• Journal of Distribution Science
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• v.20 no.11
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• pp.61-69
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• 2022

Purpose: Technological developments make the business competition even tighter. Digitalization makes it easier for business people in their efforts to encourage the formation of consumer buying behavior because of the availability of effective and efficient means of delivering information to be used to make purchasing decisions. The purpose of this study was to determine the effect of E-Wom and Website Attractiveness on E-Trust and Purchase Decision of online sales on Instagram with innovation acting as a moderating variable. Research design, data and methodology: This research sample is 170 Instagram users who have made online purchases from the local fashion brand. This research is quantitative explanative with data collection using questionnaires and analysis techniques using the Structural Equation Modeling (SEM) approach using AMOS. Results: The results showed that E-wom had a significant positive effect on Purchase decisions. Web Attractiveness has no significant effect on Purchase Decision. Ewom has a significant positive effect on E-trust. Web Attractiveness has a significant positive effect on E-trust. E-Trust has no significant effect on purchase decisions. Conclusions: Innovation can moderate the effect of E-trust on Purchase decisions. Purchase Decisions can be influenced by E-wom and E-trust, but not Web Attractiveness.

• The Journal of Economics, Marketing and Management
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• v.11 no.5
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• pp.29-44
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• 2023

Purpose: This study analyzed the effect of the perceived value of the OTT platform on consumers' technology acceptance, continuous use intention, and WOM using the Expanded TAM. Research design, data and methodology: A survey was conducted targeting OTT platform users in their 20s to 40s nationwide from August 10 to 16, 2022, and a total of 208 people were used in the final analysis. To verify the research model, frequency analysis, CFA, and SEM analysis were performed using SPSS and AMOS. Results: First, the perceived value of the OTT platform was found to have a positive effect on consumers' technology acceptance (perceived usefulness, perceived ease of use, and perceived enjoyment). Second, the perceived ease of use of OTT platform consumers was found to have a positive effect on perceived usefulness and perceived enjoyment. Third, it was found that the perceived usefulness and perceived enjoyment of OTT platform consumers had a positive effect on the continuous use intention, and WOM. Fourth, it was found that the continuous use intention the OTT platform had a positive effect on the WOM. Conclusions: Word of mouth and continuous use of existing customers are important for OTT platform companies to retain existing customers and secure new customers. Through the perceived value of the OTT platform, efforts should be made to provide various contents that consumers can enjoy along with usefulness and convenience of functions.

• Knowledge Management Research
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• v.12 no.5
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• pp.1-10
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• 2011

Forming a network, through Social Network Services (SNS), among a group of people who share the same hobby or interests could increase the information sharing among the members at an exponential rate. Moreover, SNS users' behavior extends beyond the traditional introverted consumption behavior to a proactive behavior by owning or actively sharing product information. For firms, such proactive consumer behavior translates into marketing effects such as the word of mouth (WOM) effect. Therefore, SNSs are accepted not only as a communications channel between firms and consumers but also as marketing channel, suggesting the possibility of a new revenue source. In this context, we will explore into the factors of SNS contents which conserve firms' image and product information, and effects of the factors on consumer attitude and WOM.

• Journal of Information Technology Services
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• v.11 no.3
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• pp.227-240
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• 2012

Given the prevalence of internet and web 2.0, SNS(Social Network Service) market is growing rapidly. IT providers which focused marketing point on network hub have become to disseminate SNS mainly now. Many users are using the various functions of SNS to communicate each other or share the information. At this point, identifying the influencing factors to WOM(Word-Of-Mouth) of SNS is very important. In this paper, we aim to examine the effects of perceived variables on the WOM of SNS. In order to analyze the antecedents, we selected perceived factors such as perceived usefulness, perceived easiness, perceived enjoyment and perceived crowd. For statistical analysis, we surveyed real users of SNS. As a result, all antecedents of WOM showed significant influence and among the variables the perceived enjoyment has top standardized coefficient. In addition, perceived crowd has significant on perceived easiness, perceived enjoyment but not on perceived usefulness. The result of this research can be useful guidelines to increase SNS Market.

• International Journal of Contents
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• v.8 no.3
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• pp.71-78
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• 2012

The emergence of the Internet has provided a new outlet for consumers who experience service failure from products and services, augmenting the traditional options of entry, voice and action. Consumers' negative word of mouth through online (word-of-mouse or eWOM) far exceeds traditional word of mouth (WOM) in respect of its potential effectiveness, speed and spread. This paper tries to figure out the service failure themes in the health care industry by analyzing online word-of-mouse using the critical incidents technique (CIT). Complaint themes in the area of healthcare are identified and analyzed. The results identify that major complaint theme differed according to the site type. Also, the findings indicate that delivery and customer services are critical issues when consumer makes negative WOM.

