Sources and impacts of social influence from online anonymous user reviews
Information & ManagementPublished 22 March 2017
Kexin Zhao, Antonis C. Stylianou, Yiming Zheng
Citations135
SJR quartileQ1
SJR score2.92
SNIP2.74
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
Consumers increasingly rely on online reviews to make purchase decisions. However, the process through which consumers are influenced by online reviews is not well understood. To fill the gap, we apply the social influence theory to theoretically explain and analyze this opinion change process. Specifically, we identify antecedents and consequences of two types of social influence from online user reviews: informational and value-expressive influence. From a survey conducted in a controlled laboratory environment, we found that perceived review quality positively impacts informational influence, while perceived review quality, consistency, and social presence jointly impact value-expressive influence. Interestingly, informational influence impacts both perceived decision quality and perceived usefulness of the website, while value-expressive influence only impacts perceived usefulness of the website. Surprisingly, consumer characteristics, including prior product expertise and self-monitoring, do not have significant effects on the formation of social influence online.
Keywords
Social Sciences
Journal of Marketing ResearchEvaluating Structural Equation Models with Unobservable Variables and Measurement Error
60,778 Citations1981Claes Fornell, David F. Larcker
MIS QuarterlyUser Acceptance of Information Technology: Toward A Unified View1
42,458 Citations2003Venkatesh, Michael G. Morris +2 more
TAUT provides a useful tool for managers needing to assess the likelihood of success for new technology introductions and helps them understand the drivers of acceptance in order to proactively design interventions targeted at populations of users that may be less inclined to adopt and use new systems.
Management ScienceA Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies
22,348 Citations2000Viswanath Venkatesh, Fred D. Davis
A theoretical extension of the Technology Acceptance Model (TAM) is developed and tested that explains perceived usefulness and usage intentions in terms of social influence and cognitive instrumental processes and significantly influenced user acceptance.
Journal of the Academy of Marketing ScienceOn the evaluation of structural equation models
20,581 Citations1988Richard P. Bagozzi, Youjae Yi
Journal of the Academy of Marketing ScienceOn the Evaluation of Structural Equation Models
15,750 Citations1988Richard P. Bagozzi, Youjae Yi
Journal of Marketing ResearchThe Effect of Word of Mouth on Sales: Online Book Reviews
5,939 Citations2006Judith A. Chevalier, Dina Mayzlin
Journal of Abnormal & Social PsychologyA study of normative and informational social influences upon individual judgment.
4,659 Citations1955Morton Deutsch, Harold B. Gerard
Several modifications of the Asch experiment in which the S judges the length of lines in the company of a group of “stooges” who carry out the experimenter's instructions are described.
Journal of Management Information SystemsBeyond Accuracy: What Data Quality Means to Data Consumers
4,330 Citations1996Richard Y. Wang, Diane M. Strong
Using this framework, IS managers were able to better understand and meet their data consumers' data quality needs and this research provides a basis for future studies that measure data quality along the dimensions of this framework.
MIS QuarterlyBehavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate1
4,291 Citations2005Bock, Zmud +2 more
It is found that anticipated reciprocal relationships affect individuals' attitudes toward knowledge sharing while both sense of self-worth and organizational climate affect subjective norms, and anticipated extrinsic rewards exert a negative effect on individuals' knowledge-sharing attitudes.
Management ScienceCommon Method Variance in IS Research: A Comparison of Alternative Approaches and a Reanalysis of Past Research
3,188 Citations2006Naresh K. Malhotra, Sung S. Kim +1 more
This comprehensive and systematic analysis offers initial evidence that the marker-variable technique can serve as a convenient, yet effective, tool for accounting for CMV, and common method biases in the IS domain are not as serious as those found in other disciplines.
MIS QuarterlySpecifying Formative Constructs in Information Systems Research1
3,039 Citations2007Stacie Petter, Straub +1 more
Whether formative constructs are indeed being mistaken for reflective constructs by information systems researchers by examining complete volumes of MIS Quarterly and Information Systems Research over the last 3 years is examined.
