Interaction between satisfaction and incentives on online reviews

2019 ◽  
Vol 32 (4) ◽  
pp. 899-921 ◽  
Author(s):  
Qi Dai ◽  
Jingyi Zhang
Keyword(s):  
Moral Judgment ◽  
Interaction Effect ◽  
Experimental Studies ◽  
Personal Characteristics ◽  
Role Playing ◽  
Online Reviews ◽  
Moderating Effects ◽  
Content Type ◽  
Positive Effects ◽  
Student Subjects

Purpose The purpose of this paper is to investigate the interaction effect between customer satisfaction and monetary incentives on online reviews and test the moderating effect of personal characteristics, filling the research gap in online review behavior from the senders. Design/methodology/approach Using a project role-playing technique that is widely applied in the marketing field, the authors conducted two experimental studies in a laboratory setting with student subjects and collected 390 and 362 acceptable samples for analysis in Studies 1 and 2, respectively. Findings This research confirms the positive effects of satisfaction and incentives on review scores and tests the interaction effect between satisfaction and incentives on review scores with the moderating effects of moral judgment and sensitivity of promotion. Incentives could strengthen customers’ review scores except under small incentives situation where dissatisfied customers decrease scores instead. Additionally, the moderating effects of moral judgment and sensitivity of promotion are more significant in the case of dissatisfaction. Research limitations/implications As this study focuses exclusively on a single service context and uses student samples, limitations persist regarding the generalizability of the results. Practical implications The research provides new insights for marketers on designing effective incentive programs, as well as how to better balance costs and benefits in promotion strategies. Originality/value This is one of the first studies to explore the interaction effect between satisfaction and incentives on online reviews considering the moderating effects of moral judgment and sensitivity of promotion. As a result, a new model is forwarded.

scholarly journals Examining the effects of interorganizational learning on performance: a meta-analysis

2018 ◽  
Vol 33 (4) ◽  
pp. 574-584 ◽  
Author(s):  
Anni Rajala
Keyword(s):  
Meta Analysis ◽  
Moderating Effects ◽  
Interorganizational Learning ◽  
Content Type ◽  
Positive Effects ◽  
Research Designs ◽  
Different Types ◽  
And Performance ◽  
The Relationship ◽  
Practical Implications

Purpose Relationship learning is viewed as an important factor in enhancing competitiveness and an important determinant of profitability in relationships. Prior studies have acknowledged the positive effects of interorganizational learning on performance, but the performance measures applied have varied. The purpose of this study is to examine the relationship between interorganizational learning and different types of performance. The paper also goes beyond direct effects by investigating the moderating effects of different research designs. Design/methodology/approach This paper applies a meta-analytic approach to systematically analyze 21 independent studies (N = 4,618) to reveal the relationship between interorganizational learning and performance. Findings The findings indicate that interorganizational learning is an important predictor of performance, and that the effects of interorganizational learning on performance differ in magnitude under different research conditions. Research limitations/implications The paper focuses on interorganizational learning, and during the data collection, some related topics were excluded from the data search to retain the focus on learning. Practical implications The study evinces the breadth of the field of interorganizational learning and how different research designs affect research results. Moreover, this meta-analysis indicates the need for greater clarity when defining the concepts used in studies and for definitions of the concepts applied in the field of interorganizational learning to be unified. Originality/value This study is the first to meta-analytically synthesize literature on interorganizational learning. It also illuminates new perspectives for future studies within this field.

Can advertising creativity affect product perceptions and retailer evaluations?

2014 ◽  
Vol 23 (6) ◽  
pp. 452-461 ◽  
Author(s):  
Erik Modig ◽  
Sara Rosengren
Keyword(s):  
Product Quality ◽  
Mineral Water ◽  
Experimental Studies ◽  
Purchase Intentions ◽  
Brand Attitude ◽  
Chewing Gum ◽  
Content Type ◽  
Positive Effects ◽  
Perceived Product Quality ◽  
The Impact

Purpose – This paper aims to investigate the impact of advertising creativity on consumer perceptions of product quality, value, retailer brand attitude and purchase intention. Design/methodology/approach – Two experimental studies were conducted. Study 1 shows the impact of creativity (high/low) for two product categories (mineral water and chewing gum) and one known retailer. The findings are replicated and extended in Study 2 for four categories (mineral water, chewing gum, batteries and detergent) and two known retailers. Findings – The results show that advertising creativity positively signals perceived product quality, which increases perceived value. These effects fully mediate a positive impact on retailer brand attitude and purchase intentions. The positive effect of advertising creativity on perceived product quality is mediated by perceived advertisement effort. Practical implications – This study introduces advertising creativity as a way for retailers to increase perceived product quality and value. The results show that advertising creativity increases perceived effort on behalf of the sender, which positively influences purchase intentions. Originality/value – The current study shows that advertising creativity can work as a signal of product quality, which has positive effects for retailers.

