 The effect of online information sources on purchase intentions between consumers with high and low susceptibility to informational influenceJie Chen, Lefa Teng, Ying Yu and Xueer Yu Journal of Business Research, 2016, vol. 69, issue 2, 467-475 Abstract: By highlighting consumers' personal characteristics related to online brand information search, this study sheds light on how information sources from eWOM (electronic word-of-mouth), neutral/third party, and manufacturer/retailer influence purchase intentions of consumers with high and low susceptibility to informational influence. Based on a two-phase study, we discovered that online brand-related information from these three sources has a positive influence on consumer attitude toward the brand and purchase intention for that brand. Furthermore, our results show that the eWOM source is likely to be perceived as more useful by consumers with high susceptibility to informational influence than neutral/third party and manufacturer/retailer sources. Conversely, all three sources of brand-related information are perceived to be useful by consumers with low susceptibility to informational influence. Implications for researchers and managers are discussed. Keywords: Online brand-related information; eWOM source; Neutral/third source; Manufacturer/retailer source (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:jbrese:v:69:y:2016:i:2:p:467-475 DOI: 10.1016/j.jbusres.2015.05.003 Access Statistics for this article Journal of Business Research is currently edited by A. G. Woodside More articles in Journal of Business Research 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.