MIS QuarterlyWhat Makes a Helpful Online Review? A Study of Customer Reviews on Amazon.Com1
2,414 Citations2010Susan M. Mudambi, David Schuff
Journal of MarketingEffects of Word-of-Mouth versus Traditional Marketing: Findings from an Internet Social Networking Site
2,395 Citations2009Michael Trusov, Randolph E. Bucklin +1 more
Journal of Consumer ResearchMeasurement of Consumer Susceptibility to Interpersonal Influence
2,159 Citations1989William O. Bearden, Richard G. Netemeyer +1 more
Journal of Applied PsychologySelf-generated validity and other effects of measurement on belief, attitude, intention, and behavior.
2,018 Citations1988Jack M. Feldman, John Lynch
Drawing from recent developments in social cognition, cognitive psychology, and behavioral decision theory, it is analyzed when and how the act of measuring beliefs, attitudes, intentions, and behaviors affects observed correlations among them.
Information & ManagementWhy do people play on-line games? An extended TAM with social influences and flow experience
1,974 Citations2003Chin‐Lung Hsu, Hsi‐Peng Lu
This study applies the technology acceptance model (TAM) that incorporates social influences and flow experience as belief-related constructs to predict users' acceptance of on-line games to reveal that social norms, attitude, andflow experience explain about 80% of game playing.
Information Systems ResearchThe Measurement of Web-Customer Satisfaction: An Expectation and Disconfirmation Approach
1,972 Citations2002Vicki McKinney, Kanghyun Yoon +1 more
This paper separates Web site quality into information quality (IQ) and system quality (SQ), and proposes nine key constructs for Web-customer satisfaction, and indicates that the proposed metrics have a relatively high degree of validity and reliability.
Journal of Consumer ResearchReference Group Influence on Product and Brand Purchase Decisions
1,913 Citations1982William O. Bearden, Michael J. Etzel
MIS QuarterlyFirm Performance Impacts of Digitally Enabled Supply Chain Integration Capabilities1
1,898 Citations2006Rai, Patnayakuni +1 more
The results suggest that integrated IT infrastructures enable firms to develop the higher-order capability of supply chain process integration, which results in significant and sustained firm performance gains, especially in operational excellence and revenue growth.
Marketing ScienceConsumer Decision Making in Online Shopping Environments: The Effects of Interactive Decision Aids
1,713 Citations2000Gerald Häubl, Valerie Trifts
It is suggested that interactive tools designed to assist consumers in the initial screening of available alternatives and to facilitate in-depth comparisons among selected alternatives in an online shopping environment may have strong favorable effects on both the quality and the efficiency of purchase decisions-shoppers can make much better decisions while expending substantially less effort.
Journal of Interactive MarketingInternet forums as influential sources of consumer information
1,712 Citations2001Barbara Bickart, Robert M. Schindler
An experiment in which consumers were instructed to gather online information about one of five specific product topics by accessing either online discussions or marketer-generated online information, finding the consumers who gathered information from online discussions reported greater interest in the product topic.
Decision Support SystemsDo online reviews matter? — An empirical investigation of panel data
1,663 Citations2008Wenjing Duan, Bin Gu +1 more
The result shows that the rating of online user reviews has no significant impact on movies' box office revenues after accounting for the endogeneity, indicating that online user Reviews have little persuasive effect on consumer purchase decisions.
Journal of MarketingImpact of Online Consumer Reviews on Sales: The Moderating Role of Product and Consumer Characteristics
1,652 Citations2010Feng Zhu, Xiaoquan Zhang
Journal of MarketingWord of Mouth for Movies: Its Dynamics and Impact on Box Office Revenue
1,619 Citations2006Yong Liu
Information & ManagementAIMQ: a methodology for information quality assessment
1,574 Citations2002Yang W. Lee, Diane M. Strong +2 more
The methodology encompasses a model of IQ, a questionnaire to measure IQ, and analysis techniques for interpreting the IQ measures, which are applied to analyze the gap between an organization and best practices.
Information Systems ResearchInformational Influence in Organizations: An Integrated Approach to Knowledge Adoption
1,542 Citations2003Stephanie Watts Sussman, Wendy Schneier Siegal
Results support the model, suggesting that the process models used to understand information adoption can be generalized to the field of knowledge management, and that usefulness serves a mediating role between influence processes and information adoption.
