Abstract

Research problem: Increasingly, professional and technical communicators analyze, synthesize, and respond to user-generated content, including online consumer reviews of products, as the influence of user-generated content on consumers' purchasing decisions grows. But product reviews vary in the degree to which people perceive them to be credible. Research questions: (1) To what extent does a product review's environment-a retailer or brand site-affect review users' ratings of that review's credibility? (2) To what extent does review valence (positive versus negative) affect review users' ratings of review credibility? (3) What is the strength of the relationship among credibility and its two main components, trustworthiness and expertise? Literature review: Recent research has made clear the spread and the influence of user-generated comments and, thus, the need for sophistication in handling it. Review credibility has two main components: trustworthiness (which equates to honesty or sincerity) and expertise (which equates to accuracy). Prior research also shows the effects of valence (positivity or negativity) in reviews, noting that negative reviews have more influence than positive reviews on readers' perceptions of review credibility and purchasing decisions. Methodology: We tested the effect of a consumer review's environment (brand or retailer site) and the effect of review valence (positive or negative) on the perceived credibility of that review, as well the degree of correlation among credibility, trustworthiness, and expertise. Through an online survey, we exposed respondents to the same review text with different star ratings (4-star and 2-star) in two types of sites: brand and retailer. We asked participants to evaluate the review's credibility, trustworthiness, and expertise. In half of the exposures, participants evaluated a review in the site of a high-credibility company (Apple or Amazon), and in the other half of exposures, participants evaluated a review in the site of a midlevel-credibility company (Dell or Walmart). Results and conclusions: Credibility strongly correlated with both trustworthiness and expertise. Participants rated 4-star reviews as more credible than 2-star reviews on high-credibility sites, but star ratings had no impact on midlevel credibility sites. We found no difference between ratings of reviews displayed on brand and retailer sites for midlevel-credibility companies but a small difference between reviews displayed on brand and retailer sites for high-credibility companies. Professional communicators should attend to reviews posted both to retailer and brand sites. Conclusions: Professional communicators charged with managing user-generated content need not spend resources on channeling it into retailer and other independent review site environments as opposed to brand site environments. Our findings indicate that professional communicators looking to identify credible reviews should attend to review valence, or the positivity or negativity of a review. When managing user-generated product reviews, they should try to make credible content more noticeable to review users.