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Journal ArticleDOI

Electronic Word-of-Mouth: Motives for and Consequences of Reading Customer Articulations on the Internet

01 Dec 2003-International Journal of Electronic Commerce (Routledge)-Vol. 8, Iss: 2, pp 51-74
TL;DR: It is illustrated that consumers read on-line articulations mainly to save decision-making time and make better buying decisions, and structural equation modeling shows that their motives for retrieving on-lines articulations strongly influence their behavior.
Abstract: The Internet makes it possible for consumers to obtain electronic word of mouth from other consumers. Customer comments articulated via the Internet are available to a vast number of other customers, and therefore can be expected to have a significant impact on the success of goods and services. This paper derives several motives that explain why customers retrieve other customers' on-line articulations from Web-based consumer opinion platforms. The relevance of these motives and their impact on consumer buying and communication behavior are tested in a large-scale empirical study. The results illustrate that consumers read on-line articulations mainly to save decision-making time and make better buying decisions. Structural equation modeling shows that their motives for retrieving on-line articulations strongly influence their behavior.
Citations
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Patent
30 Sep 2010
TL;DR: In this article, the authors proposed a secure content distribution method for a configurable general-purpose electronic commercial transaction/distribution control system, which includes a process for encapsulating digital information in one or more digital containers, a process of encrypting at least a portion of digital information, a protocol for associating at least partially secure control information for managing interactions with encrypted digital information and/or digital container, and a process that delivering one or multiple digital containers to a digital information user.
Abstract: PROBLEM TO BE SOLVED: To solve the problem, wherein it is impossible for an electronic content information provider to provide commercially secure and effective method, for a configurable general-purpose electronic commercial transaction/distribution control system. SOLUTION: In this system, having at least one protected processing environment for safely controlling at least one portion of decoding of digital information, a secure content distribution method comprises a process for encapsulating digital information in one or more digital containers; a process for encrypting at least a portion of digital information; a process for associating at least partially secure control information for managing interactions with encrypted digital information and/or digital container; a process for delivering one or more digital containers to a digital information user; and a process for using a protected processing environment, for safely controlling at least a portion of the decoding of the digital information. COPYRIGHT: (C)2006,JPO&NCIPI

7,643 citations

Journal ArticleDOI
Dohyung Park1, Jumin Lee1, Ingoo Han1
TL;DR: The elaboration likelihood model is used to explain how level of involvement with a product moderates these relationships, and the quality of on-line reviews has a positive effect on consumers' purchasing intention and purchasing intention increases as the number of reviews increases.
Abstract: On-line consumer reviews, functioning both as informants and as recommenders, are important in making purchase decisions and for product sales. Their persuasive impact depends on both their quality and their quantity. This paper uses the elaboration likelihood model to explain how level of involvement with a product moderates these relationships. The study produces three major findings: (1) the quality of on-line reviews has a positive effect on consumers' purchasing intention, (2) purchasing intention increases as the number of reviews increases, and (3) low-involvement consumers are affected by the quantity rather than the quality of reviews, but high-involvement consumers are affected by review quantity mainly when the review quality is high. These findings have implications for on-line sellers in terms of how to manage on-line consumer reviews.

1,714 citations


Cites background from "Electronic Word-of-Mouth: Motives f..."

  • ...As an independent product-information resource, on-line reviews are increasing in popularity and importance [12, 22]....

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Journal ArticleDOI
Shu-Chuan Chu1
TL;DR: In this paper, a conceptual model that identifies tie strength, homophily, trust, normative and informational interpersonal influence as an important antecedent to eWOM behavior in SNSs was developed and tested.
Abstract: As more and more marketers incorporate social media as an integral part of the promotional mix, rigorous investigation of the determinants that impact consumers’ engagement in eWOM via social networks is becoming critical. Given the social and communal characteristics of social networking sites (SNSs) such as Facebook, MySpace and Friendster, this study examines how social relationship factors relate to eWOM transmitted via online social websites. Specifically, a conceptual model that identifies tie strength, homophily, trust, normative and informational interpersonal influence as an important antecedent to eWOM behaviour in SNSs was developed and tested. The results confirm that tie strength, trust, normative and informational influence are positively associated with users’ overall eWOM behaviour, whereas a negative relationship was found with regard to homophily. This study suggests that product-focused eWOM in SNSs is a unique phenomenon with important social implications. The implications for research...

1,693 citations

Journal ArticleDOI
TL;DR: In this article, the authors introduce a new "pinball" framework of new media's impact on relationships with customers and identify key new media phenomena which companies should take into account when managing their relationships with customer in the new media universe.
Abstract: Recent years have witnessed the rise of new media channels such as Facebook, YouTube, Google, and Twitter, which enable customers to take a more active role as market players and reach (and be reached by) almost everyone anywhere and anytime. These new media threaten long established business models and corporate strategies, but also provide ample opportunities for growth through new adaptive strategies. This paper introduces a new ‘‘pinball’’ framework of new media’s impact on relationships with customers and identifies key new media phenomena which companies should take into account when managing their relationships with customers in the new media universe. For each phenomenon, we identify challenges for researchers and managers which relate to (a) the understanding of consumer behavior, (b) the use of new media to successfully manage customer interactions, and (c) the effective measurement of customers’ activities and outcomes.

