• Asia Marketing Journal
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• 제21권2호
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• pp.1-19
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• 2019

Prior studies on the effects of online consumer reviews have mainly focused on review valence, but little research has investigated how two-sided (both positive and negative) and one-sided (only positive) reviews influence consumers' response to online review. In addition, little attention has been paid to how sponsorship presence (firm-sponsored reviews vs. consumer-voluntary reviews) influences individuals' attitude toward online review. Unlike consumer-voluntary reviews without any monetary incentive, firm-sponsored reviews include messages about brands providing monetary compensation. This study examines whether review valence (two-sidedness vs. one-sidedness) influences attitude toward online review via its influence on review credibility. Further, this study examines whether sponsorship presence affects when review valence influences attitude toward review. Thus, this research investigates the effect of review valence on attitude toward review and the moderating role of sponsorship presence in the relationship between review valence and attitude toward review. The first experiment reveals that attitude toward review is more favorable when the review is two-sided (vs. one-sided). The second study demonstrates that differences between the two-sided and the one-sided review occur only for firm-sponsored reviews, not for consumer-voluntary reviews. The theoretical and practical implications are also discussed.

• 한국콘텐츠학회논문지
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• 제10권2호
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• pp.241-249
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• 2010

온라인을 중심으로 마케팅 패러다임이 급격하게 변화함에 따라 기업과 소비자들의 온라인 활동에 대한 관심이 증대되어왔다. 본 연구에서는 내용 분석법(contents analysis)을 통하여 게시 글의 주요한 특성인 총 13개의 변수들을 도출하고, 이들 변수에 따른 조회 수의 차이를 분석하였다. 차이 분석 결과, '브랜드 언급', '말머리 기호', '긍정성', '정보 제공' 등 총 4개의 변수에서 유의한 차이점을 보였다. 유의한 변수중에서 상대적으로 더 큰 영향력을 보이는 변수들을 확인하기 위하여 회귀 나무 분석을 이용한 데이터 분석을 추가적으로 실시한 결과, 그중에서도 '정보 제공'과 '브랜드 언급'이 조회 수를 결정하는 가장 중요한 변수인 것으로 나타났다. 이와 같은 연구 결과들을 바탕으로 기업이 소비자의 온라인 구전 활동을 이해하고 활용할 수 있는 실무적 시사점을 제시하였으며, 더불어 향후 연구 방향을 논의하였다.

• Asia pacific journal of information systems
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• 제28권1호
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• pp.36-60
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• 2018

As an increasing number of people gained access to social network services (SNS), organizations started to use SNS as a channel for marketing and promotional purposes. The online advertising market has significant growth potential. Brand engagement is a key motive for online advertising, but how SNS users engage with brands, particularly in terms of the promotion of organizations, is poorly understood. This study uses customer value theory to examine brand engagement of users in terms of promoting companies in the context of Korean SNS marketing. This study identifies the antecedents of brand engagement based on customer value theory. Our findings show the significance of three factors of SNS marketing, namely, price discount, relationship support, and convenience, on brand engagement. We further show the consequences of brand engagement, namely, purchase decisions and word-of-mouth activities. These findings help advance customer value theory and offer practical insights into the use of information systems and marketing in the context of SNS.

• Asia Marketing Journal
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• 제26권1호
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• pp.23-30
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• 2024

Firms often engage in manipulating online reviews as a promotional activity to influence consumers' evaluation on their products. With the prevalence of the promotional activities, consumers may notice and discount the reviews generated by the promotional activities. Discounting the firm-generating reviews may cause systematic measurement errors in the valence variable and lead to a negative bias when estimating the effect of consumers' organic reviews on demand. To correct the bias, this study proposes including product-specific bias-correction terms representing the proportion of extreme reviews in analysis. For illustration, the proposed method is applied to a demand model for data of movies released in South Korea. The results confirm a negative bias in the estimate of the valence sensitivity of demand. The negative bias potentially leads to an underestimation of the magnitude of the contagion effect through social interactions, a key component of evaluating the value of a satisfied consumer.

