What Motivates People to Purchase Digital Items on Virtual Community Websites? The Desire for Online Self-Presentation

References

• Ahuja M., Galvin J. Socialization in virtual groups. J. Management (2003) 29(2):161–185Crossref, Google Scholar
• Anderson J. C., Gerbing D. W. Structural equation modeling in practice: A review and recommended two-step approach. Psych. Bull. (1988) 103(3):411–324Crossref, Google Scholar
• Bandura A., Bandura A. Exercise of personal and collective efficacy in changing societies. Self-Efficacy in Changing Societies (1995) (Cambridge University Press, Cambridge, UK) 1–45Crossref, Google Scholar
• Bandura A. Social cognitive theory: An agentic perspective. Ann. Rev. Psych. (2001) 52(1):1–26Crossref, Google Scholar
• Bateman P. J., Gray P. J., Butler B. S. The impact of community commitment on participation in online communities. Inform. Systems Res. (2010) . ePub ahead of print January 27, http://isr.journal.informs.org/content/early/2010/01/27/isre.1090.0265.abstractGoogle Scholar
• Bieber M., Engelbart D., Furuta R., Hiltz S. R., Noll J., Preece J., Stohr E. A., Turoff M., Walle B. Toward virtual community knowledge evolution. J. MIS (2002) 18(4):11–35Google Scholar
• Blanchard A. L., Markus M. L. The experienced “sense” of a virtual community: Characteristics and processes. The DATA BASE Adv. Inform. Systems (2004) 35(1):64–71Crossref, Google Scholar
• Brown S. P., Leigh T. W. A new look at psychological climate and its relationship to job involvement, effort, and performance. J. App. Psych. (1996) 81(4):358–368Crossref, Google Scholar
• Canary D., Cody M., Manusov V.Interpersonal Communication: A Goals-Based Approach (2003) (Bedford/St. Martin's, Boston) Google Scholar
• Chin W. W., Marcolin B. L., Newsted P. R. A partial least square latent variable modeling approach for measuring interaction effects: Results from a Monte Carlo simulation study and an electronic-mail emotion/adoption study. Inform. Systems Res. (2003) 14(2):189–217Link, Google Scholar
• Compeau D. R., Higgins C. A. Application of social cognitive theory to training for computer skills. Inform. Systems Res. (1995) 6(2):118–143Link, Google Scholar
• Compeau D., Higgins C. A., Huff S. Social cognitive theory and individual reactions to computing technology: A longitudinal study. MIS Quart. (1999) 23(2):145–158Crossref, Google Scholar
• DeVellis R. F.Scale Development: Theory and Applications (2003) 2nd ed.(Sage Publications, Thousand Oaks, CA) Google Scholar
• Dholakia U. M., Bagozzi R. P., Godar S., Ferris S. Motivational antecedents, constituents, and consequences of virtual community identity. Virtual and Collaborative Teams: Process, Technologies, and Practice (2004) (Idea Group, Hershey, PA) 252–267Crossref, Google Scholar
• Dick R. Identification in organizational contexts: Linking theory and research from social and organizational psychology. Internat. J. Management Rev. (2001) 3(4):265–283Crossref, Google Scholar
• Dodds W. B., Monroe K. B., Grewal D. Effects of price, brand and store information on buyers' product evaluations. J. Marketing Res. (1991) 28(3):307–319Crossref, Google Scholar
• Donath J. S., Kollock P., Smith M. Identity and deception in the virtual community. Communities in Cyberspace (1998) (Routledge, London) 3–4Google Scholar
• Döring N. Personal home pages on the Web: A review of research. J. Computer-Mediated Comm. (2002) 7(3). http://jcmc.indiana.edu/vol7/issue3/doering.htmlCrossref, Google Scholar
• Dukerich J. M., Golden B. R., Shortell S. M. Beauty in the eye of the beholder: The impact of organizational identification, identity, and image on the cooperative behaviors of physicians. Admin. Sci. Quart. (2002) 47(4):507–533Crossref, Google Scholar