The neighborhood effect of online reviews

2019 ◽  
Vol 2 (3) ◽  
pp. 262-283
Author(s):  
Dong Liang ◽  
Xia Wang
Keyword(s):  
Design Methodology ◽  
Negative Impact ◽  
Online Reviews ◽  
Neighborhood Effect ◽  
Moderating Effects ◽  
Content Type ◽  
Negative Effect ◽  
Using Data ◽  
The Impact ◽  
The Relationship

Purpose Online reviews have been indicated to play an important role in consumers’ decision-making process, as supported by numerous studies. However, none of them has considered the neighborhood effect of online reviews. The purpose of this paper is to analyze the impact of neighbor store’s reviews on central store’s, along with the moderating effects of store density and product similarity. Design/methodology/approach Using data from dianping.com, this study conducts economic analysis accounting for endogeneity. Findings The results show that the neighbor store’s reviews exert a negative impact on that of central stores. Nevertheless, the relationship is moderated by store density and product similarity, such that the negative effect is stronger if there are a lot of stores around the central store, or if the neighbor store and central store provide similar products. Originality/value This study is the first to investigate the neighborhood effect of online reviews.

Brand equity, online reviews, and message trust: the moderating role of persuasion knowledge

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Fayez Ahmad ◽  
Francisco Guzmán
Keyword(s):  
Brand Equity ◽  
Experimental Studies ◽  
Online Reviews ◽  
Review Literature ◽  
Online Review ◽  
Persuasion Knowledge ◽  
Content Type ◽  
Mediating Role ◽  
The Relationship

Purpose This paper aims to investigate whether a message from a brand with stronger brand equity generates more trust than a message from a brand with lower brand equity, and thus is more likely to encourage consumers to write online reviews. This paper also explores what happens when consumers become aware that brands are trying to persuade them to write a review. Design/methodology/approach Through three experimental studies, where participants were randomly assigned to a brand that has either a stronger or weaker brand equity, participants’ intention to write reviews was measured. Trust in the message was measured to study its mediating role, and persuasion knowledge of the participants was manipulated to investigate its moderating effect. Findings The findings confirm that consumers are more likely to write online reviews when a message comes from a brand that has stronger brand equity, trust in the message mediates the relationship between brand equity and consumer intention to write an online review, and persuasion knowledge has a differential effect on consumer intention to write reviews. Originality/value The study adds to the brand equity and online review literature by providing evidence that a higher level of consumer trust on brands that have stronger brand equity leads to an increased intention to write a review for the brand. It also shows that consumers’ awareness of the motive of the brand is more beneficial for brands with strong brand equity, contributing to persuasion knowledge literature.

Effects of country of origin and importers’ innovativeness in new product trials

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Giovanna Pegan ◽  
James Reardon ◽  
Donata Vianelli
Keyword(s):  
Online Survey ◽  
Country Of Origin ◽  
Product Category ◽  
Personal Characteristics ◽  
Linear Modeling ◽  
Content Type ◽  
Positive Effects ◽  
Critical Issues ◽  
Managerial Implications ◽  
Industrial Purchasing

Purpose The purpose of this study is to seek to investigate whether and how country of origin (COO) cues – category-country image (CCI) and typicality – and importers’ domain-specific innovativeness (DSI) influence importers’ propensity to the trial new value and premium products. Moreover, it aims to understand whether and how the relationship between the COO effect and industrial purchase intentions is moderated by importers’ propensity to innovate (DSI). Design/methodology/approach International importers completed a quantitative online survey. Factor analysis was used to summarize the latent constructs into orthogonal scores. General linear modeling was applied to the scores to test the hypotheses. Findings The results indicate that importers’ propensity to trial value products is directly influenced by CCI and importers’ DSI. For premium products, typicality has a positive effect on their propensity to trial. Also, CCI and DSI have positive effects on the trial of value products, and the effect is more pronounced than for premium products. Importers’ DSI positively moderates CCI in premium product trials, while it negatively moderates typicality in value products. Practical implications This research provides important managerial implications for practitioners seeking to increase foreign sales, strengthening importers’ product perceived value through COO cues. Exporters should distinguish between value and premium products and, in the selection of international channel partners, they must be attentive to importers’ personal characteristics, such as their propensity to innovate. Exporters selling value products should communicate CCI more clearly and, when targeting innovative importers, opt for atypical products instead of traditional ones. For premium products, which require more complex decisions, exporters should especially underscore product typicality and, with innovative importers, emphasize positive CCI. Originality/value By focusing on the two critical issues of product selection and price levels, this study’s original contribution is to emphasize that, for the same product category, in industrial purchasing decisions of value versus premium products, the COO effect can be different. It also highlights the importance of investigating the COO effect by concentrating on industrial buyers’ personal characteristics, here the DSI of importers, as moderating variables.

