Examining the Relationship Between Reviews and Sales: The Role of Reviewer Identity Disclosure in Electronic Markets
Published Online:1 Sep 2008https://doi.org/10.1287/isre.1080.0193
References
- Knowing what to think by knowing who you are: Self-categorization and the nature of norm formation, conformity and group polarization. British J. Psych. (1990) 29:97–119Crossref, Google Scholar
- Multiple Regression: Testing and Interpreting Interactions (1991) (Sage, Newbury Park, CA) Google Scholar
- Economics and identity. Quart. J. Econom. (2000) 115(3):715–754Crossref, Google Scholar
- The impact of information technology on emergency health care outcomes. RAND J. Econom. (2002) 33(3):399–432Crossref, Google Scholar
- Negotiating membership status in organizational groups. (2006) . Working paperGoogle Scholar
- , Hogg M. A., Terry D. Ambiguous organizational memberships: Constructing social identities in interactions with others. Social Identity Processes In Organizational Contexts (2001) (Psychology Press, Philadelphia) 115–130Google Scholar
- The need to belong: Desire for interpersonal attachment as a fundamental human motivation. Psych. Bull. (1995) 117(3):497Crossref, Google Scholar
- The social self: On being the same and different at the same time. Personality Soc. Psych. Bull. (1991) 17(5):475–482Crossref, Google Scholar
- Social ties and word-of-mouth referral behavior. J. Consumer Res. (1987) 14(12):350–362Crossref, Google Scholar
- Word of mouth communication within online communities: Conceptualizing the online social network. J. Interactive Marketing (2007) 21(3):2–20Crossref, Google Scholar
- The Attraction Paradigm (1971) (Academic Press, New York) Google Scholar
- Heuristic versus systematic information processing and the use of source versus message cues in persuasion. J. Personality Soc. Psych. (1980) 39(5):752–766Crossref, Google Scholar
- , Zanna M., Olson J., Herman C. The heuristic model of persuasion. Social Influence: The Ontario Symposium (1987) 5(Lawrence Erlbaum Associates, Publishers, Hillsdale, NJ) 3–39Google Scholar
- Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. J. Personality Soc. Psych. (1994) 66(3):460–473Crossref, Google Scholar
- Country of origin as a heuristic cue: The effects of message ambiguity and product involvement. Media Psych. (2004) 6(2):169–192Crossref, Google Scholar
- The effect of word of mouth online: Online book reviews. J. Marketing Res. (2006) 43(3):345–354Crossref, Google Scholar
- Party over policy: The dominating impact of group influence on political beliefs. J. Personality Soc. Psych. (2003) 85(5):808–822Crossref, Google Scholar
- Yahoo! for Amazon: Sentiment extraction from small talk on the web. Management Sci. (2007) 53(9):1375–1388Link, Google Scholar
- Studies in self-categorization and minority conversion: Is being a member of the out-group an advantage? British J. Soc. Psych. (1996) 35(1):179–199Crossref, Google Scholar
- Using online ratings as a proxy of word-of-mouth in motion picture revenue forecasting. (2005) . Working paperGoogle Scholar
- Does chatter matter? The impact of user-generated content on music sales. (2007) . CeDER Working Paper 07-06, New York UniversityGoogle Scholar
- , Smith M. A., Kollock P. Identity and deception in the virtual community. Communities in Cyberspace (1999) (Routledge Publishers, London) 29–59Google Scholar
- The dynamics of online word-of-mouth and product sales—An empirical investigation of the movie industry. J. Retailing. (2008) . ForthcomingCrossref, Google Scholar
- Organizational images and member identification. Admin. Sci. Quart. (1994) 39(2):239–264Crossref, Google Scholar
- Amazon.Com: There's an “R” in E-Tailing. (2000) . Epoch Partners Internet Company Report, November 13, 4Google Scholar
- Social Pressures in Informal Groups: A Study of Human Factors in Housing (1950) (Stanford University Press, Palo Alto, CA) Crossref, Google Scholar
- Competition between local and electronic markets: How the benefit of buying online depends on where you live. Management Sci. (2008) . ForthcomingGoogle Scholar
- The dimensions of reputation in electronic markets. (2005) . Working paper, New York UniversityGoogle Scholar
- Internet exchanges for used books: An empirical analysis of product cannibalization and welfare impact. Inform. Systems Res. (2006) 17(1):3–19Link, Google Scholar
- A dyadic study of interpersonal information search. Acad. Marketing Sci. (1998) 26(2):83–100Crossref, Google Scholar
- Anonymity and online community identity matters. (2006) . http://www.Alistapart.Com/Articles/IdentitymattersGoogle Scholar
- Competing for attention in knowledge markets: Electronic document dissemination in a management consulting company. Admin. Sci. Quart. (2001) 46(1):1–28Crossref, Google Scholar
- , Petty R. E., Ostrom T. M., Brock T. C. Effects of source characteristics on cognitive responses and persuasion. Cognitive Responses in Persuasion (1981) (Lawrence Erlbaum, Hillsdale, NJ) 141–172Google Scholar
- The individual within the group: Balancing the need to belong with the need to be different. Personality Soc. Psych. Rev. (2004) 8(3):248–264Crossref, Google Scholar
- Analysis of Panel Data (2003) (Cambridge University Press, Cambridge, UK) Crossref, Google Scholar
- Communication and trust in global virtual teams. Organ. Sci. (1999) 10(6):791Link, Google Scholar
- Why do users contribute to firm-hosted user communities? The case of computer-controlled music instruments. Organ. Sci. (2006) 17(1):45–63Link, Google Scholar
- , Suls J. Toward a general theory of strategic self-presentation. Psychological Perspectives on the Self (1982) 1(Lawrence Erlbaum, Hillsdale, NJ) 231–262Google Scholar