1,285 citations

Journal ArticleDOI
TL;DR: A survey of users of an on-line consumer discussion forum in China substantiated the effects of the determinants, although post-hoc analyses revealed that prior knowledge and involvement level moderate some of them.
Abstract: Word-of-mouth (WOM) study is extended to the on-line context (eWOM) by examining the informational and normative determinants of the perceived credibility of on-line consumer recommendations. A survey of users of an on-line consumer discussion forum in China substantiated the effects of the determinants, although post-hoc analyses revealed that prior knowledge and involvement level moderate some of them. Implications for research and practice are discussed.

1,032 citations


Cites background from "Electronic Word-of-Mouth: Motives f..."

  • ...For instance, Hennig-Thurau and Walsh examined eWOM readers’ motives and the corresponding impact on consumer buying and communication behavior [32]....

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  • ...Researchers often refer to this on-line consumer sharing activity as electronic WOM (eWOM) [32, 33]....

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  • ...As more people utilize product information from the eWOM network to make purchase decisions, the process by which they evaluate the credibility of online consumer recommendations becomes particularly interesting [32]....

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References
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Journal ArticleDOI
TL;DR: In this paper, the statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined, and a drawback of the commonly applied chi square test, in additit...
Abstract: The statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined. A drawback of the commonly applied chi square test, in addit...

56,555 citations


"Electronic Word-of-Mouth: Motives f..." refers background or methods in this paper

  • ...Drawing on the restrictive criterion suggested by Fornell and Larcker [13], which postulates discriminant validity for a pair of factors if the variance of each factor explained by its measurement items is higher for both factors than the shared variance of the two factors (i.e., the squared inter-factor correlation), discriminant validity was established for each pair of factors (see Appendix 3)....

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  • ...Drawing on the restrictive criterion suggested by Fornell and Larcker [13], which postulates discriminant validity for a pair of factors if the variance of each factor explained by its measurement items is higher for both factors than the shared variance of the two factors (i....

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  • ...Using the widely respected measures suggested by Fornell and Larcker [13], each scale’s convergent validity was tested by confirmatory factor analysis....

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Journal ArticleDOI
TL;DR: In this article, structural equation models with latent variables are defined, critiqued, and illustrated, and an overall program for model evaluation is proposed based upon an interpretation of converging and diverging evidence.
Abstract: Criteria for evaluating structural equation models with latent variables are defined, critiqued, and illustrated. An overall program for model evaluation is proposed based upon an interpretation of converging and diverging evidence. Model assessment is considered to be a complex process mixing statistical criteria with philosophical, historical, and theoretical elements. Inevitably the process entails some attempt at a reconcilation between so-called objective and subjective norms.

19,160 citations


"Electronic Word-of-Mouth: Motives f..." refers background in this paper

  • ...50 suggested by Bagozzi and Yi for all elements of the model [2]....

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Journal ArticleDOI
TL;DR: In this article, an index of factorial simplicity, employing the quartimax transformational criteria of Carroll, Wrigley and Neuhaus, and Saunders, was developed.
Abstract: An index of factorial simplicity, employing the quartimax transformational criteria of Carroll, Wrigley and Neuhaus, and Saunders, is developed. This index is both for each row separately and for a factor pattern matrix as a whole. The index varies between zero and one. The problem of calibrating the index is discussed.

10,346 citations

Journal ArticleDOI
TL;DR: In this paper, a meta-analysis of 128 studies examined the effects of extrinsic rewards on intrinsic motivation and found that engagement-contingent, completion-contengent, and performance-contagioning rewards significantly undermined free-choice intrinsic motivation, as did all rewards, all tangible rewards and all expected rewards.
Abstract: A meta-analysis of 128 studies examined the effects of extrinsic rewards on intrinsic motivation. As predicted, engagement-contingent, completion-contingent, and performance-contingent rewards significantly undermined free-choice intrinsic motivation (d = -0.40, -0.36, and -0.28, respectively), as did all rewards, all tangible rewards, and all expected rewards. Engagement-contingent and completion-contingent rewards also significantly undermined self-reported interest (d = -0.15, and -0.17), as did all tangible rewards and all expected rewards. Positive feedback enhanced both free-choice behavior (d = 0.33) and self-reported interest (d = 0.31). Tangible rewards tended to be more detrimental for children than college students, and verbal rewards tended to be less enhancing for children than college students. The authors review 4 previous meta-analyses of this literature and detail how this study's methods, analyses, and results differed from the previous ones.

5,604 citations

01 Jan 2008
TL;DR: A meta-analysis of 128 studies examined the effects of extrinsic rewards on intrinsic motivation, finding that Tangible rewards tended to be more detrimental for children than college students, and verbal rewards tend to be less enhancing for children compared with college students.

5,536 citations


"Electronic Word-of-Mouth: Motives f..." refers background in this paper

  • ...5 The motivational character of monetary incentives has been demonstrated in numerous psychological studies (especially in organizational psychology [7]), and therefore one may expect that remuneration represents an independent motive for reading other consumers’ on-line articulations....

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