 Relative persuasiveness of repurchase intentions versus recommendations in online reviewsPrashanth Ravula, Subhash Jha and Abhijit Biswas Journal of Retailing, 2022, vol. 98, issue 4, 724-740 Abstract: This paper examines the effects of loyalty expressions (i.e., repurchase intentions vs. recommendations) on review persuasiveness. Specifically, we propose that repurchase intentions have a stronger positive effect on review persuasiveness compared to recommendations because of reviewer credibility. We test the above proposition using both an empirical dataset and multiple experimental studies. In addition, we examine frequency of purchase as a boundary condition for our proposition. Accordingly, we find that for frequent purchases, repurchase intentions (vs. recommendations) increases credibility, which, in turn, augments review persuasiveness. For infrequent purchases, however, we observe that recommendations (vs. repurchase intentions) enhance review persuasiveness, which occurs because of increased credibility. This research offers contributions to theory in the areas of online reviews, loyalty, source credibility, and cue-diagnosticity, as well as to practice regarding how firms should seek to elicit loyalty expressions (i.e., repurchase intentions vs. recommendations) when soliciting reviews. Keywords: Online reviews; Loyalty expressions; Repurchase intentions; Recommendations; Reviewer credibility (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:jouret:v:98:y:2022:i:4:p:724-740 DOI: 10.1016/j.jretai.2022.06.001 Access Statistics for this article Journal of Retailing is currently edited by A. Roggeveen More articles in Journal of Retailing from Elsevier |
Is your work missing from RePEc? Here is how to contribute.
Questions or problems? Check the EconPapers FAQ or send mail to .
EconPapers is hosted by the
School of Business at Örebro University.