Saliency effects of online reviews embedded in the description on sales: Moderating role of reputation
نویسندگان
چکیده
Article history: Received 3 February 2015 Received in revised form 17 March 2016 Accepted 29 April 2016 Available online xxxx This study explores the effects of online reviews embedded in the product description (OED) on sales. Drawing on the frameworks of previous studies on the saliency effect, the effects of online reviews, and seller reputation on sales, we propose that from the perspective of saliency effect, OED is a helpful tool for making purchase decisions, and reputation plays a moderating role in the relationship between OED and sales. We explore experimentally and empirically the roles of OED and reputation. Results indicate that OED has a positive effect on sales, and a high reputation strengthens the impact of OED on sales. Our findings demonstrate the importance of OED and reputation, as well as their significant practical implications for customers and online sellers. © 2016 Elsevier B.V. All rights reserved.
منابع مشابه
Examining the Moderating Role of Gender on the Relationship between the Benefits of Sales Promotion and Consumer Perception
Is the impact of sales promotion on consumer perception mediated by its hedonic and utilitarian benefits in the context of Indian consumers? Is gender having a moderating impact on the relationship between the benefits of sales promotion and consumer perception? Authors examined both questions using a partial least square structural equation modeling (PLS-SEM). Findings revealed that hedonic ...
متن کاملService Quality and Student Satisfaction: The Moderating Role of University Culture, Reputation and Price in Education Sector of Pakistan
Service quality is imperative for higher education institutes in order to remain competitive and growing. There is a need to ensure students’ satisfaction with university. This study will help improve service quality of the institutes. Information and data are collected using a survey questionnaire from the higher education institutes of Pakistan using convenience sampling technique. Findings r...
متن کاملImpact of Cost Stickiness on Firms Value Creation with emphasis on moderating role of CEO Power in firms listed on the Tehran Stock Exchange
The aim of this study is to investigate the effect of Cost Stickiness on Firms Value Creation with emphasis on moderating role of CEO Power in firms listed on the Tehran Stock Exchange. For this purpose for hypotheses are developed and data on the 108 companies in Tehran Stock Exchange for the period of 1389 to 1396 were analyzed. This regression model using panel data with fixed effects approa...
متن کاملThe Empirical Research about the Impact of Seller Reputation on C2C Online Trading: The Case of Taobao
With the improvement of China's Internet penetration and a shift in consumption consciousness, user scale and market size of online trading reached a new height, and C2C e-commerce has the most rapid development. As the seller and buyer of online transaction in a state of isolation in time and space, there is serious information asymmetry. So the reputation problems that exist in the online tra...
متن کاملThe Perception of Usefulness: Iranian Customers’ Evaluation of Customer Reviews
Over the last decade, the retail industry has had a phenomenal growth. All figures show their success and efficiency and many studies have shown the role of customer reviews in encouraging ambivalent purchasers to buy items online. There have been numerous studies on why people read and trust these comments and taking for granted the important role of customer reviews in determining buying deci...
متن کاملذخیره در منابع من
با ذخیره ی این منبع در منابع من، دسترسی به آن را برای استفاده های بعدی آسان تر کنید
برای دانلود متن کامل این مقاله و بیش از 32 میلیون مقاله دیگر ابتدا ثبت نام کنید
ثبت ناماگر عضو سایت هستید لطفا وارد حساب کاربری خود شوید
ورودعنوان ژورنال:
- Decision Support Systems
دوره 87 شماره
صفحات -
تاریخ انتشار 2016