The DOI matches its Crossref record; 10 of the 10 references it cites were found in a registry or an index.
Examining the Relationship Between Reviews and Sales: The Role of Reviewer Identity Disclosure in Electronic Markets
Open accessAbstract
Consumer-generated product reviews have proliferated online, driven by the notion that consumers' decision to purchase or not purchase a product is based on the positive or negative information about that product they obtain from fellow consumers. Using research on information processing as a foundation, we suggest that in the context of an online community, reviewer disclosure of identity-descriptive information is used by consumers to supplement or replace product information when making purchase decisions and evaluating the helpfulness of online reviews. Using a unique data set based on both chronologically compiled ratings as well as reviewer characteristics for a given set of products and geographical location-based purchasing behavior from Amazon, we provide evidence that community norms are an antecedent to reviewer disclosure of identity-descriptive information. Online community members rate reviews containing identity-descriptive information more positively, and the prevalence of reviewer disclosure of identity information is associated with increases in subsequent online product sales. In addition, we show that shared geographical location increases the relationship between disclosure and product sales, thus highlighting the important role of geography in electronic commerce. Taken together, our results suggest that identity-relevant information about reviewers shapes community members' judgment of products and reviews. Implications for research on the relationship between online word-of-mouth (WOM) and sales, peer recognition and reputation systems, and conformity to online community norms are discussed.
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Cites
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“In sum, if community members identify with and more positively assess reviewers who disclose identity-descriptive information (Walther 1992, 1996; Jarvenpaa and Leidner 1999; Lea et al. 2001) and use their assessment of reviewers as a heuristic shaping their evaluation of the product reviewed…”
BackgroundInfluentialThe psychology of social impact
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“Indeed, the information processing literature has repeatedly demonstrated that attributes of a message source often exert direct effects on message recipients’ attitudes and behaviors, independent of the message content (e.g., Chaiken and Maheshwaran 1994, Petty et al. 1998, Simpson et al. 2000, Cohen 2003, Menon and…”
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“In contrast, reviewers' self-disclosure that is patterned after community norms communicates reviewers' community identification to others, helps to establish the reviewers' reputation (Resnick et al. 2000), and provides an opportunity to obtain identity-verifying responses from fellow members.”
BackgroundInfluential
Cited by
Goldfarb, A., & Tucker, C. (2019) · Journal of Economic Literature · doi:10.1257/jel.20171452 · Cited by 2,744
The impact of electronic word-of-mouth communication: A literature analysis and integrative model
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Research Commentary —Too Big to Fail: Large Samples and the p -Value Problem
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What makes a useful online review? Implication for travel product websites
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Metadata
- Authors
- Forman, C., Ghose, A., & Wiesenfeld, B.
- Venue
- Information Systems Research
- Published
- 2008-09
- Volume
- 19
- Issue
- 3
- Pages
- 291-313
- ISSN
- 1047-7047 (ISSN-L)
- 1526-5536
- OpenAlex
- W3122724846
- Cited by
- 1,695
- References
- 10
- FWCI
- 154.49
- Type
- journal article
- Language
- en
- Open access
- green
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