Geographical Pattern of Online Word of Mouth: How Offline Environment Influences Online Sharing

References

• Anderson EW (1998) Customer satisfaction and word of mouth. J. Service Res. 1(1):5–17.Crossref, Google Scholar
• Andreoni J (1989) Giving with impure altruism: Applications to charity and Ricardian equivalence. J. Political Econom. 97(6):1447–1458.Crossref, Google Scholar
• Andreoni J (1990) Impure altruism and donations to public goods: A theory of warm-glow giving. Econom. J. 100(401):464–477.Crossref, Google Scholar
• Andreoni J, Miller J (2002) Giving according to GARP: An experimental test of the consistency of preferences for altruism. Econometrica 70(2):737–753.Crossref, Google Scholar
• Aral S (2016) Networked experiments: A review of methods and innovations. Bramoullé Y, Galeotti A, Rogers B, eds. The Oxford Handbook of the Economics of Networks (Oxford University Press, Oxford, UK), 376–411.Google Scholar
• Aral S, Nicolaides C (2017) Exercise contagion in a global social network. Nature Comm. 8(1):1–8.Crossref, Google Scholar
• Aral S, Van Alstyne M (2011) The diversity-bandwidth trade-off. Amer. J. Sociol. 117(1):90–171.Crossref, Google Scholar
• Aral S, Walker D (2012) Identifying influential and susceptible members of social networks. Science 337(6092):337–341.Crossref, Google Scholar
• Ariely D, Bracha A, Meier S (2009) Doing good or doing well? Image motivation and monetary incentives in behaving prosocially. Amer. Econom. Rev. 99(1):544–555.Crossref, Google Scholar
• Ashraf N, Berry J, Shaprio J (2010) Can higher prices stimulate product use? Evidence from a field experiment in Zambia. Amer. Econom. Rev. 100(5):2383–2413.Crossref, Google Scholar
• Bailey M, Cao R, Kuchler T, Stroebel J (2018a) The economic effects of social networks: Evidence from the housing market. J. Political Econom. 126(6):2224–2276.Crossref, Google Scholar
• Bailey M, Cao R, Kuchler T, Stroebel J, Wong A (2018b) Social connectedness: Measurement, determinants, and effects. J. Econom. Perspect. 32(3):259–280.Crossref, Google Scholar
• Beaman L, Magruder J (2012) Who gets the job referral? Evidence from a social networks experiment. Amer. Econom. Rev. 102(7):3574–3593.Crossref, Google Scholar
• Bell DR (2014) Location Is (Still) Everything: The Surprising Influence of the Real World on How We Search, Shop, and Sell in the Virtual One (Houghton Mifflin Harcourt, Boston).Google Scholar
• Bell DR, Song S (2007) Neighborhood effects and trial on the Internet: Evidence from online grocery retailing. Quant. Marketing Econom. 5(4):361–400.Crossref, Google Scholar
• Belo R, Li T (2022) Social referral programs for freemium platforms. Management Sci. 68(12):8933–8962.Link, Google Scholar
• Berger J (2014) Word of mouth and interpersonal communication: A review and directions for future research. J. Consumer Psych. 24(4):586–607.Crossref, Google Scholar
• Berger J, Schwartz EM (2011) What drives immediate and ongoing word of mouth? J. Marketing Res. 48(5):869–880.Crossref, Google Scholar
• Bond SD, He SX, Wen W (2019) Speaking for “free”: Word of mouth in free-and paid-product settings. J. Marketing Res. 56(2):276–290.Crossref, Google Scholar
• Brynjolfsson E, Hu Y, Rahman MS (2009) Battle of the retail channels: How product selection and geography drive cross-channel competition. Management Sci. 55(11):1755–1765.Link, Google Scholar
• Burtch G, Ghose A, Wattal S (2014) Cultural differences and geography as determinants of online prosocial lending. MIS Quart. 38(3):773–794.Crossref, Google Scholar
• Burtch G, Hong Y, Bapna R, Griskevicius V (2017) Stimulating online reviews by combining financial incentives and social norms. Management Sci. 64(5):2065–2082.Link, Google Scholar
