Cutting Through the Online Review Jungle — Investigating Selective eWOM Processing

Sabrina A. Gottschalk and Alexander Mafael

Journal of Interactive Marketing, 2017, vol. 37, issue C, 89-104

Abstract: Consumers frequently rely on online reviews, a prominent form of electronic word-of-mouth (eWOM), before making a purchase decision. However, consumers are usually confronted with hundreds of reviews for a single product or service, as well as rich information cues on online review websites (review texts, helpfulness ratings, author information, etc.). In turn, consumers face more information cues on online review websites than they can or want to process, and are likely to proceed selectively. This paper investigates selective processing of such eWOM information cues. Results of Study 1, an exploratory study using verbal protocols, confirm that consumers display selective eWOM processing patterns and are able to articulate them. Study 2 develops and applies a measurement instrument to capture these patterns. A subsequent cluster analysis on members of a large-scale online panel (N=2,295) indicates five prominent eWOM processing types, termed “The Efficients”, “The Meticulous”, “The Quality-Evaluators”, “The Cautious Critics”, and “The Swift Pessimists”. Insights of this research can help firms to better understand consumers' eWOM processing and improve the user-friendliness of online review websites.

Keywords: Electronic word-of-mouth (eWOM); Online reviews; Information overload; Selective information processing; Measurement instrument; Verbal protocols (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (12)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joinma:v:37:y:2017:i:c:p:89-104

DOI: 10.1016/j.intmar.2016.06.001

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