International Journal of Electronic Commerce
Opinion Mining and Sentiment Analysis
Foundations and Trends in Information Retrieval
An integrative approach to assess qualitative and quantitative consumer feedback
Electronic Commerce Research
Voluntary Quality Disclosure and Market Interaction
Marketing Science
Quality Disclosure Formats in a Distribution Channel
Management Science
DASFAA'10 Proceedings of the 15th international conference on Database systems for advanced applications
Gender differences in consumers' perception of online consumer reviews
Electronic Commerce Research
Uninformative Advertising as an Invitation to Search
Marketing Science
Group Buying: A New Mechanism for Selling Through Social Interactions
Management Science
Deriving the Pricing Power of Product Features by Mining Consumer Reviews
Management Science
WI-IAT '11 Proceedings of the 2011 IEEE/WIC/ACM International Conferences on Web Intelligence and Intelligent Agent Technology - Volume 03
Product Reviews and Competition in Markets for Repeat Purchase Products
Journal of Management Information Systems
Modeling Consumer Purchasing Behavior in Social Shopping Communities with Clickstream Data
International Journal of Electronic Commerce
Computer-mediated persuasion in online reviews: Statistical versus narrative evidence
Computers in Human Behavior
Deciphering word-of-mouth in social media: Text-based metrics of consumer reviews
ACM Transactions on Management Information Systems (TMIS)
Information Systems Research
The Strategic Impact of References in Business Markets
Marketing Science
How Does the Variance of Product Ratings Matter?
Management Science
Analyzing Online Review Helpfulness Using a Regressional ReliefF-Enhanced Text Mining Method
ACM Transactions on Management Information Systems (TMIS)
To whom should I listen? Finding reputable reviewers in opinion-sharing communities
Decision Support Systems
Electronic Commerce Research and Applications
Electronic Commerce Research and Applications
Effect of user-generated content on website stickiness: the case of social shopping communities
Proceedings of the 14th Annual International Conference on Electronic Commerce
Product Comparison Networks for Competitive Analysis of Online Word-of-Mouth
ACM Transactions on Management Information Systems (TMIS)
Social Media and Firm Equity Value
Information Systems Research
Information Systems Research
The Effect of Online Consumer Reviews on New Product Sales
International Journal of Electronic Commerce
International Journal of Electronic Commerce
The Mediating Effect of Brand Trust Between Online Customer Reviews and Willingness to Buy
Journal of Electronic Commerce in Organizations
Consumer Fit Search, Retailer Shelf Layout, and Channel Interaction
Marketing Science
Timing and basis of online product recommendation: the preference inconsistency paradox
HCI'13 Proceedings of the 15th international conference on Human Interface and the Management of Information: information and interaction for learning, culture, collaboration and business - Volume Part III
A new evolution model for B2C e-commerce market
Information Technology and Management
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As a new type of word-of-mouth information, online consumer product review is an emerging market phenomenon that is playing an increasingly important role in consumers' purchase decisions. This paper argues that online consumer review, a type of product information created by users based on personal usage experience, can serve as a new element in the marketing communications mix and work as free “sales assistants” to help consumers identify the products that best match their idiosyncratic usage conditions. This paper develops a normative model to address several important strategic issues related to consumer reviews. First, we show when and how the seller should adjust its own marketing communication strategy in response to consumer reviews. Our results reveal that if the review information is sufficiently informative, the two types of product information, i.e., the seller-created product attribute information and buyer-created review information, will interact with each other. For example, when the product cost is low and/or there are sufficient expert (more sophisticated) product users, the two types of information are complements, and the seller's best response is to increase the amount of product attribute information conveyed via its marketing communications after the reviews become available. However, when the product cost is high and there are sufficient novice (less sophisticated) product users, the two types of information are substitutes, and the seller's best response is to reduce the amount of product attribute information it offers, even if it is cost-free to provide such information. We also derive precise conditions under which the seller can increase its profit by adopting a proactive strategy, i.e., adjusting its marketing strategies even before consumer reviews become available. Second, we identify product/market conditions under which the seller benefits from facilitating such buyer-created information (e.g., by allowing consumers to post user-based product reviews on the seller's website). Finally, we illustrate the importance of the timing of the introduction of consumer reviews available as a strategic variable and show that delaying the availability of consumer reviews for a given product can be beneficial if the number of expert (more sophisticated) product users is relatively large and cost of the product is low.