Mind the fake reviews! Protecting consumers from deception through persuasion knowledge acquisition

Filho, Murilo Carrazedo Marques da Costa; Rafael, Diego; Barros, Lucia Salmonson Guimarães; Sousa, Eduardo Mesquita de

doi:10.1016/j.jbusres.2022.113538

Cited by 13 publications

(5 citation statements)

References 48 publications

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“…The number of reviews boosts early sales, while pricing strategies influence later stages, and polarized reviews positively impact sales at all stages 14 . Although direct research is lacking, some studies imply behaviors related to fraudulent green consumption: consumers usually lack the knowledge and skills to identify false reviews, which can lead them to rely on positive (albeit fake) reviews when making purchasing decisions 15 . However, it should be noted that overwhelmingly positive reviews can sometimes raise suspicion among consumers, improving their perceived ability to detect fake reviews.…”

Section: Literature Reviewmentioning

confidence: 99%

Exploring online consumer behavior on fraudulent energy-saving products

Li,

Zheng,

Yan

et al. 2024

Sci Rep

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Purchasing energy-saving products is key for public participation in energy conservation and sustainable development. However, the sale of fraudulent energy-saving products has boomed through online shopping, with little research on these products and consumer demands. This study explored the underlying factors driving consumer purchases of fraudulent energy-saving products and measured their impact on environmental awareness. Sales data for such products from four major online shopping platforms were collected. Results suggested unique demand characteristics from consumers who unknowingly purchase fraudulent energy-saving products, referred to as “hidden energy savers”, including a preference for moderately priced products, a desire for straightforward energy-saving explanations, and a tendency to seek multiple additional features, even if they conflict with the core functionality. Perceived installation and usage difficulty significantly influences purchasing behavior. A practical survey of freight companies and individual transporters’ demand for freight energy-saving products was conducted as a case study to validate the practical application of this research. This study presents a novel perspective on public energy-saving behavior, aiding in creating true energy-saving products, boosting public energy conservation interest, and reducing the negative impact of fraudulent products on environmental awareness. It also sheds light on hidden consumer needs, guiding the development of authentic energy-saving products.

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Section: Literature Reviewmentioning

confidence: 99%

Exploring online consumer behavior on fraudulent energy-saving products

Li,

Zheng,

Yan

et al. 2024

Sci Rep

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“…Persuasion knowledge, referring to consumers' understanding of specific persuasive tactics, has been widely recognised as a critical factor in helping individuals detect and comprehend persuasive attempts in advertising (Jain & Purohit, 2022;Raska et al, 2015;Voorveld et al, 2023). Scholars have also acknowledged that individuals with higher levels of persuasion knowledge are better equipped to evaluate the appropriateness of advertising strategies and tactics compared to those with lower levels of such knowledge (Brinson et al, 2023;Costa Filho et al, 2023;Patwardhan & Patwardhan, 2016). For instance, individuals with higher persuasion knowledge can more effectively identify misleading or manipulative advertising messages and protect themselves against them (Friestad & Wright, 1994;Jain & Purohit, 2022;Li-Shia et al, 2023;Patwardhan & Patwardhan, 2016).…”

Section: Persuasion Knowledgementioning

confidence: 99%

“…Research has highlighted the crucial role of agent knowledge in enabling consumers to identify the sponsors behind advertising messages and in understanding their motives (An & Stern, 2011;Matthes et al, 2007;Swaen et al, 2004). Consumers with higher levels of agent knowledge are better equipped to recognise commercial agendas, even when information is presented in non-commercial sources like word of mouth (Bambauer-Sachse & Mangold, 2013;Brinson et al, 2023;Campbell & Kirmani, 2000;Costa Filho et al, 2023). They can also easily decipher a company's motive behind advertising as primarily aimed at increasing sales of their products (An & Stern, 2011;Brinson et al, 2023;Costa Filho et al, 2023;Matthes et al, 2007).…”

