The DOI matches its Crossref record; 28 of the 28 references it cites were found in a registry or an index.
Electronic Word-of-Mouth: Motives for and Consequences of Reading Customer Articulations on the Internet
Abstract
The Internet makes it possible for consumers to obtain electronic word of mouth from other consumers. Customer comments articulated via the Internet are available to a vast number of other customers, and therefore can be expected to have a significant impact on the success of goods and services. This paper derives several motives that explain why customers retrieve other customers' on-line articulations from Web-based consumer opinion platforms. The relevance of these motives and their impact on consumer buying and communication behavior are tested in a large-scale empirical study. The results illustrate that consumers read on-line articulations mainly to save decision-making time and make better buying decisions. Structural equation modeling shows that their motives for retrieving on-line articulations strongly influence their behavior.
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Cites
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“5 The motivational character of monetary incentives has been demonstrated in numerous psychological studies (especially in organizational psychology [7]), and therefore one may expect that remuneration represents an independent motive for reading other consumers’ on-line articulations.”
BackgroundProduct/Consumption-Based Affective Responses and Postpurchase Processes
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Cited by
Word of mouth and interpersonal communication: A review and directions for future research
Berger, J. (2014) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2014.05.002 · Cited by 1,469
Introducing COBRAs: Exploring motivations for brand-related social media use
Muntinga, D. G., Moorman, M., & Smit, E. G. (2011) · International Journal of Advertising · doi:10.2501/ija-30-1-013-046 · Cited by 1,468
Cheung, M. Y., Luo, C., Sia, C. L., & Chen, H. (2009) · International Journal of Electronic Commerce · doi:10.2753/jec1086-4415130402 · Cited by 1,286
Park, D.-H., & Kim, S. (2008) · Electronic Commerce Research and Applications · doi:10.1016/j.elerap.2007.12.001 · Cited by 837
Travel Blogs and the Implications for Destination Marketing
Pan, B., MacLaurin, T., & Crotts, J. C. (2007) · Journal of Travel Research · doi:10.1177/0047287507302378 · Cited by 798
Metadata
- Authors
- Hennig-Thurau, T., Walsh, G., & Walsh, G.
- Venue
- International Journal of Electronic Commerce
- Publisher
- Informa UK Limited
- Published
- 2003-12
- Volume
- 8
- Issue
- 2
- Pages
- 51-74
- ISSN
- 1086-4415 (ISSN-L)
- 1557-9301
- OpenAlex
- W1550522855
- Cited by
- 939
- References
- 28
- FWCI
- 7.71
- Type
- journal article
- Language
- en
- Open access
- closed
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- Hennig-Thurau, T., Walsh, G., & Walsh, G. (2003). Electronic Word-of-Mouth: Motives for and Consequences of Reading Customer Articulations on the Internet. International Journal of Electronic Commerce. https://doi.org/10.1080/10864415.2003.11044293
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
