1,103
Views
28
CrossRef citations to date
0
Altmetric
Original Articles

Online Reviews: The Impact of Power and Incidental Similarity

REFERENCES

  • Anderson, C., & Berdahl, J. L. (2002). The experience of power: Examining the effects of power on approach and inhibition tendencies. Journal of Personality and Social Psychology, 83(6), 1362–1377.
  • Anderson, C., & Galinsky, A. D. (2006). Power, optimism, and risk-taking. European Journal of Social Psychology, 36(4), 511–536.
  • Arkin, R. M., & Burger, J. M. (1980). Effects of unit relation tendencies on interpersonal attraction. Social Psychology Quarterly, 380–391.
  • Aron, A., McLaughlin-Volpe, T., Mashek, D., Lewandowski, G., Wright, S. C., & Aron, E. N. (2004). Including others in the self. European Review of Social Psychology, 15(1), 101–132.
  • Baumeister, R. F., & Leary, M. R. (1995). The need to belong: Desire for interpersonal attachments as a fundamental human motivation. Psychological Bulletin, 117(3), 497.
  • Berger, J., & Schwartz, E. M. (2011). What drives immediate and ongoing word of mouth? Journal of Marketing Research, 48(5), 869–880.
  • Blazevic, V., Hammedi, W., Garnefeld, I., Rust, R. T., Keiningham, T., Andreassen, T. W., … Carl, W. (2013). Beyond traditional word-of-mouth: An expanded model of customer-driven influence. Journal of Service Management, 24(3), 294–313.
  • Brack, A. D., & Benkenstein, M. (2012). The effects of overall similarity regarding the customer-to-customer-relationship in a service context. Journal of Retailing and Consumer Services, 19(5), 501–509.
  • Brendl, C. M., Chattopadhyay, A., Pelham, B. W., & Carvallo, M. (2005). Name letter branding: Valence transfers when product specific needs are active. Journal of Consumer Research, 32(3), 405–415.
  • Brinol, P., Petty, R. E., Valle, C., Rucker, D. D., & Becerra, A. (2007). The effects of message recipients’ power before and after persuasion: A self-validation analysis. Journal of Personality and Social Psychology, 93(6), 1040.
  • Buckley, H. M., & Roach, M. E. (1981). Attraction as a function of attitudes and dress. Home Economics Research Journal, 10(1), 88–97.
  • Burger, J. M., Messian, N., Patel, S., del Prado, A., & Anderson, C. (2004). What a coincidence! The effects of incidental similarity on compliance. Personality and Social Psychology Bulletin, 30(1), 35–43.
  • Burger, J. M., Soroka, S., Gonzago, K., Murphy, E., & Somervell, E. (2001). The effect of fleeting attraction on compliance to requests. Personality and Social Psychology Bulletin, 27(12), 1578–1586.
  • Byrne, D. E. (1971). The attraction paradigm (Vol. 11). New York, NY: Academic Press.
  • Cone Communications. (2011). 2011 online influence trend tracker. Retrieved from http://www.conecomm.com/2011coneonlineinfluencetrendtracker
  • Cox, C., Burgess, S., Sellitto, C., & Buultjens, J. (2009). The role of user-generated content in tourists’ travel planning behavior. Journal of Hospitality Marketing & Management, 18, 743–764.
  • Cwir, D., Carr, P. B., Walton, G. M., & Spencer, S. J. (2011). Your heart makes my heart move: Cues of social connectedness cause shared emotions and physiological states among strangers. Journal of Experimental Social Psychology, 47(3), 661–664.
  • De Dreu, C. K., & Van Kleef, G. A. (2004). The influence of power on the information search, impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40(3), 303–319.
  • Driver, J. (2001). A selective review of selective attention research from the past century. British Journal of Psychology, 92(1), 53–78.
  • Fast, N. J., Gruenfeld, D. H., Sivanathan, N., & Galinsky, A. D. (2009). Illusory control a generative force behind power’s far-reaching effects. Psychological Science, 20(4), 502–508.
  • Filieri, R., & McLeay, F. (2014). E-WOM and accommodation: An analysis of the factors that influence travelers’ adoption of information from online reviews. Journal of Travel Research, 53(1), 44–57.
  • Finch, J. F., & Cialdini, R. B. (1989). Another indirect tactic of (self-) image management boosting. Personality and Social Psychology Bulletin, 15(2), 222–232.
