The Impact of Online Review Content and Linguistic Style Matching on New Product Sales: The Moderating Role of Review Helpfulness

2019 ◽  
Author(s):  
Omer Topaloglu ◽  
Mayukh Dass
Keyword(s):  
New Product ◽  
Online Review ◽  
Linguistic Style ◽  
Review Helpfulness ◽  
Product Sales ◽  
The Impact ◽  
Moderating Role

The impact of online reviews on destination trust and travel intention: The moderating role of online review trustworthiness

2021 ◽  
pp. 135676672110632
Author(s):  
Lujun Su ◽  
Qingyue Yang ◽  
Scott R Swanson ◽  
Ning Chris Chen
Keyword(s):  
Experimental Design ◽  
Online Reviews ◽  
Online Review ◽  
Emotional Intensity ◽  
Intensity Changes ◽  
The Impact ◽  
Moderating Role

This study explores the impact of the valence (positive/negative) and emotional intensity (strong/weak) of online reviews on potential Chinese visitors’ travel intentions and trust of a destination. An experimental design was used to test the hypotheses. Findings suggest that online review valence and emotional intensity affect travel intentions and that destination trust can partially mediate this relationship. Changes in destination trust and travel intention due to positive/negative review emotional intensity changes are not equivalent. Furthermore, online review trustworthiness moderates the valence and destination trust and travel intention relationships, but not the effect of review emotional intensity on the same outcomes.

scholarly journals Comparative Versus Noncomparative Sales Pitches: Impact On New Product Buying Behaviors And Moderating Role Of BuyerSeller Relationship

2015 ◽  
Vol 31 (4) ◽  
pp. 1505
Author(s):  
Christian Dianoux ◽  
Jean-Luc Herrmann ◽  
Ridha Chakroun ◽  
Sandrine Heitz-Spahn
Keyword(s):  
New Product ◽  
Buying Behavior ◽  
Starting Point ◽  
Quasi Experimental ◽  
Product Sales ◽  
Sales Pitch ◽  
Buying Behaviors ◽  
Positive Effect ◽  
Moderating Role

The purpose of this research is to explore the effectiveness of Comparative Sales Pitches (CSPs) vs. NonComparative Sales Pitches [NCSPs] in terms of actual buying behavior of a new product. Using a wholesalers telephone sales campaign, we performed a quasi-experimental study focusing on the actual ordering behavior for a new product of more than 4,200 pharmacists in response to a CSP (vs. an NCSP). The research shows that a CSP is more likely to generate a new product sales order than an equivalent NCSP. This positive effect manifests only when a relationship exists between the buyer and the seller. In addition, the results support the relational advantage of a regular buyerseller relationship regardless of the type of sales pitch used. The findings should encourage managers and salespeople to consider CSPs as an effective selling tool for launching a new product, especially when a relationship with the buyer exists. This research provides a starting point for further research into CSP effects -an area in which limited research exists to date- to gain a better understanding of their boundary selling effectiveness.

Relationship between big five personality model and abusive supervision

2019 ◽  
Vol 12 (2) ◽  
Author(s):  
Bibi Tahira ◽  
Naveed Saif ◽  
Muhammad Haroon ◽  
Sadaqat Ali
Keyword(s):  
Big Five ◽  
Abusive Supervision ◽  
State Universities ◽  
Big Five Personality ◽  
Big Five Model ◽  
The Impact ◽  
First Time ◽  
Supervisor Behavior ◽  
Moderating Role

The current study tries to understand the diverse nature of relationship between personality Big Five Model (PBFM) and student's perception of abusive supervision in higher education institutions of Khyber Pakhtoonkhwa Pakistan. Data was collected in dyads i.e. (supervisors were asked to rate their personality attributes while student were asked to rate the supervisor behavior) through adopted construct. For this purpose, data was collected from three government state universities and one Private Sector University. The focus was on MS/M.Phill and PhD student and their supervisors of the mentioned universities. After measuring normality and validity regression analysis was conducted to assess the impact of supervisor personality characteristics that leads to abusive supervision. Findings indicate interestingly that except agreeableness other four attributes of (PBFM) are play their role for abusive supervision. The results are novel in the nature as for the first time Neuroticism, openness to experience, extraversion and conscientiousness are held responsible for the abusive supervision. The study did not explore the demographic characteristics, and moderating role of organizational culture, justice and interpersonal deviances to understand the strength of relationship in more detail way. Keywords: Personality big five model, abusive supervision, HEIs

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