The effects of social- and self-motives on the intentions to share positive and negative word of mouth
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Referral behavior of innovative offerings helps consumers present themselves favorably, fulfilling their self-enhancement needs.
“As viable tools for public self-enhancement (Alexandrov et al. 2013; Wojnicki and Godes 2008), referral behavior of innovative offerings helps consumers present themselves favorably, fulfilling their self-enhancement needs.”
From Unintended reward costs: the effectiveness of customer referral reward programs for innovative products and services (2019) · cites this paper as Alexandrov et al. 2013
In the pretest, participants in the more innovative condition expressed greater expected satisfaction of self-enhancement needs than participants in the less innovative condition (M = 4.02 vs. 2.96, t(55) = -2.59, p < .05).
“They also expressed greater expected satisfaction of self-enhancement needs than participants in the less innovative condition ( M moreinnovative = 4.02; M lessinnovative = 2.96; t (55) = -2.59, p < .05) on a three-item scale from Alexandrov et al. (2013).”
From Unintended reward costs: the effectiveness of customer referral reward programs for innovative products and services (2019) · cites this paper as Alexandrov et al. (2013)
In Study 2 pretest, participants in the more innovative condition expected greater satisfaction of self-enhancement needs than participants in the less innovative condition (M = 5.53 vs. 4.43; t(49) = -5.74, p < .001).
“and expected greater satisfaction of self-enhancement needs ( M moreinnovative = 5.53; M lessinnovative = 4.43; t (49) = -5.74, p < .001) on a three-item scale from Alexandrov et al. (2013) than participants in the less innovative condition.”
From Unintended reward costs: the effectiveness of customer referral reward programs for innovative products and services (2019) · cites this paper as Alexandrov et al. 2013
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- Authors
- Alexandrov, A., Lilly, B., & Babakus, E.
- Affiliations
- University of Wisconsin–Oshkosh (US)
- University of Memphis (US)
- Corresponding author
- Alexandrov, Aliosha
- Venue
- Journal of the Academy of Marketing Science
- Published
- 2013-01-05
- Volume
- 41
- Issue
- 5
- Pages
- 531-546
- ISSN
- 0092-0703 (ISSN-L)
- 1552-7824
- OpenAlex
- W2073774300
- Cited by
- 448
- References
- 113
- Citations by year
- 2026: 27 · 2025: 44 · 2024: 39 · 2023: 42 · 2022: 40 · 2021: 49 · 2020: 39 · 2019: 41 · 2018: 32 · 2017: 33 · 2016: 19 · 2015: 31 · 2014: 10 · 2013: 1
- FWCI
- 62.98
- Type
- journal article
- Language
- en
- Open access
- closed
- Licence
- www.springer.com/tdm (tdm)
- Locations
- Journal of the Academy of Marketing Science (publishedVersion)
- Topics
- Social Sciences › Sociology and Political Science › Digital Marketing and Social Media
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Social Sciences › Business, Management and Accounting › Marketing › Marketing and Advertising Strategies
- Keywords
- word of mouth, social motives, self-enhancement, self-affirmation, social comparison, social bonding, positive word of mouth, negative word-of-mouth, social interaction, consumer motivation
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Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
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