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.

RAS ID

44807

Document Type

Journal Article

Date of Publication

2022

Funding Information

Open Access funding enabled and organized by CAUL and its Member Institutions.

This study was funded by the National Natural Science Foundation of China (No. 71872034; 71771040; 71831003) and National Social Science Foundation of China (No. 18ZDA058; No. 21&ZD120)

School

School of Business and Law

Creative Commons License

Creative Commons Attribution 4.0 License
This work is licensed under a Creative Commons Attribution 4.0 License.

Publisher

Springer

Identifier

Xuequn Wang

https://orcid.org/0000-0002-1557-8265

Comments

Xu, J., Li, Z., Wang, X., & Xia, C. (2022). Narrative information on secondhand products in e-commerce. Marketing Letters. https://doi.org/10.1007/s11002-022-09637-4

Included in

Business Commons

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Link to publisher version (DOI)

10.1007/s11002-022-09637-4