Factors Affecting the Adoption of an Electronic Word of Mouth Message: A Meta-Analysis

Consumers' purchase intentions in social commerce: the role of social psychological distance, perceived value, and perceived cognitive effort

Purpose

Electronic word-of-mouth (eWOM) has become one of the most influential information sources for consumers' purchase decision-making. Based on construal-level theory and from the perspective of cognitive effort, this study investigated the effects of eWOM social media types and conflicting eWOM on consumers' purchase intentions and validated the mediation role of social psychological distance, perceived value, and perceived cognitive effort.

Design/methodology/approach

Two scenario-based experiments were conducted to validate the research model. Specifically, a 2 (eWOM social media type: strong-tie vs weak-tie) × 2 (conflicting eWOM: with vs without) between-subjects design was used. ANOVA, multiple regression analysis with PROCESS, and partial least squares (PLS) were employed to test the hypotheses.

Findings

The results showed that eWOM social media types had significant effects on both social psychological distance and perceived value. The significant chain mediating effects of social psychological distance and perceived value between eWOM social media types and consumers' purchase intentions were found. In addition, conflicting eWOM had significant effects on both perceived value and perceived cognitive effort. Indirect effects of conflicting eWOM on purchase intention through perceived cognitive effort were discovered.

Originality/value

These results contribute to the eWOM literature by investigating the influences of eWOM social media types and conflicting eWOM on consumers' purchase intentions. They also contribute to construal-level theory by extending its applicability to the field of eWOM.

A Theory of Information Compression: When Judgments Are Costly

A Theory of Information Compression: When Judgments Are Costly

How useful to tourists are thousands of reviews of different five-star hotels in a city on a travel website when the mean rating is 4.5, and all the five-star hotels score around the mean? How insightful are reviews of physicians on a physician review website to potential patients when the ratings cluster tightly around an average for all physicians? Are there costs to the physicians, the patients, and to society as a whole? When all the students at a university score “A” grades on most courses, are there consequences for the university, the students, and potential employers? This paper calls the “clustering around a mean” phenomenon “information compression” and the systems in which it occurs (e.g., universities, students, employers) “judgment networks.” When there is extensive information compression in a system, measures such as ratings or grades have little value for decision makers. When all five-star hotels in a city score an average of 4.5 does it really matter which one a traveler chooses? The paper introduces a way of measuring information compression. It also suggests ways for organizations to overcome the negative consequences of information compression for themselves and their various stakeholders.

Steele L, de Vreede GJ. Decide Now or Later: Making Sense of Incoherence Across Online Reviews

Consumers read online reviews to decide whether to buy a product. Extensive research examines what makes a single review helpful or credible, yet there is very limited understanding of how a collection of reviews facilitates purchase decisions. Such understanding is critical because consumers rarely consult all reviews or a single review. They often start by reading the “top reviews” that a website highlights, then deciding whether to read additional reviews and how many. This paper investigates how inconsistency among top reviews affects a consumer’s purchase deferral—the likelihood to decide immediately or defer the decision until after obtaining more information. We found that, if different reviewers disagree on their opinions about the same feature of a product, consumers are more likely to defer the purchase decision and consult more reviews. Further, this effect is weaker when reviewers provide specific details about their needs or use of the product along with their opinions. This work provides guidance to review platforms on how to select and present a set of top reviews. Our findings also inform retailers and product manufacturers on how to focus their attention in dealing with reviews and when a focus only on the top reviews is not sufficient.

Conflicting social influences regarding controversial information systems: the case of online dating

Purpose

Controversial information systems (IS) represent a unique context in which certain members of a user's social circle may endorse the use of a system while others object to it. The purpose of this paper is to explore the simultaneous and often conflicting roles of such positive and negative social influences through social learning and ambivalence theories in shaping user adoption intention of a representative case of controversial IS, namely online dating services (ODS).

Design/methodology/approach

The model was tested with two empirical studies using structural equation modeling techniques. The data of these studies were collected from 451 (Study 1) and 510 (Study 2) single individuals (i.e. not in a relationship).

