On the dynamic and competing effects of online reviews on sales

Wael Jabr, Zhiqiang Zheng, Vijay Mookerjee

Research output: Contribution to conferencePaperpeer-review

Abstract

Consumer generated product reviews have been found to be quite influential on consumers' purchasing decisions. However, these user-generated contents are full of inconsistent and even conflicting opinions that accumulate over time. Prior work has mainly focused on aggregated effects of reviews, such as volume and valence. These aggregated metrics do not fully capture review inconsistency or temporal changes. We differentiate between positive and negative reviews, and their corresponding values as perceived by the community, and between highly acclaimed reviewers and less known ones. We further analyze the impact of competition on reviews and sales. Using a dataset collected from Amazon consisting of reviews, feedback to reviews and reviewers, and a dataset with the sales rank of books, we study how the dynamic and inconsistent reviews impact book sales. We also discuss the implications on how authors and publishers need to capitalize on these valuable resources.

Original languageEnglish (US)
StatePublished - 2010
Event20th Annual Workshop on Information Technologies and Systems, WITS 2010 - St. Louis, MO, United States
Duration: Dec 11 2010Dec 12 2010

Other

Other20th Annual Workshop on Information Technologies and Systems, WITS 2010
CountryUnited States
CitySt. Louis, MO
Period12/11/1012/12/10

All Science Journal Classification (ASJC) codes

  • Information Systems

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