Measuring consumer susceptibility to informative and normative online social influences
开发了在线社会影响易感性（SOSI）量表，测量用户在社交媒体上寻求信息以减少不确定性、以及为获得认可而遵从他人期望的倾向，并发现自尊是前因、过度使用是后果。
We introduce Susceptibility to Online Social Influence (SOSI) as a disposition reflecting users’ tendencies to seek information from others to reduce uncertainty and to conform to the expectations of others on social media to gain approval, enhance self-image, or avoid social disapproval. Across nine studies with 3,075 participants from the US, China, Mexico, and the UK, we developed a robust, reliable scale to measure SOSI. Our research reveals that self-esteem is an antecedent to SOSI, while excessive social media use is a consequence. Furthermore, we identified social media user profiles based on SOSI’s dimensions. The informative dimension of SOSI also shapes how users respond to posts from different sources (e.g., known vs. unknown). Overall, the SOSI scale provides both a conceptual framework and a practical tool for examining how social influence shapes social media use. By offering a more accurate method for identifying user dispositions than traditional offline scales, SOSI scale enhances insights into behaviors unique to social media.