Product Reviews: A Benefit, a Burden, or a Trifle? How Seller Reputation Affects the Role of Product Reviews

2022 | Management Information Systems Quarterly | Citations: 4

Authors: Wang, Hongpeng; Du, Rong; Shen, Wenqi; Qiu, Liangfei; Fan, Weiguo

Abstract: The sales effect of product reviews has been a contentious issue with competing ... Expand

Abstract: The sales effect of product reviews has been a contentious issue with competing perspectives about when product reviews serve as a benefit, a burden, or a trifle. Unlike previous research that separately investigates the impact of each eWOM system, our study empirically examines the interaction effects of dual eWOM systems, i.e., product reviews and seller reputation. Drawing on reference point theory, we find that seller reputation systems play a reference-point role and determine the efficacy of product reviews. Specifically, negative reviews cause a significant loss in sales for high-reputation sellers but are less detrimental for low-reputation sellers. In contrast, positive reviews can boost sales for low-reputation sellers but are less helpful for high-reputation sellers. These results highlight that seller reputation is a double-edged sword. While a high seller reputation can reduce seller uncertainty and attract more consumers, it may also raise consumers’ expectations and lead to potential negative expectancy violations. Moreover, we explore what strategies may help mitigate the potentially detrimental effect of reference points for high-reputation sellers. Through the lens of restructuring reference points, the reputation reference effect can be adjusted in a more dynamic reputation system (e.g., a reputation badge). Compared to sellers that have never lost their top-rated badge, sellers that have lost their top-rated badge may face an attenuated detrimental impact on sales from the negative expectancy violation due to negative reviews and enjoy a positive impact from positive reviews. We discuss the implications of our findings for both theory and practice. Collapse

Topics: online review word of mouth online word of mouth online reputation system logistics management

Methods: product review instrumental variables estimation Wald test propensity score method robustness check

How to Conquer One’s Weaker Self: Does Autonomy Affordance Increase Goal Performance and Well-being?

2021 | HICSS | Citations: 0

Authors: Gimpel, Henner; Nüske, Niclas; Regal, Christian

Abstract: Positive self-tracking technologies support users in conducting personal analyti ... Expand

Abstract: Positive self-tracking technologies support users in conducting personal analytics and aim to foster their users’ goal attainment and well-being. A driver for these two is the experience of autonomy which can be afforded by self-tracking IS. In this paper, we examine the influence of autonomy affordance provided by self-tracking IS as well as its actualization on goal performance and well-being. For this purpose, empirical data was collected in a field experiment using a self-developed mobile self-tracking application. The results of a path analysis indicate that the mere provision of autonomy affordance is positively linked to well-being and that its actualization positively affects goal performance, in turn improving well-being. Contributing to design knowledge in positive computing and self-tracking IS as well as Affordance Theory, we find that the design of self-tracking IS should provide autonomy affordance to further both their users' goal performance and well-being. Collapse

Topics: user experience affordance usability mobile application systems design

Methods: field experiment path analysis experiment self reported survey Cochran-Mantel-Haenzel test

Theories: theory of affordance self determination theory

Determinants of escrow service adoption in consumer-to-consumer online auction market: An experimental study

2006 | Decision Support Systems | Citations: 0

Authors: Antony, Solomon; Lin, Zhangxi; Xu, Bo

Abstract: Risk relief services (RRSs), as complementary to online trust promoting services ... Expand

Abstract: Risk relief services (RRSs), as complementary to online trust promoting services, are becoming versatile options for risk reduction in online consumer-to-consumer auctions. In this paper, we identify factors that affect the behavior of buyers in an online auction market who had to either adopt or not adopt online escrow services (OES). An experimental C2C auction system with embedded decision support features was used to collect data. Results show that market factors, such as fraud rate, product price, and seller's reputation are important in determining buyers' OES adoption. This study also finds that sellers' reputation has a significant effect on buyer's risk perception, which influences his OES adoption decision. Furthermore, the buyers' OES adoption decisions were found to be congruent with the implied recommendations that were based on expected utility calculations. Collapse

Topics: internet technology decision support decision making user interface usability

Methods: experiment logistic regression parametric test chi squared test ANOVA

Theories: expected utility theory

Why are Some Representations (Sometimes) More Effective?

1999 | International Conference on Information Systems | Citations: 0

Authors: Hahn, Jungpil; Kim, Jinwoo

Abstract: Graphical representations are used heavily in systems analysis and design withou ... Expand

Abstract: Graphical representations are used heavily in systems analysis and design without proper verification of their usability. However, different representations have varying impacts on the effectiveness of systems analysts. The objective of this study was to explore the effects of diagrammatic representations on task behavior and performance. A cognitive model of an analysis and design task using diagrams was proposed, from which hypotheses about the effects of diagrammatic representation on task behavior and performance were derived. A laboratory experiment was conducted to test the hypotheses. Results of the experiment show that the representational features of the diagrams induced subjects to adopt different problem solving strategies, which resulted in different task performances. Collapse

Topics: task productivity systems development problem solving systems design knowledge representation

Methods: experiment digital trace data protocol analysis design science Cochran-Mantel-Haenzel test

The use of spreadsheets in organizations: Determinants and consequences

1996 | Information & Management | Citations: 9

Authors: Chan, Yolande E.; Storey, Veda C.

Abstract: Spreadsheets have long been recognized as important tools for end-user computing ... Expand

Abstract: Spreadsheets have long been recognized as important tools for end-user computing. This research explores their use within business organizations. A survey was carried out to investigate the relationships among tasks, spreadsheet proficiency, usage, and satisfaction. The results suggested that the spreadsheet proficiency can have a greater impact on the tasks than the task can have on the spreadsheet proficiency. It was also found that spreadsheet users often do not use many of the commonly available spreadsheet features, and they do not appear inclined to use other software packages for their tasks, even if these packages might be more suitable. The proficiency of the spreadsheet users was not found to be related to the importance of the decisions being taken as a result of the spreadsheet analyses. Collapse

Topics: spreadsheet word processing online learning system information system use accounting

Methods: chi squared test survey descriptive statistic survey design field study