• Cao Z, Hui K, Xu H (2018) When discounts hurt sales: The case of daily-deal markets. Inform. Systems Res. 29(3):567–591.Link, Google Scholar
• Chae I, Stephen AT, Bart Y, Yao D (2016) Spillover effects in seeded word-of-mouth marketing campaigns. Marketing Sci. 36(1):89–104.Link, Google Scholar
• Choi J, Bell DR (2011) Preference minorities and the internet. J. Marketing Res. 48(4):670–682.Crossref, Google Scholar
• Choi J, Bell DR, Lodish LM (2012) Traditional and IS-enabled customer acquisition on the internet. Management Sci. 58(4):754–769.Link, Google Scholar
• Choi J, Hui SK, Bell DR (2010) Spatiotemporal analysis of imitation behavior across new buyers at an online grocery retailer. J. Marketing Res. 47(1):75–89.Crossref, Google Scholar
• Cohen L, Frazzini A, Malloy C (2008) The small world of investing: Board connections and mutual fund returns. J. Political Econom. 116(5):951–979.Crossref, Google Scholar
• Colquitt JA, Zapata-Phelan CP (2007) Trends in theory building and theory testing: A five-decade study of the Academy of Management Journal. Acad. Management J. 50(6):1281–1303.Crossref, Google Scholar
• De Meo P, Ferrara E, Fiumara G, Provetti A (2014) On Facebook, most ties are weak. Comm. ACM 57(11):78–84.Crossref, Google Scholar
• Duan W, Gu B, Whinston AB (2008) The dynamics of online word-of-mouth and product sales—An empirical investigation of the movie industry. J. Retailing 84(2):233–242.Crossref, Google Scholar
• Dunbar RIM (2016) Do online social media cut through the constraints that limit the size of offline social networks? R. Soc. Open Sci. 3(1):150292.Crossref, Google Scholar
• Fernández-Loría C, Cohen M, Ghose A (2019) Evolution of referrals over customers’ life cycle: Evidence from a ride-sharing platform. Preprint, submitted March 26, https://doi.org/10.2139/ssrn.3345669.Google Scholar
• Forman C, Zeebroeck NV (2012) From wires to partners: How the internet has fostered R&D collaborations within firms. Management Sci. 58(8):1549–1568.Link, Google Scholar
• Forman C, Ghose A, Goldfarb A (2009) Competition between local and electronic markets: How the benefit of buying online depends on where you live. Management Sci. 55(1):47–57.Link, Google Scholar
• Forman C, Goldfarb A, Greenstein S (2018) How geography shapes—and is shaped by—the internet. Clark GL, Feldman M, Gertler MS, Wójcik D, eds. The New Oxford Handbook of Economic Geography (Oxford University Press, Oxford, UK), 269–285.Google Scholar
• Ghose A, Kwon HE, Lee D, Oh W (2019) Seizing the commuting moment: Contextual targeting based on mobile transportation apps. Inform. Systems Res. 30(1):154–174.Link, Google Scholar
• Glaeser EL, Sacerdote BI, Scheinkman JA (2003) The social multiplier. J. Eur. Econom. Assoc. 1(2–3):345–353.Crossref, Google Scholar
• Godes D, Mayzlin D (2004) Using online conversations to study word-of-mouth communication. Marketing Sci. 23(4):545–560.Link, Google Scholar
• Goldfarb A, Tucker C (2019) Digital economics. J. Econom. Literature 57(1):3–43.Crossref, Google Scholar
• Gregor S (2006) The nature of theory in information systems. MIS Quart. 30(3):611–642.Crossref, Google Scholar
• Gu B, Park J, Konana P (2012) 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
• Hortaçsu A, Martínez-Jerez FA, Douglas J (2009) The geography of trade in online transactions: Evidence from eBay and MercadoLibre. Amer. Econom. J. Microeconom. 1(1):53–74.Crossref, Google Scholar
• Hong Y, Pavlou PA (2014) Product fit uncertainty in online markets: Nature, effects, and antecedents. Inform. Systems Res. 25(2):328–344.Link, Google Scholar
