Decision-maker Role in User Generated Content and Recommendation Following Likelihood
By Arani Roy, Maria Ortiz, Poovitha Muthuraman
Citation
Roy, Arani., Ortiz, Maria., Muthuraman, Poovitha. (2024). Decision-maker Role in User Generated Content and Recommendation Following Likelihood .
Copyright
2024
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Abstract
Research on user-generated content, in the form of online reviews and influencer posts, has identified several rating and text attributes that consumers analyze before making consumption decisions. Current research extends this literature by exploring how readers identify the content creator’s joint consumption decision-making role from the text and how this information affects their recommendation following likelihood. Across eight observational, field, and laboratory studies, this research finds that when the content creator is a joint consumption decision-maker, readers are less likely to follow their recommendation than when the content creator is a mere participant. For example, readers are more likely to follow the recommendation “My family and I went to this restaurant, and I liked it; you should visit the restaurant” than the recommendation “I took my family to this restaurant, and I liked it; you should visit the restaurant.” This research further highlights how the content creator's power and perceived credibility drive this effect and outlines a boundary condition. The findings contribute to the user-generated content literature by identifying a novel text-attribute that affects the recommendation's following likelihood. Further, the results help managers choose appropriate testimonials and help shape the influencer’s narrative to achieve favorable recommendation following likelihood.

Arani Roy is an Assistant Professor of Marketing at the Indian School of Business (ISB). His research interest lies in the area of self-discrepancies.  Specifically, his work explores how feelings of not having enough resources and control in life affect an individual’s decision-making. He investigates the impact of self-discrepancies in relevant consumption contexts, such as privacy behaviour, likelihood of local consumption, and subscription choices. 

His teaching interests include Brand Management, Consumer Behaviour, Principles of Marketing, and Digital & Social Media Marketing. He has previously taught the ‘Principles of Marketing’ course at McGill University. Professor Roy completed his PhD from McGill University, Canada. He currently teaches Brand Management at ISB.

Arani Roy (1)
Arani Roy