The interaction effect of online composite reviews and time pressure on information persuasiveness: A heuristic-systematic perspective

Chen, Chunfeng; Zhang, Depeng; Zhang, Fu; Zhang, Fenghua

doi:10.1016/j.elerap.2023.101269

Cited by 5 publications

(10 citation statements)

References 52 publications

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“…This was achieved by creating four experimental scenarios and analysing the effects of modifying the dynamics of varying emotional intensities. Because smartphones serve both practical and leisure purposes, and are often used in online review scenarios (Wang et al, 2021;Chen et al, 2023), they were selected as the primary experimental subject for this research. 4.3.1 Methods.…”

Section: Studymentioning

confidence: 99%

“…This indicates that composite reviews that appear contradictory are not necessarily so, and in fact, contradictions with greater attribute differences can be more logical. This is further investigated because of the findings that inconsistent composite reviews often result in consumers' ambivalent attitudes (Wang et al, 2021;Chen et al, 2023). In other words, the ambivalent attitudes elicited by varying descriptions of emotional potency changes in composite reviews are subject to dynamic changes.…”

Section: Theoretical Contributionsmentioning

confidence: 99%

“…Some research has investigated the consistency and ambivalence between initial and additional reviews to understand their interplay and effects on purchase intentions (Zhou and Li, 2017; Wang et al. , 2021; Chen et al. , 2023).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

“…, 2023) and the interaction between the initial review and the additional review (Zhou and Li, 2017; Wang et al. , 2021; Chen et al. , 2023).…”

Section: Introductionmentioning

confidence: 99%

“…Previous studies on the impact of changes in the emotional valence of online reviews on consumer adoption intentions have mostly focused on the impact of the order of presentation of the emotional valence of a single review on consumer adoption intentions (Kim and Lee, 2015;Ruiz-Mafe et al, 2018;Bignea et al, 2022). Meanwhile, there has been a great deal of discussion surrounding the emergence of composite reviews, with particular attention paid to two main points: the impact of additional reviews on their own (Shen et al, 2015;Wang et al, 2020;Zhang et al, 2023) and the interaction between the initial review and the additional review (Zhou and Li, 2017;Wang et al, 2021;Chen et al, 2023). While few research have looked at how consumers' purchase intentions are affected by sequential changes in the emotional valence of composite reviews, and it is difficult to distinguish between the different effects of two changes in emotional valence due to the primacy and proximity effects (Chen et al, 2019).…”

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confidence: 99%

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The effect of emotional changes in composite reviews on consumers' information adoption from a dual perspective

Zhang,

Ma,

2024

IMDS

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PurposeWith the appearance of additional review functionality on e-commerce platforms emotional changes in composite reviews have become more diverse. How consumers process the emotional changes in composite reviews is an important concern for companies. This study investigates the impact of explores how changes in the emotional valence and emotional intensity of composite reviews on consumers' information adoption.Design/methodology/approachBased on emotion as social information theory, this study constructs a double mediation model of how the change in emotional valence of composite reviews affects consumers' adoption intention and examines the moderating effect of the dynamic change of emotional intensity. One field and three online experiments were conducted to test the proposed hypotheses.FindingsConsumers were more likely to adopt positive–negative composite reviews than negative–positive composite reviews. Compared to negative–positive composite reviews, positive–negative composite reviews led to higher perceived empathy and lower motivational suspicion, which, in turn, led to higher information adoption. Moreover, dynamic changes in emotional intensity played a moderating role in this effect. Interestingly, the amount of attribute difference changed the differences in perceived empathy and motivated consumer suspicion generated by the composite review when considering the reviewer’s attribute difference description.Originality/valueThe findings have important theoretical contributions that deepen business and consumer understanding of the impact of composite reviews and have practical implications for improving the management of composite reviews by businesses.

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Section: Studymentioning

confidence: 99%

Section: Theoretical Contributionsmentioning

confidence: 99%

Section: Theoretical Backgroundmentioning

confidence: 99%

“…, 2023) and the interaction between the initial review and the additional review (Zhou and Li, 2017; Wang et al. , 2021; Chen et al. , 2023).…”

Section: Introductionmentioning

confidence: 99%

mentioning

confidence: 99%

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The effect of emotional changes in composite reviews on consumers' information adoption from a dual perspective

Zhang,

Ma,

2024

IMDS

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Improving customer satisfaction in the hotel industry by fusing multi-source user-generated content: An integration method based on the heuristic-systematic model and evidence theory

Ma,

Li,

Cao

2024

Appl Intell

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Additional reviews, perceived credibility and consumer online purchasing behavior: a study of university students in China

Wang,

Bai,

Zhao

2024

APJML

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PurposeThis study explores the link between additional reviews, credibility, and consumers’ online purchasing behavior.Design/methodology/approachWe employ a 2 × 2 between-subjects design to measure subjects’ purchasing behavior with versus without additional reviews and with important versus non-important attributes. A total of 529 valid questionnaires are collected from university students across 30 Chinese provinces.FindingsThe addition of negative reviews to a positive initial review enhances consumers’ perceived credibility of the reviewer and the overall review content. This effect is positively moderated by the attribute importance in additional reviews. Moreover, we find that as the time interval increases, consumers’ perceived credibility gradually increases but eventually decreases after reaching a certain threshold. In addition, the attribute importance in additional reviews negatively moderates the impact of perceived credibility on consumer purchasing behavior.Originality/valueExisting studies on first and subsequent reviews mainly focus on the difference in perceived usefulness between the two. They do not examine how additional reviews affect potential customers’ perceived credibility and their purchase decision-making. This study bridges the gap between the word-of-mouth literature and marketing practices.

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The interaction effect of online composite reviews and time pressure on information persuasiveness: A heuristic-systematic perspective

Cited by 5 publications

References 52 publications

The effect of emotional changes in composite reviews on consumers' information adoption from a dual perspective

The effect of emotional changes in composite reviews on consumers' information adoption from a dual perspective

Improving customer satisfaction in the hotel industry by fusing multi-source user-generated content: An integration method based on the heuristic-systematic model and evidence theory

Additional reviews, perceived credibility and consumer online purchasing behavior: a study of university students in China

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