When Seeing Helps Believing: The Interactive Effects of Previews and Reviews on E-Book Purchases
Published Online:6 Dec 2019https://doi.org/10.1287/isre.2019.0857
References
- (2001) Sometimes it just feels right: The differential weighting of affect-consistent and affect-inconsistent product information. J. Consumer Res. 28(1):1–17.Google Scholar
- (1971) Integration theory and attitude change. Psych. Rev. 78(3):171–206.Google Scholar
- (1965) Effect of stimulus inconsistency and discounting instructions in personality impression formation. J. Personality Soc. Psych. 2(4):531–539.Google Scholar
- (2003) Instrumental variables and GMM: Estimation and testing. Stata J. 3(1):1–31.Google Scholar
- (2004) The effects of free sample promotions on incremental brand sales. Marketing Sci. 23(3):345–363.Google Scholar
- (1979) An Information Processing Theory of Consumer Choice (Addison Wesley Publishing Company, Reading, MA).Google Scholar
- (2010) Making unique choices or being like others: How priming self‐concepts influences advertising effectiveness. Psych. Marketing 27(4):399–415.Google Scholar
- (2012) Investigating effects of out-of-stock on consumer stockkeeping unit choice. J. Marketing Res. 49(4):502–513.Google Scholar
- (2004) The impact of online recommendations and consumer feedback on sales. Agarwarl R, Kirsch L, DeGross JI, eds. Proc. 25th Internat. Conf. Inform. Systems (AIS, Atlanta), 711–724.Google Scholar
- (2008) Online consumer review: Word-of-mouth as a new element of marketing communication mix. Management Sci. 54(3):477–491.Google Scholar
- (2012) Optimal software free trial strategy: The impact of network externalities and consumer uncertainty. Inform. Systems Res. 23(2):488–504.Google Scholar
- (2006) The effect of word of mouth on sales: Online book reviews. J. Marketing Res. 43(3):345–354.Google Scholar
- (1991) Investigating heterogeneity in brand preferences in logit models for panel data. J. Marketing Res. 28(4):417–428.Google Scholar
- (2015) Where, when, and how long: Factors that influence the redemption of mobile phone coupons. J. Marketing Res. 52(5):710–725.Google Scholar
- (1995) Gender differences in information processing strategies: An empirical test of the selectivity model in advertising response. J. Advertising 24(1):41–56.Google Scholar
- (2007) Yahoo! For Amazon: Sentiment extraction from small talk on the web. Management Sci. 53(9):1375–1388.Google Scholar
- (2005) The demise of short-term memory revisited: Empirical and computational investigations of recency effects. Psych. Rev. 112(1):3–42.Google Scholar
- (2006) Strategic manipulation of Internet opinion forums: Implications for consumers and firms. Management Sci. 52(10):1577–1593.Google Scholar
- (2007) Exploring the value of online product reviews in forecasting sales: The case of motion pictures. J. Interactive Marketing 21(4):23–45.Google Scholar
- (1997) On the optimality of the simple Bayesian classifier under zero-one loss. Machine Learn. 29(2):103–130.Google Scholar
- (2008a) Do online reviews matter?—An empirical investigation of panel data. Decision Support Systems 45(4):1007–1016.Google Scholar
- (2008b) The dynamics of online word-of-mouth and product sales—An empirical investigation of the movie industry. J. Retailing 84(2):233–242.Google Scholar
- (2009) Informational cascades and software adoption on the Internet: An empirical investigation. MIS Quart. 33(1):23–48.Google Scholar
- (2007) Construal level theory as an integrative framework for behavioral decision‐making research and consumer psychology. J. Consumer Psych. 17(2):101–106.Google Scholar
- (2008) Examining the relationship between reviews and sales: The role of reviewer identity disclosure in electronic markets. Inform. Systems Res. 19(3):291–313.Google Scholar
- (2016) Try it, you’ll like it—or will you? The perils of early free-trial promotions for high-tech service adoption. Marketing Sci. 35(5):810–826.Google Scholar
- (1992) Inference from iterative simulation using multiple sequences. Statistical Sci. 7(4):457–472.Google Scholar
- (2012) Designing ranking systems for hotels on travel search engines by mining user-generated and crowdsourced content. Marketing Sci. 31(3):493–520.Google Scholar
- (2004) Using online conversations to study word-of-mouth communication. Marketing Sci. 23(4):545–560.Google Scholar
- (1985) Effects of product trial on consumer expectations, demand, and prices. J. Consumer Res. 12(1):74–82.Google Scholar
- (2014) “Popularity effect” in user-generated content: Evidence from online product reviews. Inform. Systems Res. 25(2):222–238.Google Scholar
- (2013) Social media brand community and consumer behavior: Quantifying the relative impact of user-and marketer-generated content. Inform. Systems Res. 24(1):88–107.Google Scholar
- (2007) Is there a substitute for direct experience? Comparing consumers’ preferences after direct and indirect product experiences. J. Consumer Res. 34(4):546–555.Google Scholar
- (1970) Monte Carlo sampling methods using Markov chains and their applications. Biometrika 57(1):97–109.Google Scholar
