The effects of repeating purchase cues and mixed reviews on product attribution

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)peer-review

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Author(s)

Detail(s)

Original languageEnglish
Title of host publication2015 International Conference on Information Systems: Exploring the Information Frontier, ICIS 2015
PublisherAssociation for Information Systems
ISBN (Print)9780996683111
Publication statusPublished - 2015
Externally publishedYes

Publication series

Name2015 International Conference on Information Systems: Exploring the Information Frontier, ICIS 2015

Conference

Title2015 International Conference on Information Systems: Exploring the Information Frontier, ICIS 2015
PlaceUnited States
CityFort Worth
Period13 - 16 December 2015

Abstract

Prior research has shown that negative online reviews are more valuable than positive reviews due to differences in casual attribution for positive versus negative information such that negative reviews tend to be relatively attributed more to the product (vs. Reviewer) than positive reviews. We propose that the presence of repeating purchase cues, which indicates using a product for a reasonable period of time, reduces the relative extent to which positive reviews are attributed to the reviewer and mitigates the negativity bias. We also evaluate the behavior of customers when online reviews include positive and negative information at the same time, and propose that characteristics of mixed reviews are closer to negative reviews than positive reviews. An experimentation involving 74 subjects shows that causal attribution to a product is negatively related to review valence, but that this relationship is less for reviews that contain repeated purchase information.

Research Area(s)

  • Causal attribution, Mixed reviews, Negativity bias, Repeating purchase cue

Bibliographic 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 lbscholars@cityu.edu.hk.

Citation Format(s)

The effects of repeating purchase cues and mixed reviews on product attribution. / Vali, Hessamedin; Xu, Jingjun; Yildirim, Mehmet Bayram.

2015 International Conference on Information Systems: Exploring the Information Frontier, ICIS 2015. Association for Information Systems, 2015. (2015 International Conference on Information Systems: Exploring the Information Frontier, ICIS 2015).

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)peer-review