Innocent Until Proven Guilty: Suspicion of Deception in Online Reviews

- Purpose: This study formulates a new framework for identifying deception in consumer reviews through the lens of Interpersonal Deception Theory and the Persuasion Knowledge Model. It evaluates variables contributing to consumer intentions to purchase after reading deceptive reviews and proposes deception identification cues to be incorporated into the interpersonal communication theoretical framework. - Methodology: The first study is qualitative and quantitative, based on sentiment and lexical analysis of 1000 consumer reviews. The second study employs a USA national consumer survey with a PLS-SEM and a Process-based mediation-moderation analysis. - Findings: The study shows deceptive characteristics that cannot be dissimulated by reviewing consumers that represent review legitimacy based on review valence, authenticity, formalism, and analytical writing. The results also support the central role of consumer suspicion of an ulterior motive, with a direct and mediation effect regarding consumer emotions and intentions, including brand trust and purchase intentions. - Research implications: This paper presents a new framework for identifying deception in consumer reviews based on IDT and PKM, adding new theoretical elements that help adapt these theories to written digital communication specificities. The study clarifies the role of suspicion in a deceptive communication context and shows the variables contributing to consumers’ purchase intention after reading deceptive reviews. The results also emphasize the benefits of lexical analysis in identifying deceptive characteristics of reviews. - Practical implications: Companies can consider the vulnerability of certain generations based on lower levels of suspicions and different linguistic cues to detect deception in reviews. Long-term, marketers can also implement deception identification practices as potential new business models and opportunities. - Social implications: Policymakers and regulators need to consider critical deception cues and the differences in suspicion levels among segments of consumers in the formulation of preventative and deception management measures. - Originality/value: This study contributes to the literature by formulating a new framework for identifying deception in consumer reviews, adapted to the characteristics of written digital communication. The study emphasizes deception cues in eWOM and provides additional opportunities for theorizing deception in electronic communication

Student-Led Consulting Projects Succeed as Experimental Learning Tool in MBA Marketing Strategy

In this article, information from an MBA-level marketing strategy course taught with and without a major experiential learning assignment is analyzed. Empirical analysis of data about learning outcomes, student satisfaction, and student self-efficacy are compared. The study reveals that students engaged in these projects perceived them as valuable learning exercises that: (1) supported their mastery of class materials and their ability to apply theoretical concepts to practical situations; (2) enhanced their satisfaction with the course and instructor, and (3) increased their self-confidence with regard to their own business capabilities

Are Middle-Eastern Consumers Different? A Profile of Ethnocentric and Animus Consumers in Lebanon and Tunisia

Sometimes, consumers are offended by political decisions made by foreign governments or in international organizations, and they may react against an offending country\u27s government by avoiding purchasing products made in the offending country. This study looks at the effects of consumer animosity and consumer ethnocentrism on consumers\u27 willingness to buy in two countries of the MENA region, Lebanon and Tunisia. The purpose of this study is to test the impact of demographic variables on animosity and ethnocentrism and to develop a profile of both ethnocentric and animus consumers in the Middle East. Results show the differences between an ethnocentric and an animus consumer demographically. Managerial implications are discussed addressing those differences

Consumer Initial Trust towards Internet-Only Banks in France?

Purpose The purpose of this paper is to investigate internet-only banks’ (IOBs) adoption by French consumers and attempt to understand the factors that influence consumers’ initial trust in this type of service. Design/methodology/approach A non-probability convenience sample of potential IOBs adopters from France was used to test a structural equation model that analyzed the antecedents of initial trust and usage intentions of IOBs. Findings The study shows that trust is a major influencer in IOBs’ adoption in France. It has also been found that consumer familiarity with internet banking, high perceived structural assurance, perceived website quality, bank reputation and relative advantage are critical factors influencing IOBs’ initial trust formation. Research limitations/implications This study shows the applicability of the initial trust-building model in the context of IOBs and underlines the importance of factors such as familiarity, reputation and perceived quality in the context of online banking services in France. Practical implications This paper provides e-banking companies with the most important factors that contribute to build the initial trust of customers. E-banks need to focus on making themselves known and promoting their brand more effectively through advertising and advocacy. Originality/value This study contributes significantly to the marketing research related to consumer trust and brand reputation, as well as to the electronic banking literature. The results show the importance of initial trust in the context of services and the main factors that influence it, including a key branding variable such as reputation. The paper also focuses on the IOBs’ adoption in France, a market understudied compared to the USA, and seeks to understand the mechanisms associated with the initial formation of French consumers’ trust toward it

A Financial Profile of Those Firms That Maintained or Increased Market Value during a Period of Economic Recession and Financial Market Turmoil

Most companies will lose value during any period of recession, whether that value is measured by equity prices, price earnings multiples, or the present value of invested capital. First, there is usually a diminished flow of revenue and cash to meet obligations and avoid potential bankruptcy. Secondly, in recessions and economic slowdowns both consumers and businesses try to conserve and retain sufficient liquid assets to meet their current obligations. The attempts to conserve cash often contribute to furthering a recession. For example, banks may stop or at least slow the rate of lending. Consumers sometimes slow the speed at which they repay loans. Such actions increase the cost of capital and in turn will slow capital investment and production resulting in lower values for most firms. However, there were firms that in the recession beginning in December 2007 and lasting until June 2009 that maintained their value and indeed some actually increased in value. This raises an obvious question. Who were these companies, and how were they different? The purpose of this study was to provide a financial analysis of those firms described by Value Line as having maintained or increased their value during this period. Specifically, the analysis tested for significant differences in the financial profiles of that group and companies selected at random, but from the same industries as the first group. A unique financial profile is established for the firms that maintained or increased their value and it is suggested that the profile may be used to identify firms that will maintain or increase value in future periods of economic downturn