Why are you telling me this? An examination into negative consumer reviews on the Web

Abstract

Although word-of-mouth (WOM) is recognized as a powerful force in persuasion, we know little about the new communication phenomenon known as e-WOM. One of the main forms of e-WOM is the product reviews consumers post on different Web sites, and how this form of e-WOM stands up to this claim is yet unknown. For example, do consumers trust the accuracy of these reviews posted by anonymous reviewers, and, do readers trust negative and positive reviews equally? Past research has shown that people tend to weight negative information more than positive information during evaluation. Through an observation study and two laboratory experiments, we investigate the existence of this negativity effect in e-WOM consumer reviews for utilitarian versus hedonic products, and investigate the influence of the reader's attributions regarding the reviewer's motivations on this. Both types of studies show that product type moderates the effect of review valence, and readers exhibit a negativity bias for utilitarian product reviews only. Furthermore, the lab studies show that the reader's attributions about the motivations of the reviewer mediate the effect of this moderation on their attitude about the review. We find that compared with the utilitarian case, readers of negative hedonic product reviews are more likely to attribute the negative opinions expressed, to the reviewer's internal (or non-product related) reasons; and therefore are less likely to find the negative reviews useful. However, in the utilitarian case, readers’ are more likely to attribute the reviewer's negative opinions to external (or product related) motivations, and therefore find negative reviews more useful than positive reviews on average.

Why a few Social Networking Sites Succeed While Many Fail

“…EWOM and information usefulness accounted for 24% of user participation in Facebook. In contrast with previous findings on negative EWOM (Sen and Lerman 2007) and discussions of the difficulty of freezing EWOM issues (Trusov et al 2009), we find a positive effect in Facebook; in line with previous studies (Casalo et al 2008), we reveal the importance of this factor for bringing users together and activating inactive users. Our data explain 22% of the usefulness of information on Facebook, and that usefulness depends on ease of use.…”

Trust and Involvement in Tourism Social Media and Web-Based Travel Information Sources

“…By sharing their knowledge, some of those who may be called e-fluential tourists (Bronner & de Hoog, 2011;Sen & Lerman, 2007) appear as free revealing innovators expressing some of the values of virtual community cultures (Von Hippel, 2005). Although tourists contribute free of charge to social media platforms, shared information may have high commercial value.…”

Negative online word-of-mouth: Behavioral indicator or emotional release?

“…It is suggested that individuals are more honest in sharing their negative experiences online because the anonymity of a person on the Internet prevents them from facing any social consequences (Joinson, 2001;Yun & Park, 2011). Given that negative O-WOM may impede the purchase behavior of its receivers, and thus has the potential to decrease the revenues of firms (Liu, 2006;Reichheld, Markey, & Hopton, 2000), the concept recently has received a lot of attention in the academic literature (Duan, Gu, & Whinston, 2008a;Pan & Zhang, 2011;Sen & Lerman, 2007) and more research is openly called for (Lee & Song, 2010). …”