Attitude predictability and helpfulness in online reviews: The role of explained actions and reactions

Journal of Consumer Research

Volumn 42, Issue 1, 2015, Pages 30-44

  Moore, Sarah G ^a  

^a UNIVERSITY OF ALBERTA   (Canada)

Author keywords

Explaining; Explanation; Hedonic; Online reviews; Utilitarian; Word of mouth

Indexed keywords

EID: 84936763079     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1093/jcr/ucv003     Document Type: Article

References (58)

1. Barasch, Alixandra, and Jonah Berger (2014), "Broadcasting and Narrowcasting: How Audience Size Affects What People Share," Journal of Marketing Research, 51 (3), 286-99.
2. Berger, Jonah (2011), "Arousal Increases Social Transmission of Information," Psychological Science, 22 (7), 891-93.
3. Berger, Jonah and Katherine L. Milkman (2012), "What Makes Online Content Viral?" Journal of Marketing Research, 49 (2), 192-205.
4. Botti, Simona and Ann L. McGill (2011), "The Locus of Choice: Personal Causality and Satisfaction with Hedonic and Utilitarian Decisions," Journal of Consumer Research, 37 (6), 1065-78.
5. Cacioppo, John T. and Richard E. Petty (1982), "The Need for Cognition," Journal of Personality and Social Psychology, 42 (1), 116-31.
6. Cao, Qing, Wenjing Duan, and Qiwei Gan (2011), "Exploring Determinants of Voting for the 'Helpfulness' of Online User Reviews: A Text Mining Approach," Decision Support Systems, 50 (2), 511-21.
7. Chen, Pei-Yu, Samita Dhanasobhon, and Michael D. Smith (2008), "All Reviews Are Not Created Equal: The Disaggregate Impact of Reviews and Reviewers at Amazon.com," working paper, Carnegie Mellon University, http://ssrn.com/ abstract=918083.
8. Chen, Zoey and Nicholas H. Lurie (2013), "Temporal Contiguity and Negativity Bias in the Impact of Online Word-of-Mouth," Journal of Marketing Research, 50 (4), 463-76.
9. Chernev, Alexander (2004), "Goal-attribute Compatibility in Consumer Choice," Journal of Consumer Psychology, 14 (1), 141-50.
10. Chevalier, Judith A. and Dina Mayzlin (2006), "The Effect of Word of Mouth on Sales: Online Book Reviews," Journal of Marketing Research, 43 (3), 345-54.
11. Dellarocas, Chrysanthos (2003), "The Digitization of Word of Mouth: Promise and Challenges of Online Feedback Mechanisms," Management Science, 49 (10), 1407-24.
12. Dellarocas, Chrysanthos, Xiaoquan Zhang, and Neveen F. Awad (2007), "Exploring the Value of Online Product Reviews in Forecasting Sales: The Case of Motion Pictures," Journal of Interactive Marketing, 21 (4), 23-45.
13. Dhar, Ravi and Klaus Wertenbroch (2000), "Consumer Choice between Hedonic and Utilitarian Goods," Journal of Marketing Research, 37 (1), 60-71.
14. Dichter, Ernest (1966), "How Word-of-Mouth Advertising Works," Harvard Business Review, 44 (6), 147-66.
15. Ferguson, Melissa J. and John A. Bargh (2004), "Liking Is for Doing: The Effects of Goal Pursuit on Automatic Evaluation," Journal of Personality and Social Psychology, 87 (5), 557-72.
16. Fussell, Susan R. and Robert M. Krauss (1992), "Coordination of Knowledge in Communication: Effects of Speakers' Assumptions About What Others Know," Journal of Personality and Social Psychology, 62 (3), 378-91.
17. Gilbert, Daniel T., Timothy D. Wilson, and David B. Centerbar (2003), "Making Sense: The Causes of Emotional Evanescence," in The Psychology of Economic Decisions: Rationality and Well-Being, Vol. 1, ed. Isabelle Brocas and Juan D. Carrillo, New York: Oxford University Press, 209-33.
18. Goodman, Joseph K., Cynthia E. Cryder, and Amar Cheema (2012), "Data Collection in a Flat World: The Strengths and Weaknesses of Mechanical Turk Samples," Journal of Behavioral Decision Making, 26 (3), 213-24.