• Hong Y, Pavlou PA (2017) On buyer selection of service providers in online outsourcing platforms for IT services. Inform. Systems Res. 28(3):547–562.Link, Google Scholar
• Hong Y, Pavlou PA, Wang K, Shi N (2017) On the role of fairness and social distance in designing effective social referral systems. MIS Quart. 41(3):787–809.Crossref, Google Scholar
• Hu N, Pavlou PA, Zhang JJ (2017) On self-selection biases in online product reviews. MIS Quart. 41(2):449–471.Crossref, Google Scholar
• Huang N, Burtch G, Hong Y, Pavlou PA (2020) Unemployment and worker participation in the gig economy: Evidence from an online labor market. Inform. Systems Res. 31(2):431–448.Link, Google Scholar
• Huang N, Burtch G, Hong Y, Polman E (2016) Effects of multiple psychological distances on construal and consumer evaluation: A field study of online reviews. J. Consumer Psych. 26(4):474–482.Crossref, Google Scholar
• Huang N, Sun T, Chen P, Golden J (2019) Word-of-mouth system implementation and customer conversion: A randomized field experiment. Inform. Systems Res. 30(3):805–818.Link, Google Scholar
• Jung J, Bapna R, Golden JM, Sun T (2020) Words matter! Toward a prosocial call-to-action for online referral: Evidence from two field experiments. Inform. Systems Res. 31(1):16–36.Link, Google Scholar
• Kim K, Hann IH (2019) Crowdfunding and the democratization of access to capital—An illusion? Evidence from housing prices. Inform. Systems Res. 30(1):276–290.Link, Google Scholar
• King G, Zeng L (2001) Logistic regression in rare events data. Political Anal. 9(2):137–163.Crossref, Google Scholar
• Kornish LJ, Li Q (2010) Optimal referral bonuses with asymmetric information: Firm-offered and interpersonal incentives. Marketing Sci. 29(1):108–121.Link, Google Scholar
• Kossinets G, Watts DJ (2006) Empirical analysis of an evolving social network. Science 311(5757):88–90.Crossref, Google Scholar
• Krackhardt D (1992) The strength of strong ties: The importance of philos in organizations. Nohria N, Eccles RG, eds. Networks and Organizations: Structure, Form, and Action (Harvard Business School Press, Boston), 216–239.Google Scholar
• Kwark Y, Lee GM, Pavlou P, Qiu L (2016) The spillover effects of user-generated online product reviews on purchases: Evidence from clickstream data. Proc. 37th Internat. Conf. Inform. Systems (Association of Information Systems, Atlanta), 1–24.Google Scholar
• Kwon HE, Oh W, Kim T (2017) Platform structures, homing preferences, and homophilous propensities in online social networks. J. Management Inform. Systems 34(3):768–802.Crossref, Google Scholar
• Leamer EE (2007) A flat world, a level playing field, a small world after all, or none of the above? A review of Thomas L Friedman’s The World is Flat. J. Econom. Literature 45(1):83–126.Crossref, Google Scholar
• Lee JY, Bell DR (2013) Neighborhood social capital and social learning for experience attributes of products. Marketing Sci. 32(6):960–976.Link, Google Scholar
• Li X (2018) Impact of average rating on social media endorsement: The moderating role of rating dispersion and discount threshold. Inform. Systems Res. 29(3):739–754.Link, Google Scholar
• Li X, Hitt LM (2008) Self-selection and information role of online product reviews. Inform. Systems Res. 19(4):456–474.Link, Google Scholar
• Li X, Wu L (2018) Herding and social media word-of-mouth: Evidence from Groupon. MIS Quart. 42(4):1331–1351.Crossref, Google Scholar
• Li H, Shen Q, Bart Y (2018) Local market characteristics and online-to-offline commerce: An empirical analysis of Groupon. Management Sci. 64(4):1860–1878.Link, Google Scholar
