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Research on Dynamic Pricing and Long-Term Profit of Companies under Influence of Word of Mouth 口碑影响下的动态定价与企业长期利润研究
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-08-27 DOI: 10.3390/jtaer19030105
Feiyan Han, Yunchao Guo, Haofei Yu, Bo Li
Word of mouth (WOM) is crucial in customers’ purchasing decisions and affects companies’ long-term profits. This study examines the long-term trends in companies’ dynamic pricing and profits by using the Hamiltonian function method and dynamic simulation to construct a dynamic equation. It takes into account the intensity of word of mouth faced by companies and analyzes the level of publicity and consumers’ predictions of product quality. In this paper, we also discuss the interactive processes between WOM and advertising levels, the two most prominent market factors, and their ultimate impact on companies. The experimental results show that elevated levels of external advertising can potentially prompt companies to establish higher product pricing strategies, particularly in scenarios where the intensity of word of mouth is pronounced. In the initial phases of market development, the saturation level of consumers within the market exerts a negligible influence on companies’ long-term profit margins. Conversely, the rate of natural attrition from consumers’ upper threshold of product quality expectations distinctly impacts companies’ profitability.
口碑(WOM)对客户的购买决策至关重要,并影响公司的长期利润。本研究采用哈密尔顿函数法和动态模拟法构建动态方程,研究企业动态定价和利润的长期趋势。它考虑了企业面临的口碑强度,分析了企业的宣传水平和消费者对产品质量的预测。在本文中,我们还讨论了 WOM 和广告水平这两个最突出的市场因素之间的互动过程,以及它们对企业的最终影响。实验结果表明,外部广告水平的提升有可能促使企业制定更高的产品定价策略,尤其是在口碑强度明显的情况下。在市场开发的初期阶段,市场内消费者的饱和度对企业长期利润率的影响微乎其微。相反,消费者对产品质量期望值上限的自然损耗率会明显影响企业的利润率。
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引用次数: 0
Manufacturer Encroachment on a Sustainable Supply Chain under Asymmetric Green Information 不对称绿色信息下制造商对可持续供应链的蚕食
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-08-26 DOI: 10.3390/jtaer19030103
Yufei Hu, Xiaorong Du, Lianghua Chen
This paper investigates manufacturer encroachment on a sustainable supply chain, where the manufacturer holds exclusive information on product greenness and is responsible for both corporate social responsibility (CSR) and greening. The manufacturer and the retailer play a signaling game whereby CSR effort and wholesale price serve as joint green signals. Findings reveal that, firstly, encroachment induces higher CSR efforts from manufacturers. When customers exhibit a strong CSR preference, the resulting CSR increment leads to increased offline demand and drives up both wholesale and retail prices in a mutually beneficial manner. This phenomenon is referred to as the CSR effect, yielding a win-win encroachment. Secondly, when signaling product greenness to highly CSR-sensitive customers, the high-greenness manufacturer principally distorts her CSR effort downward to an extent unprofitable for the low-greenness manufacturer to mimic and subordinately distorts the wholesale price downward to counter CSR-induced demand decrement and mitigate CSR cost pass-through downstream. Finally, the win-win encroachment pattern is characterized by encroachment profit and signal expense sharing, with encroachment strengthening downward-distorted signaling while signaling weakens the CSR effect. These insights contribute valuable guidance for green manufacturers in CSR decision-making, which functions as a component of green signaling and facilitates transitioning to dual-channel sustainable supply chains.
