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Cited by 939

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

Hennig-Thurau, Thorsten, Walsh, Gianfranco, Walsh, Gianfranco·2003·International Journal of Electronic Commerce
DOI 10.1080/10864415.2003.11044293
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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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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
DOI
10.1080/10864415.2003.11044293
OpenAlex
W1550522855
Cited by
939
References
28
FWCI
7.71
Type
journal article
Language
en
Open access
closed

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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.