Uncertainty Reduction vs. Reciprocity: Understanding the Effect of a Platform-Initiated Reviewer Incentive Program on Regular Ratings
Published Online:7 Nov 2023https://doi.org/10.1287/isre.2019.0176
References
- (2013) Advertising in a competitive market: The role of product standards, customer learning, and switching costs. J. Marketing Res. 50(4):489–504.Crossref, Google Scholar
- (2011) Deriving the pricing power of product features by mining consumer reviews. Management Sci. 57(8):1485–1509.Link, Google Scholar
- (2012) Impact of product familiarity on beef quality perception. Agribusiness 28(2):157–172.Crossref, Google Scholar
- (2010) Vertically differentiated simultaneous Vickrey auctions: Theory and experimental evidence. Management Sci. 56(7):1074–1092.Link, Google Scholar
- (2017) Repeated interactions vs. social ties: Quantifying the economic value of trust, forgiveness, and reputation using a field experiment. Management Inform. Systems Quart. 41(3):841–866.Crossref, Google Scholar
- (1986) The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. J. Personality Soc. Psych. 51(6):1173–1182.Crossref, Google Scholar
- (2004) The effects of free sample promotions on incremental brand sales. Marketing Sci. 23(3):345–363.Link, Google Scholar
- (2010) How the order of sampled experiential products affects choice. J. Marketing Res. 47(3):508–519.Crossref, Google Scholar
- (2001) Consumer Behavior, 9th ed. (Harcourt College Publishers, Fort Worth, TX).Google Scholar
- (2017) Stimulating online reviews by combining financial incentives and social norms. Management Sci. 64(5):2065–2082.Link, Google Scholar
- (2015) A dollar for your thoughts: Feedback-conditional rebates on eBay. Management Sci. 61(9):2052–2063.Link, Google Scholar
- (2021) Difference-in-differences with multiple time periods. J. Econometrics 225(2):200–230.Crossref, Google Scholar
- (2008) All reviews are not created equal: The disaggregate impact of reviews and reviewers at Amazon.com. Preprint, submitted July 20, https://dx.doi.org/10.2139/ssrn.918083.Google Scholar
- (2018) The value of multidimensional rating systems: Evidence from a natural experiment and randomized experiments. Management Sci. 64(10):4629–4647.Link, Google Scholar
- (2021) Measuring product type and purchase uncertainty with online product ratings: A theoretical model and empirical application. Inform. Systems Res. 32(4):1470–1489.Link, Google Scholar
- (2012) Optimal software free trial strategy: The impact of network externalities and consumer uncertainty. Inform. Systems Res. 23(2):488–504.Link, Google Scholar
- (2012) Construction and preliminary validation of a dictionary for cognitive rigidity: Linguistic markers of overconfidence and overgeneralization and their concomitant psychological distress. J. Psycholinguistics Res. 41(5):347–370.Crossref, Google Scholar
- (2014) The (dis)advantage of certainty: The importance of certainty in language. Law Soc. Rev. 48(1):35–62.Crossref, Google Scholar
- (1955) Construct validity in psychological tests. Psych. Bull. 52(4):281–302.Crossref, Google Scholar
- (2016) Navigating by the stars: Investigating the actual and perceived validity of online user ratings. J. Consumer Res. 42(6):817–833.Crossref, Google Scholar
- Dimensional Research (2013) Survey: 90% of customers say buying decisions are influenced by online reviews. Accessed September 26, 2023, https://martech.org/survey-customers-more-frustrated-by-how-long-it-takes-to-resolve-a-customer-service-issue-than-the-resolution/.Google Scholar
- (2008) Do online reviews matter?—An empirical investigation of panel data. Decision Support Systems 45(4):1007–1016.Crossref, Google Scholar
- (2006) A theory of reciprocity. Games Econom. Behav. 54(2):293–315.Crossref, Google Scholar
- (1980) A theory of indebtedness. Gergen KJ, Greenberg MS, Willis RH, eds. Social Exchange: Advances in Theory and Research (V. H. Winston and Sons, New York), 3–26.Crossref, Google Scholar
- (2017) Show me the way to go home: An empirical investigation of ride-sharing and alcohol related motor vehicle fatalities. Management Inform. Systems Quart. 41(1):163–187.Crossref, Google Scholar
- (1985) Effects of product trial on consumer expectations, demand, and prices. J. Consumer Res. 12(1):74–82.Crossref, Google Scholar
- (2014) “Popularity effect” in user-generated content: Evidence from online product reviews. Inform. Systems Res. 25(2):222–238.Link, Google Scholar
- (1960) The norm of reciprocity: A preliminary statement. Amer. Sociol. Rev. 25(2):161–178.Crossref, Google Scholar
- (2012) Research note—The impact of external word-of-mouth sources on retailer sales of high-involvement products. Inform. Systems Res. 23(1):182–196.Link, Google Scholar
- (1994) Analysis of new product diffusion using a four-segment trial-repeat model. Marketing Sci. 13(3):224–247.Link, Google Scholar
- (2009) Information and the skewness of music sales. J. Political Econom. 117(2):324–369.Crossref, Google Scholar
- (2017) Disconfirmation effect on online rating behavior: A structural model. Inform. Systems Res. 28(3):626–642.Link, Google Scholar
- (2014) Product fit uncertainty in online markets: Nature, effects, and antecedents. Inform. Systems Res. 25(2):328–344.Link, Google Scholar
- (2006) Can online reviews reveal a product’s true quality?: Empirical findings and analytical modeling of online word-of-mouth communication. Feigenbaum J, Chuang JC-I, Pennock DM, eds. Proc. 7th ACM Conf. on Electronic Commerce (ACM, New York), 324–330.Google Scholar