本文研究了制造商蚕食可持续供应链的问题,在这种情况下,制造商掌握着产品绿色程度的独家信息,并同时负责企业社会责任(CSR)和绿化工作。制造商和零售商进行信号博弈,将企业社会责任努力和批发价格作为共同的绿色信号。研究结果表明:首先,蚕食会促使制造商提高企业社会责任。当顾客表现出强烈的企业社会责任偏好时,由此产生的企业社会责任增量会导致线下需求增加,并以互利的方式推动批发价和零售价上涨。这种现象被称为企业社会责任效应,产生了双赢的侵占效应。其次,当向对企业社会责任高度敏感的客户发出产品绿色化的信号时,高绿色化生产商主要向下扭曲其企业社会责任努力,使低绿色化生产商模仿无利可图,并次要向下扭曲批发价格,以抵消企业社会责任引起的需求下降,并减轻企业社会责任成本向下游的转嫁。最后,双赢侵占模式的特点是侵占利润和信号费用共享,侵占加强了向下扭曲的信号传递,而信号传递削弱了企业社会责任效应。这些见解为绿色制造商的企业社会责任决策提供了有价值的指导,而企业社会责任作为绿色信号的一个组成部分,有助于向双通道可持续供应链过渡。
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引用次数: 0
User Communities: The Missing Link to Foster KIBS’ Innovation 用户社区:促进 KIBS 创新的缺失环节
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-08-23 DOI: 10.3390/jtaer19030102
Joana Costa, Ricardo de Pinho Brandão
In today’s knowledge-driven economy, collaboration among stakeholders is essential for the framing of innovative trends, with knowledge-intensive business services (KIBS) playing a core role in addressing market demand. Users’ involvement in shaping products and services has been considered in innovation ecosystem frameworks. Fewer risks in service/product development, and more sustainability and market acceptance, are a few of the benefits arising from including the user community (UC) in innovation partnerships. However, the need for resources, absorptive capacity and tacit knowledge, among other capabilities, is often a reason for overlooking this important contributor. KIBS possess a vast knowledge base, cater to digital tools, and mediate and propel innovation with different partners, benefiting from exclusive cognitive proximity to remix extant knowledge with emergent information from communities into new products and services. The aim of this study is to assess and quantify the effect of the collaboration with UC through three active forms of collaboration (co-creation, mass customization, and personalization) on different innovation types developed in KIBS. The significance of the user community was proven across all innovation types. Robustness analysis confirmed the results for both P-KIBS and T-KIBS. P-KIBS may be better suited to co-creation policies for product and service innovation, personalization of processes, and organizational and marketing innovations. T-KIBS can focus on mass customization, ensuring good innovation success. Additionally, co-creation with user community is best for product innovation.
在当今知识驱动型经济中,利益相关者之间的合作对于创新趋势的形成至关重要,而知识密集型商业服务(KIBS)在满足市场需求方面发挥着核心作用。创新生态系统框架已考虑到用户参与产品和服务的塑造。将用户社区(UC)纳入创新合作伙伴关系可以降低服务/产品开发的风险,提高可持续性和市场接受度。然而,对资源、吸收能力和隐性知识等能力的需求往往是忽视这一重要贡献者的原因。KIBS 拥有庞大的知识库,能够迎合数字工具的需求,并与不同的合作伙伴一起调解和推动创新,得益于独有的认知接近性,能够将现有知识与来自社区的新兴信息重新混合,形成新的产品和服务。本研究旨在通过三种积极的合作形式(共同创造、大规模定制和个性化),评估和量化与用户社区的合作对 KIBS 开发的不同创新类型的影响。所有创新类型都证明了用户社区的重要性。稳健性分析证实了 P-KIBS 和 T-KIBS 的结果。P-KIBS可能更适合产品和服务创新、流程个性化以及组织和营销创新的共同创造政策。而 T-KIBS 则侧重于大规模定制,确保创新取得成功。此外,与用户社区共同创造最适合产品创新。
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引用次数: 0
Effect of E-Servicescape on Emotional Response and Revisit Intention in an Internet Shopping Mall 电子服务景观对网络购物中心情感反应和重访意向的影响
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-08-05 DOI: 10.3390/jtaer19030099
Zeyu Li, Ana Belén Tulcanaza-Prieto, Chang Won Lee
This study aims to explore the effect of the e-servicescape on the emotional response and revisit intention of customers in an internet shopping mall (ISM) environment. The literature was reviewed on the e-servicescape, emotional response, and revisit intention in an internet shopping mall. A relevant model and hypothesis were established. For the empirical study, a survey form was developed and conducted on 150 customers with experience using a certain ISM. Reliability analysis and confirmatory factor analysis were performed using SPSS 27.0 and Amos 26.0 software, and the causal relationships were identified through structural equation modeling (SEM). Study results and implications were discussed and suggested. Among the factors of the e-servicescape in an ISM, aesthetics and surrounding elements did not have a significant effect on emotional responses, and spatial functionality showed a positive effect on emotional responses. Aesthetics had a weak negative effect on revisit intention. Surrounding elements and spatial functionality had no significant effect on revisit intention. The emotional response had a positive effect on revisit intention. This study identified the importance of the e-servicescape in the ISM environment and especially emphasized the importance of spatial functionality on the emotional response and aesthetics on revisit intention. This study presented several suggestions and implications to corporate managers regarding the development and management of the future ISM environment and other similar business settings.
