Conceptualizing the electronic word-of-mouth process. What we know and need to know about eWOM creation, exposure, and evaluation

Ana Babic-Rosario, F. Sotgiu, Kristine de Valck

Research output: Contribution to JournalArticleAcademicpeer-review

Abstract

Electronic word of mouth (eWOM) is a prevalent consumer practice that has undeniable effects on the company bottom line, yet it remains an over-labeled and under-theorized concept. Thus, marketers could benefit from a practical, science-based roadmap to maximize its business value. Building on the consumer motivation–opportunity–ability framework, this study conceptualizes three distinct stages in the eWOM process: eWOM creation, eWOM exposure, and eWOM evaluation. For each stage, we adopt a dual lens—from the perspective of the consumer (who sends and receives eWOM) and that of the marketer (who amplifies and manages eWOM for business results)—to synthesize key research insights and propose a research agenda based on a multi-disciplinary systematic review of 1050 academic publications on eWOM published between 1996 and 2019. We conclude with a discussion of the future of eWOM research and practice.

Original languageEnglish
Pages (from-to)422-448
Number of pages26
JournalJournal of the Academy of Marketing Science
Volume48
Issue number3
DOIs
Publication statusPublished - May 2020

Keywords

  • electronic commerce
  • electronic word of mouth

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