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The contrasting effects of negative word of mouth in the post‐consumption stage
Author(s) -
Chan Haksin,
Cui Selina
Publication year - 2011
Publication title -
journal of consumer psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 4.433
H-Index - 110
eISSN - 1532-7663
pISSN - 1057-7408
DOI - 10.1016/j.jcps.2010.11.005
Subject(s) - psychology , word of mouth , consumption (sociology) , social psychology , word (group theory) , cognitive psychology , linguistics , advertising , aesthetics , philosophy , business
We explore the effects of negative word of mouth (NWOM) from worse‐off or similar others in the post‐consumption stage. In four experiments, we show that the ramifications of NWOM are more complex than portrayed in the literature. Specifically, we demonstrate that attribute‐based NWOM has a negative (i.e., aggravating) effect on dissatisfied consumers, whereas experience‐based NWOM has a positive (i.e., alleviating) effect. Thought‐listing data reveal distinct processes underlying the contrasting effects. On one hand, these results are consistent with the predictions of attitude polarization and downward comparison research. On the other hand, they are explainable in terms of the disconfirmation model.