Ru-Jing Hou, Sheng-Hao Han, Yu-Dong Zhang, Chu-Bing Zhang and Kun Wang
The biggest obstacle to the sustainable development of online brand communities is social loafing. Based on 3M Hierarchical Model of Personality, this paper aims to discuss the…
Abstract
Purpose
The biggest obstacle to the sustainable development of online brand communities is social loafing. Based on 3M Hierarchical Model of Personality, this paper aims to discuss the influence of the Big Five on social loafing in online brand communities, and consider the mediating role of dehumanization from the perspective of moral disengagement theory, so as to alleviate social loafing and promote the sustainable development of online brand communities.
Design/methodology/approach
The data were collected utilizing the online self-report questionnaires. Community members of mobile phone brands represented by HUAWEI and Xiaomi completed the questionnaire sets. Based on the responses of 214 participants, a structural equation modeling was applied to examine the relationship between Big Five on social loafing in online brand communities. Later, bootstrap analysis was used to further explore the indirect effect of dehumanization.
Findings
Only two personality traits, neuroticism and extroversion, have direct effect on social loafing, while agreeableness, conscientiousness and openness not. However, all the Big Five personality traits can indirectly influence social loafing through dehumanization.
Originality/value
This study introduces the concept of social loafing into online brand communities, and analyzes social loafing from the unique research perspective of moral disengagement theory, which can not only contribute to the development of moral disengagement theory and social loafing theory but also provide guiding points for relieving social loafing in online brand communities.
Details
Keywords
In the digital era, business-to-business (B2B) salespersons are encouraged to communicate with buyers on social media platforms and shape customer loyalty. However, the effect of…
Abstract
Purpose
In the digital era, business-to-business (B2B) salespersons are encouraged to communicate with buyers on social media platforms and shape customer loyalty. However, the effect of social media usage and its mechanism remain unexplored. The purpose of this paper is to investigate how salespersons’ social media usage influences B2B buyers’ trust beliefs and purchase risk, and therefore, customer loyalty.
Design/methodology/approach
The authors conduct an online-survey, use partial least squares structural equation modeling to analyze the data, and adopt SPSS PROCESS macro 2.13 to test mediation effects.
Findings
Salespersons’ social media usage can enhance buyers’ trust beliefs on salespersons’ ability, integrity and benevolence, but only the latter two can improve customer loyalty. Social media usage does not directly affect purchase risk, and only benevolence can reduce purchase risk. Serial mediation models reveal that the effect of social media usage on customer loyalty is mediated by buyers’ trust beliefs on salespersons’ integrity/benevolence and purchase risk.
Originality/value
First, the authors confirm the effect of social media usage on customer loyalty in B2B context and refute the fallacy of social media uselessness in B2B practices. Second, the research shows that buyers’ trusting beliefs on salesperson’s ability and integrity do not significantly influence perceived risk. The finding is different from the stereotypical judgment in B2C scenarios. Third, the authors distinguish differently weighted influences of buyers’ trusting beliefs on salesperson’s ability, integrity and benevolence, and highlight the role of salespersons’ altruism attributes in shaping customer loyalty.