本研究旨在探讨在互联网购物商城(ISM)环境中,电子服务景观对顾客情感反应和重访意向的影响。研究回顾了有关网络购物环境中电子服务景观、情感反应和重访意向的文献。并建立了相关模型和假设。为了进行实证研究,研究人员制作了一份调查表,并对 150 名有使用某 ISM 经验的顾客进行了调查。使用 SPSS 27.0 和 Amos 26.0 软件进行了信度分析和确认性因子分析,并通过结构方程建模(SEM)确定了因果关系。对研究结果和意义进行了讨论并提出了建议。在 ISM 电子服务景观的各因素中,美学和周边元素对情感反应没有显著影响,空间功能对情感反应有积极影响。美学对重访意向有微弱的负面影响。周围元素和空间功能对重访意向没有明显影响。情感反应对重访意向有积极影响。本研究确定了电子服务景观在 ISM 环境中的重要性,并特别强调了空间功能对情感反应和美学对重访意向的重要性。本研究就未来 ISM 环境和其他类似商业环境的开发和管理向企业管理者提出了若干建议和启示。
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引用次数: 0
Towards Frugal Innovation Capability in Emerging Markets within the Digitalization Epoch: Exploring the Role of Strategic Orientation and Organizational Ambidexterity 数字化时代新兴市场的节俭创新能力:探索战略导向和组织灵活性的作用
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-08-02 DOI: 10.3390/jtaer19030098
Josephat Deusidedith Sengura, Renyan Mu, Jingshu Zhang
Digitalization has forced emerging market (EM) firms operating in resource-constrained environments to adopt market-driven strategies, particularly frugal innovation, to provide affordable, optimized processes and high-value solutions. However, understanding the mechanisms behind developing frugal innovation capability (FIC) at the firm level in diverse EMs remains limited. From the perspective of the resource-based view, this study added to the existing body of knowledge by exploring how strategic orientation (entrepreneurial orientation (EO) and market orientation (MO)) and organizational ambidexterity (OA) impact the development of FIC in EMs. To empirically validate our theoretical predictions, this study used a cross-sectional survey to collect data from 386 valid respondents from Tanzanian manufacturing firms. The results demonstrate that both EO and MO have a strong and positive relationship with OA and the development of FIC in EMs. In addition, OA partially mediates the relationship of both EO and MO with the development of FIC. Furthermore, our results indicate that MO exerts a more significant impact on the development of FIC than EO in EMs. Managers of manufacturing firms in EMs can use these findings to review their strategic decisions and their exploitative and exploratory approaches to enhance supply chains, develop cost-effective technologies, and produce affordable offerings that cater to the preferences of price-conscious consumers in the digital age.
