'You should buy this one!' The influence of online recommendations on product attitudes and choice confidence

International Journal of Electronic Marketing and Retailing

Volumn 2, Issue 2, 2008, Pages 176-189

  Harris, Judy ^a   Gupta, Pranjal ^b  

^a TOWSON UNIVERSITY   (United States)

^b UNIVERSITY OF TAMPA   (United States)

Author keywords

Customer recommendations; Electronic marketing; Electronic Word of Mouth; EWom; Heuristic processing; Involvement; Motivation to process information; Peripheral processing; Retailing

Indexed keywords

EID: 49349084240     PISSN: 17411025     EISSN: 17411033     Source Type: Journal    
DOI: 10.1504/IJEMR.2008.019816     Document Type: Article

References (34)

1. Baron, R.M. and Kenny, D.A. (1986) 'The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations', Journal of Personality and Social Psychology, Vol. 51, No. 6, pp.1173-1182.
2. Beatty, S.E. and Smith, S.M. (1987) 'External search effort: An investigation across product categories', Journal of Consumer Research, Vol. 14, June, pp.83-95.
3. Bone, P.F. (1995) 'Word-of-mouth effects on short-term and long-term product judgments', Journal of Business Research, Vol. 32, March, pp.213-224.
4. Brown, J.J. and Reingen, P.H. (1987) 'Social ties and word-of-mouth referral behaviour', Journal of Consumer Research, Vol. 14, pp.350-362.
5. Cacioppo, J.T., Petty, R.E. and Kao, C. (1985) 'The efficient assessment of need for cognition', Journal of Personality Assessment, Vol. 48, June, pp.306-307.
6. Chaiken, S. (1980) 'Heuristic versus systematic information processing and the use of source versus message cues in persuasion', Journal of Personality and Social Psychology, Vol. 39, pp.752-766.
7. Chen, S. and Chaiken, S. (1999) 'The heuristic-systematic model in its broader context', in S. Chaiken and Y. Trope (Eds.) Dual Process Theories in Social Psychology, New York: The Guilford Press, pp.73-96.
8. Chevalier, J.A. and Mayzlin, D. (2006) 'The effect of word of mouth on sales: Online book reviews', Journal of Marketing Research, Vol. 43, pp.345-354.
9. Coulter, K.S. and Punj, G.N. (2004) 'The effects of cognitive resource requirements, availability and argument quality on brand attitudes', Journal of Advertising, Vol. 33, No. 4, pp.53-65.
10. Dellarocas, C. (2006) 'Strategic manipulation of internet opinion forums: Implications for consumers and firms', Management Science, Vol. 52, October, pp.1577-1593.
11. Duhan, D.F., Johnson, S.D., Wilcox, J.B. and Harrell, G.D. (1997) 'Influences on consumer use of word-of-mouth recommendation sources', Academy of Marketing Science Journal, Vol. 25, pp.283-296.
12. Fine, J. (2006) 'Polluting the blogosphere', Business Week, No. 3992, p.20. Fong, J. and Burton, S. (2008) 'A cross-cultural comparison of electronic word-of-mouth and country-of-origin effects', Journal of Business Research, Vol. 61, No. 3, pp.233-242.
13. Harris, J. and Blair, E.A. (2006) 'Functional compatibility risk and consumer preference for product bundles', Journal of the Academy of Marketing Science, Vol. 34, January, pp.19-26.
14. Haugtvedt, C.P., Petty, R.E. and Cacioppo, J.T. (1992) 'Need for cognition and advertising: Understanding the role of personality variables in consumer behaviour', Journal of Consumer Psychology, Vol. 1, No. 3, pp.239-260.
15. Hennig-Thurau, T., Gwinner, K.P., Walsh, G. and Gremler, D. (2004) 'Electronic word-of-mouth via consumer opinion platforms: What motivates consumers to articulate themselves on the internet?', Journal of Interactive Marketing, Vol. 18, pp.38-52.