Title redacted: the impact of negative online review censorship

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jennifer L. Stevens ◽  
Carol L. Esmark Jones ◽  
Mike Breazeale
Keyword(s):  
Product Information ◽  
Experimental Studies ◽  
Online Reviews ◽  
Online Review ◽  
Content Type ◽  
Brand Relationship ◽  
Exchange Product ◽  
Negative Impacts ◽  
The Impact ◽  
Harmful Effects

Purpose Consumers are increasingly using review sites to exchange product information, whereas companies attempt to maintain control of brand-related communications. One method marketers may take to retain control is to remove negative opinions about the brand. This paper aims to examine the impact on consumer’s brand perceptions when negative reviews are censored. Design/methodology/approach Two experimental studies were conducted to assess whether censorship of a negative online review, in the form of removal by the company, weakens brand relationship quality (BRQ) dimensions. Findings The results show that censoring negative online reviews has a damaging effect on BRQ. Additionally, the findings indicate that a brand may not be able to increase BRQ when a negative review has been posted, however strategic measures can be taken to diminish the potentially harmful impact. Originality/value As many brands still do not adequately understand how to handle negative online reviews, this research offers valuable implications in furthering the examination of negative electronic word-of-mouth and ways to diminish its harmful effects. Additionally, while substantial research focuses on the positive consequences of brand relationships, this research answers calls to examine the negative impacts to BRQ.

The challenges of gamifying CSR communication

2019 ◽  
Vol 24 (1) ◽  
pp. 44-62 ◽  
Author(s):  
Kateryna Maltseva ◽  
Christian Fieseler ◽  
Hannah Trittin-Ulbrich
Keyword(s):  
Environmental Concern ◽  
Experimental Studies ◽  
Future Research ◽  
Research Report ◽  
Environmental Attitude ◽  
Experimental Conditions ◽  
Content Type ◽  
Csr Communication ◽  
Positive Effects ◽  
And Behavior

PurposeA growing number of research report positive effects of gamification, that is the introduction of game elements to non-game contexts, on stakeholder intentions and behaviors. Hence, gamification is proposed as an effective tool for organizations to educate their stakeholders about corporate social responsibility (CSR) and sustainability-related topics. The paper aims to discuss these issues.Design/methodology/approachIn this paper, the authors ask whether gamification can communicate matters of social and environmental concern. Based on three consecutive experimental studies, the authors show that there are boundary conditions to the effectiveness of gamified communication on stakeholder attitude, intention and behavior.FindingsThe authors find positive, negative and insignificant effects of gamification on pro-environmental attitude, intention and behavior. Based on these ambiguous results, the authors conclude with a call for more rigorous forms of designing gamified experiences to foster stakeholder learning and highlight and develop several such future research and engagement opportunities.Originality/valueThe study is the first to apply gamification to the context of corporate and in particular CSR communication. It is furthermore one of the first studies that actually research the effects of gamification empirically, and in controlled experimental conditions.

What makes hotel online reviews credible?

2019 ◽  
Vol 31 (1) ◽  
pp. 41-60 ◽  
Author(s):  
Ada S. Lo ◽  
Sharon Siyu Yao
Keyword(s):  
Interaction Effect ◽  
Online Reviews ◽  
Content Type ◽  
Structure Characteristics ◽  
Perceived Credibility ◽  
Message Source ◽  
Message Structure ◽  
Source Characteristic ◽  
Professional Responses ◽  
Expertise Level

