Consumer skepticism about online reviews and their decision-making process: the role of review self-efficacy and regulatory focus

Ahmad, Fayez; Guzmán, Francisco

doi:10.1108/jcm-09-2020-4119

Cited by 19 publications

(12 citation statements)

References 71 publications

(115 reference statements)

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“…Third, we contribute to existing research on individual difference variables such as regulatory focus (Ahmad & Guzmán, 2021; Das et al., 2020; Higgins et al., 2020), sense of power (Lee et al, 2018; Tassiello et al., 2021), self vs. other focus (Liu et al., 2019; Lu & Xie, 2019) and construal mindset (Kim et al., 2021; Sinha & Lu, 2019; Sordi et al., 2018) by showing their moderating influence on the price order effect. Existing research on these individual difference variables show that they can influence loss aversion.…”

Section: Discussionmentioning

confidence: 99%

“…In particular, this research contributes to existing price order effect research (Bennett et al., 2003; Bitta & Monroe, 1974; Brennan, 1995; Cai & Xu, 2008; DeMoranville et al., 2015; Garbarino & Slonim, 1995; Monroe, 1990; Slonim & Garbarino, 1999; Smith & Nagle, 1995; Suk et al., 2012) by identifying specific dispositional and situational moderators for the effect, and providing additional evidence for the underlying process for the effect involving loss aversion. In addition, we also contribute to recent consumer research on moderators of loss aversion (Gal & Rucker, 2018; Higgins & Liberman, 2018; Mrkva et al., 2020), and that related to important consumer decision making‐related factors such as regulatory focus (Ahmad & Guzmán, 2021; Das et al., 2020; Higgins et al., 2020), sense of power (Lee, 2018; Tassiello et al., 2021), self vs. other focus (Liu et al., 2019; Lu & Xie, 2019) and construal mindset (Kim et al., 2021; Sinha & Lu, 2019; Sordi et al., 2018). Our research also has important managerial implications.…”

Section: Introductionmentioning

confidence: 91%

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When does the price presentation order impact choices? Dispositional and situational moderators for the price order effect

Mukherjee

2022

Int J Consumer Studies

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Consumers are often presented with multiple prices—either for the same item (e.g. auctions or negotiations) or for a suite of options. Existing research has shown that the order in which multiple prices are presented can influence consumer choices. Specifically, ascending (vs. descending) price order can result in a stronger tendency to choose lower prices—an effect termed as the price order effect. While this effect has been studied extensively across a variety of domains, its boundary conditions are relatively unknown. This research fills this important gap by identifying specific dispositional (regulatory focus and sense of power) and situational (self vs. other focus, abstract vs. concrete mindset, and gain vs. loss focus) moderators of the price order effect. Specifically, across a series of four studies, we show that the price order effect is stronger for (a) prevention (vs. promotion) focused consumers, (b) those with low (vs. high) sense of power, (c) under self (vs. other) focus, (d) under concrete (vs. abstract) mindset, and (e) under loss (vs. gain) focus. This research also provides additional evidence for loss aversion as the proposed mechanism for price order effect. We discuss the theoretical contributions and managerial implications of this research, and identify potential future research directions.

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Section: Discussionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 91%

When does the price presentation order impact choices? Dispositional and situational moderators for the price order effect

Mukherjee

2022

Int J Consumer Studies

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“…Consumers choose the method of processing information through the availability of information resources, which reflects the relationship between external stimuli and information processing configurations ( Yan and Bai, 2004 ). If decision information resources are sufficient, affective-oriented processing will be performed first to quickly assess the importance of emotions, and then cognitive orientation will be activated to generate solid support reasons for making decisions ( Ahmad and Guzmán, 2021 ). On the contrary, if information resources are insufficient, affective-oriented processing will be limited, which in turn will affect cognitive-oriented processing and participants’ decision-making ( Keer et al, 2010 ).…”

Section: Hypotheses Development and Theoretical Foundationmentioning

confidence: 99%

Image and text presentation forms in destination marketing: An eye-tracking analysis and a laboratory experiment

Chen

Huang

et al. 2022

Front. Psychol.