  • Fiske, S. T. (1993). Controlling other people: The impact of power on stereotyping. American Psychologist, 48(6), 621.
  • French, J. R., & Raven, B. (1959). The bases of social power. Studies in Social Power, 150, 167.
  • Galinsky, A. D., Gruenfeld, D. H., & Magee, J. C. (2003). From power to action. Journal of Personality and Social Psychology, 85(3), 453.
  • Gruen, T. W., Osmonbekov, T., & Czaplewski, A. J. (2006). eWOM: The impact of customer-to-customer online know-how exchange on customer value and loyalty. Journal of Business Research, 59(4), 449–456.
  • Guéguen, N., & Martin, A. (2009). Incidental similarity facilitates behavioral mimicry. Social Psychology, 40(2), 88.
  • Guinote, A. (2007). Power affects basic cognition: Increased attentional inhibition and flexibility. Journal of Experimental Social Psychology, 43(5), 685–697.
  • Hinz, O., Skiera, B., Barrot, C., & Becker, J. U. (2011). Seeding strategies for viral marketing: an empirical comparison. Journal of Marketing, 75(6), 55–71.
  • Hodson, G., & Olson, J. M. (2005). Testing the generality of the name letter effect: Name initials and everyday attitudes. Personality and Social Psychology Bulletin, 31(8), 1099–1111.
  • Jiang, L., Hoegg, J., Dahl, D. W., & Chattopadhyay, A. (2010). The persuasive role of incidental similarity on attitudes and purchase intentions in a sales context. Journal of Consumer Research, 36(5), 778–791.
  • Jiménez, F. R., & Mendoza, N. A. (2013). Too popular to ignore: The influence of online reviews on purchase intentions of search and experience products. Journal of Interactive Marketing, 27(3), 226–235.
  • Jones, J. T., Pelham, B. W., Carvallo, M., & Mirenberg, M. C. (2004). How do I love thee? Let me count the Js: Implicit egotism and interpersonal attraction. Journal of Personality and Social Psychology, 87(5), 665.
  • Karmarkar, U. R., & Tormala, Z. L. (2010). Believe me, I have no idea what I’m talking about: The effects of source certainty on consumer involvement and persuasion. Journal of Consumer Research, 36(6), 1033–1049.
  • Keltner, D., Gruenfeld, D. H., & Anderson, C. (2003). Power, approach, and inhibition. Psychological Review, 110(2), 265.
  • Kim, S., & McGill, A. L. (2011). Gaming with Mr. Slot or gaming the slot machine? Power, anthropomorphism, and risk perception. Journal of Consumer Research, 38(1), 94–107.
  • Kipnis, D. (1972). Does power corrupt? Journal of Personality and Social Psychology, 24(1), 33.
  • Kipnis, D. (1976). The powerholders. Chicago, IL: University of Chicago Press.
  • Kraus, M. W., Chen, S., & Keltner, D. (2011). The power to be me: Power elevates self-concept consistency and authenticity. Journal of Experimental Social Psychology, 47(5), 974–980.
  • Lewin, K. (1941). Group decision and social change. In G. E. Swanson, T. M. Newcomb, & E. L. Hartley (Eds.), Readings in social psychology (pp. 459–473). New York, NY: Henry Holt.
  • Ludwig, S., de Ruyter, K., Friedman, M., Brüggen, E. C., Wetzels, M., & Pfann, G. (2013). More than words: The influence of affective content and linguistic style matches in online reviews on conversion rates. Journal of Marketing, 77(1), 87–103.
  • Magee, J. C., & Galinsky, A. D. (2008). 8 social hierarchy: The self-reinforcing nature of power and status. The Academy of Management Annals, 2(1), 351–398.
  • Magee, J. C., Galinsky, A. D., & Gruenfeld, D. H. (2007). Power, propensity to negotiate, and moving first in competitive interactions. Personality and Social Psychology Bulletin, 33(2), 200–212.
  • Magee, J. C., & Smith, P. K. (2013). The social distance theory of power. Personality and Social Psychology Review 17(2), 158–186.
  • Malhotra, N. K., Jain, A. K., & Lagakos, S. W. (1982). The information overload controversy: An alternative viewpoint. The Journal of Marketing, 1, 27–37.
  • Miller, D. T., Downs, J. S., & Prentice, D. A. (1998). Minimal conditions for the creation of a unit relationship: The social bond between birthdaymates. European Journal of Social Psychology, 28(3), 475–481.
