How buyers perceive the credibility of advisors in online marketplace: review balance, review amount and misattribution

In an online marketplace, buyers rely heavily on reviews posted by previous buyers (referred to as advisors). The advisor’s credibility determines the persuasiveness of reviews. Much work has addressed the evaluation of advisors’ credibility based on their static profile information, but little attention has been paid to the effect of the information about the history of advisors’ reviews. We conducted three sub-studies to evaluate how the advisors’ review balance (proportion of positive reviews) affects the buyer’s judgement of advisor’s credibility (e.g., trustworthiness, expertise). The result of study 1 shows that advisors with mixed positive and negative reviews are perceived to be more trustworthy, and those with extremely positive or negative review balance are perceived to be less trustworthy. Moreover, the perceived expertise of the advisor increases as the review balance turns from positive to negative; yet buyers perceive advisors with extremely negative review balance as low in expertise. Study 2 finds that buyers might be more inclined to misattribute low trustworthiness to low expertise when they are processing high number of reviews. Finally, study 3 explains the misattribution phenomenon and suggests that perceived expertise has close relationship with affective trust. Both theoretical and practical implications are discussed

Trusted operational scenarios - Trust building mechanisms and strategies for electronic marketplaces.

This document presents and describes the trusted operational scenarios, resulting from the research and work carried out in Seamless project. The report presents identified collaboration habits of small and medium enterprises with low e-skills, trust building mechanisms and issues as main enablers of online business relationships on the electronic marketplace, a questionnaire analysis of the level of trust acceptance and necessity of trust building mechanisms, a proposal for the development of different strategies for the different types of trust mechanisms and recommended actions for the SEAMLESS project or other B2B marketplaces.trust building mechanisms, trust, B2B networks, e-marketplaces

The impact of review valence and awareness of deceptive practices on consumers’ responses to online product ratings and reviews

Many online retailers and some manufacturers/service providers have recently been engaging in questionable practices, where product reviews are often fabricated and/or posted without sufficient clarity and objectivity. Across an exploratory study and two main studies, we empirically examine this phenomenon and observe a pattern of effects that suggests that review valence (i.e., the average number of rating-stars a product receives) influences product attitudes and intentions, but that these outcomes are significantly impacted by the extent to which consumers are aware of potentially deceptive online review practices. Awareness of deceptive practices was found to differentially influence attitudes and intentions, depending upon whether the star-ratings were perfect (5/5 stars), highly positive (4.9/5 stars), or generally positive (4.5/5 or 4.7/5 stars). Participants’ perceptions of the e-retailer’s manipulative intent were also shown to mediate these effects, with higher perceptions of perceived manipulative intent yielding less favorable product attitudes and reduced purchase intentions

Street cred : are media consumers craving more “authenticity” in the digital age?

Media organizations that provide news have traditionally relied on audience perceptions of truth and credibility to lure more readers, viewers, and listeners. The author explores whether authenticity has emerged in the digital age as an additional ingredient in media consumers’ daily decisions about where to turn – and where to return – for trustworthy information. As it becomes ever-more of a challenge for consumers to distinguish reliable information from “fake news” in the 21st century, audiences may be seeking content from media organizations that feels more authentic, genuine, and personalized. Three case studies drawn from new media, as well as legacy media, help illustrate what traditional and startup media institutions can do to better understand audience attitudes and behaviors: the HBO series “Last Week Tonight with John Oliver,” the online site Reddit, and the Pulitzer Prize-winning work of Washington Post reporter David Fahrenthold.Communication Studie

The Use of Online Panel Data in Management Research: A Review and Recommendations

Management scholars have long depended on convenience samples to conduct research involving human participants. However, the past decade has seen an emergence of a new convenience sample: online panels and online panel participants. The data these participants provide—online panel data (OPD)—has been embraced by many management scholars owing to the numerous benefits it provides over “traditional” convenience samples. Despite those advantages, OPD has not been warmly received by all. Currently, there is a divide in the field over the appropriateness of OPD in management scholarship. Our review takes aim at the divide with the goal of providing a common understanding of OPD and its utility and providing recommendations regarding when and how to use OPD and how and where to publish it. To accomplish these goals, we inventoried and reviewed OPD use across 13 management journals spanning 2006 to 2017. Our search resulted in 804 OPD-based studies across 439 articles. Notably, our search also identified 26 online panel platforms (“brokers”) used to connect researchers with online panel participants. Importantly, we offer specific guidance to authors, reviewers, and editors, having implications for both micro and macro management scholars

Repage: REPutation and ImAGE Among Limited Autonomous Partners

This paper introduces Repage, a computational system that adopts a cognitive theory of reputation. We propose a fundamental difference between image and reputation, which suggests a way out from the paradox of sociality, i.e. the trade-off between agents' autonomy and their need to adapt to social environment. On one hand, agents are autonomous if they select partners based on their social evaluations (images). On the other, they need to update evaluations by taking into account others'. Hence, social evaluations must circulate and be represented as "reported evaluations" (reputation), before and in order for agents to decide whether to accept them or not. To represent this level of cognitive detail in artificial agents' design, there is a need for a specialised subsystem, which we are in the course of developing for the public domain. In the paper, after a short presentation of the cognitive theory of reputation and its motivations, we describe the implementation of Repage.Reputation, Agent Systems, Cognitive Design, Fuzzy Evaluation