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Cited by 1,223

The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.

The dynamics of online word-of-mouth and product sales—An empirical investigation of the movie industry

Open access
DUAN, W, GU, B, WHINSTON, A·2008·Journal of Retailing
DOI 10.1016/j.jretai.2008.04.005
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Abstract

There are growing interests in understanding how word-of-mouth (WOM) on the Internet is generated and how it influences consumers’ purchase decisions at retail outlets. A unique aspect of the WOM effect is the presence of a positive feedback mechanism between WOM and retail sales. We characterize the process through a dynamic simultaneous equation system, in which we separate the effect of online WOM as both a precursor to and an outcome of retail sales. We apply our approach to the movie industry, showing that both a movie's box office revenue and WOM valence significantly influence WOM volume. WOM volume in turn leads to higher box office performance. This positive feedback mechanism highlights the importance of WOM in generating and sustaining retail revenue.

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Metadata

Authors
DUAN, W., GU, B., & WHINSTON, A.
Venue
Journal of Retailing
Publisher
Elsevier BV
Published
2008-06
Volume
84
Issue
2
Pages
233-242
ISSN
0022-4359 (ISSN-L)
DOI
10.1016/j.jretai.2008.04.005
OpenAlex
W1964000966
Cited by
1,223
References
3
FWCI
121.96
Type
journal article
Language
en
Open access
green
Licence
www.elsevier.com/tdm/userlicense/1.0/ (tdm)

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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.

Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).

Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.