Online Reviews as a Driver of New Product Sales
This study reports several surprising findings and new insights about the effect of online product reviews on the sales of new products. Analyses of panel data of 332 new products from Amazon.com indicate that negative reviews affect new product sales more than positive reviews, but also in a positive way. Different from the proposition of the diffusion model, e-WOM has a strong effect on new product sales early on and such effect decreases over time. Moreover, the volume of pageviews by followers is far more influential than that of reviews by opinion leaders, especially in the early period of product lifecycle, suggesting a significant cascade effect. The effects of pageviews and valence of online reviews are stronger than that of volume, more so for search products than for experience products. Thus, marketers need to consider the distinctive influences of various aspects of online reviews when launching new products and devising e-marketing strategies.
word-of-mouth online product reviews new product sales search vs. experience products panel data analyses
Geng Cui Hon-kwong Lui Xiaoning Guo
Department of Marketing and International Business Lingnan University Hong Kong Department of Marketing University of Cincinnati Cincinnati, Ohio 45221 USA
国际会议
成都
英文
20-25
2010-10-23（万方平台首次上网日期，不代表论文的发表时间）