The role of self-construal in consumers’ electronic word of mouth (eWOM) in social networking sites: A social cognitive approach

The current study reconceptualized self-construal as a social cognitive indicator of self-observation that individuals employ for developing and maintaining social relationship with others. From the social cognitive perspective, this study investigated how consumers’ self-construal can affect consumers’ electronic word of mouth (eWOM) behavior through two cognitive factors (online community engagement self-efficacy and social outcome expectations) in the context of a social networking site. This study conducted an online experiment that directed 160 participants to visit a newly created online community. The results demonstrated that consumers’ relational view became salient when the consumers’ self-construal was primed to be interdependent rather than independent. Further, the results showed that such interdependent self-construal positively influenced consumers’ eWOM behavioral intentions through their community engagement self-efficacy and their social outcome expectations.

► We examine how consumers’ self-construal affects electronic word of mouth (eWOM). ► eWOM behavior will increase when self-construal becomes interdependent. ► The effect is mediated through self-efficacy and social outcome expectations.