  • Montoya, R. M., Horton, R. S., & Kirchner, J. (2008). Is actual similarity necessary for attraction? A meta-analysis of actual and perceived similarity. Journal of Social and Personal Relationships, 25(6), 889–922.
  • O’Connor. P. (2010). Managing a hotel’s image on TripAdvisor. Journal of Hospitality Marketing & Management, 18, 754–772.
  • Ong, B. S. (2012). The perceived influence of user reviews in the hospitality industry. Journal of Hospitality Marketing & Management, 21, 463–485.
  • Park, C., & Lee, T. M. (2009). Information direction, website reputation and eWOM effect: A moderating role of product type. Journal of Business Research, 62(1), 61–67.
  • Pelham, B. W., Mirenberg, M. C., & Jones, J. T. (2002). Why Susie sells seashells by the seashore: Implicit egotism and major life decisions. Journal of Personality and Social Psychology, 82(4), 469.
  • Racherla, P., Connolly, D. J., & Christodoulidou, N. (2013). What determines consumers’ ratings of service providers? An exploratory study of online traveler reviews. Journal of Hospitality Marketing & Management, 22, 135–161.
  • Rucker, D. D., Dubois, D., & Galinsky, A. D. (2011). Generous paupers and stingy princes: power drives consumer spending on self versus others. Journal of Consumer Research, 37(6), 1015–1029.
  • Rucker, D. D., & Galinsky, A. D. (2009). Conspicuous consumption versus utilitarian ideals: How different levels of power shape consumer behavior. Journal of Experimental Social Psychology, 45(3), 549–555.
  • Rucker, D. D., Galinsky, A. D., & Dubois, D. (2012). Power and consumer behavior: How power shapes who and what consumers value. Journal of Consumer Psychology, 22(3), 352–368.
  • Smith, P. K., & Trope, Y. (2006). You focus on the forest when you’re in charge of the trees: Power priming and abstract information processing. Journal of Personality and Social Psychology, 90(4), 578.
  • Sparks, B. A., & Browning, V. (2011). The impact of online reviews on hotel booking intentions and perception of trust. Tourism Management, 32, 1310–1323.
  • Thibaut, J. W., & Kelley, H. H. (1959). The social psychology of groups. New York, NY: Wiley.
  • Vescio, T. K., Snyder, M., & Butz, D. A. (2003). Power in stereotypically masculine domains: A Social Influence Strategy × Stereotype Match model. Journal of Personality and Social Psychology, 85(6), 1062.
  • Walton, G. M., & Cohen, G. L. (2011). Sharing motivation. In D. Dunning (Ed.), Social motivation (pp. 79–101). New York, NY: Psychology Press.
  • Walton, G. M., Cohen, G. L., Cwir, D., & Spencer, S. J. (2012). Mere belonging: The power of social connections. Journal of Personality and Social Psychology, 102(3), 513.
  • Weber, M. (1947). The theory of economic and social organization (A. M. Henderson & T. Parsons, Trans.). New York, NY: Oxford University Press.
  • Wojciszke, B., & Struzynska-Kujalowicz, A. (2007). Power influences self-esteem. Social Cognition, 25(4), 472–494.
  • Wong, J., Newton, J., & Newton, F. (2014). Effects of power and individual-level cultural orientation on preferences for volunteer tourism. Tourism Management, 42, 132–140.
  • Xie, H., Miao, L., Kuo, P., & Lee, B. (2011). Consumers’ responses to ambivalent online hotel reviews: The role of perceived source credibility and pre-decisional disposition. International Journal of Hospitality Management, 30, 178–183.
  • Ye, Q., Law, R., & Gu, B. (2009). The impact of online user reviews on hotel room sales. International Journal of Hospitality Management, 28, 180–192.
  • Yoon, Y., Sarial-Abi, G., & Gürhan-Canli, Z. (2012). Effect of regulatory focus on selective information processing. Journal of Consumer Research, 39(1), 93–110.
  • Zeithaml, V. A. (1988). Consumer perceptions of price, quality, and value: A means-end model and synthesis of evidence. The Journal of Marketing, 1, 2–22.
  • Zhu, F., & Zhang, X. (2010). Impact of online consumer reviews on sales: The moderating role of product and consumer characteristics. Journal of Marketing, 74(2), 133–148.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.