Findings

(1) Positive social influence has a stronger impact on perceived benefits and adoption intention, while negative social influence exerts a greater impact on perceived risks; (2) positive and negative social influences affect adoption intention toward ODS differently, through benefit and risk assessments; and (3) ambivalence significantly negatively moderates the effects of social influences on adoption.

Originality/value

This study enriches and extends the IS use, ambivalence theory, prospect theory, and social learning theory research streams. Furthermore, this study suggests that it is necessary to focus on not only the oft-considered positive but also negative social influences in IS research.

The Mediating Role of Patients' Trust Between Web-Based Health Information Seeking and Patients' Uncertainty in China: Cross-sectional Web-Based Survey

BACKGROUND

In the physician-patient relationship, patients' uncertainty about diseases and the lack of trust in physicians not only hinder patients' rehabilitation but also disrupt the harmony in this relationship. With the development of the web-based health industry, patients can easily access web-based information about health care and physicians, thus reducing patients' uncertainty to some extent. However, it is not clear how patients' web-based health information-seeking behaviors reduce their uncertainty.

OBJECTIVE

On the basis of the principal-agent theory and the perspective of uncertainty reduction, this study aims to investigate the mechanism of how web-based disease-related information and web-based physician-related information reduce patients' uncertainty.

METHODS

A web-based survey involving 337 participants was conducted. In this study, we constructed a structural equation model and used SmartPLS (version 3.3.3; SmartPLS GmbH) software to test the reliability and validity of the measurement model. The path coefficients of the structural model were also calculated to test our hypotheses.

RESULTS

By classifying patients' uncertainties into those concerning diseases and those concerning physicians, this study identified the different roles of the two types of patients' uncertainty and revealed that web-based disease-related information quality and web-based physician-related information can act as uncertainty mitigators. The quality of disease-related information reduces patients' perceived information scarcity about the disease (β=-.588; P<.001), and the higher the information scarcity perceived by patients, the higher their uncertainty toward the disease (β=.111; P=.02). As for physician-related information, web-based word-of-mouth information about physicians reduces patients' perceived information scarcity about the physician (β=-.511; P<.001), mitigates patients' fears about physician opportunism (β=-.268; P<.001), and facilitates patients' trust (β=.318; P<.001). These factors further influence patients' uncertainty about the physician. In addition, from the test of mediating effect, patients' trust in the physician fully mediates the relationship between their perceived information scarcity about the physician's medical service and their uncertainty about the physician. Patients' trust also partially mediates the relationship between their fear of the physician's opportunism and their uncertainty about the physician. As for the two different types of uncertainty, patients' uncertainty about the physician also increases their uncertainty about the diseases (β=.587; P<.001).

CONCLUSIONS

This study affirms the role of disease-related web-based information quality and physician-related web-based word-of-mouth information in reducing patients' uncertainties. With regard to the traits of principal-agent relationships, this study describes the influence mechanism based on patients' perceived information scarcity, fears of physicians' opportunism, and patients' trust. Moreover, information about physicians is effective in reducing patients' uncertainties, but only if the information enhances patients' trust in their physicians. This research generates new insights into understanding the impact of web-based health information on patients' uncertainties.

What is the impact of eWOM in social network sites on travel decision-making during the COVID-19 outbreak? A two-stage methodology

Social media users share a variety of information and experiences and create Electronic Word of Mouth (eWOM) in the form of positive or negative opinions to communicate with others. In the context of the COVID-19 outbreak, eWOM has been an effective tool for knowledge sharing and decision making. This research aims to reveal what factors of eWOM can influence travelers’ trust in their decision-making to travel during the COVID-19 outbreak. In addition, we aim to find the relationships between trust in eWOM and perceived risk, and perceived risk and the decision to travel. These relationships are investigated based on online customers’ reviews in TripAdvisor’s COVID-19 forums. We use a two-stage data analysis which includes cluster analysis and structural equation modeling. In the first stage, a questionnaire survey was designed and the data was collected from 1546 respondents by referring to the COVID-19 forums on TripAdvisor. Specifically, we use k-means to segment the users’ data into different groups. In the second stage, Structural Equation Modeling (SEM) was performed to inspect the relations between the variables in the hypothesized research model using a subsample of 679 respondents. The results of the first stage of the analysis showed that three segments could be discovered from the collected data for trust based on eWOM source and eWOM message attributes. These segments clearly showed that there are significant relationships between trust and perceived risk, and between perceived risk and the decision to travel. The results in all segments showed that users with a low level of trust have a high level of perceived risk and a low level of intention to travel during the COVID-19 outbreak. In addition, it was found that users with a high level of e-trust have a low level of perceived risk and a high level of intention to travel. These results were confirmed in all segments and these relationships were confirmed by SEM. The results of SEM revealed that visual and external information moderated the relationship between eWOM length and trust, and experience moderated the relationship between trust and perceived risk. For the moderating role of gender, it was found that the perceived risk has a higher impact on the decision to travel in the female sample.

