Journal article
The influence of online review dispersion on consumers’ purchase intention: The moderating role of dialectical thinking
Journal of business research, Vol.165, p.114058
10/2023
DOI: 10.1016/j.jbusres.2023.114058
Abstract
This study examines how dialectical thinking impacts the effects of product review dispersion on purchase intentions and the related underlying mechanism and boundary conditions. We propose that more (less) review dispersion should increase purchase intentions among consumers with high (low) dialectical thinking through increased credibility perceptions. Additionally, product type should moderate the effects of review dispersion, such that consumers with high (low) dialectical thinking should prefer more (less) dispersed reviews only for hedonic products; for utilitarian products, highly dialectical consumers’ preference for high review dispersion should diminish. We empirically test these hypotheses across multiple experiments that use different operationalizations of dialectical thinking. We conclude by discussing the theoretical and practical implications of these findings.
Details
- Title: Subtitle
- The influence of online review dispersion on consumers’ purchase intention: The moderating role of dialectical thinking
- Creators
- Fu Liu - Shandong UniversityHaiying Wei - Jinan UniversityXingyuan Wang - Shandong Management UniversityZhenzhong Zhu - Shandong University of TechnologyHaipeng Allan Chen - University of Kentucky
- Resource Type
- Journal article
- Publication Details
- Journal of business research, Vol.165, p.114058
- Publisher
- Elsevier Inc
- DOI
- 10.1016/j.jbusres.2023.114058
- ISSN
- 0148-2963
- eISSN
- 1873-7978
- Language
- English
- Date published
- 10/2023
- Academic Unit
- Marketing
- Record Identifier
- 9984618505902771
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