A dyadic study of interpersonal information search |
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Authors: | Mary C Gilly John L Graham Mary Finley Wolfinbarger Laura J Yale |
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Institution: | (1) University of California, Irvine;(2) California State University, Long Beach;(3) Fort Lewis College, Durango, USA |
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Abstract: | Although interpersonal word-of-mouth communication, by definition, takes place between two people, rarely has the phenomenon
of word of mouth been studied using both members of the dyad. Building on the literature, this article offers a model of active
interpersonal information search that is tested by using a method in which information seeker and source perceptions were
obtained. Source characteristics were important determinants of interpersonal influence, but seeker characteristics also played
an important role. Interestingly, it proved useful to distinguish between demographic and attitudinal homophily of seeker
and source as the former was inversely and the latter directly related to interpersonal influence.
Mary C. Gilly is an associate professor in the Graduate School of Management and associate dean of Graduate Studies at the University of
California, Irvine. Her Ph.D. is in marketing from the University of Houston. Her research interests include the unintended
effects of marketing actions, such as the effects of advertising on employees. She also has interests in services marketing,
such as customer service, including consumer complaint handling, and cross-cultural service encounters. Her work has been
published in theJournal of Marketing, theJournal of Consumer Research, theJournal of Business Research, and other academic journals.
John L. Graham is a professor in the Graduate School of Management at the University of California, Irvine. His Ph.D. is in marketing from
the University of California, Berkeley. His primary research interests regard international marketing, international business
negotiations, and structural equations modeling. His work has been published in theJournal of Marketing, theJournal of Consumer Research, Marketing Science, theJournal of International Business Studies, Management Science, and other academic journals.
Mary Finley Wolfinbarger is an associate professor at California State University, Long Beach and is doing research on the topics of internal marketing
and gift giving. She teaches Marketing Principles and Marketing Research. She received her Ph.D. in marketing from the University
of California, Irvine. Her work has appeared in theJournal of Marketing and other academic journals.
Laura J. Yale came to Fort Lewis College in 1991. She holds degrees in Hotel, Restaurant, and Travel Administration from the University
of Massachusetts, Amherst, and received her Ph.D. from the University of California, Irvine. She teaches a variety of courses
in Marketing and Travel and Tourism Administration, including Marketing Research, International Marketing and Services. Her
industry experience and most of her research interest are in the services sector, particularly the tourism industry. She is
on sabbatical leave this academic year, writing an introductory textbook on the tourism industry. She will return to teaching
in September 1998. |
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