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The Relationship Between Negative On...

Ren, Jie.

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The Relationship Between Negative Online Reviews and Sales.

Record Type:	Electronic resources : Monograph/item
Title/Author:	The Relationship Between Negative Online Reviews and Sales./
Author:	Ren, Jie.
Description:	137 p.
Notes:	Source: Dissertation Abstracts International, Volume: 76-01(E), Section: A.
Contained By:	Dissertation Abstracts International76-01A(E).
Subject:	Information science. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3636069
ISBN:	9781321174809

The Relationship Between Negative Online Reviews and Sales.
Ren, Jie.

The Relationship Between Negative Online Reviews and Sales. - 137 p.

Source: Dissertation Abstracts International, Volume: 76-01(E), Section: A.

Thesis (Ph.D.)--Stevens Institute of Technology, 2014.

This item must not be sold to any third party vendors.

Six studies are conducted to examine how negative online reviews affect sales. The findings are complex. Depending on product characteristics, online review volume and online review language, negative online reviews can decrease, increase or have no impact on sales. Specifically, regardless of product type, negative online reviews significantly undermine the sales of priced products, but not the sales of free products. Interestingly, when free products have many reviews, negative online reviews increase the acquisition of products. In addition, negative reviews appear to make the free or hedonic product more attractive as the online review volume increases or to make the free product more attractive as the emotional language in these reviews becomes stronger. This suggests that people are not necessarily warned away by negative comments, and may even be attracted by these comments. Therefore, these findings suggest caution to companies who are making efforts in fixing negative reviews posted on online review systems. Future studies are suggested to understand how online review characteristics, product characteristics, customer characteristics and other factors (e.g., the design of online review systems) impact the relationship between negative online reviews and sales.

ISBN: 9781321174809Subjects--Topical Terms:

554358
Information science.

The Relationship Between Negative Online Reviews and Sales.
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245 1 4 $a The Relationship Between Negative Online Reviews and Sales.
300 $a 137 p.
500 $a Source: Dissertation Abstracts International, Volume: 76-01(E), Section: A.
500 $a Adviser: Jeffrey V. Nickerson.
502 $a Thesis (Ph.D.)--Stevens Institute of Technology, 2014.
506 $a This item must not be sold to any third party vendors.
506 $a This item must not be added to any third party search indexes.
520 $a Six studies are conducted to examine how negative online reviews affect sales. The findings are complex. Depending on product characteristics, online review volume and online review language, negative online reviews can decrease, increase or have no impact on sales. Specifically, regardless of product type, negative online reviews significantly undermine the sales of priced products, but not the sales of free products. Interestingly, when free products have many reviews, negative online reviews increase the acquisition of products. In addition, negative reviews appear to make the free or hedonic product more attractive as the online review volume increases or to make the free product more attractive as the emotional language in these reviews becomes stronger. This suggests that people are not necessarily warned away by negative comments, and may even be attracted by these comments. Therefore, these findings suggest caution to companies who are making efforts in fixing negative reviews posted on online review systems. Future studies are suggested to understand how online review characteristics, product characteristics, customer characteristics and other factors (e.g., the design of online review systems) impact the relationship between negative online reviews and sales.
590 $a School code: 0733.
650 4 $a Information science. $3 554358
650 4 $a Marketing. $3 536353
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710 2 $a Stevens Institute of Technology. $b Information Systems. $3 3173167
773 0 $t Dissertation Abstracts International $g 76-01A(E).
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792 $a 2014
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856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3636069