19. Grice, Herbert Paul (1957), "Logic and Conversation," in Syntax and Semantics: Speech Acts, Vol. 3, ed. Peter Cole and Jerry Morgan, New York: Academic Press, 41-58.
20. Halberstadt, Jamin (2003), "The Paradox of Emotion Attribution: Explanation Biases Perceptual Memory for Emotional Expressions," Current Directions in Psychological Science, 12(6), 197-201.
21. Hall, Joan Kelly and Tetyana Smotrova (2013), "Teacher Self-Talk: Interactional Resource for Managing Instruction and Eliciting Empathy," Journal of Pragmatics, 47 (1), 75-92.
22. Hayes, Andrew F. (2013). Introduction to Mediation, Moderation, and Conditional Process Analysis, New York: Guilford.
23. Heider, Fritz (1958), "The Naive Analysis of Action," in The Psychology of Interpersonal Relations, Hoboken, NJ: John Wiley & Sons, 79-124.
24. Hennig-Thurau, Thorsten, Kevin P. Gwinner, Gianfranco Walsh, and Dwayne D. Gremler (2004), "Electronic Word-of-Mouth via Consumer-Opinion Platforms: What Motivates Consumers to Articulate Themselves on the Internet?" Journal of Interactive Marketing, 18 (1), 38-52.
25. Holbrook, Morris B. and Elizabeth C. Hirschman (1982), "The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun," Journal of Consumer Research, 9 (2), 132-40.
26. Isaacs, Ellen A., and Herbert H. Clark (1987), "References in Conversation Between Experts and Novices," Journal of Experimental Psychology: General, 116 (1), 26-37.
27. Janoff-Bulman, Ronnie and Cynthia Frantz (1997), "The Impact of Trauma on Meaning: From Meaningless World to Meaningful Life," in The Transformation of Meaning in Psychological Therapies: Integrating Theory and Practice, ed. Michael J. Power and Chris R. Brewin, Hoboken, NJ: John Wiley & Sons, 91-106.
28. Khan, Uzma, Ravi Dhar, and Klaus Wertenbroch (2005), "A Behavioral Decision Theory Perspective on Hedonic and Utilitarian Choice," in Inside Consumption: Consumer Motives, Goals and Desires, ed. S. Raneshwar and David Glen Mick, New York: Routledge, 144-65.
29. Kronrod, Ann and Shai Danziger (2013), " 'Wii Will Rock You!' The Use and Effect of Figurative Language in Consumer Reviews of Hedonic and Utilitarian Consumption," Journal of Consumer Research, 40 (4), 726-39.
30. Kurniawan, Sri Hastuti and Panayiotis Zaphiris (2001), "Reading Online or on Paper: Which Is Faster?" paper presented at the 9th International Conference on Human Computer Interaction, New Orleans, LA.
31. Lakshmanan, Arun and H. Shanker Krishnan (2011), "The Aha! Experience: Insight and Discontinuous Learning in Product Usage," Journal of Marketing, 75, 105-23.
32. LeBoeuf, Robyn and Michael Norton (2012), "Consequence-Cause Matching: Looking to the Consequences of Events to Infer Their Causes," Journal of Consumer Research, 39, 128-41.
33. Malle, Bertram F. (2004), How the Mind Explains Behavior: Folk Explanations, Meaning, and Social Interaction, Cambridge, MA: MIT Press.
34. Malle, Bertram F. and Joshua Knobe (1997), "Which Behaviors Do People Explain? A Basic Actor-Observer Asymmetry," Journal of Personality and Social Psychology, 72 (2), 288-304.
35. Mano, Haim and Richard L. Oliver (1993), "Assessing the Dimensionality and Structure of the Consumption Experience: Evaluation, Feeling, and Satisfaction," Journal of Consumer Research, 20 (3), 451-66.
36. Mezulis, Amy H., Lyn Y. Abramson, Janet S. Hyde, and Benjamin L. Hankin (2004), "Is There a Universal Positivity Bias in Attributions? A Meta-Analytic Review of Individual, Developmental, and Cultural Differences in the Self-Serving Attributional Bias," Psychological Bulletin, 130 (5), 711-47.
37. Moore, Sarah G. (2012), "Some Things Are Better Left Unsaid: How Word of Mouth Influences the Storyteller," Journal of Consumer Research, 38 (6), 1140-54.
