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Source Salience and the Persuasiveness of Peer Recommendations: The Mediating Role of Social Trust

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Persuasive Technology (PERSUASIVE 2007)

Part of the book series: Lecture Notes in Computer Science ((LNISA,volume 4744))

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Abstract

A lack of trust and face-to-face interaction prevents many people from purchasing online. Relevant research aimed at overcoming such problems is often based on the assumption that providing social information increases trust. These studies, however, have yielded inconsistent results, arguably because trust is usually treated as a unidimensional concept. This study targets the influence of social information on trust by taking account of the multidimensional nature of trust. Peer recommendations in product judgment tasks were hypothesized to affect consumers’ product attitudes via social trust, rather than competence, if peer images are available and uncertainty associated with products is high. Results indeed support mediation by social trust, but only for experience products.

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Yvonne de Kort Wijnand IJsselsteijn Cees Midden Berry Eggen B. J. Fogg

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de Vries, P., Pruyn, A. (2007). Source Salience and the Persuasiveness of Peer Recommendations: The Mediating Role of Social Trust. In: de Kort, Y., IJsselsteijn, W., Midden, C., Eggen, B., Fogg, B.J. (eds) Persuasive Technology. PERSUASIVE 2007. Lecture Notes in Computer Science, vol 4744. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-77006-0_22

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  • DOI: https://doi.org/10.1007/978-3-540-77006-0_22

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-540-77005-3

  • Online ISBN: 978-3-540-77006-0

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