Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
Wireless Commerce: Marketing Issues and Possibilities
HICSS '01 Proceedings of the 34th Annual Hawaii International Conference on System Sciences ( HICSS-34)-Volume 9 - Volume 9
Frictionless Commerce? A Comparison of Internet and Conventional Retailers
Management Science
Design of a shopbot and recommender system for bundle purchases
Decision Support Systems
Information Systems Research
Using Online Conversations to Study Word-of-Mouth Communication
Marketing Science
Stay out of My Forum! Evaluating Firm Involvement in Online Ratings Communities
HICSS '07 Proceedings of the 40th Annual Hawaii International Conference on System Sciences
When Online Reviews Meet Hyperdifferentiation: A Study of the Craft Beer Industry
Journal of Management Information Systems
Do online reviews affect product sales? The role of reviewer characteristics and temporal effects
Information Technology and Management
Do online reviews matter? - An empirical investigation of panel data
Decision Support Systems
Marketspace or Marketplace? Online Information Search and Channel Outcomes in Auto Retailing
Information Systems Research
Deriving the Pricing Power of Product Features by Mining Consumer Reviews
Management Science
Electronic Commerce Research and Applications
The impact of word-of-mouth on book sales: review, blog or tweet?
Proceedings of the 14th Annual International Conference on Electronic Commerce
Social Media and Firm Equity Value
Information Systems Research
Under what conditions will social commerce business models survive?
Electronic Commerce Research and Applications
The influence of online word-of-mouth on long tail formation
Decision Support Systems
Learning from other buyers: The effect of purchase history records in online marketplaces
Decision Support Systems
Determinants of E-WOM influence: the role of consumers' internet experience
Journal of Theoretical and Applied Electronic Commerce Research
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Online word-of-mouth (WOM) such as consumer opinions, user experiences, and product reviews has become a major information source in consumer purchase decisions. Prior research on online WOM effect has focused mostly on low-involvement products such as books or CDs. For these products, retailer-hosted (internal) WOM is shown to influence sales overwhelmingly. Numerous surveys, however, suggest consumers often conduct pre-purchase searches for high-involvement products (e.g., digital cameras) and visit external WOM websites during the search process. In this study, we analyze the relative impact of external and internal WOMs on retailer sales for high-involvement products using a panel of sales and WOM data for 148 digital cameras from Amazon.com and three external WOM websites (Cnet, DpReview, and Epinions) over a four-month period. The results suggest that a retailer's internal WOM has a limited influence on its sales of high-involvement products, while external WOM sources have a significant impact on the retailer's sales. The findings imply that external WOM sources play an important role in the information search process.