Online review systems: How emotional language drives sales

Research output: Contribution to conferencePaperpeer-review

15 Scopus citations

Abstract

How does emotional expression in online reviews affect sales? To answer this question, a model is constructed based on theories of sentiment. This model is tested experimentally. Controlling for online review valence online review emotionality affects product sales. The impact is moderated by product type, but not by product price. Specifically, online review language that expresses intense positive or negative emotions increases sales for hedonic products, but it doesn't affect sales for utilitarian products. This result has implications for the design of online review display algorithms.

Original languageEnglish
StatePublished - 2014
Event20th Americas Conference on Information Systems, AMCIS 2014 - Savannah, GA, United States
Duration: 7 Aug 20149 Aug 2014

Conference

Conference20th Americas Conference on Information Systems, AMCIS 2014
Country/TerritoryUnited States
CitySavannah, GA
Period7/08/149/08/14

Keywords

  • Arousal
  • Decision support
  • Emotional expression
  • Online reviews
  • Opinion mining
  • Sales
  • Sentiment
  • Social media
  • Valence

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