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Examining the Role of Online Reviews in Chinese Online Group Buying Context: The Moderating Effect of Promotional Marketing

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  • Wenlong Liu

    (College of Economics and Management, Nanjing University of Aeronautics and Astronautics, Nanjing 211106, China
    School of Management, Fudan University, Shanghai 200433, China)

  • Rongrong Ji

    (College of Economics and Management, Nanjing University of Aeronautics and Astronautics, Nanjing 211106, China)

Abstract

Given the rapid growth of online group buying (OGB) market in China, this study was designed to examine the influencing mechanism of online reviews on Chinese consumers’ purchase intention in OGB context. A comprehensive model was developed based on technology acceptance model (TAM) and information adoption model (IAM). The construct named overall reviews was included in the research framework along with the variables from TAM and IAM. Promotional marketing (PM) was expected to play a moderating role between online reviews and consumers’ purchase intention. A quantitative study was conducted, and data were collected using a survey. To test the conceptual model’s hypotheses, Amos 18.0 was applied to estimate the structural equation model (SEM). The results indicate that review quality and reviewer characteristics have significant relationships with consumers’ perceived credibility and usefulness of an online review, which in turn to influence their purchase intention. Overall reviews proposed in this study also have significant effects on purchase intention. Furthermore, low-interest promotional marketing group act more rational purchase behavior than high group. Specific practical and theoretical implications and study limitations are discussed based on the results.

Suggested Citation

  • Wenlong Liu & Rongrong Ji, 2018. "Examining the Role of Online Reviews in Chinese Online Group Buying Context: The Moderating Effect of Promotional Marketing," Social Sciences, MDPI, vol. 7(8), pages 1-17, August.
    • Handle: RePEc:gam:jscscx:v:7:y:2018:i:8:p:141-:d:164235
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    Cited by:

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    2. Noorshella Che Nawi & Abdullah Al Mamun & Nurul Hasliana Binti Hamsani & Mohd Nazri bin Muhayiddin, 2019. "Effect of Consumer Demographics and Risk Factors on Online Purchase Behaviour in Malaysia," Societies, MDPI, vol. 9(1), pages 1-11, January.
    3. Pablo Sánchez-Núñez & Carlos de las Heras-Pedrosa & José Ignacio Peláez, 2020. "Opinion Mining and Sentiment Analysis in Marketing Communications: A Science Mapping Analysis in Web of Science (1998–2018)," Social Sciences, MDPI, vol. 9(3), pages 1-20, February.

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