• 식품보건융합연구
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• 제10권4호
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• pp.9-19
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• 2024

This qualitative study explores the impact of online food delivery platform attributes on customer satisfaction and repurchase intentions. Employing a phenomenological approach, we conducted in-depth interviews and focus group discussions with 15 participants to gain rich insights into user experiences. Thematic analysis revealed key factors influencing satisfaction and loyalty: service quality dimensions (efficiency, reliability, fulfillment, privacy), expectation disconfirmation, perceived usefulness and ease of use, multi-level customer value, relationship quality, electronic word-of-mouth, value co-creation, and phased loyalty formation. Our findings extend customer behavior theory in digital platforms, offering a comprehensive framework for understanding the complex mechanisms underlying user satisfaction and repurchase decisions. The study provides valuable implications for platform operators, highlighting the importance of exceeding customer expectations, enhancing user experience, building trust, leveraging user-generated content, and fostering co-creation processes. Methodologically, we demonstrate the efficacy of qualitative approaches in uncovering nuanced insights in digital service contexts. While acknowledging limitations in generalizability, this research establishes a solid foundation for future investigations into the rapidly evolving domain of online food delivery services. The integrated theoretical approach offers a robust model for analyzing customer behavior in emerging digital service environments, contributing significantly to both academic understanding and practical application in the field of digital service provision and platform management.

• 유통과학연구
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• 제15권9호
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• pp.85-93
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• 2017

Purpose - The volume and valence of online word-of-mouth(eWOM) have become an important part of the retailer's market success for a wide range of products. This study aims to investigate how the growth of eWOM has generated the product's final financial outcomes in the introductory period influences. Research design, data, and methodology - This study uses weekly box office performance for 117 movies released in the South Korea from July 2015 to June 2016 using Korean Film Council(KOFIC) database. 292,371 posted online review messages were collected from NAVER movie review bulletin board. Using regression analysis, we test whether eWOM incurred during the opening week is valuable to explain the last of box office performance. Three major eWOM metrics were considered after controlling for the major distributional factors. Results - Results support that major eWOM variables play a significant role in box-office outcome prediction. Especially, the growth rate of the positive eWOM volume has a significant effect on the growth potential in sales. Conclusions - The findings highlight that the speed of eWOM growth has an informational value to understand the market reaction to a new product beyond valence and volume. Movie distributors need to take positive online eWOM growth into account to make optimal screen allocation decisions after release.

• 한국의류산업학회지
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• 제13권3호
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• pp.390-397
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• 2011

This study investigates the influences of shopping enjoyment and risk reduction on customers' attitude and the behavioral intention in the Internet shopping mall using a moving virtual model. For this study, we produced a moving virtual model to present a fashion product. The virtual model walks for about one minute on the stage. After respondents viewed it, they completed a questionnaire. The questionnaire consists of online shopping enjoyment, risk reduction, customers' attitude and behavioral intention. Respondents are limited to females aged in their 20s and 30s, who have experienced Internet shopping and are highly interested in fashion products. 411 samples were used for the final analysis. Cronbach's alpha, factor analysis, and multiple regression analysis were conducted. The results are as follows. Online shopping enjoyment and risk reduction influenced the behavioral intention directly as well as through the attitude. However, the size of the influence indicated that online shopping enjoyment is larger than risk reduction. Therefore, Internet malls should utilize the moving virtual model to provide customers with enjoyment and risk reduction, which will increase customers' favorable attitudes and the behavioral intention such as purchase intention and word of mouth.

• 디지털콘텐츠학회 논문지
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• 제18권6호
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• pp.1109-1118
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• 2017

전 세계에서 핀테크 열풍이 불고 있는 가운데 그 중심에는 항상 모바일 결제가 있는 만큼 중국, 인도, 영국, 브라질을 대표로하는 나라들이 현재 온 오프라인 모바일 결제 서비스의 활성화와 보급화에 힘을 싣고 글로벌 모바일 결제 시장에서 경쟁우위를 선점하고 있는 상황이다. 하지만 IT 강국을 자부하던 한국은 글로벌 모바일 결제 시장에서 그 경쟁력이 10위권 밖으로 밀려나 호주, 멕시코, 독일보다도 못한 수준이다. 따라서 본 연구에서는 국내 오프라인 모바일 결제 서비스를 이용하고 있는 일반 소비자들이 해당 서비스에 대한 구전의도를 측정하고자 실증적 연구를 진행하였다. 또한 모바일 결제 서비스 분야에서 세계 최대 강국인 중국과의 비교분석을 통해 두 나라 소비자 간 인식의 차이를 분석하였다.

