IDEAS home Printed from https://ideas.repec.org/a/sae/sagope/v12y2022i4p21582440221129851.html
   My bibliography  Save this article

Understanding Users’ Urge to Post Online Reviews: A Study Based on Existence, Relatedness, and Growth Theory

Author

Listed:
  • Li-Chen Yu
  • Chia-Lin Hsu

Abstract

Online user-generated content continues to attract the attention of practitioners and academics. However, there is limited research on the fundamental motivations and psychological factors underpinning users’ urge to post online. Thus, the objective of this study is to investigate the impact of users’ existence, relatedness, and growth needs on intrinsic and extrinsic motivations and their urge to post online reviews. In addition, it examines the moderating effect of website features (i.e., perceived critical mass, brand awareness, and information quality) on such an impact. A regression analysis reveals that existence and growth needs have a significantly higher and more positive impact on intrinsic motivations than on extrinsic motivations. Relatedness needs, on the other hand, has a significantly higher and more positive influence on extrinsic motivations. Further, this study shows that existence, relatedness, and growth needs have a significant direct effect on the urge to post online reviews. It also confirms that website features significantly moderate the relationship between intrinsic motivations and the urge to post online reviews. In particular, perceived critical mass has a significantly moderating effect on the relationship between extrinsic motivations and the urge to post online reviews. The study concludes with the academic and managerial implications of its findings, its research limitations, and directions for future research.

