Impact of Online Customer Reviews on Sales Outcomes: An Empirical Study Based on Prospect Theory

Li, Zhen; Aoi, Shinya

doi:10.1007/s12626-018-0022-9

Cited by 18 publications

(7 citation statements)

References 37 publications

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“…Specifically, from the consumer's point of view, social media is becoming increasingly important for acquiring and exchanging information with other consumers (Whiting & Williams, 2013; Zeng & Gerritsen, 2014). They exchange information regarding a company's sustainable practices (Ngai et al, 2015), as well as opinions and experiences related to product sustainability (Kahle & Valette‐Florence, 2014; Li & Shimizu, 2018). This allows marketers to understand the effects of customer reviews and take effective actions to weaken a negative effect or broaden a positive one (Li et al, 2020; Minton et al, 2012), creating an efficient propagation of sustainability (Cheng & Edwards, 2015; Khanra et al, 2021).…”

Section: Research Background and Propositionmentioning

confidence: 99%

To act or to react? The role of responsiveness in corporate social performance disclosure in preventing plastic pollution in the travel and tourism sector

Fait

Meissner

Gregori

et al. 2022

Corp Soc Responsibility Env

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A corporate social performance model is dependent on strategies involving the processes of social responsiveness. From this perspective, this article observes that the voluntary disclosure of corporate social performances (CSP-D) is a proactive behavior based on "responsiveness" because it corresponds to the ability to reduce the gap between disclosed content and the perception of the content by stakeholders. The study examines the voluntary disclosure actions undertaken through social media by 60 T&T companies to communicate to their stakeholders how they contribute to reducing environmental negative externalities, plastic pollution in particular. Then, a co-word analysis is carried out, adopting social network maps to highlight and compare the cognitive paths that characterize disclosure and reaction. The findings suggest that when the cognitive pathways of stakeholders tend to converge towards the behavior disclosed by companies, their expectations are met and this enhances CSP-D effectiveness. Finally, social media are suitable for generating this alignment, reducing the legitimacy gap and building a good reputation.

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Section: Research Background and Propositionmentioning

confidence: 99%

To act or to react? The role of responsiveness in corporate social performance disclosure in preventing plastic pollution in the travel and tourism sector

Fait

Meissner

Gregori

et al. 2022

Corp Soc Responsibility Env

View full text Add to dashboard Cite

show abstract

“…They had mentioned their comments as per the product performance. Li and Shimizu. (2018) studied the impact of review on sales outcome in online shopping.…”

Section: Literature Surveymentioning

confidence: 99%

RETRACTED: Customer’s opinion mining from online reviews using intelligent rules with machine learning techniques

Sabena

SaiRamesh

et al. 2022

Concurrent Engineering

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In the field of marketing, many surveys were conducted to analyze the customer satisfaction on products in their online purchases. But the real view of customers about the product is mirrored in the customer’s online reviews (COR) given by them, while they purchase the product online. This paper is the one for analyzing and distinguishing the real view about the customer satisfaction by reviewing their opinions for the product which they buy. As a part of opinion mining, the polarity of the specific word is extracted and classifies the review as positive or negative using Naïve Bayes classifier. And this creates a genuine view about the product from the customer point of view. The real opinion about the customer view on online shopping is going to be distinguished according to the intelligent rules generated based on the hypothesis. Intelligent rules help to classify the reviews by extracting the real opinion of the customer based on the feature they specified for the product which is purchased by the consumer. This kind of feature-based review classification supports the purchase of new users when they approach online shopping. This work also projects the customer view about which feature they really need and also feel good, from their review representation.

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“…According to prospect theory (Kai-Ineman and Tversky, 1979), negative information has a greater influence on consumers' purchasing decisions than positive information does. Li and Shimizu (2018) examined the impact of the valence of online customer reviews on sales outcomes based on prospect theory. They revealed that people value gains and losses differently and that losses have more emotional effect than an equivalent amount of gains.…”

Section: Literature Reviewmentioning

confidence: 99%

Social media user-generated content, online search traffic and offline car sales

Wang

Lin²,

Yan³

et al. 2022

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PurposeThis study explores the direct relationship between social media user-generated content (UGC), online search traffic and offline light vehicle sales of different models.Design/methodology/approachThe long-run equilibrium relationship and short-run dynamic effects between the valence and volume of UGC, online search traffic and offline car sales are analyzed by applying the autoregressive distribution lag (ARDL) model.FindingsThe study found the following. (1) In the long-run relationship, the valence of online reviews on social media platforms is significantly negatively correlated with the sales of all models. However, in the short-run, the valence of online reviews has a significant positive correlation with all models in different lag periods. (2) The volume of online reviews is significantly positively correlated with the sales of all models in the long run. However, in the short run, the relationship between the volume of online reviews and the sales of lower-sales-volume cars is uncertain. There is a significant positive correlation between the volume of reviews and the sales of higher-sales-volume cars. (3) Online search traffic has a significantly negative correlation with the sales of all models in the long run. However, in the short run, there is no consistent conclusion on the relationship between online search traffic and car sales.Originality/valueThis study provides a reference for managers to use in their efforts to improve offline high-involvement product sales using online information.

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Impact of Online Customer Reviews on Sales Outcomes: An Empirical Study Based on Prospect Theory

Cited by 18 publications

References 37 publications

To act or to react? The role of responsiveness in corporate social performance disclosure in preventing plastic pollution in the travel and tourism sector

To act or to react? The role of responsiveness in corporate social performance disclosure in preventing plastic pollution in the travel and tourism sector

RETRACTED: Customer’s opinion mining from online reviews using intelligent rules with machine learning techniques

Social media user-generated content, online search traffic and offline car sales

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