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Modeling word-of-mouth usage: A replication

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  • Iyer, Rajesh
  • Griffin, Mitch

Abstract

Word-of-mouth communication plays a key role in buyer behavior decisions. In 2013, Martin and Lueg published an insightful research study examining antecedents of word-of-mouth usage and the impact word of mouth has on attitude toward the product and purchase intention. The paper has been widely cited in the word-of-mouth literature. However, while the results of this study have guided additional research, the study has not been replicated. The current study presents two attempts to replicate Word-of-mouth usage. Following the same procedures, these two studies do corroborate some of the reported findings, but there are substantial discrepancies among the original research and the replications efforts, as well as between the two replication studies. In addition, we identify issues involved in our attempt to replicate the original study. Implications for research in the discipline are provided.

Suggested Citation

  • Iyer, Rajesh & Griffin, Mitch, 2021. "Modeling word-of-mouth usage: A replication," Journal of Business Research, Elsevier, vol. 126(C), pages 512-523.
    • Handle: RePEc:eee:jbrese:v:126:y:2021:i:c:p:512-523
    DOI: 10.1016/j.jbusres.2019.12.027
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    Citations

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    Cited by:

    1. Kilsheimer Eastman, Jacqueline & Iyer, Rajesh & Babin, Barry, 2022. "Luxury not for the masses: Measuring inconspicuous luxury motivations," Journal of Business Research, Elsevier, vol. 145(C), pages 509-523.
    2. Agag, Gomaa & Ali Durrani, Baseer & Hassan Abdelmoety, Ziad & Mostafa Daher, Maya & Eid, Riyad, 2024. "Understanding the link between net promoter score and e-WOM behaviour on social media: The role of national culture," Journal of Business Research, Elsevier, vol. 170(C).
    3. Camelia Grădinaru & Daniel-Rareș Obadă & Ioan-Alexandru Grădinaru & Dan-Cristian Dabija, 2022. "Enhancing Sustainable Cosmetics Brand Purchase: A Comprehensive Approach Based on the SOR Model and the Triple Bottom Line," Sustainability, MDPI, vol. 14(21), pages 1-22, October.
    4. Dušan Mladenović & Visar Rrustemi & Sebastian Martin & Prateek Kalia & Rahul Chawdhary, 2022. "Effects of Sociodemographic Variables on Electronic Word of Mouth: Evidence from Emerging Economies," MUNI ECON Working Papers 2022-02, Masaryk University, revised Feb 2023.
    5. Gao Wei & Wang Lin & Wu Yanxiong & Yan Jingdong & Sadik Yusuf Musse, 2021. "The Relationship of Sustainability Communication on Social Media with Banking Consumers’ Loyalty through e-WOM," Sustainability, MDPI, vol. 13(7), pages 1-13, March.
    6. Hamby, Anne & Orazi, Davide & Moreau, Patrick, 2024. "Whose story is this? Source reveal as a communication tactic to increase consumers’ advocacy for social causes," Journal of Business Research, Elsevier, vol. 170(C).
    7. Nathalie Peña-García & David van der Woude & Augusto Rodríguez-Orejuela, 2022. "Recommend or Not: Is Generation the Key? A Perspective from the SOR Paradigm for Online Stores in Colombia," Sustainability, MDPI, vol. 14(23), pages 1-16, December.
    8. Das, Manoj & Ramalingam, Mahesh, 2023. "To praise or not to praise- Role of word of mouth in food delivery apps," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    9. Colmekcioglu, Nazan & Marvi, Reza & Foroudi, Pantea & Okumus, Fevzi, 2022. "Generation, susceptibility, and response regarding negativity: An in-depth analysis on negative online reviews," Journal of Business Research, Elsevier, vol. 153(C), pages 235-250.

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