Keep Your Cool or Let It Out : Nonlinear Effects of Expressed Arousal on Perceptions of Consumer Reviews

  title={Keep Your Cool or Let It Out : Nonlinear Effects of Expressed Arousal on Perceptions of Consumer Reviews},
  author={Dezhi Yin},
This research explores how expressed emotional arousal in a consumer review affects reader perceptions of its helpfulness. Drawing from research on written communication and lay theories of emotion, the authors propose a pattern of diminishing returns, in which the marginal effect of arousal on perceived helpfulness is positive at low levels of arousal but diminishes at higher levels. Results of a field study using Apple’s App Store, a follow-up survey, and two laboratory experiments provide… CONTINUE READING


Publications citing this paper.


Publications referenced by this paper.
Showing 1-10 of 93 references

Mediated Gesture : Paralinguistic Communication and Phatic Text

  • Michael Schandorf
  • Convergence
  • 2013
Highly Influential
3 Excerpts

When Do Consumers Value Positive vs. Negative Reviews? An Empirical Investigation of Confirmation Bias in Online Word of Mouth,

  • Yin, Dezhi, Sabyasachi Mitra, Han Zhang
  • Information Systems Research,
  • 2016

Attitude Predictability and Helpfulness in Online Reviews: The Role of Explained Actions and Reactions,

  • Moore, G Sarah
  • Journal of Consumer Research,
  • 2015

Emotive Communication Online: A Contextual Analysis of Computer-Mediated Communication (CMC) Cues,

  • Vandergriff, Ilona
  • Journal of Pragmatics,
  • 2013

Mediated Gesture: Paralinguistic Communication and Phatic

  • Schandorf, Michael
  • Text,” Convergence,
  • 2013

Temporal Contiguity and Negativity Bias in the Impact of Online Word of Mouth,

  • Chen, Zoey, Nicholas H. Lurie
  • Journal of Marketing Research,
  • 2013

Wii Will Rock You!’ The Use and Effect of Figurative Language in Consumer Reviews of Hedonic and Utilitarian Consumption,

  • Kronrod, Ann, Shai Danziger
  • Journal of Consumer Research,
  • 2013

Similar Papers

Loading similar papers…