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1.
    
This study examines the influence of Valence and Source of Online Reviews on a customer's attitude and purchase decision in the context of public and private consumption using social influence theory and the concept of negativity bias. The study was conducted using a 2 × 3 × 3 online experiment to examine the influence of review valence (positive vs mixed vs negative), two sources (retailer vs third-party site) in two different consumption contexts (public vs private). The results highlight the role of review valence as well as consumption context on a shopper's decision.  相似文献   

2.
How Online Product Reviews Affect Retail Sales: A Meta-analysis   总被引:1,自引:0,他引:1  
A growing body of research has emerged on online product reviews and their ability to elicit performance outcomes desired by retailers; yet, a common understanding of the performance implications of online product reviews has eluded us. Scholars continue to navigate an array of studies assessing different design elements of online product reviews, and various research settings and data sources. We undertake a meta-analysis of 26 empirical studies yielding 443 sales elasticities to examine how these variables relate to retail sales. Building on well-established meta-analytical methods, we address the following questions: How does review valence influence the elasticity of retailer sales? What about review volume? For which product types and usage situations do online product reviews have a greater impact on retailer sales elasticity? Which types of online reviewers and websites exert the greatest influence on retailer sales elasticity? Our study answers these important questions and provides a much needed quantitative synthesis of this burgeoning stream of research.  相似文献   

3.
    
With rapid economic growth largely fueled by digital technologies, online reviews are among the new wave of technologies that still make a significant contribution to this new digital economy. However, there is scarce academic research in promoting or responding online reviews using reduction coupons with threshold issued by sellers and pricing decisions. We employ a three-stage least squares (3SLS) model to estimate the effects of online reviews and coupons on online product sales and price. We also extend our research using the data of two product categories. Our results mainly include: (1) Negative impact of negative online reviews on sales is moderated by price, and consumers are more tolerant of negative reviews of high-priced products. (2) Consumers' perceived usefulness of online coupons helps promote more sales and weaken the relationship between negative reviews and sales. (3) Positive online reviews weaken the negative relationship between online negative reviews and the price of product. (4) Consumers’ increased perceived usefulness of online coupons will encourage sellers to set a higher price and weaken the negative relationship between negative reviews and the price of product. (5) Compared with the search product, sellers regard negative reviews from the product with experience attributes as less helpful and apply less effective coupon promotion to response to negative reviews. Our study clarifies the interaction between online reviews and online coupons on e-commerce platforms under the operation scenario. We also provide empirical support for accurate promotion and higher sales revenue through reasonable pricing decisions and specified reduction coupons.  相似文献   

4.
The objective of this paper is to examine the effects of knowledge about manipulated online product reviews on the effectiveness of such reviews in influencing consumers' product evaluations. The results of two empirical studies show that consumers clearly differ with regard to their knowledge that product reviews can be manipulated and that consumers who have such knowledge are less influenced in their product evaluations by reviews, specifically by negative ones. Furthermore, the effects of negative reviews are even weaker when consumers acquire their knowledge through a highly credible source (compared to a less credible source).  相似文献   

5.
    
Abundant research has investigated the impact of review valence on purchase decisions, but has reported mixed findings. To reconcile these mixed findings, this study unearths the understanding of review valence from the perspective of the emotional content in online customer reviews. To explore the effect of emotional content on purchase decisions and the moderating role of emotional content on non-emotional content and purchase decisions based on a heuristic-systematic model, a laboratory experiment with 106 subjects was used to empirically test the research hypotheses. The results show that pleasant online customer reviews lead to a higher purchase likelihood compared to unpleasant ones. Perceived credibility and perceived diagnosticity have significant influence on purchase decisions, but only in the context of unpleasant online customer reviews. The findings demonstrate positive emotion bias for online customer reviews, and carry important practical implications for both sellers and customers.  相似文献   

6.
    