数字化迫使在资源有限环境中运行的新兴市场企业采取市场驱动型战略,特别是节俭型创新,以提供负担得起的优化流程和高价值解决方案。然而,在不同的新兴市场中,对企业层面发展节俭型创新能力(FIC)背后机制的了解仍然有限。本研究从基于资源的视角出发,通过探讨战略导向(创业导向(EO)和市场导向(MO))和组织灵活性(OA)如何影响新兴市场国家节俭型创新能力的发展,对现有知识体系进行了补充。为了对我们的理论预测进行实证验证,本研究采用横截面调查的方式,从坦桑尼亚制造业企业的 386 名有效受访者那里收集数据。结果表明,EO 和 MO 与 OA 以及新兴市场国家 FIC 的发展都有很强的正相关关系。此外,OA 在一定程度上促进了 EO 和 MO 与 FIC 发展之间的关系。此外,我们的研究结果表明,在新兴市场国家,MO 比 EO 对 FIC 发展的影响更为显著。新兴市场制造业企业的管理者可以利用这些研究结果来重新审视他们的战略决策及其开发和探索方法,以加强供应链,开发具有成本效益的技术,并生产价格合理的产品,以迎合数字时代注重价格的消费者的偏好。
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引用次数: 0
Enhancing E-Business Communication with a Hybrid Rule-Based and Extractive-Based Chatbot 利用基于规则和提取的混合聊天机器人加强电子商务交流
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-08-01 DOI: 10.3390/jtaer19030097
Onur Dogan, Omer Faruk Gurcan
E-businesses often face challenges related to customer service and communication, leading to increased dissatisfaction among customers and potential damage to the brand. To address these challenges, data-driven and AI-based approaches have emerged, including predictive analytics for optimizing customer interactions and chatbots powered by AI and NLP technologies. This study focuses on developing a hybrid rule-based and extractive-based chatbot for e-business, which can handle both routine and complex inquiries, ensuring quick and accurate responses to improve communication problems. The rule-based QA method used in the chatbot demonstrated high precision and accuracy in providing answers to user queries. The rule-based approach achieved impressive 98% accuracy and 97% precision rates among 1684 queries. The extractive-based approach received positive feedback, with 91% of users rating it as “good” or “excellent” and an average user satisfaction score of 4.38. General user satisfaction was notably high, with an average Likert score of 4.29, and 54% of participants gave the highest score of 5. Communication time was significantly improved, as the chatbot reduced average response times to 41 s, compared to the previous 20-min average for inquiries.
电子商务企业经常面临与客户服务和沟通有关的挑战,导致客户不满情绪增加,并可能对品牌造成损害。为了应对这些挑战,出现了数据驱动和基于人工智能的方法,包括用于优化客户互动的预测分析以及由人工智能和 NLP 技术驱动的聊天机器人。本研究的重点是开发一种基于规则和提取的混合型电子商务聊天机器人,它既能处理常规咨询,也能处理复杂咨询,确保快速准确地回复,改善沟通问题。聊天机器人中使用的基于规则的质量保证方法在回答用户询问时表现出很高的精确度和准确性。在 1684 次查询中,基于规则的方法达到了令人印象深刻的 98% 准确率和 97% 精确率。基于提取的方法获得了积极的反馈,91% 的用户将其评为 "良好 "或 "优秀",平均用户满意度为 4.38 分。用户的总体满意度也很高,李克特平均得分为 4.29 分,54% 的参与者给出了 5 分的最高分。沟通时间得到了明显改善,聊天机器人的平均回复时间缩短至 41 秒,而以前的平均咨询时间为 20 分钟。
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引用次数: 0
A Conceptual Approach to Understanding the Customer Experience in E-Commerce: An Empirical Study 理解电子商务中客户体验的概念方法:实证研究
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-07-30 DOI: 10.3390/jtaer19030096
Paulo Botelho Pires, Mariana Prisco, Catarina Delgado, José Duarte Santos
This study aimed to identify the constructs related to customer experience that underpin e-commerce, as well as their interconnections, to develop a comprehensive conceptual model based on theories-in-use. A quantitative approach was employed through a survey of 441 respondents. Data analysis was conducted using partial least squares structural equation modeling. The research findings revealed that there are a total of 11 constructs: customer experience, customer satisfaction, customer loyalty, word-of-mouth, trust, perceived risk, security and privacy, web content, perceived price, perceived value, and service quality. Furthermore, twelve relationships were established between these constructs, which led to the development of a holistic conceptual model. The identified constructs and the relationships between them are hierarchized, which has practical implications for businesses. It allows them to concentrate on operational activities and formulate and implement strategies that are valued by consumers and supported by empirical evidence. The originality and value of this research lie in the conception and development of a comprehensive e-commerce model, which includes eleven constructs and twelve relationships. It also highlights the pivotal role of the customer experience.