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The COVID-19 pandemic has severely impacted the tourism and hospitality industries worldwide. Tourism destination marketing has been an heated focus in tourism and hospitality academia, it is widely believed that it can promote the revival of industries in the post-pandemic era. But there is a lack of research on different graphic presentation forms in tourism advertisements. To bridge the gap in the related literature, this study aims at studying the impact of the image and text presentation forms of the scenic spot’s name in tourism advertisements on tourists’ visit intention to the tourist destination city by combining the theory of constructivism in cognitive psychology, SOR model, and affective-cognitive model to conduct a 2 × 2 between-group experiment. The study found that when the text part contains the scenic spot’s name, the tourism advertisement has a significant impact on tourists’ perceived advertising effectiveness, destination affective image, and visit intention. The results of eye tracking analysis also showed that fixation points are primarily distributed in the text part. Furthermore, this study explored the chain mediating mechanism of perceived advertising effectiveness and destination affective image and discovered that the impact of the text presentation form on the visit intention can be realized through the mediating effect of perceived advertising effectiveness and destination affective image. This study puts forward some suggestions for the tourism advertising and destination marketing of scenic spots with high-familiarity of destination cities with low-familiarity and improving the image of tourist destination cities.

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“…Consumer skepticism toward marketing and communication activities has a long research history [ 80 ]. Particularly in the digital environment, it has been shown that the level of skepticism toward web-based information can play a significant role in different types of decision-making [ 81 , 82 ]. A distinctive expression of consumer skepticism is review skepticism , which can be defined as mistrust toward electronic word of mouth in the context of web-based reviews [ 83 ].…”

Section: Introductionmentioning

confidence: 99%

“…A distinctive expression of consumer skepticism is review skepticism , which can be defined as mistrust toward electronic word of mouth in the context of web-based reviews [ 83 ]. In our study, review skepticism was conceptualized as a dispositional form of skepticism and not a situational one [ 81 ]. As it can be assumed that individuals who reveal a higher level of review skepticism are even more critical toward information on PRWs, we postulate that a high level of review skepticism weakens the effects between s ocial influence and the behavioral intention to use PRWs as well as between social influence and credibility of PRWs (hypothesis 8b).…”

Section: Introductionmentioning

confidence: 99%

The Impact of Social Influence on the Intention to Use Physician Rating Websites: Moderated Mediation Analysis Using a Mixed Methods Approach

Guetz¹,

Bidmon²

2022

J Med Internet Res

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Background Physician rating websites (PRWs) have become increasingly important in the cross-section between health and digitalization. Social influence plays a crucial role in human behavior in many domains of life, as can be demonstrated by the increase in high-profile influential individuals such as social media influencers (SMIs). Particularly in the health-specific environment, the opinion of family and friends has a significant influence on health-related decisions. However, so far, there has been little discussion about the role of social influence as an antecedent of behavioral intention to use PRWs. Objective On the basis of theories of social psychology and technology acceptance and theories from the economic perspective, this study aimed to evaluate the impact of social influence on the behavioral intention to use PRWs. Methods We conducted 2 studies by applying a mixed methods approach including a total of 712 participants from the Austrian population. The impact of social influence on the behavioral intention to use PRWs was investigated through linear regression and mediation and moderated mediation analysis using the PROCESS macro 4.0 in SPSS 27 (IBM Corp). Results The 2 studies show similar results. In study 1, an experiment, no direct effect of social influence on the behavioral intention to use PRWs could be detected. However, an indirect effect of social influence on the behavioral intention to use PRWs via credibility (b=0.572; P=.005) and performance expectancy (b=0.340; P<.001) could be confirmed. The results of study 2, a cross-sectional study, demonstrate that social influence seems to have a direct impact on the behavioral intention to use PRWs (b=0.410; P<.001). However, when calculating the proposed mediation model, it becomes clear that this impact may partly be explained through the 2 mediator variables—credibility (b=0.208; P<.001) and performance expectancy (b=0.312; P<.001). In contrast to the observed direct and indirect effect, neither demographic nor psychographic variables have a significant moderating impact on the influencing chain in study 2. Conclusions This study provides an indication that social influence has at least an indirect impact on the behavioral intention to use PRWs. It was observed that this impact is exerted through credibility and performance expectancy. According to the findings of both studies, social influence has the potential to boost the use of PRWs. As a result, these web-based networks might be a promising future interface between health care and digitalization, allowing health care practitioners to gain a beneficial external impact while also learning from feedback. Social influence nowadays is not just limited to friends and family but can also be exerted by SMIs in the domain of PRW use. Thus, from a marketing perspective, PRW providers could think of collaborating with SMIs, and our results could contribute to stimulating discussion in this vein.

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Consumer skepticism about online reviews and their decision-making process: the role of review self-efficacy and regulatory focus

Cited by 19 publications

References 71 publications

When does the price presentation order impact choices? Dispositional and situational moderators for the price order effect

When does the price presentation order impact choices? Dispositional and situational moderators for the price order effect

Image and text presentation forms in destination marketing: An eye-tracking analysis and a laboratory experiment

The Impact of Social Influence on the Intention to Use Physician Rating Websites: Moderated Mediation Analysis Using a Mixed Methods Approach

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