Online reviews are important decision aids for consumers, but not all reviews are perceived as equally credible, which may hinder consumer decisions. This research identifies positive competitor reviews as a novel source of credible reviews. A pre-test and four studies show that consumers perceive positive reviews written by competitors as more credible than similar consumer-generated reviews. This is because, compared to lay consumers, competitors are perceived as less likely to be compensated for their positive reviews. Positive competitor views, in turn, elicit greater intentions to purchase the reviewed product. Positive competitor reviews are expected to contribute to a “coopetitive” environment.  相似文献   

7.
Online reviews are a pervasive form of electronic word-of-mouth (eWOM) that potentially accelerate—or slow down—the diffusion of recently launched services in the marketplace. While empirical research largely supports the effects of online reviews on attitudinal and behavioral outcomes, less is known about the impact the source of the review—i.e., if it comes from a peer consumer or an expert—has on the recipient. Two experiments that combine reviewer- (expert, consumer), service type- (mobile package, restaurant, car repair), consumer- (level of general innovativeness), and review-related (positive, negative) characteristics reveal a challenging interaction between the review’s source and its valence: while—compared to an established baseline—a positive expert review seems more effective in increasing the recipient's intention to purchase than a review by a peer consumer, a negative consumer review lowers the recipient's intentions to a larger extent than a negative expert review. We further find effects of the consumer's innovativeness and the service category across the experiments. Our research contributes to the topical and increasing body of empirical research on the effects of involved characteristics within online reviews across several product types.  相似文献   

8.
The study aims to examine the sentiment differences in the content of cruise tour online reviews across North Americans and Europeans, as representing the two largest cruise markets. Dictionary-based sentiment analysis has been carried out on 1127 reviews on guided tours retrieved from TripAdvisor. The results indicate significant differences in the sentiment score of the reviews, with North Americans’ texts being more emotionally charged than the European ones. In addition, North Americans’ reviews conveyed a more positive affect and had a more subjective and intimate tone, while those written by Europeans contained a smaller amount of sentiment-bearing words and their tone was more objective. The study’s contribution lies in (i) providing evidence for the influence of culture on electronic word-of-mouth communication in terms of varying sentiment expression, (ii) demonstrating the effectiveness of sentiment analysis for recognizing cultural differences and (iii) enhancing the current understanding of cruisers’ tour experience.  相似文献   

9.
    
The growth of the Internet has led to massive availability of online consumer reviews. So far, papers studying online reviews have mainly analysed how non-textual features, such as ratings and volume, influence different types of consumer behavior, such as information adoption decisions or product choices. However, little attention has been paid to examining the textual aspects of online reviews in order to study brand image and brand positioning. The text analysis of online reviews inevitably raises the concept of “text mining”; that is, the process of extracting useful and meaningful information from unstructured text. This research proposes an unified, structured and easy-to-implement procedure for the text analysis of online reviews with the ultimate goal of studying brand image and brand positioning. The text mining analysis is based on a lexicon-based approach, the Linguistic Inquiry and Word Count (Pennebaker et al., 2007), which provides the researcher with insights into emotional and psychological brand associations.  相似文献   

10.
    
In e-commerce, customer feedback has become an essential source of insight into a product or service's user experience (UX). The study of UX helps to integrate customers' potential needs into the product's design. Because customer reviews in e-commerce are not structured and categorized, it is necessary to analyze UX based on customer opinions systematically. This study tries to structure UX in a product's positive/negative context through a neural network-based self-organizing map (SOM). As a result of analyzing 10,482 reviews on wireless earbuds in BestBuy, an electronic product e-commerce platform, it was confirmed that it is a suitable method for categorizing user experiences between reviews and deriving important factors. In particular, the difference in core UX elements by positive/negative context of the product was verified based on the star rating. The results of this study are expected to contribute to product improvement and business improvement that reflect customer needs by companies or designers who design products for end-users.  相似文献   

11.
Hospitality service providers lack attention to the positive reviews written by remedial satisfied customers, although they have devoted a lot of energy to service recovery. Drawing on the accessibility-diagnosticity framework, this study investigates the relationship between the online review types of remedial satisfied customers and potential customers' booking intentions. The results indicate that outcome satisfactory review not only improves review impression and positively affects customers' booking intentions, but also reduces perceived risk and enhances customers’ booking intentions. The review valence consistency plays a moderating role in the dual-path effect of online review types on booking intentions.  相似文献   

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13.
Beauty can increase people's self-confidence and offer premium benefits in social activities. Unlike natural appearance, beauty on the internet depends greatly on people's ideal selves. Different from previous research, this study investigated the relationship between profile image's facial beauty and online reviews. Based on 25,322 face detection results, our findings showed that people's behaviors corresponded to their created beautiful self-image, which resulted in posting negative and detailed online reviews. Moreover, beauty diminished the inhibiting effect caused by clear facial disclosure. Our results enrich the understanding of online beauty, self-presentation, self-disclosure, and rating bias in online shopping platforms. The practical implications for online platforms are also discussed.  相似文献   

