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The Moderating Effect of Visual Cues in eWOM on the Relationship between Perceived Risk and Purchase Intention

위험지각과 소비자의 구매의도의 관계에 대한 온라인 구전정보의 시각적 단서의 조절효과

  • 안선영 (미국 워싱턴 컬리지 경영학과) ;
  • 홍정화 (미국 텍사스 주립대학교 타일러캠퍼스 경영마케팅학과)
  • Received : 2018.10.02
  • Accepted : 2018.11.20
  • Published : 2018.11.28

Abstract

The current study examined the moderating effect of visual cues in eWOM on the relationship between perceived risk and purchase intention. Specifically, the study tested the different directions of the moderating effect in positive and negative eWOM. Two studies from a 2 (perceived risk: high vs. low) by 2 (visual cue: presence vs. absence) experimental design were used with online subjects. Findings from study 1 (n=123) supported that visual cues in positive eWOM help to reduce the negative effect of perceived risk on purchase intention. However, study 2 (n=122) showed that visual cues in negative eWOM intensify the negative effect of perceived risk on purchase intention. The findings demonstrated that visual cues in eWOM influence consumers' decision under high risk conditions. We discussed findings of this study how visual cues in positive and negative eWOM can be strategically managed for new online sellers.

Keywords

eWOM;Perceived Risk;Visual cues of eWOM;Purchase Intention;Online Seller

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Fig. 1. Conceptual model

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Fig. 2. Positive eWOM with visual cues

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Fig. 3. Interaction effect in positive eWOM

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Fig. 4. Interaction Effect in Negative eWOM

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