Research on the Impact of Consumer Review Sentiments from Different Websites on Product Sales

Wu, Jiangning; Du, Lan; Dang, Yanzhong

doi:10.1109/qrs-c.2018.00065

Cited by 5 publications

(7 citation statements)

References 18 publications

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“…The overall review sentiment was found to be significantly associated with the sale of tablet computers (Li et al, 2019), books (Hu et al, 2014;Yuan et al, 2018) and sales rank of a dataset of chargers, headset, clock and Global Positioning System (GPS) (Chen et al, 2017). Review sentiment had a higher impact on sales of high-involvement products than volume or ratings (Wu et al, 2018). Further, review volume was found to predict the online sales of consumer electronics better when it interacted with sentiment in the reviews (Chong et al, 2016).…”

Section: Features Of Online Reviews and Car Salesmentioning

confidence: 98%

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Understanding the relationship between reviews, search and sales: a study of the Indian car market

Prabhala,

Bose

2023

IMDS

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PurposeWhile there has been extensive research on understanding the effects of online reviews on product sales, there is not enough investigation of the inter-relationships between online reviews, online search and product sales. The study attempts to address this gap in the context of the Indian car market.Design/methodology/approachThe research uses text mining and considers six important review features volume, valence, length, deviation of valence, sentiment and readability within the heuristic and systematic model of information processing. Panel data regression is used along with mediation analysis to study the inter-relationships between features of reviews, online search and sales.FindingsThe study finds that numerical heuristic features significantly affect sales and online search, numerical systematic feature affects sales and the textual heuristic and systematic features do not affect sales or online search in the Indian car market. Further, online search mediates the association between features of reviews and sales of cars.Research limitations/implicationsAlthough only car sales data from India is considered in this research, similar relationships between review features, online search and sales could exist for the car market of other countries as well.Originality/valueThis research uncovers the unique role of online search as a mediator between review features and sales, whereas prior literature has considered review features and online search as independent variables that affect sales.

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Section: Features Of Online Reviews and Car Salesmentioning

confidence: 98%

“…, 2017). Review sentiment had a higher impact on sales of high-involvement products than volume or ratings (Wu et al. , 2018).…”

Section: Theoretical Background and Hypotheses Developmentmentioning

confidence: 99%

Understanding the relationship between reviews, search and sales: a study of the Indian car market

Prabhala,

Bose

2023

IMDS

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“…The term sentiment refers to an "attitude, thought, or judgment prompted by feeling [1] (p. 1). Sentiment analysis has been found to be useful in predicting product sales [1][2][3][4][5][6][7][8][9][10][11][12]. Furthermore, sentiment has an influence on the perceived helpfulness of the online product review as well [13][14][15][16], and it has been found to be a useful guide in the product or service innovation process [17,18].…”

Section: Background and Aimmentioning

confidence: 99%

“…While the number of reviews had the strongest effect on sales, the effects of sentiment and star rating were also considerable, albeit somewhat weaker. However, another study [7] suggests that the best predictor of product sales is the interaction between the number of online reviews Information 2021, 12, 46 2 of 13 and the sentiment extensive literature demonstrates that sentiment has a general effect across product types such as technical devices [1,2,4,6,12,16], computers [6,11], cars [8], movies [5,9], books [1,3], capital stocks [7], and other product types [1,10,15,17]. Fan, Che, and Chen [8] utilized sentiment analysis to increase the accuracy of sales predictions as compared to predictions solely based on historical sales data.…”

Section: Background and Aimmentioning

confidence: 99%

Narrative Construction of Product Reviews Reveals the Level of Post-Decisional Cognitive Dissonance

2021

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Social media platforms host an increasing amount of costumer reviews on a wide range of products. While most studies on product reviews focus on the sentiments expressed or helpfulness judged by readers and on their impact on subsequent buying this study aims at uncovering the psychological state of the persons making the reviews. More specifically, the study applies a narrative approach to the analysis of product reviews and addresses the question what the narrative construction of product reviews reveals about the level of post-decisional cognitive dissonance experienced by reviewers. The study involved 94 participants, who were asked to write a product review on their recently bought cell phones. The level of cognitive dissonance was measured by a self-report scale. The product reviews were analyzed by the Narrative Categorical Content Analytical Toolkit. The analysis revealed that agency, spatio-temporal perspective, and psychological perspective reflected the level of cognitive dissonance of the reviewers. The results are interpreted by elaborating on the idea that narratives have affordance to express affect.

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“…On the one hand, some studies suggest that product reviews posted on non-commercially affiliated platforms (i.e., third-party platforms) are perceived as more credible than those on seller-affiliated platforms (i.e., e-commerce platforms), consequently having a greater impact on consumer decision-making [15,17]. In particular, some studies have indicated that, compared to their counterparts on e-commerce platforms, third-party platform UGC has a higher impact on the sales of high-involvement products [18]. For example, Gu et al [15] compared UGC from Amazon (e-commerce platform) to that from three third-party platforms (CNET, DpReview, and Epinions) and found that third-party UGC had a significant impact on the sales of digital cameras, while UGC on the e-commerce platform did not exhibit a similar effect.…”

Section: Introductionmentioning

confidence: 99%

“Customer Reviews or Vlogger Reviews?” The Impact of Cross-Platform UGC on the Sales of Experiential Products on E-Commerce Platforms

Jia,

Feng,

Wang

et al. 2023

JTAER

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User-generated content (UGC) from e-commerce platforms and third-party platforms can impact customer-perceived risk and influence product sales in online stores. However, the understanding of UGC from which platform type yields a stronger effect on product sales and how the effects interact across the platforms remains limited. This limitation arises from the complexity of consumer purchasing behavior and information processing, as well as the heterogeneity of UGC features across different platforms and the uncertainty surrounding causal relationships. This study constructs a novel cross-platform framework using the elaboration likelihood model (ELM) to investigate the underlying mechanism of how cross-platform UGC affects online sales of experiential products. Additionally, it examines the mediating effect of purchase intention in the relationship between cross-platform UGC and product sales, as well as the moderating effect of product price. Taking the e-commerce platform Tmall and third-party platform Bilibili as a cross-platform example, we analyzed customer reviews on Tmall and vlogger reviews on Bilibili for 300 cosmetic products, using text sentiment analysis and multiple regression. Results show that the number of product evaluations from third-party platforms positively impacts sales, but this impact is weaker compared to the influence of UGC originating from e-commerce platforms on sales. The underlying mechanism refers to the process by which UGC on an e-commerce platform directly impacts sales and also influences sales through purchase intention. In contrast, UGC on third-party platforms only influences sales through purchase intention. Furthermore, the product price has no significant moderating effect on the positive relationship between review length and sales. This study provides a cross-platform UGC research framework that can guide effective cross-platform marketing management by shedding light on the role of UGC in reducing customer-perceived risk and its impact on online sales of experiential products.

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Research on the Impact of Consumer Review Sentiments from Different Websites on Product Sales

Cited by 5 publications

References 18 publications

Understanding the relationship between reviews, search and sales: a study of the Indian car market

Understanding the relationship between reviews, search and sales: a study of the Indian car market

Narrative Construction of Product Reviews Reveals the Level of Post-Decisional Cognitive Dissonance

“Customer Reviews or Vlogger Reviews?” The Impact of Cross-Platform UGC on the Sales of Experiential Products on E-Commerce Platforms

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