Journal of Interactive MarketingExploring the value of online product reviews in forecasting sales: The case of motion pictures
1,531 Citations2007Chrysanthos Dellarocas, Xiaoquan Zhang +1 more
This study shows that the addition of online product review metrics to a benchmark model that includes prerelease marketing, theater availability and professional critic reviews substantially increases its forecasting accuracy; the forecasting accuracy of the best model outperforms that of several previously published models.
Journal of Applied PsychologyLack of method variance in self-reported affect and perceptions at work: Reality or artifact?
1,480 Citations1989Larry J. Williams, Joseph A. Cote +1 more
MIS QuarterlyInfluence Processes for Information Technology Acceptance: An Elaboration Likelihood Model1
1,364 Citations2006Anol Bhattacherjee, Clive Sanford
Influence processes are introduced as policy tools that managers can employ to motivate IT acceptance within their organizations, benchmarks alternative influence strategies, and demonstrates the need for customizing influence strategies to the specific needs of a user population.
MIS QuarterlyWhat makes a helpful online review? a study of customer reviews on amazon.com
1,290 Citations2010Susan M. Mudambi, David Schuff
Psychological ReviewDifferential contributions of majority and minority influence.
1,217 Citations1986Charlan Nemeth
Information Systems ResearchSocial Media Brand Community and Consumer Behavior: Quantifying the Relative Impact of User- and Marketer-Generated Content
1,215 Citations2013Khim Yong Goh, Cheng-Suang Heng +1 more
Journal of Personality and Social PsychologyRevision of the Self-Monitoring Scale.
1,151 Citations1984Richard D. Lennox, Raymond N. Wolfe
A 13-item Revised Self-Monitoring scale is presented which measures only sensitivity to the expressive behavior of others and ability to modify self-presentation, and a 20-item Concern for Appropriateness scale is described which measures 2 variables that are directly associated with social anxiety.
MIS QuarterlyHow Do Suppliers Benefit from Information Technology Use in Supply Chain Relationships?1
1,108 Citations2004Mani Subramani
The results support the vendors-to-partners thesis that IT deployments in supply chains lead to closer buyer-supplier relationships and suggest the complementarity of the transaction-cost and resource-based views, elaborating the logic by which specialized assets can also be strategic assets.
MIS QuarterlySources of Influence on Beliefs About Information Technology Use: An Empirical Study of Knowledge Workers1
1,076 Citations2003Lewis, Agarwal +1 more
It is suggested that beliefs about technology use can be influenced by top management commitment to new technology and the individual factors of personal innovativeness and self-efficacy and the context of a contemporary technology targeted at autonomous knowledge workers.
MIS QuarterlyE-Commerce Product Recommendation Agents: Use, Characteristics, and Impact1
1,055 Citations2007Xiao Xiao, Izak Benbasat
A conceptual model with 28 propositions derived from five theoretical perspectives is developed that identifies other important aspects of RAs, namely RA use, RA characteristics, provider credi'r, and user-RA interaction, which influence users' decision-making processes and outcomes, as well as their evaluation of RA.
e-Service JournalManaging User Trust in B2C e-Services
1,053 Citations2003Gefen, Straub
Findings show that social presence affects consumer trust and that trust subsequently has a stronger effect on purchase intentions than TAM beliefs, and implications for e-services are discussed in terms of whether the benefits from adopting an IT depend more on website characteristics like usefulness and ease of use or on consumer trust in the vendor.
Information Systems ResearchAdvancing the Theory of Adaptive Structuration: The Development of a Scale to Measure Faithfulness of Appropriation
1,043 Citations1997Wynne W. Chin, Abhijit Gopal +1 more
The development of an instrument to capture the extent to which users of an advanced information technology believe they have appropriated its structures faithfully is described, considered critical if the theoretical base provided by AST is to be fully exploited in understanding the use of advanced information technologies.
SSRN Electronic JournalDo Online Reviews Matter? - an Empirical Investigation of Panel Data
1,032 Citations2005Wenjing Duan, Bin Gu +1 more
Journal of Personality and Social PsychologyOn the nature of self-monitoring: Matters of assessment, matters of validity.
