Trust without touch: jumpstarting long-distance trust with initial social activities
Proceedings of the SIGCHI Conference on Human Factors in Computing Systems
Face it - photos don't make a web site trustworthy
CHI '02 Extended Abstracts on Human Factors in Computing Systems
Customer-centered rules for design of e-commerce Web sites
Communications of the ACM - Mobile computing opportunities and challenges
Categorizing commercial products for customer oriented online retailing
Computers and Industrial Engineering - Special issue: Computational intelligence and information technology applications to industrial engineering selected papers from the 33 rd ICC&IE
Research Note: The Influence of Recommendations and Consumer Reviews on Evaluations of Websites
Information Systems Research
Using Online Conversations to Study Word-of-Mouth Communication
Marketing Science
Promotional Chat on the Internet
Marketing Science
When Online Reviews Meet Hyperdifferentiation: A Study of the Craft Beer Industry
Journal of Management Information Systems
International Journal of Electronic Commerce
Twitter power: Tweets as electronic word of mouth
Journal of the American Society for Information Science and Technology
An empirical study on quality uncertainty of products and social commerce
Proceedings of the 13th International Conference on Electronic Commerce
The impact of electronic word-of-mouth communication: A literature analysis and integrative model
Decision Support Systems
How Dependent Are Consumers on Others When Making Their Shopping Decisions?
Journal of Electronic Commerce in Organizations
A new evolution model for B2C e-commerce market
Information Technology and Management
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The ability to exchange opinions and experiences online is known as online word of mouth (WOM) and has been shown in the literature to have the potential to impact e-commerce sales. The purpose of this paper is to expand previous findings by empirically evaluating the impact of online WOM attributes and other related factors (e.g. product views, promotion, and category) on e-commerce sales using real data from a multi-product retail e-commerce firm. Research has previously shown that the introduction of online WOM on a retail e-commerce site can positively impact product sales. We propose and validate a conceptual model of online WOM and its impact on product sales and the impact of moderator variables such as promotion, product category and product views. It is our conclusion that previous research on online WOM has been limited as our research empirically demonstrates the conclusion that it is the interaction of product category, volume and product views, and the interaction of product views and product category which are statistically significant in explaining changes in unit product sales. Pure increase in volume or number of reviewer comments has no significant effect on sales. These conclusions have critical implications for the practical use of online WOM in e-commerce and for internet marketing.