本研究旨在确定支撑电子商务的与客户体验相关的构造及其相互联系,从而在使用中理论的基础上建立一个全面的概念模型。研究采用定量方法,对 441 名受访者进行了调查。数据分析采用偏最小二乘法结构方程模型。研究结果显示,共有 11 个构念:客户体验、客户满意度、客户忠诚度、口碑、信任、感知风险、安全与隐私、网络内容、感知价格、感知价值和服务质量。此外,还在这些构念之间建立了十二种关系,从而建立了一个整体概念模型。所确定的构造及其之间的关系是分层的,这对企业具有实际意义。它使企业能够集中精力开展经营活动,制定和实施受消费者重视并有实证支持的战略。这项研究的独创性和价值在于构思和开发了一个全面的电子商务模型,其中包括 11 个构造和 12 种关系。它还强调了客户体验的关键作用。
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引用次数: 0
The Evolution of Price Discrimination in E-Commerce Platform Trading: A Perspective of Platform Corporate Social Responsibility 电子商务平台交易中价格歧视的演变:平台企业社会责任视角
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-07-26 DOI: 10.3390/jtaer19030094
Ying Ma, Xiaodong Guo, Weihuan Su, Guo Fu
The widespread use of data in e-commerce has facilitated the implementation of different pricing strategies for platforms and merchants. However, the excessive use of algorithms for differential pricing has sparked discussions about fairness and price discrimination, disrupting the platform trading system. To address this challenge, we adopt an evolutionary game approach to analyze the evolutionary strategies of all parties from the perspective of platform CSR. It is based on a special type of e-commerce platform trading in which major merchants have data analytics capabilities. We construct an evolutionary game model considering reputation and punishment, explore the impact of different situations and factors on the system’s evolutionary stability strategy, and conduct its verification via simulation experiments. The results show that long-term reputation is the internal driving force for platforms to fulfill responsibilities. The joint punishment of collusion is the external binding force. Consumer complaints are key to restricting merchants’ integrity operation. Moreover, penalties imposed by e-commerce platforms can help eradicate price discrimination. This study provides a new perspective to solve price discrimination in the digital era. Measures based on reputation and punishment can guide platforms to fulfill other social responsibilities.
数据在电子商务中的广泛应用为平台和商家实施不同的定价策略提供了便利。然而,过度使用算法进行差别定价引发了有关公平性和价格歧视的讨论,扰乱了平台交易系统。为了应对这一挑战,我们采用了一种进化博弈方法,从平台企业社会责任的角度分析各方的进化策略。它基于一种特殊的电子商务平台交易,在这种交易中,主要商家都具有数据分析能力。我们构建了一个考虑声誉和惩罚的演化博弈模型,探讨了不同情况和因素对系统演化稳定策略的影响,并通过仿真实验进行了验证。结果表明,长期声誉是平台履行责任的内在驱动力。对合谋行为的联合惩罚是外部约束力。消费者投诉是制约商家诚信经营的关键。此外,电商平台的惩罚措施也有助于消除价格歧视。本研究为解决数字时代的价格歧视问题提供了一个新视角。基于声誉和惩罚的措施可以引导平台履行其他社会责任。
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引用次数: 0
The Role of Service Quality Attributes and Perceived Value in US Consumers’ Impulsive Buying Intentions for Fresh Food E-Commerce 服务质量属性和感知价值在美国消费者生鲜食品电子商务冲动性购买意向中的作用
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-07-23 DOI: 10.3390/jtaer19030093
Jee-Won Kang, Young Namkung
Given the widespread adoption of fresh food e-commerce, this study aimed to explore the service quality attributes influencing utilitarian value, hedonic value, and impulsive buying behavior. A survey was conducted with 263 participants who had experience in purchasing fresh food online. Their responses were analyzed to test hypotheses using structural equation modeling. The findings reveal significant influences of information quality, ease of use, and problem resolution on utilitarian value. Additionally, ease of use, problem resolution, and trendiness were found to impact hedonic value. Problem resolution was a quality factor that affected both practical value and hedonic value, and its influence was found to be greater than that of other service quality factors. Hedonic value was also found to significantly affect impulsive buying behavior; however, utilitarian value did not exhibit a significant impact on impulsive buying behavior. The results provide useful theoretical and managerial implications in the field of fresh food e-commerce business.