1,029 Citations1986Mark Snyder, Steven W. Gangestad
An examination of reanalyses of studies of self-monitoring, analyses of the internal structure of the Self-Monitoring Scale, and further relevant data suggest that the measure does tap a meaningful and interpretable causal variable with pervasive influences on social behavior, a variable reflected as a general self- monitoring factor.
Journal of Management Information SystemsAntecedents of Information and System Quality: An Empirical Examination Within the Context of Data Warehousing
984 Citations2005R. Ryan Nelson, Peter Todd +1 more
A model consisting of nine fundamental determinants of quality in an information technology context, four under the rubric of information quality and five that describe system quality are developed, suggesting that the determinants are indeed predictive of overall information and system quality in data warehouse environments.
Journal of Consumer ResearchInformational and Normative Social Influence in Buyer Behavior
954 Citations1975Robert E. Burnkrant, Alain Cousineau
Journal of Business ResearchInformation direction, website reputation and eWOM effect: A moderating role of product type
936 Citations2008Cheol Park, Thae Min Lee
The results support the moderating effects of product type on the eWOM information direction-website reputation-eWOM effect relationship and provide managerial implications for an Internet marketing strategy.
Extending the technology acceptance model to account for social influence: theoretical bases and empirical validation
871 Citations2003Yogesh Malhotra, Dennis F. Galletta
This study establishes theoretical and empirical bases for the above conceptualization in terms of Kelman's processes of internalization, identification and compliance, which provides evidence of the reliability and validity of the proposed constructs, factor structures and measures.
Marketing ScienceThe Effects of Online User Reviews on Movie Box Office Performance: Accounting for Sequential Rollout and Aggregation Across Local Markets
866 Citations2010Pradeep K. Chintagunta, Shyam Gopinath +1 more
This paper measures the impact (valence, volume, and variance) of national online user reviews on designated market area (DMA)-level local geographic box office performance of movies and finds that it is the valence that seems to matter and not the volume.
SSRN Electronic JournalSocial Media Brand Community and Consumer Behavior: Quantifying the Relative Impact of User- and Marketer-Generated Content
808 Citations2012Khim Yong Goh, Cheng Suang Heng +1 more
International Journal of Information ManagementSocial media research: Theories, constructs, and conceptual frameworks
762 Citations2014Eric W.T. Ngai, Spencer S.C. Tao +1 more
A causal-chain framework was developed based on the input-moderator-mediator-output model to illustrate the causality between the research constructs used and the conceptualization of theoretical models/theories proposed by previous researchers.
Journal of Consumer ResearchStudents and Housewives: Differences in Susceptibility to Reference Group Influence
741 Citations1977C. Whan Park, V. Parker Lessig
MIS QuarterlyWhat Signal Are You Sending? How Website Quality Influences Perceptions of Product Quality and Purchase Intentions1
737 Citations2011Wells, Valacich +1 more
The results indicate that website quality influences consumers' perceptions of product quality, which subsequently affects online purchase intentions, and signal credibility strengthens the relationship between website quality and product quality perceptions for a high quality website.
Communications of the ACMInformation quality benchmarks
726 Citations2002Beverly K. Kahn, Diane M. Strong +1 more
There is a critical need for a methodology that assesses how well organizations develop information products and deliver information services to consumers, and Benchmarks developed from such a methodology can help compare information quality across organizations, and provide a baseline for assessing IQ improvements.
Journal of the Academy of Marketing ScienceSource effects in communication and persuasion research: A meta-analysis of effect size
672 Citations1993Elizabeth J. Wilson, Daniel L. Sherrell
Information Systems ResearchUnderstanding the Adoption of Multipurpose Information Appliances: The Case of Mobile Data Services
668 Citations2006Se‐Joon Hong, Kar Yan Tam
The findings show that the determinants of multipurpose information appliance adoption decisions are not only different from those in the workplace, but are also dependent on the nature of the target technology and its usage context.
Journal of Management Information SystemsEvaluating Anthropomorphic Product Recommendation Agents: A Social Relationship Perspective to Designing Information Systems
666 Citations2009Lingyun Qiu, Izak Benbasat
The findings from a laboratory experiment indicate that using humanoid embodiment and human voice-based communication significantly influences users' perceptions of social presence, which in turn enhances users' trusting beliefs, perceptions of enjoyment, and ultimately, their intentions to use the agent as a decision aid.
