온라인 사용후기의 방향성과 유형이 브랜드태도 및 구매의도에 미치는 영향 : 조절초점과 시간적 거리의 조절효과를 중심으로
저자
발행사항
서울: 동국대학교, 2018
학위논문사항
발행연도
2018
작성언어
한국어
주제어
DDC
658.8343 판사항(22)
발행국(도시)
서울
기타서명
(The) Effects of Direction and Type of Online Reviews on Brand Attitude and Purchasing Intention : Moderating Effects of Regulatory Focus and Temporal Distance
형태사항
v, 130 p.: 삽도; 26 cm.
일반주기명
동국대학교 논문은 저작권법에 의해 보호받습니다.
지도교수:유창조
부록: '실험에 사용된 자극물, 설문지' 수록
참고문헌(p. 82-94) 수록
DOI식별코드
소장기관
The purpose of this study is to investigate the effect of online reviews on consumer attitude by noting the growing influence of the customer's reviews on potential customer's purchase as the online shopping is the primary shopping tool of modern people. The prior study of online reviews mainly observed the relationship between the direction(positive vs. negative) or type (factual vs. evaluative) of online reviews and consumer reaction that was focused on the moderating effects of personal characteristics such as self-efficiency, involvement, knowledge level, and bond intensity. However, there were no studies considering the strength of the stimuli(online reviews), although it is necessary to match the intensities of the stimuli in order to accurately grasp the effects of direction and type of online reviews. In addition, few studies had been done about that dealt with the variables of situational characteristics, even though situational characteristics play important roles in adjusting the effect of online reviews apart from personal characteristics.
Therefore, this study firstly created the stimuli that intensity of direction and type were evenly adjusted, and intended to identify the effects of online reviews on brand attitude and purchasing intention with the moderating effects of regulatory focus as a personal characteristic variable and temporal distance as a situational characteristic variable.
The online reviews used in the experiment were restaurant reviews and those were produced a total of four different reviews (2(direction: positive vs. negative) x 2(type: factual vs. evaluative)). And these reviews had collected from the reviews of Tripadvisor, which provides the world's largest restaurant and hotel information, and reviews posted on online blogs for a similar reality effect. In the first phase, total numbers of reviews were 24, each type(positive_factual, positive_evaluative, negative_factual, negative_evaluative) consisted of 6 reviews. But through the manipulation check, it was adjusted from 24 to 16 and each type consisted of 4 reviews.
This study which was the online survey of 400 people can be divided into three main parts. Regression analysis, variance analysis, and independent sample t test were used for the analysis. In Study 1, the positive reviews were positively influenced on consumer reaction, and the negative reviews were negatively influenced on consumer reaction. Furthermore, the influence of the negative influence on the consumer response was greater than positive one. The difference in influence of the consumer response according to the type of review was revealed that the factual reviews’influence on consumer reaction was greater than evaluative one. However, the hypothesis that the consumer response will be the highest in the negative-factual reviews among the four type's online reviews was rejected.
In study 2, it was identified that the moderating effects of regulatory focus on the causality between online reviews' direction and brand attitude and purchase intention. The analysis was conducted while controlling the variable of online reviews’type. The results of this study 2 suggest that there is interaction between direction of online reviews and regulatory focus, and the effects of positive reviews on consumer response were more positive in the promotion focus consumers than the prevention focus consumers. However, the effect of negative reviews which would be more negative in the prevention focus(vs. promotion focus) consumer was revealed only in purchase intention. That is, the moderating effect of the regulatory focus on the positive reviews was significant only in purchase intention, and there was no significant difference in brand attitude.
In study 3, it was identified that the moderating effects of temporal distance on the causality between online reviews' direction and brand attitude and purchase intention. The analysis was conducted while controlling the variable of online reviews’type like study 2. The results of this study 3 suggest that there is interaction between direction and temporal distances, and the effects of positive reviews on consumer response were more positive when the temporal distance was far(vs. close), and the effects of negative reviews on consumer response were more negative when the temporal distance was close(vs. far).
Thus, this study extended the model of the previous online reviews’ research by adding a situational attribute variable(temporal distance) and elaborated the experimental method by considering the intensity of online reviews. In addition, the results of this study provide academic meaningful insights. As the effect of direction of online reviews is found to work much more strongly than the type of online review, it is important to identify a causal relationship between online reviews' direction and the more sophisticated individual and situational attribute variables in future research.
Meanwhile, the managerial implications of this study are as follows. As the differences in directional effects of the online review of the consumer response to the regulatory focus and the temporal distance are revealed, the marketers can manage the customer by adding a new variable of regulatory focus to the customer classification criteria. and they need to manage the temporal distance. For example, after the customer is categorized as a preventative or promotive propensity, it would be more effective to place positive reviews at the top or first page on the Web to the prevention focus customers, because prevention-focused customers are strongly influenced by negative reviews. In addition, because temporal distance prediction is possible easily as analyzing cumulative customer purchase data or the seasonal nature, it would be possible for marketers to rearrange the negative reviews’ order by the temporal distance. When the temporal distance is close, place the positive reivew first and the negative review later. In particular, currently online shopping malls have very few classification criteria for online reviews' placement order, unlike various product sorting methods. Accordingly, it will be possible to expect high marketing effects if the first screen is set as a positive review by introducing the classification criteria of online reivews’ direction.
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