@inproceedings{51db216a1d9c425191456bf8062890d9,
title = "Cross-Review Incoherence and Purchase Deferral",
abstract = "This paper focuses on inconsistency among a set of reviews and explores how, why, and when the presence of cross-review incoherence influences consumers{\textquoteright} purchase deferral—their likelihood of making a “buy/not buy” decision immediately after consulting the reviews or deferring it until after obtaining more information. Based on the cognitive dissonance theory, we hypothesize that (a) the presence of cross-review incoherence or attribute-level contradictions among a set of reviews leads to lower certainty in consumer attitudes and a higher likelihood of purchase deferral, (b) this effect transpires through consumers{\textquoteright} helpfulness and credibility evaluations of the review set, and (c) the effect of cross-review incoherence on review set evaluations is weakened when the specificity of the context behind reviewers{\textquoteright} opinions is high. We conducted two experiments and found support for these predictions.",
keywords = "consumer decision-making, credibility, helpfulness, inconsistency, Information incoherence, online word-of-mouth, purchase deferral",
author = "Dezhi Yin and {De Vreede}, Triparna and Logan Steele and {De Vreede}, {Gert Jan}",
note = "Publisher Copyright: {\textcopyright} 2021 42nd International Conference on Information Systems, ICIS 2021 TREOs: {"}Building Sustainability and Resilience with IS: A Call for Action{"}. All Rights Reserved.; 42nd International Conference on Information Systems: Building Sustainability and Resilience with IS: A Call for Action, ICIS 2021 TREOs ; Conference date: 12-12-2021 Through 15-12-2021",
year = "2021",
language = "English",
series = "42nd International Conference on Information Systems, ICIS 2021 TREOs: {"}Building Sustainability and Resilience with IS: A Call for Action{"}",
publisher = "Association for Information Systems",
booktitle = "42nd International Conference on Information Systems, ICIS 2021 TREOs",
address = "United States",
}