Delight the experts, but never dissatisfy your customers! A multi-category study on the effects of online review source on intention to buy a new product

Plotkina, Daria; Munzel, Andréas

doi:10.1016/j.jretconser.2015.11.002

Cited by 52 publications

(28 citation statements)

References 51 publications

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“…Meanwhile, the four 5-point scale items for attitude toward blogger's recommendations were adopted from Casaló et al (2011) and Lee, Xiong and Hu (2012). Finally, the four 5-point scale items for purchase intention were adopted from Plotkina and Munzel (2016).…”

Section: Methodsmentioning

confidence: 99%

“…The two-way communication between bloggers and readers can eventually increase perceptions of trust. This is especially true when the positive reviews come from bloggers who are perceived to be experts in their field rather than mere consumers (Plotkina & Munzel, 2016) or marketers. Based on this it is thus hypothesised that:…”

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

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Antecedents of Consumer Attitude towards Blogger Recommendations and its Impact on Purchase Intention

Ing¹,

Ming²

2018

AJBA

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Manuscript type: Research paper. Research aims: This study aims to fill in the literature gap by examining the relationship between various antecedent factors affecting consumer attitude towards blogger recommendations and their purchase intention. Design/ Methodology/ Approach: A total of 384 questionnaires were collected and analysed using the partial least squares (PLS) approach. Research findings: The results highlight the relationships existing between consumer attitude and the antecedent factors namely, perceived usefulness, trustworthiness, information quality and perceived benefits. The study also confirms the mediation role of consumer attitude towards blogger recommendations. Most importantly, consumer attitude towards blogger recommendations is found to have significant influence on consumer purchase intention. Theoretical contributions/ Originality: This study provides a comprehensive empirical examination of the antecedent factors that contribute to consumer attitude towards blogger recommendations, previously examined by different researchers in separate studies. It is found that trustworthiness is the main factor contributing to consumer attitude towards blogger recommendations, followed by information quality, perceived usefulness and perceived benefits. Attitude towards blogger recommendations is found to have a strong

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Section: Methodsmentioning

confidence: 99%

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

Antecedents of Consumer Attitude towards Blogger Recommendations and its Impact on Purchase Intention

Ing¹,

Ming²

2018

AJBA

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“…Several empirical studies have established the effect of eWOM on consumers' intention to buy products or services (e.g. Chen et al 2014;Erkan and Evans 2016;Plotkina and Munzel 2016); for example, on purchase intention of cars Samiei 2012a), laptops (Aerts et al 2017;Uribe et al 2016) and smartphones (Chen et al 2016), intention to choose tourist destinations (Jalilvand and Samiei 2012b), and intention to book hotels (Agag and El-Masry 2016; Ladhari and Michaud 2015;Sparks and Browning 2011;Teng et al 2017), to state a few. However, some studies have contradictory results about different characteristics of eWOM influencing buying intention (e.g.…”

Section: Introductionmentioning

confidence: 99%

The Effect of Electronic Word of Mouth Communications on Intention to Buy: A Meta-Analysis

et al. 2019

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The aim of this research is to synthesise findings from previous studies by employing weight and meta-analysis to reconcile conflicting evidence and draw a “big picture” of eWOM factors influencing consumers’ intention to buy. By using the findings from 69 studies, this research identified best (e.g. argument quality, valence, eWOM usefulness, trust in message), promising (e.g. eWOM credibility, emotional trust, attitude towards website) and least effective (e.g. volume, existing eWOM, source credibility) predictors of intention to buy in eWOM research. Additionally, the effect size of each predictor was calculated by performing meta-analysis. For academics, understanding what influences consumers’ intention to buy will help set the agenda for future research directions; for practitioners, it will provide benefit in terms of practical guidance based on detailed analysis of specific factors influencing consumers’ intention to buy, which could enhance their marketing activities.

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“…Social networking websites, e-commerce websites, intermediary content aggregators (such as TripAdvisor) are some of the popular platforms where a massive amount of data that gets generated on daily basis. Social networking websites get data about the various activities and discussions of users while e-commerce platforms receive product review and rating data (Plotkina and Munzel, 2016;Saumya et al, 2018;Singh et al, 2016). All these platforms are sitting on a heap of data and looking for mining the nuggets from the usergenerated data for efficient decision-making process for their platforms (Weisstein et al, 2017).…”

Section: Introductionmentioning

confidence: 99%

Exploring reviews and review sequences on e-commerce platform: A study of helpful reviews on Amazon.in

Kaushik

Mishra

Rana

et al. 2018

Journal of Retailing and Consumer Services

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Prominent e-commerce platforms allow users to write reviews for the available products. User reviews play an important role in creating the perception of the product and impact the sales. Online reviews can be considered as an important source of e-word of mouth (e-WOM) on ecommerce platforms. Various dimensions of e-WOM on product sales have been examined for different products. Broadly, studies have explored the effect of summary statistics of reviews on product sales using data from various e-commerce platforms. Few studies have utilized other review characteristics as length, valence, and content of the reviews. The sequence of reviews has been hardly explored in the literature. This study investigates the impact of sequence of helpful reviews along with other review characteristics as ratings (summary statistics), volume, informativeness, and valence of reviews on product sales. Hence, a holistic approach has been used to explore the role of summary statistics, volume, content and sequence of reviews on product sales with special emphasis on sequence of reviews. Relevant theories such as message persuasion, cognitive overload and belief adjustment model have also been explored during the construction of the model for review data. The proposed model has been validated using the helpful reviews available on Amazon.in website for various products.

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Delight the experts, but never dissatisfy your customers! A multi-category study on the effects of online review source on intention to buy a new product

Cited by 52 publications

References 51 publications

Antecedents of Consumer Attitude towards Blogger Recommendations and its Impact on Purchase Intention

Antecedents of Consumer Attitude towards Blogger Recommendations and its Impact on Purchase Intention

The Effect of Electronic Word of Mouth Communications on Intention to Buy: A Meta-Analysis

Exploring reviews and review sequences on e-commerce platform: A study of helpful reviews on Amazon.in

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