Examining impacts of negative reviews and purchase goals on consumer purchase decision

Weisstein, Fei L.; Song, Lei; Andersen, Peter; Zhu, Ying

doi:10.1016/j.jretconser.2017.08.015

Cited by 64 publications

(52 citation statements)

References 40 publications

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“…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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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

View full text Add to dashboard Cite

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“… Socio-demographics (Verain et al 2012);  Consumer's involvement (Montandon et al 2017);  Consumer's lifestyle activities (Sarti et al 2018) such as cooking at home, buying semi-finished products or purchasing food cooked at shop as goal-related motivation (Weisstein et al 2017) and family-related motivation (Kareklas et al 2014);  Eco/green purchase, importance of food product country of origin (Feldmann & Hamm, 2015;Lorenz et al, 2015;Rahman, 2018;Ghali, 2019), external factors from marketing (Montandon et al 2017) and food wastage (Joshi & Rahman, 2019).…”

Section: Methodsmentioning

confidence: 99%

“…Nowadays, consumer is under pressure of group behaviour because collectivists are more interested in a healthy label (Sarti et al 2018). Recent industrial survey reports show that 90% of online shoppers read consumer product reviews and 83% reported that their purchase decisions are directly affected by the reviews (Weisstein et al 2017). However, consumer is influenced by great amounts of information on the food labels and it makes difficult for consumers to make consciousness in food purchasing decisions (Montandon et al 2017).…”

Section: Literature Reviewmentioning

confidence: 99%

“…Consumer involvement with different levels is related with consumer's purchase purpose (Xia & Monroe, 2009). As some scientists observed (Weisstein et al 2017), goaldirected consumers give preference to utilitarian benefits or value, prepare shopping plan and trust on extrinsic motives for their choices. Oppositely, experiential consumers concentrate on hedonic value and internal motives.…”

Section: Literature Reviewmentioning

confidence: 99%

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Consumer Involvement in the Purchasing Process: Consciousness of the Choice

Jesevičiūtė-Ufartienė

2019

Economics and Culture

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Research purpose. Consumer is becoming demanded one in the purchasing process. Thus, consumer behaviour analyses thinking about his or her involvement in the purchase process could be a solution for marketers. This article concentrates on the consumer’s choice of food products in the purchase process because the author is interested to clarify the connection amongst choice, purchase and wasting of food. The research purpose is to evaluate the consumer’s consciousness in choosing food product in the purchase process. Design/Methodology/Approach. Quantitative method using questionnaire was applied to 643 respondents whilst implementing formulated aim. Cronbach’s alpha analyses of 35 items (0.870) showed reliability of the research. Findings. The research results indicated that consumer in the food purchase process is low conscious because he or she does not understand that he or she is buying more than what he or she needs and thus some of his or her purchase becomes waste. Consumer’s consciousness could be seen in the consumer’s lifestyle such as preferences for homemade food. Originality/Value/Practical implications. The research results could be used in practice and science. Food-producing companies might use some research results making their packaging solutions. The research results could give incites for scientists for future research.

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“…eWOM is defined as "the dynamic and ongoing information exchange process between potential, actual, or former consumers regarding a product, service, brand or company, which is available to a multitude of people and institutions via the Internet" (Ismagilova et al, 2017, p.18). Studies have found positive relationships between eWOM and information adoption (Chang & Wu, 2014;Wang et al, 2015), change in attitude (Hsu et al, 2013;Huang & Korfiatis, 2015;Martin & Lueg, 2013;Pan & Chiou, 2011;Shareef et al, 2018), purchase intention (Bi et al, 2017;Chen et al, 2016;Hernandez & Handan, 2014;Pappas, 2016;Pereira et al, 2016;Plotkina & Munzel, 2016;Pookulangara & Koesler, 2011;Sweeney et al, 2014;Weisstein et al, 2017) and sales of products/services (Blal & Sturman, 2014;Cadario, 2014;Eslami & Ghasemaghaei, 2018;. However, information overload from vast quantities of eWOM can cause confusion and result in a negative effect on purchase intention (Furner & Zinko, 2017;Singh et al, 2017).…”

Section: Introductionmentioning

confidence: 99%

Perceived helpfulness of eWOM: Emotions, fairness and rationality

Ismagilova

Dwivedi

Slade

2020

Journal of Retailing and Consumer Services

109

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Consumers use online reviews to help make informed purchase decisions. This paper extends existing research by examining how content of online reviews influences perceptions of helpfulness by demonstrating how different emotions can influence helpfulness of both product and service online reviews beyond a valence-based approach using cognitive appraisal theory and attribution theory. This research contributes to existing knowledge regarding the theory of information processing, attribution theory, and cognitive appraisal theory of emotions. Using findings from this study, practitioners can make review websites more user-friendly which will help readers avoid information overload and make more informed purchase decisions.

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Examining impacts of negative reviews and purchase goals on consumer purchase decision

Cited by 64 publications

References 40 publications

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

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

Consumer Involvement in the Purchasing Process: Consciousness of the Choice

Perceived helpfulness of eWOM: Emotions, fairness and rationality

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