{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,4,18]],"date-time":"2026-04-18T05:01:50Z","timestamp":1776488510347,"version":"3.51.2"},"reference-count":51,"publisher":"Emerald","issue":"6","license":[{"start":{"date-parts":[[2020,6,7]],"date-time":"2020-06-07T00:00:00Z","timestamp":1591488000000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["IMDS"],"published-print":{"date-parts":[[2020,6,7]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-subheading\">Purpose<\/jats:title><jats:p>Social media has emerged as a new marketing channel and an important source for customer inspiration. Understanding the sources and consequences of customer inspiration via social media is important for both researchers and marketers. However, little has been done to empirically examine customer inspiration in the social media context. Specifically, the process through which customers become inspired and motivated by social media to purchase the advertised products remains elusive. Therefore, this study extends the conceptualisation of customer inspiration into the social media context, and explores the antecedents of customer inspiration from three perspectives: informational, social and personal. This study also examines the impact of customer inspiration on customers' behavioral intention.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Design\/methodology\/approach<\/jats:title><jats:p>Survey methodology was used and data from 679 respondents were collected in China. To examine the hypothesized relationships, partial least squares (PLS) was used to analyse the data and Smart PLS 3.0 was used for data analysis.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Findings<\/jats:title><jats:p>The study findings demonstrated that the vividness of ads, social influence and promotion focus had positive impacts on the \u201cinspired-by state\u201d, and subsequently the \u201cinspired-to state\u201d, which in turn positively influenced customers' purchasing intentions. However, media richness has a negative impact on the \u201cinspired-by state\u201d.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Originality\/value<\/jats:title><jats:p>This study provides the first evidence of customer inspiration via social media and examines its antecedents and consequences. Practically, this study offers useful guidelines and suggestions for firms on how to inspire customers using social media.<\/jats:p><\/jats:sec>","DOI":"10.1108\/imds-10-2019-0548","type":"journal-article","created":{"date-parts":[[2020,6,8]],"date-time":"2020-06-08T03:33:36Z","timestamp":1591587216000},"page":"1041-1057","source":"Crossref","is-referenced-by-count":46,"title":["How to inspire customers via social media"],"prefix":"10.1108","volume":"120","author":[{"given":"Hong","family":"Sheng","sequence":"first","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0001-6500-5791","authenticated-orcid":false,"given":"Pianpian","family":"Yang","sequence":"additional","affiliation":[]},{"given":"Yuanyue","family":"Feng","sequence":"additional","affiliation":[]}],"member":"140","reference":[{"issue":"2","key":"key2020062209125018500_ref001","doi-asserted-by":"crossref","first-page":"107","DOI":"10.1362\/147539215X14373846805707","article-title":"Personal level antecedents of eWOM and purchase intention, on social networking sites","volume":"14","year":"2015","journal-title":"Journal of Customer Behaviour"},{"issue":"1","key":"key2020062209125018500_ref002","doi-asserted-by":"crossref","first-page":"143","DOI":"10.1111\/j.1744-6570.2004.tb02487.x","article-title":"Recruitment communication media: impact on pre-hire outcomes","volume":"57","year":"2004","journal-title":"Personnel Psychology"},{"issue":"1","key":"key2020062209125018500_ref003","first-page":"27","article-title":"Regulatory focus and safety outcomes: an examination of the mediating influence of safety behaviour","volume":"86","year":"2016","journal-title":"Safety Science"},{"issue":"3","key":"key2020062209125018500_ref004","doi-asserted-by":"crossref","first-page":"33","DOI":"10.1080\/00913367.1997.10673527","article-title":"Effects of print ad pictures and copy containing instructions to imagine on mental imagery that mediates attitudes","volume":"26","year":"1997","journal-title":"Journal of Advertising"},{"issue":"1","key":"key2020062209125018500_ref005","first-page":"393","article-title":"Representation of measurement error in marketing variables: review of approaches and extension to three-facet designs","volume":"89","year":"1998","journal-title":"Journal of Econometrics"},{"issue":"6","key":"key2020062209125018500_ref006","doi-asserted-by":"crossref","first-page":"116","DOI":"10.1509\/jm.15.0007","article-title":"Customer inspiration: conceptualization, scale development, and validation","volume":"81","year":"2017","journal-title":"Journal of Marketing"},{"issue":"2","key":"key2020062209125018500_ref007","doi-asserted-by":"crossref","first-page":"71","DOI":"10.1080\/00913367.1993.10673405","article-title":"The operation of visual imagery as a mediator of advertising effects","volume":"22","year":"1993","journal-title":"Journal of Advertising"},{"issue":"2","key":"key2020062209125018500_ref008","doi-asserted-by":"crossref","first-page":"153","DOI":"10.2307\/257090","article-title":"Channel expansion theory and the experiential nature of media richness perceptions","volume":"42","year":"1999","journal-title":"Academy of Management Journal"},{"key":"key2020062209125018500_ref009","first-page":"17","article-title":"Fused matrix factorization with geographical and social influence in location-based social networks","year":"2012"},{"key":"key2020062209125018500_ref010","unstructured":"Chin, W.W. 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