The emotional review–reward effect: how do reviews increase impulsivity?

Motyka, Scott; Grewal, Dhruv; Aguirre, Elizabeth; Mahr, Dominik; Ruyter, Ko de; Wetzels, Martin

doi:10.1007/s11747-018-0585-6

Cited by 33 publications

(19 citation statements)

References 103 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Sharing may have additional unintended consequences as well. For example, Motyka et al (2018) demonstrate that consumers providing reviews feel an emotional boost from the enhanced social connectedness they experience that then leads them to buy impulsively.…”

Section: Postdecision Sharingmentioning

confidence: 99%

Traveling with Companions: The Social Customer Journey

Hamilton¹,

Ferraro²,

Haws³

et al. 2020

Journal of Marketing

163

142

View full text Add to dashboard Cite

When customers journey from a need to a purchase decision and beyond, they rarely do so alone. This article introduces the social customer journey, which extends prior perspectives on the path to purchase by explicitly integrating the important role that social others play throughout the journey. The authors highlight the importance of “traveling companions,” who interact with the decision maker through one or more phases of the journey, and they argue that the social distance between the companion(s) and the decision maker is an important factor in how social influence affects that journey. They also consider customer journeys made by decision-making units consisting of multiple individuals and increasingly including artificial intelligence agents that can serve as surrogates for social others. The social customer journey concept integrates prior findings on social influences and customer journeys and highlights opportunities for new research within and across the various stages. Finally, the authors discuss several actionable marketing implications relevant to organizations’ engagement in the social customer journey, including managing influencers, shaping social interactions, and deploying technologies.

show abstract

Section: Postdecision Sharingmentioning

confidence: 99%

Traveling with Companions: The Social Customer Journey

Hamilton¹,

Ferraro²,

Haws³

et al. 2020

Journal of Marketing

163

142

View full text Add to dashboard Cite

show abstract

“…Secondly, the present research focussed on simulated in-store settings. Online behaviour such as writing a review (Motyka et al, 2018) or using social commerce platforms (Xiang et al, 2016) may increase the social influence on impulse buying. For instance, seeing positive recommendations online and extended browsing has been shown to increase impulse buying (Chen et al, 2019;Zhang et al, 2018).…”

Section: Limitationsmentioning

confidence: 99%

If-then plans help regulate automatic peer influence on impulse buying

Thürmer

Bieleke

Wieber

et al. 2020

EJM

View full text Add to dashboard Cite

Purpose This study aims to take a dual-process perspective and argues that peer influence on increasing impulse buying may also operate automatically. If-then plans, which can automate action control, may, thus, help regulate peer influence. This research extends existing literature explicating the deliberate influence of social norms. Design/methodology/approach Study 1 (N = 120) obtained causal evidence that forming an implementation intention (i.e. an if-then plan designed to automate action control) reduces peer impact on impulse buying in a laboratory experiment with young adults (students) selecting food items. Study 2 (N = 686) obtained correlational evidence for the role of norms, automaticity and implementation intentions in impulse buying using a large sample of high-school adolescents working on a vignette about clothes-shopping. Findings If-then plans reduced impulse purchases in the laboratory (Study 1). Both reported deliberation on peer norms and the reported automaticity of shopping with peers predicted impulse buying but an implementation intention to be thriftily reduced these links (Study 2). Research limitations/implications This research highlights the role of automatic social processes in problematic consumer behaviour. Promising field studies and neuropsychological experiments are discussed. Practical implications Young consumers can gain control over automatic peer influence by using if-then plans, thereby reducing impulse buying. Originality/value This research helps understand new precursors of impulse buying in understudied European samples of young consumers.

show abstract

“…In addition, previous research has commonly classified content Customer engagement components published on SNS based on the traditional dichotomy between transactional/emotional content and their subsequent sub-categories (Tafesse, 2016;Tafesse and Wien, 2017). Moreover, most of the previous research about eWOM has analysed content published on SNS that encourages consumption practices (Jeffries, 2011;Keats, 2012;Motyka et al, 2018).…”

Section: Introductionmentioning

confidence: 99%

You absolutely (don’t) need this!examining differences on customer engagement components for (anti)haul youtubers’ videos

García-de-Frutos

Estrella-Ramón

2021

JRIM

View full text Add to dashboard Cite

Purpose This study aims to focus on the content published by social media influencers – i.e. YouTubers – on their YouTube channels. The main purpose of this research is to analyse whether anti-consumption-framed content (anti-hauls) generates more views, more dislikes (and less dislikes) and more comments, as customer engagement components, than pro-consumption-framed content (hauls). Design/methodology/approach Based on 160 videos published on YouTube by 80 influencers on their respective channels, this study mainly analyses whether there are differences between anti-consumption and pro-consumption content in the various elements that constitute customer engagement (i.e. number of views, likes, dislikes and comments). Findings Results indicate that there are differences between anti-consumption and pro-consumption content in terms of total number of views, likes, dislikes and comments. All these customer engagement components are higher for anti-consumption-framed videos, which offers interesting implications for both theory and practice. Originality/value This study extends previous literature by accounting content published by social media influencers on their social media accounts, instead of analysing the most traditionally studied content that is published by brands on their own social media; and classifying this content as anti/pro-consumption rather than using the traditional dichotomy between transactional/emotional content. Brands should pay special attention to the content generated by social media influencers because it is a powerful form of electronic word-of-mouth that currently plays a significant role in customers’ (non)purchase decisions.

show abstract

The emotional review–reward effect: how do reviews increase impulsivity?

Cited by 33 publications

References 103 publications

Traveling with Companions: The Social Customer Journey

Traveling with Companions: The Social Customer Journey

If-then plans help regulate automatic peer influence on impulse buying

You absolutely (don’t) need this!examining differences on customer engagement components for (anti)haul youtubers’ videos

Contact Info

Product

Resources

About