16. Huang, J. and Chen, Y. (2006) 'Herding in product choice', Psychology and Marketing, Vol. 23, May, pp.413-428.
17. Inman, J.J., McAlister, L. and Hoyer, W.D. (1990) 'Promotion signal: proxy for a price cut?', Journal of Consumer Research, Vol. 17, June, pp.74-81.
18. Johnson, E.J. and Payne, J.W. (1985) 'Effort and accuracy in choice', Management Science, Vol. 31, No. 4, pp.395-414.
19. Maheswaran, D. and Chaiken, S. (1991) 'Promoting systematic processing in low-motivation settings: Effect of incongruent information on processing and judgment', Journal of Personality and Social Psychology, Vol. 61, pp.13-25.
20. Maheswaran, D., Mackie, D.M. and Chaiken, S. (1992) 'Brand name as a heuristic cue: The effects of task importance and expectancy confirmation on consumer judgments', Journal of Consumer Psychology Vol. 1, pp.317-336.
21. Meyers-Levy, J. and Peracchio, L.A. (1992) 'Getting an angle in advertising: The effect of camera angle on product evaluations', Journal of Marketing Research, Vol. 29, November, pp.454-461.
22. Newman, J.W. (1977) 'Consumer external search: Amount and determinants', in A.G. Woodside and J.N. Sheth (Eds.) Consumer and Industrial Buying Behavior, pp.79-94.
23. Newman, J.W. and Staelin, R. (1972) 'Multivariate analysis of differences in buyer decision time', Journal of Marketing Research Vol. 8, May, pp.192-198.
24. Park, D., Lee, J. and Han, I. (2007) 'The effect of on-line consumer reviews on consumer purchasing intention: The moderating role of involvement', International Journal of Electronic Commerce, Vol. 11, No. 4, pp.125-148.
25. Petty, R.E. and Cacioppo, J.A. (1986) 'The elaboration likelihood model of persuasion', in L. Berkowitz (Ed.) Advances in Experimental Social Psychology, New York: Academic Press, Vol. 19, pp.123-205.
26. Petty, R.E., Cacioppo, J.T. and Schumann, D. (1983) 'Central and peripheral routes to advertising effectiveness: The moderating role of involvement', Journal of Consumer Research, Vol. 10, September, pp.135-146.
27. Petty, R.E. and Wegener, D.T. (1999) 'The elaboration likelihood model: current status and controversies', in S. Chaiken and Y. Trope (Eds.) Dual Process Theories in Social Psychology, New York: The Guilford Press, pp.73-96.
28. Punj, G.N. and Staelin, R. (1983) 'A model of consumer information search behavior for new automobiles', Journal of Consumer Research Vol. 9, March, pp.366-380.
29. Senecal, S. and Nantel, J. (2004) 'The influence of online product recommendations on consumers' online choices', Journal of Retailing Vol. 80, pp.159-169.
30. Stigler, G.J. (1961) 'The economics of information', Journal of Political Economy, Vol. 69, June, pp.213-225.
31. Thorson, K.S. and Rodgers, S. (2006) 'Relationships between Blogs as eWOM and interactivity, perceived interactivity, and parasocial interaction', Journal of Interactive Advertising, Vol. 6, Spring, pp.39-50.
32. Tormala, Z.L., Petty, R.E. and Briñol, P. (2002) 'Ease of retrieval effects in persuasion: A self-validation analysis', Personality and Social Psychology Bulletin, Vol. 28, No. 12, pp.1700-1712.
33. Whittler, T.E. (1994) 'Eliciting consumer choice heuristics: Sales representatives' persuasion strategies', Journal of Personal Selling & Sales Management, Vol. 14, Fall, pp.41-53.
34. Yoon, C. (1997) 'Age differences in consumers' processing strategies: An investigation of moderating influences', Journal of Consumer Research Vol. 24, No. 3, pp.329-343.