This study examined how social media marketing activities influence consumers’ engagement behaviour in developing countries. Based on the stimulus-organism-response theory, we examined the effect of SMMA on consumers’ engagement intention and further investigated the moderating effect of social media sales intensity. The study employed a time-lagged design with two waves to confirm the hypothesised framework. The study findings showed that SMMA positively influence consumers’ engagement intention and engagement behaviour. In addition, social media sales intensity strengthens the link between engagement intention (...) and engagement behaviour. This study adds to the literature on social media and discusses its practical implications. (shrink)

Although the effects of pro-organizational motives on pro-organizational behaviors [i.e., unethical pro-organizational behavior and organizational citizenship behavior ] and their boundaries have been explored to some extent, extant studies are rather piecemeal and in need of synthesis and extension. Based on prior motivational research on pro-organizational behaviors, we developed a comprehensive contingent model in which moral identity and impression management motives would moderate the links between pro-organizational motives, UPB, and OCB. Adopting a time-lagged design, we collected data from 218 salespeople (...) in an internet technology service company in China. Results showed that pro-organizational motives were positively related to UPB and OCB. Moral identity weakened the impact of pro-organizational motives on UPB but strengthened the influence of pro-organizational motives on OCB. Furthermore, we found that impression management motives strengthened the effects of pro-organizational motives on UPB and OCB, and the interaction of impression management motives and pro-organizational motives was stronger on UPB than on OCB. Theoretical and practical implications, limitations, and future directions are discussed. (shrink)

Previous studies have found differences in the cognitive and neural mechanisms between cognitive reappraisal and expression suppression in the regulation of various negative emotions and the recognition of regulated stimuli. However, whether these differences are valid for sadness remains unclear. As such, we investigated the effect of cognitive reappraisal and expression suppression on sadness regulation and the recognition of sad scenes adopting event-related potentials. Twenty-eight healthy undergraduate and graduate students took part in this study. In the regulation phase, the participants (...) were asked to down-regulation, expressive suppression, or maintain their sad emotion evoked by the sad images, and then to perform an immediately unexpected recognition task involving the regulated images. The behavioral results show that down-regulation reappraisal significantly diminished subjective feelings of sadness, but expressive suppression did not; both strategies impaired the participants’ recognition of sad images, and expressive suppression had a greater damaging effect on the recognition of sad images than down-regulation reappraisal. The ERP results indicate that reappraisal and expressive suppression significantly reduced the late positive potential induced by sadness. These findings suggest that down-regulation reappraisal and expression suppression can effectively decrease sadness, and that down-regulation reappraisal is a more effective regulation strategy for sadness. Both strategies impair the recognition of sad scenes, and expression suppression leads to relatively greater impairment in the recognition of sad scenes. (shrink)