Know yourself and know your enemy: An analysis of firm recommendations and consumer reviews in a competitive environment

Wael Jabr, Zhiqiang Zheng

Research output: Contribution to journalArticlepeer-review

67 Scopus citations

Abstract

Reviews and product recommendations at online stores enable customers to readily evaluate alternative products prior to purchase. In this context, firms generate recommendations referring customers to a wider variety of products. They also display customer-generated online reviews in order to facilitate evaluation of those recommended products. This study integrates these two IT artifacts to investigate consumer choice vis-à-vis competing products. We use a dataset we collected from Amazon.com consisting of books, sales ranks, recommendations, reviews, and reviewers. We derive the granular impact of reviews, product referrals, and reviewer opinions on product sale dynamics within a competitive market using comprehensive econometric analyses.

Original languageEnglish (US)
Pages (from-to)635-654
Number of pages20
JournalMIS Quarterly: Management Information Systems
Volume38
Issue number3
DOIs
StatePublished - Sep 1 2014

All Science Journal Classification (ASJC) codes

  • Management Information Systems
  • Information Systems
  • Computer Science Applications
  • Information Systems and Management

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