Purpose This study aims to adopt a cognitive heuristic approach to investigate the interaction effect of a message source characteristic (reviewer expertise [RE]) and two message structure characteristics (review rating consistency [RC] and review valence [RV]) on the perceived credibility of hotel online reviews. Design/methodology/approach Data were collected from 242 university students and were analyzed by three-way analysis of variance through a 2 × 2 factorial experiments using a simulated hotel review page on TripAdvisor. Findings Results show a three-way interaction effect of RE, RC and RV on the perceived credibility of hotel online reviews. The main effects of the three factors are also determined. Higher perceived credibility scores are found for negative reviews, reviews written by experts and reviews with a consistent rating. Research limitations/implications This study adopts an experimental approach and is the first to investigate the three-way interactions of message source and message structure characteristics of online hotel reviews. Data were collected from students in a university in Hong Kong. Results may not be generalizable to other markets. Practical implications Results suggest that reviews written by experts have higher perceived credibility. Hotels should pay attention to the content of online reviews and the expertise level of reviewers. Efforts should be exerted to create positive experiences for hotel guests that motivate expert reviewers to write positive reviews. Note that negative reviews have higher perceived credibility than positive ones. Hotels should promptly address negative reviews and provide professional responses to reviewers. Platform operators of user-generated content (UGC) should create well-defined reviewer profiles that can serve as cues that communicate the different expertise of reviewers. Originality/value This study is the first to test the three-way interaction effect of RE, RC and RV on the perceived credibility of hotel online reviews. Results provide recommendations to hotels and UGC operators and enable them to benefit from emerging UGC usage.

Distributed leadership in organizations: an investigation of antecedent conditions

2018 ◽  
Vol 12 (4) ◽  
pp. 682-700
Author(s):  
Lihua Fu ◽  
Zhiying Liu
Keyword(s):  
Social Support ◽  
Distributed Leadership ◽  
High Tech ◽  
Moderating Effects ◽  
Content Type ◽  
Positive Effects ◽  
Upper Echelons Theory ◽  
Antecedent Conditions ◽  
Shared Purpose ◽  
Internal Context

Purpose This study aims to investigate antecedent conditions that lead to the development of distributed leadership (DL). The authors examine how the emergence of DL is affected by empowerment and internal context, which consists of shared purpose, social support and voice. The moderating effects of training are also investigated. Design/methodology/approach To test the hypotheses, this empirical analysis of the relationship between the variables was based on the results of a questionnaire survey on 62 teams in high-tech enterprises of mainland China. Findings Results indicate that empowerment and internal context in the team significantly predict the extent of DL and that training has positive moderating effects on the relationships. Practical implications The results imply that firms must carefully analyze specific team conditions to ensure shared purpose, social support and voice in each team. This study also suggests the importance of empowerment. Moreover, enterprises can use training, a human resource tool, to enhance the positive effects of internal context and empowerment on DL. Originality/value By building on upper echelons theory and integrating insights from contingency theory, this study extends prior research by examining the direct effects of both empowerment managerial system and internal context on DL and the moderating effect of training.

Leaving on a jet plane? The effect of challenge–hindrance stressors, emotional resilience and cultural novelty on self-initiated expatriates' decision to exit China

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Milad T. Jannesari ◽  
Sherry E. Sullivan
Keyword(s):  
Design Methodology ◽  
Work Experiences ◽  
Moderating Effects ◽  
Cross Sectional ◽  
Emotional Resilience ◽  
Content Type ◽  
Intent To Remain ◽  
Positive Effects ◽  
Mediated Effects ◽  
The Relationship

PurposeThe number of self-initiated expatriates (SIEs) is growing, yet we know relatively little about their work experiences, especially how they react to stress. The purpose of this study is to examine whether challenge and hindrance stressors influence SIEs' intent to remain as well as the possible influence of emotional resilience and cultural novelty upon these relationships.Design/methodology/approachData were collected from 249 SIEs working in China.FindingsAs hypothesized, hindrance stressors were negatively related to the SIEs' intent to remain. Contrary to expectations, challenge stressors were not associated with intent to remain. Hindrance (challenge) stressors were negatively (positively) related to emotional resilience, and resilience mediated the relationship between stressors and intent to remain. Cultural novelty failed to moderate the relationship between emotional resilience and intent to remain and did not moderate the mediated effects of challenge stressors on intent to remain via emotional resilience. Cultural novelty did moderate the mediated effects of hindrance stressors on intent to remain via emotional resilience, but not in the hypothesized direction.Research limitations/implicationsThis study was cross-sectional. It examined SIEs working in China, and its findings may not be generalizable to SIEs working in other countries.Originality/valueThis is the first study to examine how emotional resilience may mediate the relationship between stressors and SIEs' intent to remain and also considered the possible moderating effects of cultural novelty. In addition, unlike most studies that focus only on the negative outcomes of hindrance stressors, this study tested the possible positive effects of challenge stressors.

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