Online persuasion: How the written word drives WOM -evidence from consumer- generated product reviews

Journal of Advertising Research

Volumn 51, Issue 1, 2011, Pages

  Li, Jin ^a   Zhan, Lingjing ^b  

^a NORTH DAKOTA STATE UNIVERSITY   (United States)

^b HONG KONG POLYTECHNIC UNIVERSITY   (Hong Kong)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 80052978178     PISSN: 00218499     EISSN: 17401909     Source Type: Journal    
DOI: None     Document Type: Review

References (53)

1. Ahluwalia, R. "How Prevalent Is the Negativity Effect in Consumer Environments." Journal of Consumer Research 29, 2 (2002): 270-279.
2. Aladwani, A. M., and P. C. Palvia. "Developing and Validating an Instrument for Measuring User-perceived Web Quality." Information & Management 39, 6 (2002): 467-476.
3. Allen, M. "Meta-analysis Comparing the Persuasiveness of One-sided and Two-sided Messages." Western Journal of Speech Communication 55, 4 (1991): 390-404.
4. Allsop, D. T., B. R. Bassett, and J. A. Hoskins. "Word-of-Mouth Research: Principles and Applications." Journal of Advertising Research 47, 4 (2007): 398-411.
5. Anderson, E. "Customer Satisfaction and Word of Mouth." Journal of Service Research 1, 1 (1998): 5-17.
6. Ante, S. E. "How Amazon is Turning Opinions into Gold?" Business Week, October 26 (2009): 47-48.
7. Baron, R. M., and D. A. Kenny. "The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations." Journal of Personality and Social Psychology 51, 6 (1986): 1173-1182.
8. Bickart, B., and R. M. Schindler. "Internet Forums as Influential Sources of Consumer Information." Journal of Interactive Marketing 15, 3 (2001): 31-40.
9. Bowers, J. W. "Language Intensity, Social Introversion, and Attitude Change." Speech Monographs 30, 4 (1963): 345-352.
10. Buller, D. B., R. Borland, and M. Burgoon. "Impact of Behavioral Intention on Effectiveness of Message Features: Evidence from the Family Sun Safety Project." Human Communication Research 24, 3 (1998): 433-53.
11. Chakravarti, A., and C. Janiszewski. "The Influence of Macro-Level Motives on Consideration Set Composition in Novel Purchase Situations." Journal of Consumer Research 30, 2 (2003): 244-258.
12. Chen, S., D. Shechter, and S. Chaiken. "Getting at the Truth or Getting Along: Accuracy- versus Impression-Motivated Heuristic and Systematic Processing." Journal of Personality and Social Psychology 71, 2 (1996), 262-275.
13. Chevalier, J. A., and D. Mayzlin. "The Effect of Word of Mouth on Sales: Online Book Reviews." Journal of Marketing Research 43, 3 (2006): 345-354.
14. Cliff, N. "Adverbs as Multiplies." Psychological Review 66, 1 (1959): 27-44.
15. Cohen, J. Statistical Power Analysis for the Behavioral Sciences, 2nd edition, New York: Routledge, 1988.
16. Cox, D., and A. D. Cox. "Communicating the Consequences of Early Detection: The Role of Evidence and Framing." Journal of Marketing 65, 2 (2001), 91-103.
17. Davis, F. D. "Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology." MIS Quarterly 13, 3 (1989): 319-340.
18. Delone, W. H., and E. R. Mclean. "Information Systems Success: The Quest for the Dependent Variable." Information Systems Research 3, 1 (1992): 60-95.
19. Desai, P. S., A. Kalra, and B. P. S. Murthi. "When Old Is Gold: The Role of Business Longevity in Risky Situations." Journal of Marketing 72, 1 (2008): 95-107.
20. Dillard, J. P., and M. W. Pfau. "Introduction." In The Persuasion Handbook, J. P. Dillard and M. W. Pfau, eds. Thousand Oaks, CA: Sage Publications, 2002.
21. Duhan, D. F., S. D. Johnson, J. B. Wilcox, and G. D. Harrell. "Influences on Consumer Use of Word-of-Mouth Recommendation Sources." Journal of the Academy of Marketing Science 25, 4 (1997): 283-295.
22. Eagly, A. H. "Comprehensibility of Persuasive Arguments as a Determinant of Opinion Change." Journal of Personality and Social Psychology 29, 6 (1974): 758-773.
23. Gilly, M. C., J. L. Graham, M. F. Wolfinbarger, and L. J. Yale. "A Dyadic Study of Interpersonal Information Search." Journal of the Academy of Marketing Science 26, 2 (1998): 83-100.
24. Hamilton, M. A., and P. J. Mineo. "A Framework for Understanding Equivocation." Journal of Language and Social Psychology 17, 1 (1998): 3-35.
25. Harrison-Walker, L. J. "The Measurement of Word-of-Mouth Communication and an Investigation of Service Quality and Customer Commitment as Potential Antecedents." Journal of Service Research 4, 1 (2001): 60-75.
26. Hennig-Thurau, T., K. P. Gwinner, G. Walsh, and D. D. Gremler. "Electronic Word-of-Mouth via Consumer-Opinion Platforms: What Motivates Consumers to Articulate Themselves on the Internet?" Journal of Interactive Marketing 18, 1 (2004): 38-52.
