An extended model of review helpfulness: Exploring the role of tie strength, perceived similarity, and normative susceptibility

Yongqiang Sun; Jie Tang; Yiyue Sun; Shishu Yang

An extended model of review helpfulness: Exploring the role of tie strength, perceived similarity, and normative susceptibility

Yongqiang Sun^*
, Jie Tang^*
, Yiyue Sun^*
, Shishu Yang^*

^*Corresponding author for this work

Research output: Journal Publications and Reviews › RGC 21 - Publication in refereed journal › peer-review

Abstract

Previous studies on review information evaluation focus on the important roles of two key factors namely argument strength and source credibility but pay less attention to how social influence and social relationship exert impact on this information evaluation behavior. To fill this research gap, based on the similarity-attraction theory and social capital theory, we articulate how source credibility is determined by two social relationship factors: tie strength and perceived similarity. Further, drawing upon the social influence model, we propose that the susceptibility to normative influence intensifies the impact exerted on source credibility by tie strength and perceived similarity. Also, relationships between argument strength and review helpfulness and between source credibility and review helpfulness are both moderated by normative susceptibility. A survey is conducted to test the proposed research model and the results suggest that hypotheses are supported. The results offer important and interesting insights to information systems research and practice.

Original language	English
Pages (from-to)	94-104
Journal	Proceedings of the International Conference on Electronic Business (ICEB)
Volume	2015-January
Publication status	Published - 2015
Externally published	Yes
Event	15th International Conference on Electronic Business (ICEB 2015): "Internet of Things" - , Hong Kong, China Duration: 6 Dec 2015 → 10 Dec 2015 https://aisel.aisnet.org/iceb2015/

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Publication details (e.g. title, author(s), publication statuses and dates) are captured on an “AS IS” and “AS AVAILABLE” basis at the time of record harvesting from the data source. Suggestions for further amendments or supplementary information can be sent to [email protected].

Research Keywords

Dual process theory
eWOM
Normative susceptibility
Similarity-attraction theory
Social capital theory

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title = "An extended model of review helpfulness: Exploring the role of tie strength, perceived similarity, and normative susceptibility",

abstract = "Previous studies on review information evaluation focus on the important roles of two key factors namely argument strength and source credibility but pay less attention to how social influence and social relationship exert impact on this information evaluation behavior. To fill this research gap, based on the similarity-attraction theory and social capital theory, we articulate how source credibility is determined by two social relationship factors: tie strength and perceived similarity. Further, drawing upon the social influence model, we propose that the susceptibility to normative influence intensifies the impact exerted on source credibility by tie strength and perceived similarity. Also, relationships between argument strength and review helpfulness and between source credibility and review helpfulness are both moderated by normative susceptibility. A survey is conducted to test the proposed research model and the results suggest that hypotheses are supported. The results offer important and interesting insights to information systems research and practice.",

keywords = "Dual process theory, eWOM, Normative susceptibility, Similarity-attraction theory, Social capital theory",

author = "Yongqiang Sun and Jie Tang and Yiyue Sun and Shishu Yang",

note = "Publication details (e.g. title, author(s), publication statuses and dates) are captured on an “AS IS” and “AS AVAILABLE” basis at the time of record harvesting from the data source. Suggestions for further amendments or supplementary information can be sent to [email protected].; 15th International Conference on Electronic Business (ICEB 2015) : {"}Internet of Things{"}, ICEB2015 ; Conference date: 06-12-2015 Through 10-12-2015",

year = "2015",

language = "English",

volume = "2015-January",

pages = "94--104",

journal = "Proceedings of the International Conference on Electronic Business (ICEB)",

issn = "1683-0040",

publisher = "International Consortium for Electronic Business",

url = "https://aisel.aisnet.org/iceb2015/",

}

An extended model of review helpfulness: Exploring the role of tie strength, perceived similarity, and normative susceptibility. / Sun, Yongqiang; Tang, Jie; Sun, Yiyue et al.
In: Proceedings of the International Conference on Electronic Business (ICEB), Vol. 2015-January, 2015, p. 94-104.

Research output: Journal Publications and Reviews › RGC 21 - Publication in refereed journal › peer-review

TY - JOUR

T1 - An extended model of review helpfulness

T2 - 15th International Conference on Electronic Business (ICEB 2015)

AU - Sun, Yongqiang

AU - Tang, Jie

AU - Sun, Yiyue

AU - Yang, Shishu

N1 - Publication details (e.g. title, author(s), publication statuses and dates) are captured on an “AS IS” and “AS AVAILABLE” basis at the time of record harvesting from the data source. Suggestions for further amendments or supplementary information can be sent to [email protected].

PY - 2015

Y1 - 2015

N2 - Previous studies on review information evaluation focus on the important roles of two key factors namely argument strength and source credibility but pay less attention to how social influence and social relationship exert impact on this information evaluation behavior. To fill this research gap, based on the similarity-attraction theory and social capital theory, we articulate how source credibility is determined by two social relationship factors: tie strength and perceived similarity. Further, drawing upon the social influence model, we propose that the susceptibility to normative influence intensifies the impact exerted on source credibility by tie strength and perceived similarity. Also, relationships between argument strength and review helpfulness and between source credibility and review helpfulness are both moderated by normative susceptibility. A survey is conducted to test the proposed research model and the results suggest that hypotheses are supported. The results offer important and interesting insights to information systems research and practice.

AB - Previous studies on review information evaluation focus on the important roles of two key factors namely argument strength and source credibility but pay less attention to how social influence and social relationship exert impact on this information evaluation behavior. To fill this research gap, based on the similarity-attraction theory and social capital theory, we articulate how source credibility is determined by two social relationship factors: tie strength and perceived similarity. Further, drawing upon the social influence model, we propose that the susceptibility to normative influence intensifies the impact exerted on source credibility by tie strength and perceived similarity. Also, relationships between argument strength and review helpfulness and between source credibility and review helpfulness are both moderated by normative susceptibility. A survey is conducted to test the proposed research model and the results suggest that hypotheses are supported. The results offer important and interesting insights to information systems research and practice.

KW - Dual process theory

KW - eWOM

KW - Normative susceptibility

KW - Similarity-attraction theory

KW - Social capital theory

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UR - https://www.scopus.com/record/pubmetrics.uri?eid=2-s2.0-84959186496&origin=recordpage

M3 - RGC 21 - Publication in refereed journal

SN - 1683-0040

VL - 2015-January

SP - 94

EP - 104

JO - Proceedings of the International Conference on Electronic Business (ICEB)

JF - Proceedings of the International Conference on Electronic Business (ICEB)

Y2 - 6 December 2015 through 10 December 2015

ER -

An extended model of review helpfulness: Exploring the role of tie strength, perceived similarity, and normative susceptibility

Abstract

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Research Keywords

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