• Ellemers N., Spears R., Doosje B. Sticking together or falling apart: Ingroup identification as a psychological determinant of group commitment versus individual mobility. J. Personal Soc. Psych. (1997) 72(3):617–626Crossref, Google Scholar
• Falk R. F., Miller N. B.A Primer for Soft Modeling (1992) (University of Akron Press, Akron, OH) Google Scholar
• Fornell C., Larcker D. Evaluating structural equation models with unobservable variables and measurement error. J. Marketing Res. (1981) 18(1):39–50Crossref, Google Scholar
• Gefen D., Straub D. W., Boudreau M. Structural equation modeling and regression: Guidelines for research practice. Comm. AIS (2000) 4(7):2–76Google Scholar
• Goffman E.The Presentation of Self in Everyday Life (1959) (Doubleday, New York) Google Scholar
• Gu B., Konana P., Rajagopalan B., Chen H. M. Competition among virtual communities and user valuation: The case of investing-related communities. Inform. Systems Res. (2007) 18(1):68–85Link, Google Scholar
• Gupta S., Kim H.-W. Developing the commitment to virtual community: The balanced effects of cognition and affect. Inform. Resource Management J. (2007) 20(1):28–45Crossref, Google Scholar
• Gupta S., Kim H.-W. Value-driven Internet shopping: The mental accounting theory perspective. Psych. Marketing (2010) 27(1):13–35Crossref, Google Scholar
• Hitlin S. Values as the core of personal identity: Drawing links between two theories of the self. Soc. Psych. Quart. (2003) 66(2):118–137Crossref, Google Scholar
• Hogg M. A., Burke P. J. Social identity theory. Contemporary Social Psychological Theories (2006) (Stanford Social Sciences, Stanford, CA) 111–136Google Scholar
• Hogg M. A., Terry D. J. Social identity and self-categorization processes in organizational contexts. Acad. Management Rev. (2000) 25(1):121–140Crossref, Google Scholar
• Huffaker D. A., Calvert S. L. Gender, identity and language use in teenage blogs. J. Computer-Mediated Comm. (2005) 10(2). http://jcmc.indiana.edu/vol10/issue2/huffaker.htmlCrossref, Google Scholar
• Jacobson D. Impression formation in cyberspace: Online expectations and offline experiences in text-based virtual communities. J. Computer-Mediated Comm. (1999) 5(1). http://jcmc.indiana.edu/vol5/issue1/jacobson.htmlCrossref, Google Scholar
• Jöreskog K. G., Sörbom D.LISREL 7: A Guide to the Program and Applications (1989) 2nd ed.(SPSS Inc., Chicago) Google Scholar
• Kamau C., Harorimana D. Strategising impression management in corporations: Cultural knowledge as capital. Cultural Implications of Knowledge Sharing, Management and Transfer: Identifying Competitive Advantage (2009) (IGI Global, Hershey, PA) 60–83Crossref, Google Scholar
• Kanfer R., Dunnetter M. D., Hough L. M. Motivation theory and industrial and organizational psychology. Handbook of Industrial and Organizational Psychology (1991) (Consulting Psychologist Press, Palo Alto, CA) 75–170Google Scholar
• Kankanhalli A., Tan B. C. Y., Wei K. K. Understanding seeking from electronic knowledge repositories: An empirical study. J. Amer. Soc. Inform. Sci. Tech. (2005) 56(11):1156–1166Crossref, Google Scholar
• Kelman H. C., Tedeschi J. T. Further thoughts on the processes of compliance, identification and internalization. Perspectives on Social Power (1974) (Aldine, Chicago) 126–171Google Scholar
• Kelman H. C. Interests, relationships, identities: Three central issues for individuals and groups in negotiating their social environment. Ann. Rev. Psych. (2006) 57(1):1–26Crossref, Google Scholar
• Kim H.-W., Zheng J. R., Gupta S. Examining knowledge contribution from the perspective of an online identity in blogging communities. Comput. Human Behav. (2011) 27(5):1760–1770Crossref, Google Scholar
• Koh J., Kim Y. G., Butler B., Bock G. W. Encouraging participation in virtual communities. Comm. ACM (2007) 50(2):68–73Crossref, Google Scholar
