Caroline Kobia

Why Forward Viral Fashion Messages? The Moderating Roles of Consumers’ Fashion Traits and Message Orientation

ABSTRACT Businesses are now using social media as platforms for viral marketing. However, little is known about the motivations, attitudes, and behaviors of fashion consumers who engage with this marketing instrument. This study examines the factors that influence consumers’ use of social media and their behavioral intentions to forward viral fashion messages. An attitudinal model was proposed through the integration of uses and gratification theory and the elaboration likelihood model. Individuals’ fashion trait and message orientations were specified as moderating factors. An online survey was administered to collect data, and 381 college students participated in the study. Hypotheses were tested using structural equation modeling. Findings showed that individuals’ intention to forward a message was affected by favorable functional and expressive attitudes towards the message, while motivations of using social media had only slight effects on individuals’ attitudes. Group comparisons showed significant moderating effects from identified individuals’ fashion trait and message orientation.