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

Duan, Wenjing; Gu, Bin; Whinston, Andrew B.

doi:10.1016/j.jretai.2008.04.005

Cited by 949 publications

(677 citation statements)

References 33 publications

(62 reference statements)

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“…Chevalier and Mayzlin (2006) found a positive relationship between consumer reviews on retailing websites and book sales (e.g., Barnes & Nobel and Amazon.com). They also identified that the valence (average numerical rating) (Dellarocas, Zhang & Awad, 2007) and number of online consumer reviews (Duan et al, 2008) are vital predictors of box office sales. Clemons, Gao, and Hitt (2006) showed that not only the variance of ratings but also the strength of the most positive quartile of reviews has a significant impact on the growth of craft beers.…”

Section: Online Consumer Reviewsmentioning

confidence: 99%

“…In addition to the features of online reviews, the effect of the degree to which review writers disclose their identity in the evaluation of product quality and product sales has been discussed (e.g., Forman, et al, 2008). While a number of researchers have concluded that an improvement in the review score leads to an increase in relative sales online, Chen and Wu (2005) and Duan et al (2008) demonstrated that high product ratings do not necessarily lead to increased sales. They explained that consumers' tastes could be heterogeneous to the extent that the ways in which consumers use other consumers' opinion in their purchase decision are different.…”

Section: Online Consumer Reviewsmentioning

confidence: 99%

“…Furthermore, the extant literature has discussed the importance of the numerical ratings of the reviews assigned by readers and examined their effects on the purchase decision process (Poston & Speier, 2005), search costs (Todd & Benbasat, 1992), and product sales (Duan, Gu & Whinston, 2008). However, the authors of this research argue that such quantitative characteristics of online reviews can explain a partial aspect of review effectiveness due to limited cognitive cues for recipients to identify the differences between numerous reviews.…”

Section: Introductionmentioning

confidence: 99%

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What makes a useful online review? Implication for travel product websites

Liu¹,

2015

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Section: Online Consumer Reviewsmentioning

confidence: 99%

Section: Online Consumer Reviewsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 1 more Smart Citation

What makes a useful online review? Implication for travel product websites

Liu¹,

2015

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“…Por exemplo, seu impacto foi analisado e comprovado na venda on-line de livros (Chevalier & Mayzlin, 2006), na receita de bilheteria de filmes (Duan, Gu, & Whinston, 2008) e na construção de confiança para realizar compras on-line (Awad & Ragowsky, 2008 …”

Section: Comunicação Boca a Boca Eletrônica (Bab-e)unclassified

Motivações da Comunicação Boca a Boca Eletrônica Positiva entre Consumidores no Facebook

Tubenchlak¹,

Lima²,

Zanini³

et al. 2015

Rev. adm. contemp.

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ResumoEste estudo buscou investigar as motivações subjacentes ao comportamento de comunicação boca a boca eletrônica (BAB-e) positiva sobre produtos, serviços e marcas no site de redes sociais Facebook, no contexto brasileiro. Para tanto, foram desenvolvidas hipóteses de pesquisa e um modelo teórico para se entender as motivações da comunicação BAB-e positiva nesse contexto. A fim de testar a validade do modelo proposto, um levantamento amostral foi conduzido com 468 usuários do site no Brasil. Os dados foram analisados por meio de modelos de equações estruturais. Os resultados sugerem como motivações significantes a preocupação com outros consumidores e o desejo de interação social, assim como os desejos de extravasar emoções positivas e de ajudar a empresa. A hipótese que previu que as recompensas econômicas afetam positivamente a comunicação BAB-e positiva não foi confirmada, assim, sugerindo que as motivações deste comportamento no Facebook são de natureza social e psicológica mais do que puramente econômica. O teste empírico deu suporte ao papel moderador da força dos laços sociais na relação entre preocupação com outros consumidores e comunicação BAB-e positiva.Palavras-chave: comunicação boca a boca eletrônica; motivações; redes sociais; sites; Facebook. AbstractThe purpose of the present study is to investigate the underlying motivations for positive electronic word of mouth (eWOM) behavior about products, services and brands by Brazilian Facebook users. Research hypotheses and a theoretical model were developed to further our understanding of positive eWOM communication motivations. A survey was conducted with 468 Facebook users in Brazil in order to empirically test the validity of the proposed model. Data was analyzed using structural equations models. Results suggest that concern for other consumers, the desire to engage in social interactions, as well as the desire to share positive emotions and help companies are significant motivations. The hypothesis which predicted that economic rewards are correlated with positive eWOM communication was not confirmed, suggesting that social and psychological motivations are more correlated with eWOM behavior than purely economic reasons for Brazilian Facebook users. The empirical test supported the moderating role of tie strength in the relationship between concern for other consumers and positive eWOM communication.

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“…The theory has been applied in a variety of settings such as academic research (Crane, 1969;Moody, 2004), fashion (Crane, 1998;Kim, Rhee, & Yee, 2008), patents (Chang, Lai, & Chang, 2008;He & Fallah, 2008), and movies (Duan, Gu, & Whinston, 2008;Ko et aI., 2008). Yet despite its popularity, critics have noted a major limitation with the theory.…”

Section: Diffusion Of Innovationsmentioning

confidence: 99%

Examining the dissemination of innovations in the sporting goods industry.

Hambrick¹

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

Cited by 949 publications

References 33 publications

What makes a useful online review? Implication for travel product websites

What makes a useful online review? Implication for travel product websites

Motivações da Comunicação Boca a Boca Eletrônica Positiva entre Consumidores no Facebook

Examining the dissemination of innovations in the sporting goods industry.

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