• Kyle G., Graefer A., Manning E., Bacon J. Predictors of behavioural loyalty among hikers along the Appalachian trail. Leisure Sci. (2004) 16(1):99–118Crossref, Google Scholar
• Latham G. P., Pinder C. C. Work motivation theory and research at the dawn of the twenty-first century. Ann. Rev. Psych. (2005) 56(1):485–516Crossref, Google Scholar
• Leary M. R.Self-Presentation: Impression Management and Interpersonal Behavior (1996) (Westview Press, Madison, WI) Google Scholar
• Leimeister J., Krcmar H. Revisiting the virtual community business model. AMCIS 2004 Proc. (2004) New York:2716–2726Google Scholar
• Liang H., Saraf N., Hu Q., Xue Y. Assimilation of enterprise systems: The effect of instrumental pressures and the mediating role of top management. MIS Quart. (2007) 31(1):59–87Crossref, Google Scholar
• Ma M., Agarwal R. Through a glass darkly: Information technology design, identity verification, and knowledge contribution in online communities. Inform. Systems Res. (2007) 18(1):42–67Link, Google Scholar
• Malhotra N. K., Kim S., Patil A. Common method variance in IS research: A comparison of alternative approaches and a reanalysis of past research. Management Sci. (2006) 52(12):1865–1883Link, Google Scholar
• Maslow A. H., Natemeyer W. E., McMahon J. T. A theory of human motivation. Classics of Organizational Behavior (2001) (Waveland Press, Long Grove, IL) 55–72Google Scholar
• Mitchell T. Motivation: New directions for theory research and practice. Acad. Management Rev (1982) 7(1):80–88Crossref, Google Scholar
• Owens T. J., DeLamater J. D. Self and identity. Handbook of Social Psychology (2006) (Kluwer/Plenum, New York) 205–232Crossref, Google Scholar
• Phang C. W., Kankanhalli A., Sabherwal R. Usability and sociability in electronic communities: A comparative study of knowledge seekers and contributors. J. AIS (2009) 10(10):721–747Google Scholar
• Pinder C. C.Work Motivation in Organizational Behavior (1998) (Prentice Hall, Upper Saddle River, NJ) Google Scholar
• Relich J. D., Debus R. L., Walker R. The mediating role of attribution and self-efficacy variables for treatment effects on achievement outcomes. Contemporary Educational Psych. (1986) 11(3):195–216Crossref, Google Scholar
• Ren Y., Kraut R., Kiesler S. Applying common identity and bond theory to design of online communities. Organ. Stud. (2007) 28(3):377–408Crossref, Google Scholar
• Ruyter D. D., Conroy J. The formation of identity: The importance of ideals. Oxford Rev. Ed. (2002) 28(4):509–522Crossref, Google Scholar
• Schau H. J., Gilly M. C. We are what we post? Self-presentation in personal Web space. J. Consumer Res. (2003) 30(3):385–404Crossref, Google Scholar
• Schlenker B. R.Impression Management: The Self-Concept, Social Identity, and Interpersonal Relations (1980) (Brooks/Cole, Monterey, CA) Google Scholar
• Schlenker B. R., Leary M. R., Tangney J. P. Self-presentation. Handbook of Self and Identity (2003) (Guilford Press, New York) 492–518Google Scholar
• Sharma R., Yetton P., Crawford J. Estimating the effect of common method variance: The method-method pair technique with an illustration from TAM research. MIS Quart. (2009) 33(3):473–490Crossref, Google Scholar
• Shen A. X. L., Cheung C. M. K., Lee M. K. O., Chen H. How social influence affects we-intention to use instant messaging: The moderating effect of usage experience. Inform. Systems Frontiers (2011) 13(2):157–169Crossref, Google Scholar
• Sluss D. M., Ashforth B. E. Relational identity and identification: Defining ourselves through work relationships. Acad. Management Rev. (2007) 32(1):9–32Crossref, Google Scholar
• Smith J. B., Colgate M. Customer value creation strategies: Implications for opportunity recognition and product-concept specification. J. Marketing Theory and Practice (2007) 15(1):7–23Crossref, Google Scholar
