Collaborative reputation mechanisms for electronic marketplaces
Decision Support Systems - Special issue for business to business electronic commerce, issues and solutions
Electronic Commerce 2004: A Managerial Perspective
Electronic Commerce 2004: A Managerial Perspective
Frictionless Commerce? A Comparison of Internet and Conventional Retailers
Management Science
The Long Tail: Why the Future of Business Is Selling Less of More
The Long Tail: Why the Future of Business Is Selling Less of More
A survey of trust and reputation systems for online service provision
Decision Support Systems
The roles of players and reputation: evidence from eBay online auctions
Decision Support Systems
When Online Reviews Meet Hyperdifferentiation: A Study of the Craft Beer Industry
Journal of Management Information Systems
Designing novel review ranking systems: predicting the usefulness and impact of reviews
Proceedings of the ninth international conference on Electronic commerce
Progress in Web-based decision support technologies
Decision Support Systems
Do online reviews matter? - An empirical investigation of panel data
Decision Support Systems
Electronic Commerce Research and Applications
Characteristics of Consumer Search On-Line: How Much Do We Search?
International Journal of Electronic Commerce
In Justice We Trust: Predicting User Acceptance of E-Customer Services
Journal of Management Information Systems
The Impact of Internet Referral Services on a Supply Chain
Information Systems Research
International Journal of Electronic Commerce
Smart business networks: Concepts and empirical evidence
Decision Support Systems
A comparison of purchase decision calculus between potential and repeat customers of an online store
Decision Support Systems
Recommender system based on workflow
Decision Support Systems
Does sampling influence customers in online retailing of digital music?
Information Systems and e-Business Management
Manipulation in digital word-of-mouth: A reality check for book reviews
Decision Support Systems
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This paper investigates the impact of electronic word of mouth (eWOM) on sales distribution and challenges the conventional wisdom of the long tail theory. As customers refer to eWOM to evaluate products, and each product type entails a different scheme of evaluation standards, the impact of eWOM may differ by product type. Thus, we propose a new type of product categorization based on evaluation standard objectivity and hypothesize that this categorization gradually differentiates sales distribution patterns, some of which refute the long tail phenomenon. To validate the hypothesis, we collect data from Amazon.com, compare the distribution of eWOM among various product types, and conduct the Wilcoxon signed rank test for statistical significance. All the test results show adequate levels of significance; thus, the three hypotheses are supported. This study sheds new light on eWOM research by developing a new approach to product categorization and by proposing a different use of eWOM in searching for products to explain the different effects of eWOM on sales distribution.