Arousal, valence, and volume: how the influence of online review characteristics differs with respect to utilitarian and hedonic products

Ren, Jie; Nickerson, Jeffrey V.

doi:10.1080/0960085x.2018.1524419

Cited by 47 publications

(25 citation statements)

References 63 publications

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“…Emotional responses constitute predictable and impactful drivers of decision making with regularities in the mechanisms through which they influence product evaluation ( Lerner et al, 2015 ; Bettiga and Lamberti, 2017 ). Research on product adoption and consumption mainly argues that such emotional responses are processed differently by individuals according to the mainly hedonic or utilitarian/functional nature of the product they are evaluating ( Hoch and Ha, 1986 ; Batra and Ahtola, 1991 ; Kempf and Smith, 1998 ; Ren and Nickerson, 2019 ; Yang et al, 2020 ). Hedonic products refer to objects consumed mostly for affective or sensory fulfillment aim, while utilitarian products are connected to more functional and practical benefits ( Woods, 1960 ; Strahilevitz and Myers, 1998 ; Huber et al, 2018 ).…”

Section: Introductionmentioning

confidence: 99%

Consumers Emotional Responses to Functional and Hedonic Products: A Neuroscience Research

et al. 2020

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Over the years, researchers have enriched the postulation that hedonic products generate deeper emotional reactions and feelings in the consumer than functional products. However, recent research empirically proves that hedonic products are more affect-rich only for some consumer segments or for specific consumption contexts. We argue that such inconsistency may derive from the nature of the emotions assessed that is strictly dependent on their empirical measurement and not from the mere existence of emotions themselves. Self-reported methods of evaluating consumer experience, on which prior studies are grounded, only assess conscious emotions the consumer can recognize and report, but not unconscious feelings, happening without individual awareness. The present work takes this challenge by conducting a laboratory experiment in which subjects are exposed to both a utilitarian product and a hedonic product. Physiological measures have been adopted to investigate unconscious emotional responses and self-reported measures to assess conscious emotions toward the products. Specifically, physiological data regarding the subjects’ cardiac activity, respiratory activity, electrodermal activity, and cerebral activity have been collected and complemented with a survey. Results confirm that both functional and hedonic products generate emotional responses in consumers. Further, findings show that when a consumer is exposed to a functional product, the physiological emotional responses are disassociated from the self-reported ones. A diverse pattern is depicted for hedonic products. We suggest an alternative explanation for the apparent lack of affect-rich experiences elicited by functional products and the need to reconsider emotional responses for these products.

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Section: Introductionmentioning

confidence: 99%

Consumers Emotional Responses to Functional and Hedonic Products: A Neuroscience Research

et al. 2020

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“…Second, our study revisits the role of the utilitarian versus hedonic product type in affecting the impact of online reviews on sales. While prior studies have demonstrated that utilitarian and hedonic product types can have different moderating impacts on the influence of online reviews on sales (Cui, Lui, & Guo, 2012; Ren & Nickerson, 2019), our study adds to this understanding by demonstrating the moderating role of product type in the relationship between online review richness on sales. Third, our study acknowledges the role of negative online reviews and helps explain why some previous research has found that negative reviews have a positive impact on sales (Berger, Sorensen, & Rasmussen, 2010; Ghose & Ipeirotis, 2010).…”

Section: Introductionmentioning

confidence: 52%

“…Both these product types were found to moderate the impact of online review richness on sales. Previous studies have shown that the utilitarian–hedonic product type moderates how online reviews (valence, arousal, and volume) affect sales (Cui et al, 2012; Ren & Nickerson, 2019). Our study revealed that the impact of online review richness on sales is stronger for utilitarian products (negatively commented products) than for hedonic products (positively commented product).…”

Section: Discussionmentioning

confidence: 99%

How online review richness impacts sales: An attribute substitution perspective

Yin

Zheng

Yeoh

et al. 2021

Asso for Info Science & Tech

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Richer forms of online reviews such as videos or follow‐on reviews convey ‘additional information and can attract consumers’ attention. However, prior studies focused mostly on the relationship between aggregated online reviews and sales. This paper investigates the impact of online review richness (i.e., reviews containing videos or follow‐on reviews) on sales. Leveraging attribute substitution theory, we conjecture that online review richness can provide heuristic cues in the online shopping environment to help consumers make better purchase decisions. Using data from http://jd.com, we found that reviews containing either videos or follow‐on reviews positively affect sales. In addition, different product types can also serve as heuristic cues to replace target cues, which can further affect how different forms of online review richness affect sales. We found that the impact of online review richness on sales is stronger for utilitarian products than for hedonic products, and stronger for negatively commented products than for positively commented products. Moreover, we conducted two online experiments and confirmed that the causal relationship is from online review richness to sales. The research findings offer practical implications for online retailers and constitute one of the first steps toward a better understanding of the relationship between online review richness and sales.

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“…Through the empirical study, Gu et al [8] found that the systematic provision of information on online products could have a significant impact on consumers' purchase decision process. Ren and Nickerson [9] discovered that product type could affect the relationship between multi opinions of online review and consumer purchase decision. Li and Meshkova [10] examined the rich media can significantly affect online purchase intentions and willingness.…”

Section: Product Purchase Decision-makingmentioning

confidence: 99%

Group Decision Algorithm for Aged Healthcare Product Purchase Under q-Rung Picture Normal Fuzzy Environment Using Heronian Mean Operator

Yang¹,

Li²,

Garg³

et al. 2020

IJCIS

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With the intensification of the aging, the health issue of the elderly is arousing public concern increasingly. Various healthcare products for the elderly are emerging from the market, thus how to select suitable aged healthcare product is critical to the wellbeing of the elderly. In the literature, nonetheless, a comprehensive and standardized evaluation framework to support healthcare product purchase decision for the aged is currently lacking. This paper proposes a novel group decision-making method to aid the decision-making of aged healthcare product purchase based on q-rung picture normal fuzzy Heronian mean (q-RPtNoFHM) operators. In it, firstly, a new fuzzy variable called the q-rung picture normal fuzzy set (q-RPtNoFS) is defined to reasonably describe different responses to healthcare product evaluation, for which, some definitions including operational laws, a score function, and an accuracy function of q-RPtNoFSs are introduced. Then, two q-RPtNoFHM operators are presented to aggregate group decision information. In addition, some properties of q-RPtNoFHM operators, such as monotonicity, commutativity, and idempotency, are discussed. Finally, an example on antihypertensive drugs purchase is gave to illustrate the practicality of the proposed method, and conduct sensitivity analysis to analyze the effectiveness and flexibility of proposed methods.

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Arousal, valence, and volume: how the influence of online review characteristics differs with respect to utilitarian and hedonic products

Cited by 47 publications

References 63 publications

Consumers Emotional Responses to Functional and Hedonic Products: A Neuroscience Research

Consumers Emotional Responses to Functional and Hedonic Products: A Neuroscience Research

How online review richness impacts sales: An attribute substitution perspective

Group Decision Algorithm for Aged Healthcare Product Purchase Under q-Rung Picture Normal Fuzzy Environment Using Heronian Mean Operator

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