• Song J., Kim Y. J. Social influence process in the acceptance of a virtual community service. Inform. Systems Frontiers (2006) 8(3):241–252Crossref, Google Scholar
• Tajfel H., Turner J. C., Worchel S., Austin L. W. The social identity theory of inter-group behavior. Psychology of Intergroup Relations (1986) (Nelson-Hall, Chicago) 7–24Google Scholar
• Taylor S., Todd P. A. Understanding information technology use: A test of competing models. Inform. Systems Res. (1995) 6(2):144–173Link, Google Scholar
• Teo T. S. H., Vivien K. G., Lai Y. C. Intrinsic and extrinsic motivation in Internet usage. Omega (1999) 27(1):25–37Crossref, Google Scholar
• Terry D. J., Hogg M. A., White K. M. The theory of planned behavior: Self-identity, social identity and group norms. British J. Soc. Psych. (1999) 38(3):225–244Crossref, Google Scholar
• Thaler R. Mental accounting and consumer choice. Marketing Sci. (1985) 4(3):199–214Link, Google Scholar
• Thatcher S., Greer L. Does it really matter if you recognize who I am? The implications of identity comprehension for individuals in work teams. J. Management (2008) 34(1):5–24Crossref, Google Scholar
• Thatcher S., Zhu X. Changing identities in a changing workplace: Identification, identity enactment, self-verification, and telecommuting. Acad. Management Rev. (2006) 31(4):1076–1088Crossref, Google Scholar
• Thompson C. J., Hirschman E. C. Understanding the socialized body: A poststructuralist analysis of consumers' self-conceptions, body images, and self-care practices. J. Consumer Res. (1995) 22(2):139–54Crossref, Google Scholar
• Turkle S.Life on the Screen: Identity in the Age of the Internet (1997) (Simon & Schuster, New York) Google Scholar
• Van der Heijden H. User acceptance of hedonic information systems. MIS Quart. (2004) 28(4):695–704Crossref, Google Scholar
• Vasalou A., Joinson A. N., Pitt J. Constructing my online self: Avatars that increase self-focused attention. Comput. Human Behav. (2007) 7(2):445–448Google Scholar
• Venkatesh V. Determinants of perceived ease of use: Integrating control, intrinsic motivation, and emotion into the technology acceptance model. Inform. Systems Res. (2000) 11(4):342–365Link, Google Scholar
• Venkatesh V., Davis F. D. A theoretical extension of the technology acceptance model: Four longitudinal field studies. Management Sci. (2000) 46(2):186–204Link, Google Scholar
• Venkatesh V., Brown S., Bala H. Bridging the qualitative-quantitative divide: Guidelines for conducting mixed methods research in information systems. MIS Quart. (2012) . ForthcomingGoogle Scholar
• Walker K. It's difficult to hide: The presentation of self on Internet home page. Qualitative Sociol. (2000) 23(1):99–120Crossref, Google Scholar
• Walther J. B. Selective self-presentation in computer-mediated communication: Hyperpersonal dimensions of technology, language, and cognition. Comput. Human Behav. (2007) 23(5):2538–2557Crossref, Google Scholar
• Wasko M. M., Faraj S. Why should I share? Examining social capital and knowledge contribution in electronic networks of practice. MIS Quart. (2005) 29(1):35–57Crossref, Google Scholar
• Wei K. K., Teo H. H., Chan H. C., Tan B. C. Y. Conceptualizing and testing a social cognitive model of the digital divide. Inform. Systems Res. (2011) 22(10):170–187Link, Google Scholar
• Wenzel M. An analysis of norm processes in tax compliance. J. Econom. Psych. (2004) 25(2):213–228Crossref, Google Scholar
• Whadcock I. Profiting from friendship. Economist (2010) January 28). http://www.economist.com/node/15351026Google Scholar
• Worthen B. Fraudsters like virtual goods. Wall Street J. (2010) July 21). http://online.wsj.com/article/SB10001424052748704723604575379333744203498.htmlGoogle Scholar