27. Hung, K. H., and S. Y. Li. "The Influence of eWOM on Virtual Consumer Communities: Social Capital, Consumer Learning, and Behavioral Outcomes." Journal Of Advertising Research 47, 4 (2007): 485-495.
28. Jones, L. V., and L. L. Thurstone. "The Psychophysics of Semantics: An Experimental Investigation." Journal of Applied Psychology 39, 1 (1955): 31-36.
29. Kelman, H. C., and C. I. Hovland. "Reinstatement of the Communicator in Delayed Measurement of Opinion Change." Journal of Abnorma1 and Social Psychology 48, 3 (1953): 327-335.
30. Kim, S. M., P. Pantel, T. Chklovski, and M. Pennacchiotti. "Automatically Assessing Review Helpfulness." In Proceedings of the 2006 Conference on Empirical Methods in Natural Language Processing. Morristown, NJ: Association for Computational Linguistics, 2006.
31. Lord, C. G., L. Ross, and M. R. Lepper. "Biased Assimilation and Attitude Polarization: The Effects of Prior Theories on Subsequently Considered Evidence." Journal of Personality and Social Psychology 37, 11 (1979): 2098-2109
32. Lowrey, T. M. "The Effects of Syntactic Complexity on Advertising Persuasiveness." Journal of Consumer Psychology 7, 2 (1998): 187-206.
33. Mangold, W. G., F. Miller, and G. M. Brockway. "Word-of-Mouth Communication in the Service Marketplace." Journal of Services Marketing 13, 1 (1999): 73-89.
34. Mccullagh, P., and J. A. Nelder. Generalized Linear Models, 2nd edition. London: Chapman and Hall, 1989.
35. Munro, G. D., and J. A. Stansbury. "The Dark Side of Self-Affirmation: Confirmation Bias and Illusory Correlation in Response to Threatening Information." Personality and Social Psychology Bulletin 35, 9 (2009): 1143-1153.
36. Nielsen, J. "How Users Read on the Web?" 1997 [URL: http://www.useit.com/alertbox/9710a.html] accessed on July 30, 2010.
37. Park, D. H., J. Lee, and I. Han. "The Effect of On-line Consumer Reviews on Consumer Purchasing Intention: The Moderating Role of Involvement." International Journal of Electronic Commerce 11, 4 (2007): 125-148.
38. Petty, R. E., and J. T. Cacioppo. Communication and Persuasion: Central and Peripheral Routes to Attitude Change. New York: Springer-Verlag, 1986.
39. Petty, R. E., and D. T. Wegener. "Attitude Change: Multiple Roles for Persuasion Variables." In The Handbook of Social Psychology, Vol. 1. D. T. Gilbert, S. T. Fiske, and G. Lindzey, eds. New York: McGraw-Hill, 1998.
40. Petty, R. E., J. T. Cacioppo, and D. Schumann. "Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement." Journal of Consumer Research 10, 2 (1983): 135-146.
41. Plummer, J. T. "Word Of Mouth: A New Advertising Discipline?" Journal of Advertising Research 47, 4 (2007): 385-386.
42. Pornpitakpan, C. "The Persuasiveness of Source Credibility: A Critical Review of Five Decades' Evidence." Journal of Applied Social Psychology 34, 2 (2004): 243-281.
43. Redish, J. Letting Go of the Words: Writing Web Content that Works. San Francisco, CA: Morgan Kaufmann, 2007.
44. Reinard, J. C. "The Persuasive Effects of Testimonial Assertion Evidence." In Persuasion: Advances through Meta-Analysis, M. Allen and R. W. Preiss, eds. Cresskill, NJ: Hampton, 1998.
45. Reynolds, R. A., and L. J. Reynolds. "Evidence." In The Persuasion Handbook, J. P. Dillard and M. W. Pfau, eds. Thousand Oaks, CA: Sage Publications, 2002.
46. Riegner, C. "Word of Mouth on the Web: The Impact of Web 2.0 on Consumer Purchase Decisions." Journal of Advertising Research 47, 4 (2007): 436-447.
47. Rust, R. T., and B. Cooil. "Reliability Measures for Qualitative Data: Theory and Implications." Journal of Marketing Research 31, 1 (1994): 1-14.
48. Schwarz, N., and G. L. Clore. "Feelings and Phenomenal Experiences." In Social Psychology, Handbook of Basic Principles, 2nd edition, A. Kruglanski and E. T. Higgins, eds. New York: Guilford, 2007.
49. Slater, M. D. "Entertainment Education and the Persuasive Impact of Narratives." In Narrative Impact: Social and Cognitive Foundations, M. C. Green, J. J. Strange, and T. C. Brock, eds. Mahwah, NJ: Lawrence Erlbaum, 2002.
50. Sussman, S. W., and W. S. Siegal. "Informational Influence in Organizations: An Integrated Approach to Knowledge Adoption." Information Systems Research 14, 1 (2003): 47-65.
51. Venables, W. N., and B. D. Ripley. Modern Applied Statistics With S, 4th edition. New York: Springer-Verlag, 2002.
52. Watson, D., L. A. Clark, and A. Tellegen. "Development and Validation of Brief Measures of Positive and Negative Affect: The PANAS Scales." Journal of Advertising 54, 6 (1988): 1063-1070.
53. Zhang, S., and A. B. Markman. "Processing Product Unique Features: Alignability and Involvement in Preference Construction." Journal of Consumer Psychology 11, 1 (2001): 13-27.