How e-WOM recommendations influence product consideration and quality of choice: A motivation to process information perspective

Gupta, Pranjal; Harris, Judy

doi:10.1016/j.jbusres.2009.01.015

Cited by 362 publications

(273 citation statements)

References 19 publications

Supporting

Mentioning

241

Contrasting

Unclassified

Order By: Relevance

“…These useful votes are generally believed not only to be an indicator of review diagnosticity to separate the useful reviews from the rest (Mudambi & Schuff, 2010), but also to be a signalling cue for users to filter numerous reviews efficiently (Ghose & Ipeirotis, 2008). In other words, the useful information in a review may assist customers to evaluate the attributes of the service so as to build confidence in the source (Gupta & Harris, 2010). That is, the possibility to make better decisions and experience greater satisfaction with the online platforms can be increased when information seekers encounter numerous pieces of useful information that affect their decisions.…”

Section: Perceived Usefulness Of Online Reviewsmentioning

confidence: 99%

What makes a useful online review? Implication for travel product websites

Liu¹,

2015

View full text Add to dashboard Cite

Section: Perceived Usefulness Of Online Reviewsmentioning

confidence: 99%

What makes a useful online review? Implication for travel product websites

Liu¹,

2015

View full text Add to dashboard Cite

“…Thus, the magnitude of its moderating effect should depend on the extent of involvement. Finally, the literature has shown that message acceptance determines the extent to which individuals process a message and behave in accordance with its content (Xu et al, 2010;Iyengar et al, 2015;Gupta & Harris, 2010). In our context, this implies that the persuasiveness of product reviews would be larger for individuals who are more inclined to accept the messages.…”

Section: Message Intensitymentioning

confidence: 81%

Asymmetric Persuasive Effects of Gain- and Loss-related Messages in Electronic Word of Mouth

Shin¹,

Dahana²

2017

IJBM

View full text Add to dashboard Cite

This study examines the aggregate effect of electronic word mouth (eWOM) communications containing multiple messages of different type on brand attitude. It focuses on the moderating role of individuals' regulatory focus and message proportion in influencing the extent to which consumers respond to gain-and loss-related messages. We develop some hypotheses regarding the interplay between the constructs, and test them through two web-based experimental studies on online product reviews. In study 1, we examine the persuasiveness of four different reviews composed of several combinations of gain-and loss-related messages. In study 2, we modify the proportion of positive and negative messages to examine how the impact of eWOM is affected by disproportionate message structure. The results reveal that different combinations of message types lead to different evaluation of the focal brand. Furthermore, subjects with different regulatory focus exhibit different attitudes toward the focal brand when exposed to the same message combination. In addition, the moderating effects of regulatory focus appear to be altered by eWOM message proportion. Theoretical and managerial implications of this study are discussed.

show abstract

“…Gupta & Harris [12] claimed that the development of internet technology has led to e-word of mouth. Since the golden period of the modern media era, many consumers have increasingly sent and received messages through the internet.…”

Section: B Electronic Word-of-mouth: (Ewom)mentioning

confidence: 99%

The Impact of Electronic Word-of-Mouth Factors on Consumers’ Buying Decision-Making Processes in the Low Cost Carriers: A Conceptual Framework

Lerrthaitrakul¹,

Panjakajornsak²

2014

IJTEF

View full text Add to dashboard Cite

Abstract-The purpose of this study is to develop a conceptual framework on the potential effects of electronic word-of-mouth (eWOM) communication on consumers' buying decision-making process in the low cost airline industry. A thorough review of literature reveals three main streams of factors affecting consumers' buying decisionmaking process involvement in eWOM in the low cost airline industry. These issues are the information provided by eWOM such as reviews, the creditability of channels used, volume of eWOM; types of eWOM such as multiple transmission channels, one to many channels, one to one channels and also, their potential effects on different decision-making processes. The samples are Thai consumers, which surfed on the internet and social media for information about the low cost carriers. Questionnaires will be distributed on-line to the samples from Thai popular website communities and Thailand's low cost carriers Facebook sites (Air Asia Thailand, Fly Orient Thai, and Nok airlines). Structural equation modeling using AMOS will be used to analyze the hypothesized relationships. The study expects to make key contributions for low cost airline companies in setting their marketing plans and developing online relationships with customers as well as contributions for e-marketing management research. I. INTRODUCTIONIt is widely recognized nowadays that air transportation has become a profound source of business facilitating the economic growth of many countries. This is because air aviation allows people from all over the world to comfortably connect with each other. The development of this transportation channel rallies around people not only seeking new and better markets but also gaining access to global suppliers. Businesses across countries can, therefore, be operated and connected with each other. According to IATA [1]. Aviation industries play a significant role in generating new marketing and business across the world. Producers can easily distribute their products into new markets. Boeing, which is an airplane building company, has predicted that more people will choose to travel by airplane during 2012 to 2031. Especially in South East Asia, the growth of new aviation routes will be increased on average by 7.6% every year. This business sector can generate 4,700,000,000 billion US$. The increase in this business sector is a consequence of the improvement of rules and regulations, the growing number of related infrastructure building to facilitate aviation business and the lenience of trade agreements [2].It has been found that in 2002, Low cost airlines which service Asia Pacific did not significantly influence the way the traditional market was operated. However, not so long after that, the low cost airline businesses in Asia Pacific grew rapidly and became the customers' choice. These low cost airlines include Tiger Airways, Virgin Blue, Cebu Pacific, Jetstar, Lion Air, and Air Asia. In Thailand, wellknown low cost airlines comprised Nok Air, One-two-go or Orient Thai and Thai Air Asia. Severa...

show abstract

How e-WOM recommendations influence product consideration and quality of choice: A motivation to process information perspective

Cited by 362 publications

References 19 publications

What makes a useful online review? Implication for travel product websites

What makes a useful online review? Implication for travel product websites

Asymmetric Persuasive Effects of Gain- and Loss-related Messages in Electronic Word of Mouth

The Impact of Electronic Word-of-Mouth Factors on Consumers’ Buying Decision-Making Processes in the Low Cost Carriers: A Conceptual Framework

Contact Info

Product

Resources

About