Journal ArticleDOI
Research Note---The Impact of External Word-of-Mouth Sources on Retailer Sales of High-Involvement Products
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TLDR
The results suggest that a retailer's internal WOM has a limited influence on its sales of high-involvement products, while external WOM sources have a significant impact on the retailer's sales, implying that external WOM Sources play an important role in the information search process.Abstract:
Online word-of-mouth (WOM) such as consumer opinions, user experiences, and product reviews has become a major information source in consumer purchase decisions. Prior research on online WOM effect has focused mostly on low-involvement products such as books or CDs. For these products, retailer-hosted (internal) WOM is shown to influence sales overwhelmingly. Numerous surveys, however, suggest consumers often conduct pre-purchase searches for high-involvement products (e.g., digital cameras) and visit external WOM websites during the search process. In this study, we analyze the relative impact of external and internal WOMs on retailer sales for high-involvement products using a panel of sales and WOM data for 148 digital cameras from Amazon.com and three external WOM websites (Cnet, DpReview, and Epinions) over a four-month period. The results suggest that a retailer's internal WOM has a limited influence on its sales of high-involvement products, while external WOM sources have a significant impact on the retailer's sales. The findings imply that external WOM sources play an important role in the information search process.read more
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Journal ArticleDOI
The Effect of Electronic Word of Mouth on Sales: A Meta-Analytic Review of Platform, Product, and Metric Factors
TL;DR: In this paper, the authors conduct a meta-analysis of 1,532 effect sizes across 96 studies covering 40 platforms and 26 product categories and find that eWOM is positively correlated with sales, but its effectiveness differs across platform, product, and metric factors.
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Mining meaning from online ratings and reviews: Tourist satisfaction analysis using latent dirichlet allocation
TL;DR: This paper identifies the key dimensions of customer service voiced by hotel visitors use a data mining approach, latent dirichlet analysis (LDA), which uncovers 19 controllable dimensions that are key for hotels to manage their interactions with visitors.
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Social Media and Firm Equity Value
TL;DR: In this paper, the predictive relationship between social media and firm equity value, the relative effects of social media metrics compared with conventional online behavioral metrics, and the dynamics of these relationships were examined.
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Social Media and Firm Equity Value
TL;DR: The results derived from vector autoregressive models suggest that social media-based metrics Web blogs and consumer ratings are significant leading indicators of firm equity value and social media has a faster predictive value, i.e., shorter “wear-in” time, than conventional online media.
Journal ArticleDOI
How Online Product Reviews Affect Retail Sales: A Meta-analysis
TL;DR: In this article, a meta-analysis of 26 empirical studies yielding 443 sales elasticities was conducted to examine how these variables relate to retail sales, including review valence and review volume.
References
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Journal ArticleDOI
Measuring the Involvement Construct
TL;DR: The Personal In-volvement Inventory was developed over four data sets of 268 undergraduate psychology students, two data set of 49 MBA students, and two data sets with 57 clerical and administrative staff members as mentioned in this paper.
Journal ArticleDOI
The Effect of Word of Mouth on Sales: Online Book Reviews
Judith A. Chevalier,Dina Mayzlin +1 more
TL;DR: The authors examine the effect of consumer reviews on relative sales of books at Amazon.com and Barnesandnoble.com, and find that reviews are overwhelmingly positive at both sites, but there are more reviews and longer reviews at Amazon and that an improvement in a book's reviews leads to an increase in relative sales.