scholarly journals Electronic Word of Mouth (eWOM) and Marketing Implications

2021 ◽  
Author(s):  
◽  
Miriam Alzate Barricarte
Keyword(s):  
Consumer Behaviour ◽  
Word Of Mouth ◽  
Online Reviews ◽  
Electronic Word Of Mouth ◽  
Online Consumer Reviews ◽  
Purchasing Behaviour ◽  
Online Consumer ◽  
The One ◽  
Textual Content ◽  
The Empirical Analysis

This doctoral thesis studies various aspects related to a specific type of electronic word of mouth, also referred to as eWOM, which are online consumer reviews. On the one hand, this thesis studies how certain non-textual and textual characteristics of online reviews, together with the visibility of those reviews, influence various types of consumer behaviour, specifically the adoption of information and the purchasing behaviour. On the other hand, this research studies the textual content of online reviews to study the brand positioning and brand segmentation, and to analyse the positioning and associations with products. Prior to the empirical analysis, the literature on information processing, decision-making literature, branding and text mining are mainly reviewed.

scholarly journals Seeing is Believing

2021 ◽  
Vol 33 (2) ◽  
pp. 85-104
Author(s):  
Robert Zinko ◽  
Helene de Burgh-Woodman ◽  
Zhan Zhang Furner ◽  
Soo Jung Kim
Keyword(s):  
Consumer Behavior ◽  
Purchase Intention ◽  
Word Of Mouth ◽  
Online Reviews ◽  
Electronic Word Of Mouth ◽  
Online Consumer Behavior ◽  
Product Categories ◽  
Online Consumer ◽  
Hedonic And Utilitarian Products ◽  
The Relationship

Images are frequently used in online reviews, yet little research explores the effects that images have on online consumer behavior. This two-study investigation examines the effects of images in electronic word of mouth (eWOM) for both hedonic and utilitarian products. Results show that images affect the relationship between review text and purchase intention as well as trust for both product categories. However, images were shown to be more effective for hedonic than utilitarian products. Interestingly, it was found that congruence between the image and text is not a significant predictor of trust or purchase intention in some conditions (i.e., the images may not have to perfectly reflect the text to facilitate these outcomes for utilitarian products).

scholarly journals Understanding the Adoption of Incentivized Word-of-Mouth in the Online Environment

2021 ◽  
Vol 16 (4) ◽  
pp. 992-1007
Author(s):  
Bogdan Anastasiei ◽  
Nicoleta Dospinescu ◽  
Octavian Dospinescu
Keyword(s):  
Latent Variables ◽  
Word Of Mouth ◽  
Electronic Word Of Mouth ◽  
Argument Quality ◽  
Message Type ◽  
Source Expertise ◽  
The One ◽  
Random Groups ◽  
The Relationship ◽  
Adoption Intention

Nowadays, word-of-mouth is a very important component of e-commerce activity because consumers are very sensitive to other people’s opinions. Depending on the companies’ politics, these opinions can be incentivized or non-incentivized. One of the major dilemmas consists in establishing which kind of word-of-mouth has more influence on customers’ perceptions. The purpose of this study is to assess the relationships between perceived argument quality (PAQ) and perceived source expertise (PSE), on the one hand, and electronic word-of-mouth adoption intention on the other hand, for an incentivized message compared to a non-incentivized message. We processed answers from two different random groups by using adapted PAQ and PSE inventories of questions. The constructs, latent variables and items were analyzed in IBM Amos software, and our findings confirm the hypotheses regarding the relationship between the attributes of the message (argument quality and source expertise) and message credibility. Additionally, we found a significant positive relationship between message credibility and electronic word-of-mouth adoption intention. Our research also explores the moderating role of the message type (incentivized vs. non-incentivized) in the relationships above, and we discovered that the message type significantly moderates the relationship between perceived argument quality and credibility, but the type of message does not moderate the relationship between message credibility and eWOM adoption intention.

scholarly journals Analisis Pengaruh E-WOM, Online Review, dan Kualitas Informasi terhadap Minat Beli di Market Place Tokopedia

Prologia ◽  
2021 ◽  
Vol 5 (1) ◽  
pp. 127
Author(s):  
Julian Andrew ◽  
Rezi Erdiansyah
Keyword(s):  
Information Quality ◽  
Word Of Mouth ◽  
Online Reviews ◽  
Online Review ◽  
Electronic Word Of Mouth ◽  
Market Place ◽  
Purposive Sampling ◽  
Additional Information ◽  
Data Collection Technique