Advances in experimental social psychologyToward A Theory of Conversion Behavior
662 Citations1980Serge Moscovici
Four assumptions are discussed in the chapter, in order to understand Compliance and Conversion, in which a consistent minority can exert an influence to the same extent as a consistent majority and that the former will generally have a greater effect on a deeper level, while the latter often has less at that level.
Journal of Interactive MarketingOnline Peer and Editorial Recommendations, Trust, and Choice in Virtual Markets
646 Citations2005Donnavieve Smith, Satya Menon +1 more
Results from this study indicate that consumers prefer peer and editorial recommendations over other types of effort-reducing cues that might be available during online search.
MIS QuarterlyExploring Human Images in Website Design: A Multi-Method Approach1
626 Citations2009Cyr, Milena Head +2 more
A controlled experiment was conducted using a questionnaire, interviews, and eye-tracking methodology to gain insight into how Internet users perceive human images as one element of website design, and no direct relationship was found between the human image conditions and trust.
International Journal of Electronic CommerceThe Effect of Online Consumer Reviews on New Product Sales
598 Citations2012Geng Cui, Hon‐Kwong Lui +1 more
Information Systems ResearchResearch Note: The Influence of Recommendations and Consumer Reviews on Evaluations of Websites
501 Citations2006Nanda Kumar, Izak Benbasat
A novel approach to generate the experimental conditions by filtering the content of Amazon.com in real time shows that the provision of recommendations and consumer reviews increases both the usefulness and social presence of the website.
Internet ResearchUnderstanding online community user participation: a social influence perspective
494 Citations2011Tao Zhou
The results show that both social identity and group norm have significant effects on user participation, and in addition, group norm affects social identity.
International Journal of Electronic CommerceHarnessing the Influence of Social Proof in Online Shopping: The Effect of Electronic Word of Mouth on Sales of Digital Microproducts
492 Citations2011Naveen Amblee, Tung Bui
Until newer social shopping technologies gain acceptance, eWOM technologies should be considered by both e-tailers and shoppers as the first and perhaps primary source of social buying experience.
MIS QuarterlyInformational Cascades and Software Adoption on the Internet: An Empirical Investigation1
491 Citations2009Duan, Gü +1 more
Journal of Interactive MarketingDoes Chatter Matter? The Impact of User-Generated Content on Music Sales
477 Citations2009Vasant Dhar, Elaine A. Chang
Annual Review of PsychologyInterests, Relationships, Identities: Three Central Issues for Individuals and Groups in Negotiating Their Social Environment
477 Citations2005Herbert C. Kelman
Computers in Human BehaviorFactors affecting online group buying intention and satisfaction: A social exchange theory perspective
470 Citations2012Wen‐Lung Shiau, Margaret Meiling Luo
The results suggest that reciprocity, trust, satisfaction, and seller creativity provide considerable explanatory power for intention to engage in online group buying behavior.
Information Systems Research<b>Research Note</b>—The Impact of External Word-of-Mouth Sources on Retailer Sales of High-Involvement Products
460 Citations2011Bin Gu, Jae‐Hong Park +1 more
The results suggest that a retailer's internal WOM has a limited influence on its sales of high-involvement products, while external WOM sources have a significant impact on the retailer's sales, implying that external WOM Sources play an important role in the information search process.
Designing and Constructing Instruments for Social Research and Evaluation
458 Citations2007David Colton, Robert W. Covert
MIS QuarterlyWhat signal are you sending? how website quality influences perceptions of product quality and purchase intentions
408 Citations2011John D. Wells, Joseph S. Valacich +1 more
AIS Electronic Library (AISeL) (Association for Information Systems)The Impact of Online Recommendations and Consumer Feedback on Sales
405 Citations2004Pei-Yu Sharon Chen, Shinyi Wu +1 more
The results indicate that more recommendations indeed improve sales at Amazon.com; however, consumer ratings are not found to be related to sales, and it is found that recommendations work better for less-popular books than for more-popular books.