Suggested Citation

  • Li-Chen Yu & Chia-Lin Hsu, 2022. "Understanding Users’ Urge to Post Online Reviews: A Study Based on Existence, Relatedness, and Growth Theory," SAGE Open, , vol. 12(4), pages 21582440221, October.
    • Handle: RePEc:sae:sagope:v:12:y:2022:i:4:p:21582440221129851
    DOI: 10.1177/21582440221129851
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/21582440221129851
    Download Restriction: no
    File URL: https://libkey.io/10.1177/21582440221129851?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Graciola, Ana Paula & De Toni, Deonir & Milan, Gabriel Sperandio & Eberle, Luciene, 2020. "Mediated-moderated effects: High and low store image, brand awareness, perceived value from mini and supermarkets retail stores," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    2. Wang, Xuequn & Lin, Xiaolin & Spencer, Marilyn K., 2019. "Exploring the effects of extrinsic motivation on consumer behaviors in social commerce: Revealing consumers’ perceptions of social commerce benefits," International Journal of Information Management, Elsevier, vol. 45(C), pages 163-175.
    3. Kaplan, Sigal & Wrzesinska, Dagmara K. & Prato, Carlo G., 2018. "The role of human needs in the intention to use conventional and electric bicycle sharing in a driving-oriented country," Transport Policy, Elsevier, vol. 71(C), pages 138-146.
    4. Shen, Xiao-Liang & Cheung, Christy M.K. & Lee, Matthew K.O., 2013. "Perceived critical mass and collective intention in social media-supported small group communication," International Journal of Information Management, Elsevier, vol. 33(5), pages 707-715.
    5. Xiang, Li & Zheng, Xiabing & Lee, Matthew K.O. & Zhao, Dingtao, 2016. "Exploring consumers’ impulse buying behavior on social commerce platform: The role of parasocial interaction," International Journal of Information Management, Elsevier, vol. 36(3), pages 333-347.
    6. Thakur, Rakhi, 2018. "Customer engagement and online reviews," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 48-59.
    7. Mitchell, Robert & Schuster, Lisa & Jin, Hyun Seung, 2020. "Gamification and the impact of extrinsic motivation on needs satisfaction: Making work fun?," Journal of Business Research, Elsevier, vol. 106(C), pages 323-330.
    8. Dixit, Saumya & Jyoti Badgaiyan, Anant & Khare, Arpita, 2019. "An integrated model for predicting consumer's intention to write online reviews," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 112-120.
    9. McClure, Clair & Seock, Yoo-Kyoung, 2020. "The role of involvement: Investigating the effect of brand's social media pages on consumer purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    10. Chen, Yi-Yi & Park, Jisung & Park, Aely, 2012. "Existence, relatedness, or growth? Examining turnover intention of public child welfare caseworkers from a human needs approach," Children and Youth Services Review, Elsevier, vol. 34(10), pages 2088-2093.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Yingxue Xia & Hong-Youl Ha, 2022. "Do Online Reviews Encourage Customers to Write Online Reviews? A Longitudinal Study," Sustainability, MDPI, vol. 14(8), pages 1-12, April.
    2. Khan, Imran & Fatma, Mobin, 2024. "AR app-based brand engagement and outcomes: A moderated mediation approach," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    3. Hu, Xin & He, Liuyi & Liu, Junjun, 2022. "The power of beauty: Be your ideal self in online reviews—an empirical study based on face detection," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    4. Fernandes, Semila & Panda, Rajesh & Venkatesh, V.G. & Swar, Biranchi Narayan & Shi, Yangyan, 2022. "Measuring the impact of online reviews on consumer purchase decisions – A scale development study," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    5. M. Narciso, 2022. "The Unreliability of Online Review Mechanisms," Journal of Consumer Policy, Springer, vol. 45(3), pages 349-368, September.
    6. Jingjing Wu & Yiwei Chen & Lin Hu & Anxin Xu, 2022. "Influence Factors on Consumers’ Instant Cross-buying under Supermarkets’ Cross-border Integration: From the Perspective of the Elaboration Likelihood Model," SAGE Open, , vol. 12(3), pages 21582440221, September.
    7. Rand Al-Dmour & Ola H. Alkhatib & Hani Al-Dmour & Eatedal Basheer Amin, 2023. "The Influence of Social Marketing Drives on Brand Loyalty via the Customer Satisfaction as a Mediating Factor in Travel and Tourism Offices," SAGE Open, , vol. 13(2), pages 21582440231, June.
    8. Yongrong Xin & Muhammad Irfan & Bilal Ahmad & Madad Ali & Lanqi Xia, 2023. "Identifying How E-Service Quality Affects Perceived Usefulness of Online Reviews in Post-COVID-19 Context: A Sustainable Food Consumption Behavior Paradigm," Sustainability, MDPI, vol. 15(2), pages 1-16, January.
    9. Jinjie Li & Jiayin Qi & Lianren Wu & Nan Shi & Xu Li & Yuxin Zhang & Yinyin Zheng, 2021. "The Continued Use of Social Commerce Platforms and Psychological Anxiety—The Roles of Influencers, Informational Incentives and FoMO," IJERPH, MDPI, vol. 18(22), pages 1-19, November.
    10. Gao, Mengjia & Huang, Lin, 2021. "Quality of channel integration and customer loyalty in omnichannel retailing: The mediating role of customer engagement and relationship program receptiveness," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
    11. Tsai, Pei-Hsuan & Lin, Guan-Yi & Zheng, Yu-Lin & Chen, Yi-Chong & Chen, Pao-Zhen & Su, Zheng-Cheng, 2020. "Exploring the effect of Starbucks' green marketing on consumers' purchase decisions from consumers’ perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 56(C).
    12. Agrawal, Shiv Ratan & Mittal, Divya, 2022. "Optimizing customer engagement content strategy in retail and E-tail: Available on online product review videos," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    13. Dong, Xueyan & Wang, Tienan, 2018. "Social tie formation in Chinese online social commerce: The role of IT affordances," International Journal of Information Management, Elsevier, vol. 42(C), pages 49-64.
    14. Juhani Ukko & Minna Saunila & Mina Nasiri & Tero Rantala, 2022. "The importance of sustainability engagement in small businesses supplier collaboration," Sustainable Development, John Wiley & Sons, Ltd., vol. 30(1), pages 1-9, February.
    15. Zafar, Abaid Ullah & Shahzad, Mohsin & Ashfaq, Muhammad & Shahzad, Khuram, 2023. "Forecasting impulsive consumers driven by macro-influencers posts: Intervention of followers' flow state and perceived informativeness," Technological Forecasting and Social Change, Elsevier, vol. 190(C).
    16. S. Ananda & Raghavendra Prasanna Kumar & Dharmendra Singh, 2023. "A mediation analysis of perceived service quality, customer satisfaction and customer engagement in the banking sector," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 28(3), pages 570-584, September.
    17. Jihyeong Son & Changhyun Nam & Sonali Diddi, 2022. "Emotion or Information: What Makes Consumers Communicate about Sustainable Apparel Products on Social Media?," Sustainability, MDPI, vol. 14(5), pages 1-13, March.
    18. Xiyun Gong & Choy Leong Yee & Shin Yiing Lee & Ethan Yi Cao & Abu Naser Mohammad Saif, 2024. "Knowledge mapping of impulsive buying behavior research: a visual analysis using CiteSpace," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-18, December.
    19. Zhou, Fei & Lin, Youhai & Mou, Jian & Cohen, Jason & Chen, Sihua, 2023. "Understanding the dark side of gamified interactions on short-form video platforms: Through a lens of expectations violations theory," Technological Forecasting and Social Change, Elsevier, vol. 186(PB).
    20. Zafar, Abaid Ullah & Shahzad, Mohsin & Shahzad, Khuram & Appolloni, Andrea & Elgammal, Islam, 2024. "Gamification and sustainable development: Role of gamified learning in sustainable purchasing," Technological Forecasting and Social Change, Elsevier, vol. 198(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:sagope:v:12:y:2022:i:4:p:21582440221129851. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.