How consumers form product quality perceptions in absence of fixed posted prices: Interaction of product cues with seller reputation and third-party reviews |
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| Institution: | 1. Department of Management & Marketing, Soules College of Business, The University of Texas at Tyler, Tyler, TX, United States of America;2. Graham School of Business, York College of Pennsylvania, York, PA, United States of America;3. School of Business and Technology Management, College of Business, Korea Advanced Institute of Science and Technology, Daejeon, Republic of Korea;4. School of Computer Science and Mathematics, University of Central Missouri, MS, United States of America |
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| Abstract: | The uncertainty about product quality has increased in online settings, and consumers' often use multiple product cues to assess product quality. The authors have tested the simultaneous effects of multiple product cues in Pay-what-you-want (PWYW) online settings. PWYW lacks posted prices and allows buyers to decide the prices. This paper investigates how consumers process multiple cues of varying diagnostic nature simultaneously and form product quality perceptions. Specifically, study 1 examines the interactions among seller reputation, online product presentation, and external reference price and study 2 examines the interaction effect of third-party reviews and online product presentation and the external reference price. The results add to the theoretical domain by suggesting that consumers' online cue processing behaviour is much more complicated than previously presented in the literature. |
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| Keywords: | Pay-what-you-want pricing Seller reputation Product presentation External reference price Third-party reviews |
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