Journal of the Association for Information SystemsIs This Review Believable? A Study of Factors Affecting the Credibility of Online Consumer Reviews from an ELM Perspective
403 Citations2012Cindy Cheung, Choon Ling Sia +1 more
Argument quality, a central cue, was the primary factor affecting review credibility and participants also relied on peripheral cues such as source credibility, review consistency, and review sidedness when evaluating online consumer reviews.
Marketing ScienceThird-Party Product Review and Firm Marketing Strategy
394 Citations2005Yubo Chen, Jinhong Xie
Information Systems ResearchResearch Note—Two Competing Perspectives on Automatic Use: A Theoretical and Empirical Comparison
376 Citations2005Sung S. Kim, Naresh K. Malhotra +1 more
It is suggested that with an increase in past use, user behavior becomes less evaluative and less intentional, in support of the argument that automatic use is driven more by habit/automaticity than by instant activation of cognitions.
International Journal of AdvertisingAdvertising in social media: a review of empirical evidence
351 Citations2015Johannes Knoll
MIS QuarterlyOut of Dedication or Constraint? A Dual Model of Post-Adoption Phenomena and its Empirical Test in the Context of Online Services1
339 Citations2009Sung S. Kim, Jai-Yeol Son
It is essential in examining the complex nature of post-adoption phenomena to take into account the interplay of the dedication- and constraint-based mechanisms, and the results of structural equation modeling analysis indicate that this is essential.
Journal of Consumer MarketingConceptualizing self‐monitoring: links to materialism and product involvement
332 Citations1997Beverly A. Browne, Dennis O. Kaldenberg
MIS QuarterlyOut of dedication or constraint? a dual model of post-adoption phenomena and its empirical test in the context of online services
322 Citations2009Sung S. Kim, Jai-Yeol Son
Information & ManagementConsumer's decision to shop online: The moderating role of positive informational social influence
307 Citations2011Matthew Lee, Na Shi +3 more
Positive social influence was found to reinforce the relationship between beliefs about and attitude toward online shopping, as well as the relationships between attitude and intention to shop.
Computers in Human BehaviorPersuasive messages on information system acceptance: A theoretical extension of elaboration likelihood model and social influence theory
306 Citations2012Chia‐Ying Li
This study explores the influence of persuasive messages (source credibility and argument quality) on social influence, affective response and cognitive response, and investigates the interrelationships among affectiveresponse, cognitive response and behavior intention.
Journal of Interactive MarketingUnderstanding the online consumer: A typology of online relational norms and behavior
306 Citations2002Charla Mathwick
MIS QuarterlyA Meta-Analysis of the Role of Environment-Based Voluntariness in Information Technology Acceptance1
277 Citations2009Lianren Wu, Lederer
The current study contributes not only to the distinction between user-based and environment-based voluntariness but also to a more complete understanding of user acceptance of IT across system-use environments.
Journal of Personality and Social PsychologyMajority and minority influence: Source-position imbalance as a determinant of message scrutiny.
257 Citations1994Sara M. Baker, Richard E. Petty
Journal of electronic commerce researchSocial Comparison, Social Presence, and Enjoyment in the Acceptance of Social Shopping Websites
239 Citations2012Jia Shen
The social aspect of social Commerce is investigated, a new framework to understand the adoption of social shopping websites is proposed, and social factors such as social comparison, social presence, as well as enjoyment are examined to augment the Technology Acceptance Model for the specificity of social commerce applications.
International Journal of Information ManagementExamining the moderating effect of inconsistent reviews and its gender differences on consumers’ online shopping decision
230 Citations2013Kem Z.K. Zhang, Christy M.K. Cheung +1 more
Findings show that consumers' cognitive trust to online retailers affects emotional trust, which further leads to purchase intention, and the moderating effect of inconsistent reviews is stronger for female consumers than for male consumers.
Journal of Marketing ResearchListening to Strangers: Whose Responses are Valuable, how Valuable are They, and Why?
213 Citations2008Allen M. Weiss, Nicholas H. Lurie +1 more
The authors show that a provider's response speed, the extent to which the provider's previous responses within the focal domain have been positively evaluated by others, and the breadth of the providers' previous responses across different domains of knowledge affect objective judgments of information value.