鉴于生鲜食品电子商务的广泛应用,本研究旨在探讨影响功利价值、享乐价值和冲动购买行为的服务质量属性。研究对 263 名有过生鲜食品网购经验的参与者进行了调查。利用结构方程模型对他们的回答进行了分析,以检验假设。调查结果显示,信息质量、易用性和问题解决对功利价值有重大影响。此外,易用性、问题解决和流行趋势也对享乐价值有影响。问题解决是同时影响实用价值和享乐价值的质量因素,其影响大于其他服务质量因素。研究还发现,享乐价值对冲动性购买行为有显著影响;然而,功利价值对冲动性购买行为没有显著影响。研究结果为生鲜食品电子商务领域提供了有益的理论和管理启示。
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引用次数: 0
Buyers’ Negative Ratings and Textual Comments on eBay: Reasons for Posting Ratings and Factors in Denouncing Sellers 买家在 eBay 上的负面评分和文字评论:发布评分的原因和谴责卖家的因素
IF 5.6 3区 管理学 Q1 BUSINESS Pub Date : 2024-07-04 DOI: 10.3390/jtaer19030084
Xubo Zhang, Yanbin Tu, Mark H. Haney, Huawei Cheng
In this study, we use a dataset collected from eBay to analyze buyers’ negative feedback ratings and associated textual comments. By using text mining and sentiment analysis, we identify seven key reasons why buyers post negative ratings: communication problems, shipping issues, product defects, payment refund problems, customer service issues, fraud, and product packaging. These seven reasons can be classified into three categories: (1) sellers’ malicious fraudulence toward buyers, (2) factors likely under the control of sellers, and (3) factors not likely under the control of sellers. Drawing on these categories, we discuss how sellers can effectively reduce the likelihood that buyers post negative ratings. The most important things sellers can do to avoid negative ratings are to improve communications with buyers and to handle product shipping issues properly. In addition to posting the reasons for their negative ratings of sellers, the textual comments associated with negative feedback ratings may also include direct denouncements of sellers, such as buyers explicitly claiming a seller is a liar and warning other buyers to be cautious of the seller. We collectively call these actions buyers’ denouncements against sellers. These denouncements have significant negative impacts on sellers’ reputations. In this study, we use correlation analysis and logistic regression to investigate the factors that motivate buyers to denounce sellers. We find that, of the three categories of reasons why buyers post negative ratings, sellers’ malicious fraudulence toward buyers and factors likely under the control of sellers are more likely to lead to buyers’ denouncements of sellers, while factors not likely under the control of sellers are not likely to lead to buyers’ denouncements of sellers. In addition, buyers’ strong negative sentiment is also more likely to lead to their denouncement of sellers. Managerial implications of these findings are discussed.
在本研究中,我们使用从 eBay 收集的数据集来分析买家的负面反馈评级和相关的文字评论。通过文本挖掘和情感分析,我们找出了买家发布负面评价的七大原因:沟通问题、运输问题、产品缺陷、付款退款问题、客户服务问题、欺诈和产品包装。这七个原因可分为三类:(1)卖家对买家的恶意欺诈;(2)卖家可能控制的因素;(3)卖家不可能控制的因素。根据这些分类,我们将讨论卖家如何有效降低买家发布负面评价的可能性。为避免负面评价,卖家可以做的最重要的事情是加强与买家的沟通,并妥善处理产品运输问题。除了发布给卖家负面评价的理由外,与负面反馈评价相关的文字评论还可能包括对卖家的直接谴责,例如买家明确声称卖家是骗子,并警告其他买家小心卖家。我们将这些行为统称为买家对卖家的谴责。这些谴责对卖家的声誉有很大的负面影响。在本研究中,我们使用相关分析和逻辑回归来研究促使买家谴责卖家的因素。我们发现,在买家发布负面评价的三类原因中,卖家对买家的恶意欺诈行为和可能受卖家控制的因素更容易导致买家谴责卖家,而不可能受卖家控制的因素则不容易导致买家谴责卖家。此外,买家强烈的负面情绪也更有可能导致他们谴责卖家。本文讨论了这些发现的管理意义。
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引用次数: 0
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Journal of Theoretical and Applied Electronic Commerce Research
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