38. Moore, Sarah G., Melissa Ferguson, and Tanya Chartrand (2011), "Affect in the Aftermath: How Goal Pursuit Influences Implicit Evaluations," Cognition and Emotion, 25 (3), 453-65.
39. Mudambi, Susan M. and David Schuff (2010), "What Makes a Helpful Online Review? A Study of Customer Reviews on Amazon.com," MIS Quarterly, 34 (1), 185-200.
40. Oppenheimer, Daniel M., Tom Meyvis, and Nicolas Davidenko (2009), "Instructional Manipulation Checks: Detecting Satisficing to Increase Statistical Power," Journal of Experimental Social Psychology, 45 (4), 867-72.
41. Packard, Grant and David B. Wooten (2013), "Compensatory Knowledge Signaling in Consumer Word-of-Mouth," Journal of Consumer Psychology, 23 (4), 434-50.
42. Park, Crystal L. (2010), "Making Sense of the Meaning Literature: An Integrative Review of Meaning Making and its Effects on Adjustment to Stressful Life Events," Psychological Bulletin, 136 (2), 257-301.
43. Pennebaker, James W. (1997), "Writing about Emotional Experiences as a Therapeutic Process," Psychological Science, 8 (3), 162-66.
44. Pennebaker, James W., Cindy K. Chung, Molly Ireland, Amy Gonzales, and Roger J. Booth (2007), "The Development and Psychometric Properties of LIWC2007," LIWC.net, Austin, TX.
45. Richins, M. L. (1983), "Negative Word-of-Mouth by Dissatisfied Consumers: A Pilot Study," Journal of Marketing, 47, 68-78.
46. Rucker, Derek D. and Richard E. Petty (2004), "When Resistance Is Futile: Consequences of Failed Counterarguing for Attitude Certainty," Journal of Personality and Social Psychology, 86 (2), 219-35.
47. Schellekens, Gaby A. C., Peeter Verlegh, and Ale Smidts (2010), "Language Abstraction in Word of Mouth," Journal of Consumer Research, 37 (2), 207-23.
48. Schlosser, Ann E. (2005), "Posting versus Lurking: Communicating in a Multiple Audience Context," Journal of Consumer Research, 32 (2), 260-65.
49. Schwarz, Norbert (2004), "Metacognitive Experiences in Consumer Judgment and Decision Making," Journal of Consumer Psychology, 14 (4), 332-48.
50. Sen, Shahana and Dawn Lerman (2007), "Why Are you Telling Me This? An Examination into Negative Consumer Reviews on the Web," Journal of Interactive Marketing, 21 (4), 76-94.
51. Smith, Donnavieve, Satya Menon, and K. Sivakumar (2005), "Online Peer and Editorial Recommendations, Trust, and Choice in Virtual Markets," Journal of Interactive Marketing, 19 (3), 15-37.
52. Tormala, Zakary L. and Derek D. Rucker (2007), "Attitude Certainty: A Review of Past Findings and Emerging Perspectives," Social and Personality Psychology Compass, 1 (1), 469-92.
53. Tovares, Alla V. (2010), "Managing the Voices: Athlete Self-Talk as a Dialogic Process," Journal of Language and Social Psychology, 29 (3), 261-77.
54. Voss, Kevin E., Eric Spangenberg, and Bianca Grohmann (2003), "Measuring the Hedonic and Utilitarian Dimensions of Consumer Attitude," Journal of Marketing Research, 40 (3), 310-20.
55. Willemsen, L. M., P. C., Neijens, F., Bronner, and J. A., De Ridder (2011), " 'Highly Recommended!' The Content Characteristics and Perceived Usefulness of Online Consumer Reviews," Journal of Computer-Mediated Communication, 17 (1), 19-38.
56. Winkielman, Piotr, Norbert Schwarz, Tetra Fazendeiro, and Rolf Reber (2003), "The Hedonic Marking of Processing Fluency: Implications for Evaluative Judgment," in The Psychology of Evaluation: Affective Processes in Cognition and Emotion, ed. J. Musch and K. C. Klauer, Mahwah, NJ: Lawrence Erlbaum, 189-217.
57. Wong, Paul T., and Bernard Weiner (1981), "When People Ask 'Why' Questions, and the Heuristics of Attributional Search," Journal of Personality and Social Psychology, 40 (4), 650-63.
58. Yin, Dezhi, Samuel D., Bond, and Han Zhang (2014), "Anxious or Angry? Effects of Discrete Emotions on the Perceived Helpfulness of Online Reviews," MIS Quarterly, 38 (2), 539-660.