Decision Support SystemsImpact of informational factors on online recommendation credibility: The moderating role of source credibility
207 Citations2013Chuan Luo, Xin Luo +2 more
Using data from 199 responses from a leading online consumer discussion forum in China, it is found that recommendation source credibility significantly moderates two informational factors' effects on readers' perception of recommendation credibility, each in a different direction.
Decision Support SystemsWill video be the next generation of e-commerce product reviews? Presentation format and the role of product type
185 Citations2015Pei Xu, Liang Chen +1 more
It is found that the presentation format of online reviews has a substantive and nuanced impact on consumer perceptions, and vendors should make efforts to manage the presentation of online review.
The HKU Scholars Hub (University of Hong Kong)The impact of individualism - Collectivism, social presence, and group diversity on group decision making under majority influence
180 Citations2007Xiaolan Fu, Paul Benjamin Lowry +2 more
Management ScienceAre We Wise About the Wisdom of Crowds? The Use of Group Judgments in Belief Revision
171 Citations2009Albert E. Mannes
Four studies examining intuitions about group wisdom and the informational influence of groups find that when provided advice, participants relied more on groups than individuals to update their beliefs, but were only modestly sensitive to group size.
Information & Managemente-Shopping acceptance: A qualitative and meta-analytic review
169 Citations2014John Ingham, Jean Cadieux +1 more
While this integrated TAM contributes significantly to the understanding of e-shopping, the time may have now come to place more emphasis on achieving a better understanding of the techno-marketing antecedents of its components.
Journal of Consumer PsychologyAttitude functions in advertising: The interactive role of products and self‐monitoring
169 Citations1992Sharon Shavitt, Tina M. Lowrey +1 more
International Journal of Information ManagementExploring the determinants of knowledge adoption in virtual communities: A social influence perspective
145 Citations2015Chien-Hsiang Chou, Yi‐Shun Wang +1 more
The findings demonstrate that both informational and normative determinants had positive effects on knowledge adoption, while the moderating test indicates that time pressure exerted influences with different directions on the two evaluation processes of adopting behavior.
Journal of Consumer PsychologyConsumer Acceptance of Online Agent Advice: Extremity and Positivity Effects
142 Citations2003Andrew D. Gershoff, Ashesh Mukherjee +1 more
Psychology and MarketingA psychometric evaluation of a revised version of the Lennox and Wolfe revised self-monitoring scale
125 Citations2000Aron O’Cass
Journal of the Academy of Marketing ScienceThe Effects of Expertise, End Goal, and Product Type on Adoption of Preference Formation Strategy
123 Citations1994Marco Felipe King, Siva K. Balasubramanian
Results from an experiment indicate that the adoption of a given strategy is influenced by interactions between subjects’ expertise level and their end goals and the product type.
Information & ManagementAssessing the impact of recommender agents on on-line consumer unplanned purchase behavior
113 Citations2011R. Eric Hostler, Victoria Yoon +3 more
A theoretical model was developed that provided insights into the impact of an RA on online consumer behavior and thus provided suggestions for implementing effective systems.
International Business ResearchEstablishing the Adoption of Electronic Word-of-Mouth through Consumers’ Perceived Credibility
112 Citations2013Yi‐Wen Fan, Yi-Feng Miao +2 more
It is verified that a consumer’s perceived eWom credibility positively influences his or her adoption of eWOM, and it is found that source credibility, eWomen quantity, and eW WOM quality significantly affect a consumer's perceived e WOM credibility.
International Journal of Electronic CommerceTrying Before Buying: The Moderating Role of Online Reviews in Trial Attitude Formation Toward Mobile Applications
101 Citations2015Guei-Hua Huang, Nikolaos Korfiatis
It is found that review valence and consistency alter the emotional process during trial attitude formation but do not affect the cognitive process, which helps app developers and marketers understand how to elicit positive evaluations during app trials by highlighting the importance of online reviews.
Decision Support SystemsAssessing the impact of internet agent on end users' performance
98 Citations2004R. Eric Hostler, Victoria Yoon +1 more
An empirical study was conducted to determine what impact, if any, the use of Shopbots, a form of Internet agent, had on consumers looking to purchase a DVD player online via the World Wide Web [WWW].
…