14.
Diffusion of digital media has led to extensive reliance on online reviews for purchase decisions. However, consumers may routinely exaggerate about their own consumption experiences. Using moral disengagement theory and the dark personality trait , the present study seeks to enhance the understanding of consumers' intentions to exaggerate about their consumption experience in online reviews. In order to demonstrate convergence of finding and replicability of the proposed relationships, four studies were conducted to examine consumers’ intention to exaggerate about their positive and negative experiences in online reviews for search and experience products respectively. Findings showed significant positive relationships between dark personality traits and intention to exaggerate in online reviews. Furthermore, moral disengagement significantly mediated intention to exaggerate for narcissists and psychopaths. The results reinforce the usefulness of the study for managers as these studies augment the understanding of consumer lying behavior in the context of online reviews and offer insights into mechanisms that might prevent the amplification of such reviews.  相似文献   

15.
    
This empirical research (n = 177) compared the impact of user generated videos and brand generated videos on online shopper perceptions, attitudes and purchase intentions. The study was guided by the technology acceptance model. Source of videos was a between-subjects factor. The findings indicated that online shoppers did not differentiate between the two video sources when evaluating the perceived usefulness of the videos. Conversely, user generated videos had a significantly greater impact on attitude toward the ad and attitude toward the brand than brand generated videos. Further, there was no significant main effect of video source on shopper purchase intentions. Theoretical and practical implications are discussed.  相似文献   

16.
While the marketing discipline has advanced knowledge by augmenting objective measures of marketing performance with survey-solicited subjective measures, it has not adequately attended to potential response biases. The authors’ review of the literature highlights the need for a valid measure of socially desirable responding that can be used in detecting social desirability bias in managers’ responses to subjective performance measures. Agents’ Socially Desirable Responding (ASDR) scale development and validation procedures are described. Validation efforts reveal the psychometric properties of the eight-item ASDR scale and provide evidence of its utility.  相似文献   

17.
    
《Journal of Retailing》2021,97(2):238-250
Online reviews have become an important source of information for consumers’ purchase decisions. Drawing upon the consumer expertise and persuasion literature, this study proposes that consumers are more willing to accept a reviewer's recommendation when his/her historical ratings in a certain product domain display greater variance. Five experiments provide consistent support for this hypothesis and the underlying process. Study 1 tests the proposed effect of a reviewer's rating variance on consumers’ willingness to accept the reviewer's recommendation. Studies 2 and 3 show that this effect can be attributed to perceptions regarding the reviewer's expertise. Moreover, this “variance-expert inference” effect is attenuated when the consumption experience of the reviewer is limited (Study 4) and when the consumers are familiar with the products (Study 5). The theoretical implications for the online review and persuasion literature and practical implications for online retailers are discussed.  相似文献   

18.
    
Drawing on uses and gratification theory, this article elucidates how consumers capitalize on online reviews for purchase decisions in three markets (Taiwan, Thailand, and Vietnam). Three studies demonstrate this objective. Study 1 considers online reviews as a one-dimensional construct consisting of three behavioral components, including textual comments, contextual images, and star ratings, that had been validated by using reliability and validity analyses. Study 2 employs an ANOVA to analyze how these components relate to different consumer groups in terms of gender, age, and location. Study 3 explores the mediating role of online trust in the online reviews and purchase decision relationship under the moderating effect of the perceived effectiveness of social media platforms. Using a cross-national survey and a two-stage partial least squares analysis, the authors substantiate the proposed relationships and discuss the theoretical and managerial contributions of this research.  相似文献   

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20.
    
Current discussions in academia and in the press increase consumers’ awareness of potentially deceptive online reviews. The increasing practice of fake reviews posted online not only jeopardizes the credibility of review sites as important information sources for individuals but also endangers a valuable source of information for service providers. Two studies shed further light on the role of consensus and identity-related information in assisting consumers detect potentially faked reviews. In one preliminary study, a sample of 4826 rejected and 4881 published online reviews was analyzed to investigate the differences in the disclosure of author-related information such as name and age as well as star ratings across those reviews. In the main study, a 3 (identity disclosure) x 2 (consensus) x 2 (priming of fake reviews) experiment was carried out with 390 respondents. The results highlight the relevance of the review's consensus in relation to the overall rating of previous reviews and corroborate the results of the preliminary study from the perspective of an internet user: the value of the amount of available information on the review's author in assisting individuals detect potential fake reviews. This study complements research in computer science by highlighting the relevance of contextual—in addition to textual—indicators that assist internet users in detecting potentially deceptive online reviews.  相似文献   

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