The DOI matches its Crossref record; 1 of the 1 references it cites were found in a registry or an index.
Exploring the value of online product reviews in forecasting sales: The case of motion pictures
Abstract
The growing popularity of online product review forums invites the development of models and metrics that allow firms to harness these new sources of information for decision support. Our work contributes in this direction by proposing a novel family of diffusion models that capture some of the unique aspects of the entertainment industry and testing their performance in the context of very early postrelease motion picture revenue forecasting. We show that the addition of online product review metrics to a benchmark model that includes prerelease marketing, theater availability and professional critic reviews substantially increases its forecasting accuracy; the forecasting accuracy of our best model outperforms that of several previously published models. In addition to its contributions in diffusion theory, our study reconciles some inconsistencies among previous studies with respect to what online review metrics are statistically significant in forecasting entertainment good sales.
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Citations
Cites
The Effect of Word of Mouth on Sales: Online Book Reviews
Chevalier, J. A., & Mayzlin, D. (2006) · Journal of Marketing Research · doi:10.1509/jmkr.43.3.345 · Cited by 6,003
Cited by
de Vries, L., Gensler, S., & Leeflang, P. S. H. (2012) · Journal of Interactive Marketing · doi:10.1016/j.intmar.2012.01.003 · Cited by 2,060
The impact of electronic word-of-mouth communication: A literature analysis and integrative model
Cheung, C. M. K., & Thadani, D. R. (2012) · Decision Support Systems · doi:10.1016/j.dss.2012.06.008 · Cited by 2,005
The impact of online reviews on hotel booking intentions and perception of trust
Sparks, B. A., & Browning, V. (2011) · Tourism Management · doi:10.1016/j.tourman.2010.12.011 · Cited by 1,688
Lamberton, C., & Stephen, A. T. (2016) · Journal of Marketing · doi:10.1509/jm.15.0415 · Cited by 1,127
Babić Rosario, A., Sotgiu, F., De Valck, K., & Bijmolt, T. H. A. (2016) · Journal of Marketing Research · doi:10.1509/jmr.14.0380 · Cited by 1,073
Metadata
- Authors
- Dellarocas, C., Zhang, X. (., & Awad, N. F.
- Venue
- Journal of Interactive Marketing
- Publisher
- SAGE Publications
- Published
- 2007-11
- Volume
- 21
- Issue
- 4
- Pages
- 23-45
- ISSN
- 1094-9968 (ISSN-L)
- 1520-6653
- OpenAlex
- W2126977778
- Cited by
- 1,518
- References
- 1
- FWCI
- 89.19
- Type
- journal article
- Language
- en
- Open access
- closed
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