- Beauty and the beholder: Toward an integrative model of communication source effects. J. Consumer Res. (2006) 33(1):123–130Crossref, Google Scholar
- Processes of attitude change. Public Opinion Quart. (1961) 25:57–78Crossref, Google Scholar
- Persuasion according to the unimodel: Implications for cancer communication. J. Comm. (2006) 56(1):S105–S122Crossref, Google Scholar
- The psychology of social impact. Amer. Psychologist (1981) 36:343–356Crossref, Google Scholar
- Knowing me, knowing you: Anonymity effects on social identity processes within groups. Personality Soc. Psych. Bull. (2001) 27(5):526–537Crossref, Google Scholar
- Self-Consistency: A Theory of Personality (1945) (Island Press, New York) Google Scholar
- Word-of-mouth for movies: Its dynamics and impact on box office receipts? J. Marketing (2006) 70(3):74–89Crossref, Google Scholar
- Through a glass darkly: Information technology design, identity verification, and knowledge contribution in online communities. Inform. Systems Res. (2007) 18(1):42–67Link, Google Scholar
- Processing of persuasive in-group messages. J. Personality Soc. Psych. (1990) 58(5):812–822Crossref, Google Scholar
- Causes and consequences of social interaction on the internet: A conceptual framework. Media Psych. (1999) 1:249–270Crossref, Google Scholar
- The messenger bias: A relational model of knowledge valuation. Res. Organ. Behav. (2003) 25:137–186Crossref, Google Scholar
- The role of feedback in managing an Internet-based volunteer workforce. Inform. Systems Res. (2008) 19(4Link, Google Scholar
- Building effective online marketplaces with institution-based trust. Inform. Systems Res. (2004) 15(1):37–59Link, Google Scholar
- Flexible correction processes in social judgment: Implications for persuasion. Soc. Cognition (1998) 16(1):93–113Crossref, Google Scholar
- The persuasiveness of source credibility: A critical review of five decades' evidence. J. Appl. Soc. Psych. (2004) 34(2):243–281Crossref, Google Scholar
- The formation of group norms in computer-mediated communication. Human Comm. Res. (2000) 26(3):341–371Crossref, Google Scholar
- Individuality and social influence in groups: Inductive and deductive routes to group identity. J. Personality Soc. Psych. (2005) 89(5):747–763Crossref, Google Scholar
- Asymmetries in attachments to groups and to their members: Distinguishing between common-identity and common-bond groups. Personality Soc. Psych. Bull. (1994) 20(5):484–493Crossref, Google Scholar
- The influence of expert reviews on consumer demand for experience goods: A case study of movie critics. J. Indust. Econom. (2005) 53(1):27–51Crossref, Google Scholar
- Applying common identity and bond theory to design of online communities. Organ. Stud. (2007) 28(3):377–408Crossref, Google Scholar
- Reputation systems. Comm. ACM (2000) 43(12):45–48Crossref, Google Scholar
- Common bond and common identity groups on the Internet: Attachment and normative behavior in on-topic and off-topic chats. Group Dynam. (2002) 6(1):27–37Crossref, Google Scholar
- The influence of online product recommendations on consumers' online choices. J. Retailing (2004) 80(2):159–169Crossref, Google Scholar
- Race, homophily, and purchase intentions and the black consumer. Psych. Marketing (2000) 17(10):877–889Crossref, Google Scholar
- , Lea M. Social influence and the influence of the “social” in computer-mediated communication. Contexts of Computer-Mediated Communication (1992) (Harvester-Wheatsheaf, London) 30–65Google Scholar
- , Bidgoli H.Online Communities. The Internet Encyclopedia (2003) (John Wiley & Sons, New York) Google Scholar
- , Suls J., Greenwald A. G. Self-verification: Bringing social reality into harmony with the self. Social Psychological Perspectives on the Self (1983) 2(Lawrence Erlbaum, Hillsdale, NJ) 33–66Google Scholar
- , Austin W. G., Worchel S. An integrative theory of intergroup conflict. The Social Psychology of Intergroup Relations (1979) (Brooks/Cole, Monterey, CA) 33–47Google Scholar
- Our virtual selves. Boston (1996) 88(11):78–81Google Scholar
- Rediscovering the Social Group: A Self-Categorization Theory (1987) (Blackwell, Oxford) Google Scholar
- Understanding why the justice of group procedures matters: A test of the psychological dynamics of the group-value model. J. Personality Soc. Psych. (1996) 70(5):913–930Crossref, Google Scholar
- Interpersonal effects in computer-mediated interaction: A relational perspective. Comm. Res. (1992) 19(1):52–90Crossref, Google Scholar
- Relational aspects of computer-mediated communication: Experimental observations over time. Organ. Sci. (1995) 6(2):186–203Link, Google Scholar
- Computer-mediated communication: Impersonal, interpersonal and hyperpersonal interaction. Comm. Res. (1996) 23(1):1–43Crossref, Google Scholar
- Relational communication in computer-mediated interaction. Human Comm. Res. (1992) 19(1):50–88Crossref, Google Scholar
- Never eat in that restaurant, I did!: Exploring why people engage in negative word-of-mouth communication. Psych. Marketing (2007) 24(8):661–680Crossref, Google Scholar
- Communication patterns as determinants of organizational identification in a virtual organization. Organ. Sci. (1999) 10:777–790Link, Google Scholar
- Attitude change: Persuasion and social influence. Annual Rev. Psych. (2000) 51:539–570Crossref, Google Scholar
- . Econometric analysis of cross section and panel data. (2002) (MIT Press, Cambridge, MA) Google Scholar
- Positive word of mouse: The role of personalization. Proc. Amer. Marketing Assoc. (2006) 17:107Google Scholar

