Given the increasing competition in the hospitality industry, a key question is to investigate how consumer-generated reviews affect the consumption decision of tourism services. Online reviews are regarded as one form of electronic word of mouth communication (Banerjee & Chua, 2016). While researchers have demonstrated the benefits of the presence of customer reviews on company sales, an issue scarcely investigated is how to assess the impact of informational cues on eWOM adoption for consumer decision-making and how individuals process and integrate conflicting opinions from other consumers. Drawing on dual process theories, this paper analyzes: (1) the impact of systematic information cues (informativeness, credibility and helpfulness of reviews) on eWOM adoption; (2) the moderating effect of conflicting reviews on the impact of eWOM adoption on behavioural intentions. The heuristic-systematic model HSM (Chaiken, 1980) is a widely recognized communication model that attempts to explain how people receive and process persuasive messages. As Zhang et al. (2014) advocated, the HSM provides broader explanations of individuals’ information processing behaviour in the context of online communities than do other models, such as ELM (elaboration likelihood model). We build up and test an expanded HSM model anchored in dual process literature, which includes the influence informativeness, credibility and helpfulness of mixed valence online reviews (systematic information cues) have on eWOM adoption which, in turn, influences behavioural intentions. In order to test the hypotheses of the model an experimental subjects-design was carried out using valence order: positive-negative vs. negative-positive as a condition. Data was collected in January 2016 using a sample of 908 Tripadvisor heavy-users. 461 interviewees answered in the POS-NEG condition and 447 in NEG-POS condition. Participants were instructed to imagine a situation where they were going out for dinner to an Italian restaurant with friends and they were told to read a total of 10 reviews about the restaurant in the same order they were displayed and answer the questions that followed. We used an experimental design. All variables were measured with seven point likert scales. Data analysis shows informativeness activates both review credibility and review helpfulness, which in turn influence eWOM adoption. When the sequence of Tripadvisor reviews begins with positive commentaries, eWOM is a significant driver of intention to visit the restaurant, but when the user reads negative commentaries followed by positive ones, the effect becomes non-significant. This study is novel because it examines the factors that drive consumers to adopt consumer generated content (eWOM) in tourism services and to make consumption decisions. This study demonstrates how systematic information cues and sequence of reviews influence on eWOM adoption and behavioural intentions. Firstly, consumer intentions to visit a restaurant are determined by the consumer's eWOM adoption, which, in turn, is determined by three information cues: informativeness, perceived credibility and helpfulness of the online reviews. Understanding the specific effects of different information cues on eWOM adoption seems to be particularly important given the tremendous competition in the tourism sector. Secondly, this study shows conflicting reviews affect the user in a complex way. When consumer reviews conflict, if the consumer reads positive reviews before the negative ones, eWOM adoption has a stronger influence on behavioural intentions. It seems that users attribute an opportunistic view to the negative comments mainly attributed to the lack of their informativeness, credibility and helpfulness. User behavioural intention to visit a restaurant is directed by systematic and heuristic information cues. Therefore, users examine content of online reviews carefully and they also are influenced by the sequence of comments.

• Enrique Bigné(University of Valencia, Spain)
• Carla Ruiz(University of Valencia, Spain)
• Rafael Currás(University of Valencia, Spain)
• José Martí(European University of Valencia, Spain)