Cited by 6,003Digital Marketing and Social MediaConsumer Market Behavior and PricingConsumer Behavior and Marketing Influence

The Effect of Word of Mouth on Sales: Online Book Reviews

Chevalier, Judith A., Mayzlin, Dina·2006·Journal of Marketing Research

Abstract

The authors examine the effect of consumer reviews on relative sales of books at Amazon.com and Barnesandnoble.com . The authors find that (1) reviews are overwhelmingly positive at both sites, but there are more reviews and longer reviews at Amazon.com ; (2) an improvement in a book's reviews leads to an increase in relative sales at that site; (3) for most samples in the study, the impact of one-star reviews is greater than the impact of five-star reviews; and (4) evidence from review-length data suggests that customers read review text rather than relying only on summary statistics.

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Registry

Crossref · 10.1509/jmkr.43.3.345

Cites

15 of 15 references verified0 citation errors · 0 not checkable

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Authors
Chevalier, J. A., & Mayzlin, D.
Affiliations
Yale University (US)
Venue
Journal of Marketing Research
Published
2006-08
Volume
43
Issue
3
Pages
345-354
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
OpenAlex
W3123091093
Cited by
6,003
References
15
Citations by year
2026: 275 · 2025: 313 · 2024: 294 · 2023: 389 · 2022: 442 · 2021: 436 · 2020: 422 · 2019: 428 · 2018: 403 · 2017: 416 · 2016: 392 · 2015: 392 · 2014: 331 · 2013: 287 · 2012: 212
FWCI
253.33
Type
journal article
Language
en
Open access
closed
Locations
Journal of Marketing Research (publishedVersion)
Topics
  • Social Sciences › Sociology and Political Science › Digital Marketing and Social Media
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Market Behavior and Pricing
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Keywords
word of mouth, online book reviews, consumer reviews, book sales, Amazon.com, Barnes & Noble, review length, star ratings, e-commerce

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