The impact of online user reviews on cameras sales

Zhang, Lin; Ma, Baolong; Cartwright, Debra K.

doi:10.1108/03090561311324237

Cited by 73 publications

(34 citation statements)

References 21 publications

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“…Specifically, the effect of eWOM volume on sales is greater for mass products, while the effect of valence is greater for niche products. Zhang et al [46] have studied the impact of the online reviews on camera sales and found that a greater number of reviews and a greater review rating significantly improve sales, while [47] showed that the average reviews rating have a positive effect on hotel bookings. It is also worth mentioning the research of [48], which shows that the online review ratings for movies can predict the box office sales.…”

Section: Ewom and Salesmentioning

confidence: 99%

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

Anastasiei¹,

Dospinescu²

2019

Sustainability

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The goal of this research was to build a model that evaluates the influence of affective commitment, high-sacrifice commitment, and satisfaction on the customers’ word-of-mouth concerning an online retailer. Two word-of-mouth dimensions were considered: volume and valence. A survey was administered to 282 respondents and structural equation modeling techniques were used to process the data and test the hypotheses. Our findings show that satisfaction and high-sacrifice commitment have an important impact on both word-of-mouth volume and valence, while affective commitment only influences word-of-mouth valence. This paper offers detailed explanations of these results in light of other theories and studies in the field.

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Section: Ewom and Salesmentioning

confidence: 99%

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

Anastasiei¹,

Dospinescu²

2019

Sustainability

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“…Historical sales, price, and shipping cost [3,25,51] are also included as control variables in this study. In summary, customers pay attention to OED, which is expected to influence the customers' attitude toward products, and then lead to high sales for online sellers.…”

Section: Reputation Of Online Sellersmentioning

confidence: 99%

Saliency effects of online reviews embedded in the description on sales: Moderating role of reputation

Wang

et al. 2016

Decision Support Systems

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This study explores the effects of online reviews embedded in the product description (OED) on sales. Drawing on the frameworks of previous studies on the saliency effect, the effects of online reviews, and seller reputation on sales, we propose that from the perspective of saliency effect, OED is a helpful tool for making purchase decisions, and reputation plays a moderating role in the relationship between OED and sales. We explore experimentally and empirically the roles of OED and reputation. Results indicate that OED has a positive effect on sales, and a high reputation strengthens the impact of OED on sales. Our findings demonstrate the importance of OED and reputation, as well as their significant practical implications for customers and online sellers.

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“…There is evidence to suggest that emotional involvement moderates the level of consumer product knowledge (Bloch, 1981;Zhang et al, 2013), not the in-depth technical knowledge associated with experts, but more from the aspect of interest in what it does rather than how it works, yet there is a gap in current literature that measures this construct. Another aspect that is not utilised, is the previous exposure or familiarity that consumers have with current products.…”

Section: Introductionmentioning

confidence: 99%

Market segmentation strategies for complex automotive products

Taylor-West

Saker

Champion

2018

Journal of Strategic Marketing

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With the advent of 'big data' the purpose of this empirical study was to take the opportunity to rethink conventional market segmentation strategies. This is particularly relevant for the automotive industry which is going through a period of rapid change with advanced technologies such as electric powered and autonomous vehicles, creating increased concerns as to how this complexity is communicated effectively. A mixed methods approach was utilised to collect data from multiple sources, incorporating in-depth discussion groups, semi-structured interviews, an online survey and data collection of communication processes through the attendance of new car product launches. The results suggest that marketing departments should rethink their data capture methods to collect more relevant consumer information, not the contemporary trend of needs, attitude and motivation variables that are difficult to identify and collect, but basic information on their level of familiarity with products through previous experience and exposure. The basic dimensions identified are characterised by a consumer's expertise, involvement and familiarity with a product. The findings are synthesised into a theoretical framework to define differing levels of product complexity, which would enable manufacturers to provide more closely defined market segmentation strategies when communicating new product information.

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The impact of online user reviews on cameras sales

Cited by 73 publications

References 21 publications

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

Electronic Word-of-Mouth for Online Retailers: Predictors of Volume and Valence

Saliency effects of online reviews embedded in the description on sales: Moderating role of reputation

Market segmentation strategies for complex automotive products

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