T22:10:47Z2024-01-012024-01-01T00:00:00Zinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/article10application/pdfhttp://hdl.handle.net/10362/160195eng0148-2963PURE: 75493469https://doi.org/10.1016/j.jbusres.2023.114391info:eu-repo/semantics/openAccessreponame:Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)instname:FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologiainstacron:RCAAP2024-12-30T01:34:19Zoai:run.unl.pt:10362/160195Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireinfo@rcaap.ptopendoar:https://opendoar.ac.uk/repository/71602025-05-28T17:46:33.578515Repositórios Científicos de Acesso Aberto de Portugal (RCAAP) - FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologiafalse
dc.title.none.fl_str_mv Leveraging online selling through social media influencers
title Leveraging online selling through social media influencers
spellingShingle Leveraging online selling through social media influencers
Shuqair, Saleh
Emotional contagion
Facial expression
Hedonic/utilitarian endorsement
Purchase intents
Social media influencers
Marketing
SDG 8 - Decent Work and Economic Growth
title_short Leveraging online selling through social media influencers
title_full Leveraging online selling through social media influencers
title_fullStr Leveraging online selling through social media influencers
title_full_unstemmed Leveraging online selling through social media influencers
title_sort Leveraging online selling through social media influencers
author Shuqair, Saleh
author_facet Shuqair, Saleh
Filieri, Raffaele
Viglia, Giampaolo
Mattila, Anna S.
Pinto, Diego Costa
author_role author
author2 Filieri, Raffaele
Viglia, Giampaolo
Mattila, Anna S.
Pinto, Diego Costa
author2_role author
author
author
author
dc.contributor.none.fl_str_mv Information Management Research Center (MagIC) - NOVA Information Management School
NOVA Information Management School (NOVA IMS)
RUN
dc.contributor.author.fl_str_mv Shuqair, Saleh
Filieri, Raffaele
Viglia, Giampaolo
Mattila, Anna S.
Pinto, Diego Costa
dc.subject.por.fl_str_mv Emotional contagion
Facial expression
Hedonic/utilitarian endorsement
Purchase intents
Social media influencers
Marketing
SDG 8 - Decent Work and Economic Growth
topic Emotional contagion
Facial expression
Hedonic/utilitarian endorsement
Purchase intents
Social media influencers
Marketing
SDG 8 - Decent Work and Economic Growth
description Shuqair, S., Filieri, R., Viglia, G., Mattila, A. S., & Pinto, D. C. (2024). Leveraging online selling through social media influencers. Journal of Business Research, 171(January), 1-10. [114391]. https://doi.org/10.1016/j.jbusres.2023.114391 --- %ABS3%
publishDate 2023
dc.date.none.fl_str_mv 2023-11-20T22:10:47Z
2024-01-01
2024-01-01T00:00:00Z
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://hdl.handle.net/10362/160195
url http://hdl.handle.net/10362/160195
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv 0148-2963
PURE: 75493469
https://doi.org/10.1016/j.jbusres.2023.114391
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
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application/pdf
dc.source.none.fl_str_mv reponame:Repositórios Científicos de Acesso Aberto de Portugal (RCAAP)
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instname_str FCCN, serviços digitais da FCT – Fundação para a Ciência e a Tecnologia
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