The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Research Note—The Impact of External Word-of-Mouth Sources on Retailer Sales of High-Involvement Products
Abstract
Online word-of-mouth (WOM) such as consumer opinions, user experiences, and product reviews has become a major information source in consumer purchase decisions. Prior research on online WOM effect has focused mostly on low-involvement products such as books or CDs. For these products, retailer-hosted (internal) WOM is shown to influence sales overwhelmingly. Numerous surveys, however, suggest consumers often conduct pre-purchase searches for high-involvement products (e.g., digital cameras) and visit external WOM websites during the search process. In this study, we analyze the relative impact of external and internal WOMs on retailer sales for high-involvement products using a panel of sales and WOM data for 148 digital cameras from Amazon.com and three external WOM websites (Cnet, DpReview, and Epinions) over a four-month period. The results suggest that a retailer's internal WOM has a limited influence on its sales of high-involvement products, while external WOM sources have a significant impact on the retailer's sales. The findings imply that external WOM sources play an important role in the information search process.
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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
Angrist, J. D., & Krueger, A. B. (2001) · Journal of Economic Perspectives · doi:10.1257/jep.15.4.69 · Cited by 2,355
Mitra, K., Reiss, M. C., & Capella, L. M. (1999) · Journal of Services Marketing · doi:10.1108/08876049910273763 · Cited by 507
Cited by
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
Zhu, L., Li, H., Wang, F.-K., He, W., & Tian, Z. (2020) · Aslib Journal of Information Management · doi:10.1108/ajim-11-2019-0308 · Cited by 369
Peng, L., Zhang, W., Wang, X., & Liang, S. (2019) · Information & Management · doi:10.1016/j.im.2018.11.007 · Cited by 325
Social commerce: The transfer of power from sellers to buyers
Hajli, N., & Sims, J. (2015) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2015.01.012 · Cited by 298
Vocal Minority and Silent Majority: How Do Online Ratings Reflect Population Perceptions of Quality?
Gao, G. (., Greenwood, B. N., Agarwal, R., & McCullough, P. (2015) · SSRN Electronic Journal · doi:10.2139/ssrn.2629837 · Cited by 278
Metadata
- Authors
- Gu, B., Park, J., & Konana, P.
- Venue
- Information Systems Research
- Published
- 2012-03
- Volume
- 23
- Issue
- 1
- Pages
- 182-196
- ISSN
- 1047-7047 (ISSN-L)
- 1526-5536
- OpenAlex
- W1985305208
- Cited by
- 453
- References
- 3
- FWCI
- 57.87
- Type
- journal article
- Language
- en
- Open access
- closed
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- Gu, B., Park, J., & Konana, P. (2012). Research Note—The Impact of External Word-of-Mouth Sources on Retailer Sales of High-Involvement Products. Information Systems Research. https://doi.org/10.1287/isre.1100.0343
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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