- (2011) Manipulation in digital word-of-mouth: A reality check for book reviews. Decision Support Systems 50(3):627–635.Crossref, Google Scholar
- (2019) Word-of-mouth system implementation and customer conversion: A randomized field experiment. Inform. Systems Res. 30(3):805–818.Link, Google Scholar
- (1989) Adjusting stated intention measures to predict trial purchase of new products: A comparison of models and methods. J. Marketing Res. 26(3):336–345.Crossref, Google Scholar
- (2009) Perception spillovers across competing brands: A disaggregate model of how and when. J. Marketing Res. 46(4):467–481.Crossref, Google Scholar
- (1984) Product familiarity and learning new information. J. Consumer Res. 11(1):542–550.Crossref, Google Scholar
- (2020) Words matter! Toward pro-social call-to-action for online referral: Evidence from two field experiments. Inform. Systems Res. 31(1):16–36.Link, Google Scholar
- (2019) Love unshackled: Identifying the effect of mobile app adoption in online dating. Management Inform. Systems Quart. 43(1):57–72.Crossref, Google Scholar
- (2005) Contributing knowledge to electronic knowledge repositories: An empirical investigation. Management Inform. Systems Quart. 29(1):113–143.Crossref, Google Scholar
- (2020) Informational complementarity. Management Sci. 66(8):3699–3716.Link, Google Scholar
- (2018) Extrinsic vs. intrinsic rewards for contributing reviews in an online platform. Inform. Systems Res. 29(4):871–892.Link, Google Scholar
- (2018) Examining gifting through social network services: A social exchange theory perspective. Inform. Systems Res. 29(4):805–828.Link, Google Scholar
- (2016) The relationship between disclosing purchase information and reputation systems in electronic markets. Ågerfalk PJ, Levina N, Kien SS, eds. Proc. ICIS (Association for Information Systems, Atlanta), 1–20.Google Scholar
- (2019) Why do stores drive online sales? Evidence of underlying mechanisms from a multichannel retailer. Inform. Systems Res. 30(1):319–338.Link, Google Scholar
- (2014) Online product reviews: Implications for retailers and competing manufacturers. Inform. Systems Res. 25(1):93–110.Link, Google Scholar
- (2013) Effects of different types of free trials and ratings in sampling of consumer software: An empirical study. J. Management Inform. Systems 30(3):213–246.Crossref, Google Scholar
- (2010) Price effects in online product reviews: An analytical model and empirical analysis. Management Inform. Systems Quart. 34(4):809–831.Crossref, Google Scholar
- (2015) The paradoxes of word of mouth in electronic commerce. J. Management Inform. Systems 32(4):246–284.Crossref, Google Scholar
- (2019) An empirical study of free product sampling and rating bias. Inform. Systems Res. 30(1):260–275.Link, Google Scholar
- (1993) Assessing the dimensionality and structure of the consumption experience: Evaluation, feeling, and satisfaction. J. Consumer Res. 20(3):451–466.Crossref, Google Scholar
- (1988) The use of product sampling and advertising: Effects of sequence of exposure and degree of advertising claim exaggeration on consumers’ belief strength, belief confidence, and attitudes. J. Marketing Res. 25(3):266–281.Crossref, Google Scholar
- (2018) Is product sampling good for brands online word of mouth? Pries-Heje J, Ram S, Rosemann M, eds. Proc. ICIS (Association for Information Systems, Atlanta), 1–15.Google Scholar
- (2009) The role of customer gratitude in relationship marketing. J. Marketing 73(5):1–18.Crossref, Google Scholar
- (2022) Do online communities improve job performance in the geographically dispersed organization? Production Oper. Management 31(2):403–421.Crossref, Google Scholar
- (2022) Platform policies and sellers’ competition in agency selling in the presence of online quality misrepresentation. J. Management Inform. Systems 39(1):159–186.Crossref, Google Scholar
- (1988) The moderating effect of prior knowledge on cue utilization in product evaluations. J. Consumer Res. 15(2):253–264.Crossref, Google Scholar
- (2018) The impact of online product reviews on product returns. Inform. Systems Res. 29(3):723–738.Link, Google Scholar
- (2018) Positive spillovers and free riding in advertising of prescription pharmaceuticals: The case of antidepressants. J. Political Econom. 126(1):381–437.Crossref, Google Scholar
- (2015) Competing for attention: An empirical study of online reviewers’ strategic behaviors. Management Inform. Systems Quart. 39(3):683–696.Crossref, Google Scholar
- (1984) Toward a theory of social support: Closing conceptual gaps. J. Soc. Issues 40(4):11–36.Crossref, Google Scholar
- (1993) Integrating information from advertising and trial: Processes and effects on consumer response to product information. J. Marketing Res. 30(2):204–219.Crossref, Google Scholar
- (2013) Ad revenue and content commercialization: Evidence from blogs. Management Sci. 59(10):2314–2331.Link, Google Scholar
- (2010) The psychological meaning of words: LIWC and computerized text analysis methods. J. Language Soc. Psych. 29(1):24–54.Crossref, Google Scholar
- (2004) Consumer learning, brand loyalty, and competition. Marketing Sci. 23(1):134–145.Link, Google Scholar
- (2005) Why should I share? Examining social capital and knowledge contribution in electronic networks of practice. Management Inform. Systems Quart. 29(1):35–57.Crossref, Google Scholar
- (2017) Battle of the channels: The impact of tablets on digital commerce. Management Sci. 63(5):1469–1492.Link, Google Scholar

