The effect of review valence and variance on product evaluations: An examination of intrinsic and extrinsic cues

Langan, Ryan; Besharat, Ali; Varki, Sajeev

doi:10.1016/j.ijresmar.2016.10.004

Cited by 75 publications

(69 citation statements)

References 58 publications

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“…As it results from these authors' model, purchase intention is influenced by attitude towards information, information usefulness and information adoption. Langan et al [60] proved that the influence of review valence on purchase intention is moderated by the product nature (utilitarian or hedonic), brand equity and review source credibility.…”

Section: Ewom and Salesmentioning

confidence: 99%

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

Anastasiei¹,

Dospinescu²

2019

Sustainability

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The goal of this research was to build a model that evaluates the influence of affective commitment, high-sacrifice commitment, and satisfaction on the customers’ word-of-mouth concerning an online retailer. Two word-of-mouth dimensions were considered: volume and valence. A survey was administered to 282 respondents and structural equation modeling techniques were used to process the data and test the hypotheses. Our findings show that satisfaction and high-sacrifice commitment have an important impact on both word-of-mouth volume and valence, while affective commitment only influences word-of-mouth valence. This paper offers detailed explanations of these results in light of other theories and studies in the field.

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Section: Ewom and Salesmentioning

confidence: 99%

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

Anastasiei¹,

Dospinescu²

2019

Sustainability

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“…One possible reason is that existing research has focused on review characteristics but largely omits the role of goal orientation. Decision goals shape the relevance and salience of different informational cues (Aaker & Lee, 2001) and determine whether the information is used as decision input (Langan, Besharat, & Varki, 2017).…”

Section: Review Helpfulness and Review Valencementioning

confidence: 99%

How Regulatory Orientation and Feelings of Gratitude Shape Online Review Helpfulness

Mafael

2019

J Consum Psychol

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Online review helpfulness ratings are an important indicator of the impact of online reviews. Often times, helpfulness is explained in terms of observable qualities of online reviews that predict helpfulness ratings. This research proposes that focusing on the psychological processes that underlie helpfulness voting informs a better understanding of what shapes review helpfulness ratings. Specifically, because goal orientation influences information processing, consumers’ regulatory orientation interacts with review valence to determine review helpfulness. When review valence and regulatory orientation match, consumers are more likely to express helpfulness through voting. The findings show that this effect occurs at least in part because matching review valence and regulatory orientation instills feelings of gratitude towards the reviewer. As a consequence, consumers are more likely to reward the reviewer with a helpfulness vote to express their feeling of gratitude through actions. However, when reviewers actively state expectations of reciprocal behavior by readers, gratitude is reduced and so is the likelihood that a review receives a helpfulness vote. Evidence from five studies using review data and online experiments show support for these effects.

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“…According to the accessibility-diagnosticity framework (Feldman and Lynch 1988;Lynch et al 1988), consumers rely on the cues that are more diagnostic and accessible to make a judgment (Joshi and Mao 2012;Knapp et al 2014;Langan et al 2017). We use conceptual arguments based on this accessibility-diagnosticity framework to predict and establish which of the cues associated with star brand equity and product reviews are more likely to drive consumer choice and BO performance.…”

Section: Accessibility-diagnosticitymentioning

confidence: 99%

Debates and assumptions about motion picture performance: a meta-analysis

Carrillat

Legoux

Hadida

2017

J. of the Acad. Mark. Sci.

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Across the many studies of motion picture box office success, unresolved debates and untested assumptions about the contributing factors persist. Using an accessibility-diagnosticity framework and a meta-analysis of 634 effect sizes from 150 studies, the current article seeks to clarify the relationships of star brand equity and product reviews (from consumers and critics) with box office success. The popularity of stars (market and media appeals) exerts a stronger impact on box office success than their artistic recognition (as per award nominations and wins) at the moment of a movie's release but not over its extended theatrical run. Whereas the impact of popular stars on box office success decreases over time, the influence of artistically recognized stars remains steady. The findings also identify a dual role for critics, who influence consumers' movie choice and predict box office performance by merely reflecting moviegoers' tastes. Finally, this study refutes the assumption that the impact of users' reviews strengthens over time, relative to critics' reviews.

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The effect of review valence and variance on product evaluations: An examination of intrinsic and extrinsic cues

Cited by 75 publications

References 58 publications

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

How Regulatory Orientation and Feelings of Gratitude Shape Online Review Helpfulness

Debates and assumptions about motion picture performance: a meta-analysis

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