{"title":"The Diffusion of Price-Related Word-of-Mouth: A Study Exploring the Role of Market Mavens and Social Ties","authors":"S. Schneider, F. Huber","doi":"10.1080/15332667.2020.1855070","DOIUrl":null,"url":null,"abstract":"Abstract This study sheds light on the process of price-related word-of-mouth by exploring the dissemination of positively and negatively valanced price information as well as the role of social ties and market mavenism. Social ties strengthen the effect of a price change communicated by word-of-mouth on the subsequent dissemination. Market mavens are found to have a higher intention to retransmit price knowledge via word-of-month, which in turn leads to a higher purchase intention. The study extends the accessibility-diagnosticity model, the strength of weak ties, and the theory of group stability to demonstrate that price-related word-of-mouth predominantly represents an opportunity for managers.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0000,"publicationDate":"2020-12-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2020.1855070","citationCount":"5","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Relationship Marketing","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1080/15332667.2020.1855070","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"Business, Management and Accounting","Score":null,"Total":0}
引用次数: 5
Abstract
Abstract This study sheds light on the process of price-related word-of-mouth by exploring the dissemination of positively and negatively valanced price information as well as the role of social ties and market mavenism. Social ties strengthen the effect of a price change communicated by word-of-mouth on the subsequent dissemination. Market mavens are found to have a higher intention to retransmit price knowledge via word-of-month, which in turn leads to a higher purchase intention. The study extends the accessibility-diagnosticity model, the strength of weak ties, and the theory of group stability to demonstrate that price-related word-of-mouth predominantly represents an opportunity for managers.
期刊介绍：
The Journal of Relationship Marketing is a quarterly journal that publishes peer-reviewed (double-blind) conceptual and empirical papers of original works that make serious contributions to the understanding and advancement of relationship and marketing theory, research, and practice. This academic journal is interdisciplinary and international in nature. Topics of interest (not limited to): Evolution and life cycle of RM; theoretical and methodological issues in RM; types of RM, networks and strategic alliances; internal communication, quality, trust, commitment, satisfaction, loyalty, and dissolution in RM; applications of RM in different disciplines and industries; international perspectives in RM; RM strategies in services economy, higher education, and e-commerce; RM, technology, and the Web; profitability and RM; case studies and best practices in RM. If you are interested in becoming an ad-hoc reviewer, please e-mail a brief statement indicating your area of expertise and interest along with a copy of your CV.
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