• Lin Z, Heng CS (2015) The paradoxes of word of mouth in electronic commerce. J. Management Inform. Systems 32(4):246–284.Crossref, Google Scholar
• Lin M, Viswanathan S (2015) Home bias in online investments: An empirical study of an online crowdfunding market. Management Sci. 62(5):1393–1414.Link, Google Scholar
• Lovett MJ, Peres R, Shachar R (2013) On brands and word of mouth. J. Marketing Res. 50(4):427–444.Crossref, Google Scholar
• Manago AM, Taylor T, Greenfield PM (2012) Me and my 400 friends: The anatomy of college students’ Facebook networks, their communication patterns, and well-being. Developmental Psych. 48(2):369–380.Crossref, Google Scholar
• McPherson M, Smith-Lovin L, Cook JM (2001) Birds of a feather: Homophily in social networks. Annual Rev. Sociol. 27(1):415–444.Crossref, Google Scholar
• Overby E, Forman C (2015) The effect of electronic commerce on geographic purchasing patterns and price dispersion. Management Sci. 61(2):431–453.Link, Google Scholar
• Qureshi I, Fang Y, Haggerty N, Compeau DR, Zhang X (2018) IT-mediated social interactions and knowledge sharing: Role of competence-based trust and background heterogeneity. Inform. Systems J. 28(5):929–955.Crossref, Google Scholar
• Reich SM, Subrahmanyam K, Espinoza G (2012) Friending, IMing, and hanging out face-to-face: Overlap in adolescents’ online and offline social networks. Developmental Psych. 48(2):356–368.Crossref, Google Scholar
• Schmitt P, Skiera B, Van den Bulte C (2011) Referral programs and customer value. J. Marketing 75(1):46–59.Crossref, Google Scholar
• Son Y, Oh W, Han SP, Park S (2020) When loyalty goes mobile: Effects of mobile loyalty Apps on purchase, redemption, and competition. Inform. Systems Res. 31(3):835–847.Link, Google Scholar
• Sun T, Gao G, Jin GZ (2019) Mobile messaging for offline group formation in prosocial activities: A large field experiment. Management Sci. 65(6):2717–2736.Link, Google Scholar
• Sun T, Viswanathan S, Zheleva E (2021) Creating social contagion through firm mediated message design: Evidence from a randomized field experiment. Management Sci. 67(2):808–827.Link, Google Scholar
• Sun T, Viswanathan S, Huang N, Zheleva E (2020) Designing promotional incentive to embrace social sharing: Evidence from field and lab experiments. MIS Quart. 45(2):789–820.Crossref, Google Scholar
• Trusov M, Bucklin RE, Pauwels K (2009) Effects of word-of-mouth versus traditional marketing: Findings from an internet social networking site. J. Marketing 73(5):90–102.Crossref, Google Scholar
• Tucker C (2008) Identifying formal and informal influence in technology adoption with network externalities. Management Sci. 54(12):2024–2038.Link, Google Scholar
• Train K (2003) Discrete Choice Methods with Simulation (Cambridge University Press, Cambridge, UK).Crossref, Google Scholar
• Van den Bulte C, Bayer E, Skiera B, Schmitt P (2018) How customer referral programs turn social capital into economic capital. J. Marketing Res. 55(1):132–146.Crossref, Google Scholar
• Wang SA, Pavlou P, Gong J (2016) Monetary incentives, online reviews, and product sales: An empirical investigation. Proc. Internat. Conf. Inform. Systems (ICIS) (Association For Information Systems, Atlanta).Google Scholar
• Wei Y, Yildirim P, Van den Bulte C, Dellarocas C (2016) Credit scoring with social network data. Marketing Sci. 35(2):201–340.Link, Google Scholar
• Wei Y, Zhang W, Yang S, Chen X (2019) Online social network with communities: Evolution of within- and cross-community ties. Preprint, submitted July 17, https://doi.org/10.2139/ssrn.3420525.Google Scholar
• WOMMA (2014) The state of word of mouth marketing survey.Google Scholar