Section: Agent Knowledgementioning

confidence: 99%

“…The PKM explains how consumers use their persuasionrelated knowledge, including persuasion, agent and topic knowledge, to evaluate a persuasive message and decide whether to accept or resist it (Friestad & Wright, 1994;Jain & Purohit, 2022;Voorveld et al, 2023). Research has shown that high levels of persuasion knowledge enable consumers to recognise inappropriate advertising tactics, such as manipulation and deception, and to identify the selling purpose conveyed in advertising (Brinson et al, 2023;Costa Filho et al, 2023;Dahlén, 2005;Jain & Purohit, 2022;Scott et al, 2013). Consequently, consumers with a high level of persuasion knowledge tend to view advertising messages with skepticism, especially regarding advertisers' motives and the trustworthiness of the message (Brinson et al, 2023;Costa Filho et al, 2023;Li-Shia et al, 2023).…”

Section: Introductionmentioning

confidence: 99%

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Exploring the Relationship between Consumer Knowledge and Skepticism towards Pro-Environmental Advertising: An Empirical Investigation

Lee,

Cheong

2024

KOME

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This study investigates the potential impact of consumer knowledge on inclination toward skepticism about pro-environmental advertising. Using the Persuasion Knowledge Model (PKM), the research explores the intricate interplay between three facets of consumer knowledge: persuasion, agent and topic knowledge, and consumer skepticism of pro-environmental advertising. The study also examines whether individuals’ prior experience of pro-environmental advertising and eco-friendly products contribute to the development of the three dimensions of consumer knowledge. Researchers administered online surveys to a cohort of U.S. consumer panellists, and subsequently subjected the gathered data to structural equation modelling. The research found that consumers with a heightened acumen in persuasion, agent, and topic knowledge exhibit a notably diminished degree of skepticism toward pro-environmental advertising. Additionally, individuals’ antecedent interactions with pro-environmental products enhance the depth of all three dimensions, whereas prior exposure to pro-environmental advertising appears predominantly to bolster persuasion knowledge alone.

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“…Harrison-Walker and Jiang studied the impact of suspicious online reviews on reviewers' evaluations, consumers' attitudes toward brands and websites, and purchases, and found that consumers' suspicion that a review is fake will lead to a discount in reviewers' opinions, which in turn will negatively affect their attitudes toward brands and websites. Costa Filho et al [22] believe that learning the four significant characteristics of fake reviews (one-sided, exaggerated, personal selling style, and general description) will affect consumers' trust in fake reviews and their perceived likability, thus affecting their purchase intention of target products.…”

Section: Conceptual and Process Models Of Consumer Decision-makingmentioning

confidence: 99%

The Influence of Online Reviews on the Purchasing Decisions of Travel Consumers

2024

Sustainability

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In this study, we investigate the impact of online review characteristics on consumers’ purchasing decisions in the context of spatial distance. We consider the product experience of online travel routes, geographical location characteristics, and price adjustment factors, as well as the dynamics between consumers and businesses during the booking of travel routes. Through empirical research and large-scale data simulation experiments, we have found that the variability in attributes of tourist routes significantly influences the user recommendation rate, while the overall rating has a positive moderating effect. Furthermore, the number of reviews negatively moderates the relationship between them. Additionally, the product information and service quality of tourist routes also significantly affect the recommendation rate. Finally, we propose a management strategy for tourism route managers to enhance user recommendation rates and achieve greater benefits.

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Mind the fake reviews! Protecting consumers from deception through persuasion knowledge acquisition

Cited by 13 publications

References 48 publications

Exploring online consumer behavior on fraudulent energy-saving products

Exploring online consumer behavior on fraudulent energy-saving products

Exploring the Relationship between Consumer Knowledge and Skepticism towards Pro-Environmental Advertising: An Empirical Investigation

The Influence of Online Reviews on the Purchasing Decisions of Travel Consumers

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