Identifying the factors that influence eWOM in SNSs: the case of Chile

ABSTRACT

The factors that influence electronic word-of-mouth (eWOM) in social networking sites (SNSs) in Latin American countries still need to be understood. This paper looks at factors included by prior research, as well as two new factors that have the power to influence eWOM in SNSs in the region. The study is conducted in Chile, a country which already has high Internet and SNSs penetration rates and Hofstede's scores close to the average for Latin America. The results show that tie strength, normative influence, informational influence, self-presentation, and voluntary self-disclosure are all positively directly associated with eWOM in SNSs. The results also show that homophily exerts a positive indirect influence on eWOM through the mediators of tie strength, normative influence, informational influence, and self-presentation. Additionally, the results show that trust exerts a positive indirect influence on eWOM through the mediators of tie strength, normative influence, and voluntary self-disclosure.