• 통상정보연구
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• 제17권3호
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• pp.3-27
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• 2015

제품이나 서비스에 대한 사용후기 중에는 과격한 표현이 포함되거나 사업자에게 불리한 내용이 포함된 것들이 많아서, 후기 작성자와 사업자 간에 마찰이 빚어지거나 심지어 법률적 분쟁으로까지 이어지는 경우가 많다. 본 연구는 부정적이고 과격한 표현이 담긴 사용후기관련 사례를 분석한 후, 사례에 나타난 사용후기에 대한 소비자들의 윤리적, 법률적 인식을 비교하기 위해 설문 조사를 실시하였다. 사례연구에 따르면, 대법원 판례는 행위자의 주요한 동기나 목적이 공공의 이익을 위한 것이라면 부수적으로 다른 사익적 목적이나 동기가 내포되어 있더라도, 후기 작성이 상대를 비방할 목적이 있다고 보기 어렵다고 판시한 바 있다. 사례 요지를 바탕으로 소비자들의 인식을 조사한 결과, 사업자에게 불리한 내용의 사용후기일지라도, 응답자들은 대체로 작성자의 법률적 책임수준보다는 이러한 행위에 대한 지지수준이 더 높은 것으로 나타났다. 구체적으로, 이러한 사용후기는 공공의 이익을 위한 정보제공에 더 큰 의미가 있으며, 특히 소비자에게 정확한 정보를 제공하기 위해서 허용되어야 한다는 의견이 우세해서, 연구대상 사례에 대한 대법원 판결과 맥락을 같이 하고 있다. 결론적으로, 사용후기에 대한 윤리의식과 함께 법률적 책임의식을 향상시키기 위한 정책적 노력이 병행될 필요가 있으나, 표현의 자유가 과도하게 침해되지 않도록 균형을 이루는 것이 중요하다.

• Asia pacific journal of information systems
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• 제23권3호
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• pp.131-154
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• 2013

New internet technologies have created a revolutionary new platform which allows consumers to make decision about product price and quality quickly and provides information about themselves through the transcript of online reviews. By expressing their feelings toward products or services on virtual opinion platforms, users extend their influence into cyberspace as electronic word-of-mouth (e-WOM). Existing research indicates that an impact of eWOM on the consumer decision process is influential. For both academic researchers and practitioners, investigating this phenomenon of information sharing in online website is essential given the increasing number of consumers using them as sources of purchase decisions. It is worthwhile to examine the extent to which opinion seekers are willing to accept and adopt online reviews and which factors encourage adoption. Discerning the most motivating aspects of information adoption in particular, could help electronic marketers better promote their brand and presence on the internet. The objectives of this study are to investigate how online WOM influences a persons' purchase decision by discovering which factors encourage information adoption. Especially focused on the self-efficacy, this research investigates how self-efficacy affects on information usefulness and adoption of online information. Although people are exposed to same review or comment about product or service, some accept the reviews while others do not. We notice that accepting online reviews mainly depends on the person's preference or personal characteristics. This study empirically examines this issue by using cognitive dissonance theory. Specifically, in the movie industry, we address few questions-is always positive WOM generating positive effect? What if the movie isn't the person's favorite genre? What if the person who is very self-assertive so doesn't take other's opinion easily? In these cases of cognitive dissonance, is always WOM generating same result? While many studies have focused on one direct of WOM which indicates positive (or negative) informative reviews or comments generate positive (or negative) results and more (or less) profits, this study investigates not only directional properties of WOM but also how people change their opinion towards product or service positive to negative, negative to positive through the online WOM. An experiment was conducted quantitatively by using a sample of 168 users who have experience within the online movie review site, 'Naver Movie'. Users were required to complete a survey regarding reviews and comments taken from the real movie page. The data reflected user's perceptions of online WOM information that determined users' adoption level. Analysis results provide empirical support for the proposed theoretical perspective. When user can't agree with the opinion of online WOM information, in other words, when cognitive dissonance between online WOM information and users' preference occurs, perceived self-efficacy significantly decreases customers' perception of usefulness. And this perception of usefulness plays an important role in determining users' intention to adopt online WOM information. Most of researches have been concentrated on characteristics of online WOM itself such as quality or vividness of information, credibility of source and direction of online WOM, etc. for describing effect of online WOM, but our results suggest that users' personal character (e.g., self-efficacy) plays decisive role for acceptance of online WOM information. Higher self-efficacy means lower possibility to accept the information that represents counter opinion because of cognitive dissonance, whereas the people that have lower self-efficacy are willing to accept the online WOM information as true and refer to purchase decision. This study suggests a model for understanding role of direction of online WOM information. Also, our result implicates the importance of online review supervision and personalized information service by confirming switching opinion negative to positive is more difficult than positive to negative through the online WOM information. This implication would help marketers to manage online reviews of their products or services.