Narrative information on secondhand products in e-commerce
通过三个实验，研究了叙事信息如何影响消费者对二手产品信息的说服力感知，发现自用场景下叙事信息增强说服力，非自用场景下则降低，且该效应由心理抗拒中介。
Abstract Our study aims to examine how narrative information influences consumers’ perceived persuasiveness of secondhand product information. We conducted three experiments. The results show that narrative information leads to higher perceived persuasiveness when secondhand products are for self-use and lower perceived persuasiveness when secondhand products are not for self-use (studies 1, 2, and 3). Furthermore, its effect is mediated by reactance (studies 1 and 3). Our study contributes to the literature by clarifying the effect of narrative information on online secondhand shopping. For sellers, our study highlights how information dealing with usage-based attributes should be presented. For consumers, our study emphasizes important aspects of information to pay attention to.