As the people's shopping habits via online starts to emerge, the e-commerce industry in Indonesia has also developed. In 2018, it was noted that 11.9% of Indonesian people were shopping online. However, in the midst of the vastness of online platforms with millions of items found in online storefronts, consumers need more information as their reference to arousing buying interest. As one of the biggest e-commerce players in Indonesia, Tokopedia provides features that enable sellers and consumers to exchange information regarding the items. In Tokopedia, prospective buyers can see electronic word of mouth messages, online reviews, and other additional information about the items that are known to be very influential in generating buying interest. This study uses a quantitative approach with an explanatory type in which the research seeks to find the effect of electronic word of mouth, online review, and the quality of information on buying interest of Jakarta students in Tokopedia e-commerce. The data collection technique used was purposive sampling by distributing questionnaires to 100 samples via online. Based on this research’s results, it was found that electronic word of mouth, online review, and information quality affect buying interest of students in Jakarta by 46% while the other 54% were influenced by other factors not examined in this study.Seiring dengan munculnya kebiasaan berbelanja masyarakat melalui online, industri e-commerce di Indonesia pun turut berkembang. Pada tahun 2018, tercatat bahwa sebanyak 11,9% orang di Indonesia melakukan kegiatan belanja secara online. Namun, di tengah luasnya platform online dengan jutaan barang yang terdapat di etalase online membuat konsumen membutuhkan informasi yang lebih sebagai bahan referensi dalam menimbulkan minat beli. Tokopedia merupakan pelaku e-commerce terbesar di Indonesia menyediakan fitur-fitur yang memungkinkan penjual dan konsumen untuk menulis dan bertukar informasi seputar barang tersebut. Di dalam Tokopedia, para calon pembeli dapat melihat pesan electronic word of mouth, online review, dan informasi-informasi tambahan lainnya seputar barang-barang yang dijual yang diketahui sangat berpengaruh dalam memunculkan minat beli. Penelitian ini menggunakan pendekatan kuantitatif dengan jenis eksplanatif dimana penelitian berusaha menemukan pengaruh e-WOM, kualitas informasi, dan online review terhadap minat beli mahasiswa Jakarta pada e-commerce Tokopedia. Teknik pengumpulan data yang digunakan adalah purposive sampling dengan menyebarkan kuesioner kepada 100 sampel secara online. Penelitian menemukan bahwa electronic word of mouth, online review, dan kualitas informasi berpengaruh terhadap minat beli pada mahasiswa di Jakarta sebanyak 46%, sedangkan 54% dipengaruhi oleh faktor-faktor lain yang tidak diteliti pada penelitian ini.

Culturally Contingent Electronic Word-of-Mouth Signaling and Screening: A Comparative Study of Product Reviews in the United States and Japan

2018 ◽  
Vol 26 (2) ◽  
pp. 80-102 ◽  
Author(s):  
Hsin-Chen Lin ◽  
Manohar U. Kalwani
Keyword(s):  
Cultural Differences ◽  
Word Of Mouth ◽  
Online Reviews ◽  
Cross Cultural ◽  
Electronic Word Of Mouth ◽  
National Differences ◽  
Relative Product ◽  
Product Sales ◽  
The Relationship ◽  
Over Time

Electronic word of mouth (eWOM) is an important source of influence on consumer decision making, yet little is known about cross-cultural differences in both the occurrence of eWOM and the relationship between eWOM and sales. The authors draw on signaling theory to develop a conceptual model and assess the relationships between country and the occurrence of eWOM, as well as between online ratings and relative product sales according to country. Online reviews and sales rank data for books, CDs, and DVDs were collected from Amazon U.S. and Amazon Japan in 2009 and 2017. Results suggest cross-national differences in both the occurrence of eWOM (eWOM signaling) and the relationship between eWOM and relative product sales (eWOM screening). These national differences appear to change over time: some remain stable, some disappear, and others emerge. The proposed culturally contingent signaling and screening model may be adopted as a framework for future research on cross-cultural eWOM. The results also inform the literature on cultural change by suggesting that cultural differences in eWOM change in nuanced patterns over time.

The Role of the Electronic Word-of-Mouth in the Hotel Industry

2020 ◽  
pp. 217-239
Author(s):  
Linda Gabbianelli ◽  
Tonino Pencarelli
Keyword(s):  
Information Exchange ◽  
Perceived Risk ◽  
Word Of Mouth ◽  
Online Reviews ◽  
Electronic Word Of Mouth ◽  
Managerial Behavior ◽  
Online Questionnaire ◽  
Digital Platforms ◽  
Tourism Product ◽  
Hotel Performance

In the digital age, electronic word-of-mouth plays a role extremely important for the hospitality industry. Due to the intangibility of the tourism product, travelers need to seek information in order to reduce the perceived risk. They usually compare different options and search for accurate and reliable information to make choices, such as user-generated contents. Moreover, tourists pay much more attention to digital platforms that foster interaction and information exchange between users. This study aims to investigate, through an online questionnaire, the managerial behavior of 103 hotels of the province of Rimini towards the electronic word-of-mouth phenomenon. The findings highlight the proactive attitude of hotels towards the phenomenon, to increase the booking and to improve the service quality. The study conducted provides hints of originality because it filled some gaps emerging in the literature regarding the dealing with responses, the stimulation of generating comments, and the impact of online reviews on hotel performance.