Addiction to Social Networking Sites and User Responses

Prior studies have primarily used "variable-centered" perspectives to identify factors underlying user responses to social networking site (SNS) addiction, their predictors and outcomes. This paper extends this perspective by taking a person-centered approach to examine (1) the prototypical subpopulations (profiles) of users' extent of SNS addiction and responses to it, (2) how affiliations with these profiles can explain user behaviors toward SNS use, and (3) how personality traits can predict affiliations with these profiles. To this end, we propose a typological theory of SNS addiction and user responses to it via two empirical, personcentered studies. Study 1 draws on survey data from 188 SNS users to develop a typology of users based on the extent of their SNS addiction and their responses to it. It further examines the relations between affiliation with these profiles and users' SNS discontinuance intention, as a typical behavioral response to SNS addiction. Study 2 uses survey data from 284 SNS users to validate the user typology developed in Study 1 and investigate its relations to users' Big Five personality traits. Our findings shed light on a typology of five prototypical profiles of SNS users-cautious, regular, consonant, dissonant, and hooked-who differ in their extent of SNS addiction and their cognitive, emotional, and behavioral responses to it. Our findings also demonstrate how Big Five personality traits can predict user affiliations with these prototypical profiles.

Impact of Factors of Online Deceptive Reviews on Customer Purchase Decision Based on Machine Learning

Online deceptive reviews widely exist in the online shopping environment. Numerous studies have investigated the impact of online product reviews on customer behaviour and sales. However, the existing literature is mainly based on real product reviews; only a few studies have investigated deceptive reviews. Based on the results of deceptive reviews, this article explores the factors that affect customer purchase decision in online review systems, which is flooded by deceptive reviews. Therefore, a deceptive review influence model is proposed based on three influential factors of online review system, sentiment characteristics, review length, and online seller characteristics. Based on them, text mining is used to quantify the indicators of the three influential factors. Through principal component analysis and linear regression, the experimental results of electronic appliances on Tmall show that the three influential factors are positively related to customers' purchase intention and decision making.

eWOM credibility: a comprehensive framework and literature review

Purpose

The purpose of this paper is to provide a comprehensive review on electronic word-of-mouth (eWOM) credibility. Further, the authors propose a comprehensive and integrated model on eWOM credibility.

Design/methodology/approach

The authors conducted a systematic review of the extant literature on marketing, sociology and psychology to identify the factors that affect eWOM credibility. Further, the authors developed themes and identified factors which lead to eWOM credibility.

Findings

Four factors were identified, i.e. content, communicator, context and consumer, which affect eWOM credibility. Several variables associated with these four factors were identified, which result in eWOM credibility. Further, the authors developed 22 propositions to explain the causal relationship between these variables and eWOM credibility.

Research limitations/implications

The conceptual model needs empirical validation across various eWOM platforms, i.e. social networking websites, e-commerce websites, etc.

Practical implications

Managers and e-commerce vendors can use these inputs to develop specific design elements and assessment tools which can help consumers to identify credible eWOM messages. Credible eWOM messages, in turn, will increase the “trust” and “loyalty” of the customers on e-commerce vendors.

Originality/value

This paper provides a conclusive takeaway of eWOM credibility literature by integrating multiple perspectives and arguments from the extant literature. This study also presents an integrated model, which provides a theoretical framework for researchers to further examine the interaction effect of various variables, which results in eWOM credibility.

Peer review

The peer review history for this article is available at: https://publons.com/publon/10.1108/OIR-06-2020-0263