Uncertainty Reduction vs. Reciprocity: Understanding the Effect of a Platform-Initiated Reviewer Incentive Program on Regular Ratings

Many online platforms are now offering free samples to seasoned reviewers, hoping to get feedback. While these reviewers are given free samples to review, they also buy and review products themselves. The regular ratings for the purchased products are the majority. This brings up the question: Does receiving free products make them rate their personal purchases more positively? And if so, why? We explored two possibilities. First, uncertainty reduction mechanism: The idea that trying free samples makes buyers more confident in their purchases, leading to greater satisfaction and higher ratings for the purchased products; Second, reciprocity mechanism: The idea that reviewers might feel obliged to give better ratings as a “thank you” for the free samples or with the expectations of getting more free samples, which could introduce bias. Our research indicates that giving free samples mainly helps in reducing purchase uncertainty, making customers genuinely happier with their subsequent purchases. So, online platforms can benefit from this strategy, as it seems to uplift genuine positive reviews rather than create biased ones. However, it is still essential to monitor for any undue bias to maintain trustworthiness in reviews.

• 저널Information Systems Research · 35(3) · 1363–1381
• 토픽Digital Marketing and Social Media · Sociology and Political Science
• DOI10.1287/isre.2019.0176
• 저자Jingchuan Pu, Young Kwark, Sang Pil Han, Qiang Ye, Bin Gu