• 한국벤처창업학회:학술대회논문집
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• 2022.04a
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• pp.135-139
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• 2022

현재 COVID-19 전염병으로 인해 전 세계적으로 오프라인 상점 대신 소비자는 전자 상거래를 선호하는 추세이다. 이에 실시간 상호작용과 상거래의 통합인 '라이브 커머스'가 각광받고 있다. 국내 라이브 커머스 시장규모가 2023년에는 10조원이 넘어설 것이라는 전망에 비하여 연구가 현저히 적은 실정이다. 이에 본 연구에선 라이브커머스의 가치와 소비자의 동기가 적극적인 소비자 행동인 E-WOM 의도를 어떻게 예측하는지 살펴보았다. 라이브 커머스의 가치로는 쾌락적가치, 실용적가치, 상징적가치와 감정적가치로 분류하였다. 또한 수단-목적사슬 이론 및 이용과 충족 이론을 적용하여 설명하였다. 종속변수인 E-WOM 의도와에 사이에서 라이브커머스의 주역할을 하는 판매자를 매개변수로 설정하였다. 이때 판매자의 상호작용성과 신뢰도로 구분짓고 연구를 설정하였다. 그리고 지각된 위험성을 조절변수로 활용하여 지각된 가치들과 판매자의 사이에서 영향이 있는지 살펴보였다. 본 연구의 설문 응답 대상은 네이버 라이브 커머스 이용 대상자 410명을 대상으로 진행하였다.

• Journal of Distribution Science
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• v.18 no.4
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• pp.61-72
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• 2020

Purpose: Usage of leisure-sport social media would lengthen and strengthen the effects of positive event experiences on WOM behavior. This study is to examine the extent to which leisure sport social media use has the moderating potential to enhance the direction of the relationship between post-event emotions and event WOM behavior. Research design, data and methodology: A running event located in a major metropolitan area in the southeastern United States was selected. Participants of the running events completed the survey. Descriptive analysis and correlations between primary variables of interest were conducted. To examine interactions within the context of moderated regression, a hierarchical regression analysis was employed. Results: The results confirmed direct effects of a sense of achievement and event satisfaction on event WOM intention, supporting H 1 and H2. In specific, result revealed that the amount of time spending on social media for running content moderated the effect of a sense of achievement on event WOM intention, supporting H3, however, H4 was rejected. Conclusions: There are managerial implications of these results, particularly which pertain to how organizers may be able to use perceived benefits (i.e., a sense of achievement and satisfaction) and social media to increase positive WOM intention.

• The Journal of the Korea Contents Association
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• v.10 no.7
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• pp.344-354
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• 2010

The primary purpose of this study is to examine the effects of customer satisfaction and switching barrier on customer retention and intention of WOM in insurance services. Based on relevant literature reviews, this study posits three switching barrier characteristics, that is, switching costs, attractiveness of alternatives and interpersonal relationship as key determinants of customer retention and intention of WOM. And then we structured a research model and hypotheses about relationship between these variables. A total 230 usable survey responses of life insurance service users have been employed in the analysis. The major findings from the data analyses are as follows. Firstly, customer satisfaction had a positive influence upon customer retention and intention of WOM. Secondly, two switching barrier characteristics of switching costs and interpersonal relationship had a positive influence upon customer retention. Lastly, customer retention had very significantly related to intention of WOM in insurance services. From this study, we expect to suggest practical and managerial implications to insurance service providers.

• Journal of the Korean Society of Clothing and Textiles
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• v.41 no.5
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• pp.809-824
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• 2017

Interest in and use of social media as a communication channel are consistently evolving; in addition therefore, corporate social responsibility (CSR) activities have been often conducted on online channels such as social media due to the advantages offered by the rapid spread of information. Consumers can be persuaded differently and their cognition can be influenced depending on who delivers what message. This study examines the influence of information source characteristics on eWOM acceptance of CSR messages and attitudes toward a company. This study compares cases: when a company sends their CSR message versus when an individual (i.e., consumer's acquaintance) sends the company's CSR message. A total of 320 respondents were presented with online stimuli and responded to the questionnaire to identify this phenomenon. Vegan fashion (which refers to products made from raw materials without animal cruelty) was used as stimuli in this study because it is a representative example of CSR activities. As a result, when consumers are exposed to CSR messages online, perceived expertise, trustworthiness and attractiveness of information source affect consumer's electronic word-of-mouth (eWOM) acceptance and attitude toward a company. However, only trustworthiness influences eWOM acceptance in cases of a corporation information source. This study confirms the differences in eWOM acceptance and in attitudes to the company depending on to whom the messages were sent and with what content.

• The Journal of Information Systems
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• v.27 no.2
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• pp.29-52
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• 2018

Purpose As the number of SNS users increases, the importance of SNS advertisement is also increasing. Thus, the purpose of this study is to analyze the effect of factors on effectiveness of SNS advertising, and expand research on users' attitude and behavior intention toward SNS advertising. Design/methodology/approach This study was designed to examine the structural relationships among SNS service attribute, users' cognitive characters, psychological factors, users' attitude and behavior intention toward SNS advertising. Concretely, SNS service attribute was presented as online interactivity, and users' cognitive characters were presented as perceived relevance and perceived intrusiveness. In addition, psychological factors were presented as presence experience and message credibility, users' attitude toward SNS advertising was presented as advertisement attitude and users' behavior intention was presented as WOM. Findings The results showed that online interactivity has a positive effect on presence experience and message credibility, but perceived intrusiveness has a negative effect on presence experience and message credibility. Perceived relevance has a positive effect on presence experience, but does not have significant effect on message credibility. Presence experience and message credibility have positive effects on advertisement attitude and WOM, and advertisement attitude also has a positive effect on WOM. Based on the results from this study, academic and practical implications can be drawn. First, the study extended the scope of research about SNS advertising through focusing on SNS service attribute and SNS users' cognitive characters and identified the relationship between presence experience, message credibility, advertisement attitude and WOM. Second, the results of this research can provide practical guidelines to develop effective advertising strategies for companies which promoting SNS as a marketing tool.