- (1989) Managing what consumers learn from experience. J. Marketing 53(2):1–20.Google Scholar
- (1986) Aims, concepts, and methods for the representation of individual differences in esthetic responses to design features. J. Consumer Res. 13(3):337–347.Google Scholar
- (1986) Age differences in information processing: Understanding deficits in young and elderly consumers. J. Consumer Res. 13(3):297–315.Google Scholar
- (2000) No pain, no gain: A critical review of the literature on signaling unobservable product quality. J. Marketing 64(2):66–79.Google Scholar
- (2008) Self-selection and information role of online product reviews. Inform. Systems Res. 19(4):456–474.Google Scholar
- (2008) The psychology of transcending the here and now. Science 322(5905):1201–1205.Google Scholar
- (2007) Psychological distance. Kruglanski AW, Higgins ET, eds. Social Psychology: Handbook of Basic Principles, 2nd ed. (Guilford Press, New York), 353–383.Google Scholar
- (2007) Social cognitive neuroscience: A review of core processes. Annual Rev. Psych. (58):259–289.Google Scholar
- (2006) Word of mouth for movies: Its dynamics and impact on box office revenue. J. Marketing 70(3):74–89.Google Scholar
- (2014) Effects of freemium strategy in the mobile app market: An empirical study of Google Play. J. Management Inform. Systems 31(3):326–354.Google Scholar
- (2013) Promotional marketing or word-of-mouth? Evidence from online restaurant reviews. Inform. Systems Res. 24(3):596–612.Google Scholar
- (2014) Promotional reviews: An empirical investigation of online review manipulation. Amer. Econom. Rev. 104(8):2421–2455.Google Scholar
- (1974) The measurement of urban travel demand. J. Public Econom. 3(4):303–328.Google Scholar
- (1991) Exploring differences in males’ and females’ processing strategies. J. Consumer Res. 18(1):63–70.Google Scholar
- (1999) Consumer perceived risk: Conceptualisations and models. Eur. J. Marketing 33(1/2):163–195.Google Scholar
- (2002) Managing consumers’ product evaluations through direct product experience. J. Product Brand Management 11(7):432–446.Google Scholar
- (2010) What makes a helpful online review? A study of customer reviews on Amazon.com. MIS Quart. 34(1):185–200.Google Scholar
- (2002) Thumbs up? Sentiment classification using machine learning techniques. Proc. ACL-02 Conf. Empirical Methods Natural Language Processing (EMNLP-2002), Philadelphia, 79–86.Google Scholar
- (2015) Asymmetric effects of online consumer reviews. Ann. Tourism Res. (50):67–83.Google Scholar
- (1977) Age differences in information processing: A perspective on the aged consumer. J. Marketing Res. 14(4):444–457.Google Scholar
- (2000) Making choices: What readers say about choosing books to read for pleasure. Acquisitions Librarian 13(25):5–21.Google Scholar
- (2007) Why are you telling me this? An examination into negative consumer reviews on the web. J. Interactive Marketing 21(4):76–94.Google Scholar
- (2014) How to attract and retain readers in enterprise blogging? Inform. Systems Res. 25(1):35–52.Google Scholar
- (2011) Network effects: The influence of structural capital on open source project success. MIS Quart. 35(4):813–829.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.Google Scholar
- (1982) Information response models: An integrated approach. J. Marketing 46(1):81–93.Google Scholar
- (1983) Attitude-behavior consistency: The impact of product trial vs. advertising. J. Marketing Res. 20(3):257–267.Google Scholar
- (1988) Cognitive response to advertising and trial: Belief strength, belief confidence and product curiosity. J. Advertising 17(3):3–14.Google Scholar
- (1980) The provision of fiction for public libraries. J. Librarian Inform. Sci. 12(4):238–266.Google Scholar
- (2008) Two-stage residual inclusion estimation: Addressing endogeneity in health econometric modeling. J. Health Econom. 27(3):531–543.Google Scholar
- (2005) Feature fatigue: When product capabilities become too much of a good thing. J. Marketing Res. 42(4):431–442.Google Scholar
- (2000) Temporal construal and time-dependent changes in preference. J. Personality Soc. Psych. 79(6):876–889.Google Scholar
- (2010) Construal-level theory of psychological distance. Psych. Rev. 117(2):440–463.Google Scholar
- (2011) How does popularity information affect choices? A field experiment. Management Sci. 57(5):828–842.Google Scholar
- (2013) The advertising effect of free— Do free basic versions promote premium versions within the freemium business model of music services? Proc. 46th Hawaii Internat. Conf. (IEEE, Washington, DC), 2928–2937.Google Scholar
- (2010) Econometric Analysis of Cross Section and Panel Data (MIT Press, Cambridge, MA).Google Scholar
- (1997) Age differences in consumers’ processing strategies: An investigation of moderating influences. J. Consumer Res. 24(3):329–342.Google Scholar
- (2009) Consumer decision making and aging: Current knowledge and future directions. J. Consumer Psych. 19(1):2–16.Google Scholar
- (2010) Impact of online consumer reviews on sales: The moderating role of product and consumer characteristics. J. Marketing 74(2):133–148.Google Scholar