Electronic Word-of-Mouth in the Service Industry

2020 ◽  
pp. 179-197
Author(s):  
Matteo De Angelis ◽  
Roberto Florio ◽  
Cesare Amatulli
Keyword(s):  
Perceived Risk ◽  
Word Of Mouth ◽  
Service Industry ◽  
Sharing Economy ◽  
Electronic Word Of Mouth ◽  
Purchasing Decisions ◽  
Communication Tools ◽  
Digital Revolution ◽  
The Empirical Analysis ◽  
Other Consumers

Word-of-mouth is today considered among the most effective marketing communication tools. Indeed, consumers trust more their friends or other consumers than companies, advertisements, and brands. Moreover, due to the digital revolution, the electronic word-of-mouth plays a central role in consumers' purchasing decisions. In particular, electronic word-of-mouth may be central in the context of services, where the perceived risk of the intangible offering triggers consumers' need to find preliminary support from other consumers. This chapter focuses on comments and reviews regarding tourist products and other services shared by customers on different types of online platforms. The empirical analysis sheds light on the role that key motivational drivers, such as customer satisfaction, altruism, and self-esteem, may have in affecting consumers' decision to share comments about traditional versus sharing economy businesses. Findings demonstrate that the observed motivational drivers significantly and differently affect consumers' decision to engage in electronic word-of-mouth.

The Effects of Online Consumer Reviews on Fashion Clothing Purchase Intention

2017 ◽  
pp. 318-347 ◽  
Author(s):  
Julie A. Dennison ◽  
Matteo Montecchi
Keyword(s):  
Purchase Intention ◽  
Word Of Mouth ◽  
Source Credibility ◽  
Elaboration Likelihood ◽  
Consumer Reviews ◽  
Online Consumer Reviews ◽  
Peripheral Cues ◽  
Likelihood Model ◽  
Online Consumer ◽  
Significant Moderator

This chapter examines a particular type of electronic word-of mouth; that of online consumer reviews featured on fashion retailer websites, and studies the effects they have on female fashion consumers in terms of subsequent purchase intention decisions. Using the Elaboration Likelihood Model as the theoretical framework, this study has focused on examining the effects of three peripheral cues; source credibility, review volume and valance on purchase intention, and also investigated how fashion clothing involvement moderates these relationships. The results suggest that reviews that are perceived to be credible, featured in high numbers and predominantly positive all had a significant effect in increasing the purchase intention of female fashion consumers. The level of fashion clothing involvement did not appear to be a significant moderator of cue effects with the notable exception of negative reviews, which were more likely to deter purchase intention from low involvement consumers compared to high involvement consumers.

Impact of Online Reviews on Purchasing Decisions

2016 ◽  
pp. 278-291
Author(s):  
Dhiraj Jain ◽  
Lovish Bhansali ◽  
K. Sanal Nair
Keyword(s):  
Online Reviews ◽  
Purchasing Decisions ◽  
Electronic Products ◽  
Consumer Reviews ◽  
Online Consumer Reviews ◽  
Online Sales ◽  
Purchasing Behaviour ◽  
The Impact ◽  
Informed Consumer ◽  
The Relationship

Internet has enabled today's consumer to transform himself from passive to an active and an informed consumer who can share his experiences, opinions about product or services with an infinite number of consumers around the globe. These reviews or opinions are further used by potential buyers of that particular product or service via electronic Word of Mouth (e-WOM). The study on the impact of e-WOM on online sales has gradually emerged but a number of questions still remain unanswered. The aim of this study is to assess the impact of one type of e-WOM i.e., the online consumer reviews, on purchasing decisions of electronic products. This empirical study also focuses on the relationship between reviews and purchasing behaviour. An instrument was prepared to measure the proposed constructs, with questionnaire items taken from prior studies but adapted to fit the context of e-commerce. The survey was applied to academicians in India through internet. The results show that consumer reviews have a causal impact on consumer purchasing behaviour and they have an effect on choosing the products by consumer. Finally, the results and their implications are discussed.

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