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Seeking the opinions of others online: Evidence of evaluation overshoot


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  • Coker, Brent L.S.
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    The internet has evolved into a social tool whereby consumers increasingly read reviews and the opinions of others to aid their purchase decisions. The amount of review information available often leads consumers to process both positive reviews and negative. In two experiments, the present research documents evidence of brand evaluation overshoot as a function of information valence order. In experiment one, positive information about a brand that is replaced by negative information continues to influence judgments, but negative information that is replaced by positive information does not. In experiment two, online hotel reviews ordered from positive to negative result in a more positive evaluation than if the same reviews are ordered from negative to positive. Together, these results provide evidence of asymmetric affective perseverance, suggesting that the order in which the information is presented has a differential impact on final judgment.

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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Economic Psychology.

    Volume (Year): 33 (2012)
    Issue (Month): 6 ()
    Pages: 1033-1042

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    Handle: RePEc:eee:joepsy:v:33:y:2012:i:6:p:1033-1042

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    Keywords: Attitude formation; Internet social networking;

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    1. Brown, Jacqueline Johnson & Reingen, Peter H, 1987. " Social Ties and Word-of-Mouth Referral Behavior," Journal of Consumer Research, University of Chicago Press, vol. 14(3), pages 350-62, December.
    2. Russo, J. Edward & Medvec, Victoria Husted & Meloy, Margaret G., 1996. "The Distortion of Information during Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 66(1), pages 102-110, April.
    3. Andrew D. Gershoff & Ashesh Mukherjee & Anirban Mukhopadhyay, 2007. "Few Ways to Love, but Many Ways to Hate: Attribute Ambiguity and the Positivity Effect in Agent Evaluation," Journal of Consumer Research, University of Chicago Press, vol. 33(4), pages 499-505, December.
    4. Jain, Shailendra Pratap & Maheswaran, Durairaj, 2000. " Motivated Reasoning: A Depth-of-Processing Perspective," Journal of Consumer Research, University of Chicago Press, vol. 26(4), pages 358-71, March.
    5. West, Patricia M & Broniarczyk, Susan M, 1998. " Integrating Multiple Opinions: The Role of Aspiration Level on Consumer Response to Critic Consensus," Journal of Consumer Research, University of Chicago Press, vol. 25(1), pages 38-51, June.
    6. Chrysanthos Dellarocas, 2006. "Strategic Manipulation of Internet Opinion Forums: Implications for Consumers and Firms," Management Science, INFORMS, vol. 52(10), pages 1577-1593, October.
    7. J. Yannis Bakos, 1997. "Reducing Buyer Search Costs: Implications for Electronic Marketplaces," Management Science, INFORMS, vol. 43(12), pages 1676-1692, December.
    8. Keller, Kevin Lane & Staelin, Richard, 1987. " Effects of Quality and Quantity of Information on Decision Effectiveness," Journal of Consumer Research, University of Chicago Press, vol. 14(2), pages 200-213, September.
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