Stimulating Online Reviews by Combining Financial Incentives and Social Norms

References

• Allcott H (2011) Social norms and energy conservation. J. Public Econom. 95(9):1082–1095.Crossref, Google Scholar
• Anderson E (1998) Customer satisfaction and word of mouth. J. Service Res. 1(1):5–17.Crossref, Google Scholar
• Aral S, Walker D (2011) Creating social contagion through viral product design: A randomized trial of peer influence in networks. Management Sci. 57(9):1623–1639.Link, Google Scholar
• Avery C, Resnick P, Zeckhauser R (1999) The market for evaluations. Amer. Econom. Rev. 89(3):564–584.Crossref, Google Scholar
• Barnes R (1949) Motion and Time Study (John Wiley & Sons, New York).Google Scholar
• Barragues J, Morais A, Guisasola J (2016) Probability and Statistics: A Didactic Introduction (CRC Press, Boca Raton, FL).Google Scholar
• Brief AP, Motowidlo SJ (1986) Prosocial organizational behaviors. Acad. Management Rev. 11(4):710–725.Crossref, Google Scholar
• Burtch G, Ghose A, Wattal S (2015) The hidden cost of accommodating crowdfunder privacy preferences: A randomized field experiment. Management Sci. 61(5):949–962.Link, Google Scholar
• Cabral L, Li L (2015) A dollar for your thoughts: Feedback conditional rebates on eBay. Management Sci. 61(9):2052–2063.Link, Google Scholar
• Cao Q, Duan W, Gan Q (2011) Exploring determinants of voting for the helpfulness of online user reviews: A text mining approach. Decision Support Systems 50(2):511–521.Crossref, Google Scholar
• Chen Y, Harper F, Konstan J, Li S (2010) Social comparisons and contributions to online communities: A field experiment on MovieLens. Amer. Econom. Rev. 100(4):1358–1398.Crossref, Google Scholar
• Cialdini R, Goldstein N (2004) Social influence: Compliance and conformity. Annual Rev. Psych. 55:591–621.Crossref, Google Scholar
• Cialdini RB, Trost MR (1998) Social influence: Social norms, conformity and compliance. Gilbert D, Fiske S, Gardner L, eds. The Handbook of Social Psychology, 4th ed., Vol. 2, (McGraw-Hill, New York), 151–192.Google Scholar
• Cialdini R, Kallgren C, Reno R (1991) A focus theory of normative conduct: A theoretical refinement and reevaluation of the role of norms in human behavior. Zanna MP, ed. Advances in Experimental and Social Psychology, Vol. 24 (Academic Press, San Diego), 201–234.Crossref, Google Scholar
• Cialdini RB, Eisenberg N, Green BL, Rhoads K, Bator R (1998) Undermining the undermining effect of reward on sustained interest. J. Appl. Soc. Psych. 28(3):249–263.Crossref, Google Scholar
• Deci E, Koestner R, Ryan R (1999) A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. Psych. Bull. 125(6):627–668.Crossref, Google Scholar
• Dellarocas C (2003) The digitization of word-of-mouth: Promise and challenges of online feedback. Management Sci. 49(10):1407–1424.Link, Google Scholar
• Dimoka A, Hong Y, Pavlou PA (2012) On product uncertainty in online markets: Theory and evidence. MIS Quart. 36(2):395–426.Crossref, Google Scholar
• Ferraro P, Price M (2013) Using nonpecuniary strategies to influence behavior: Evidence from a large-scale field experiment. Rev. Econom. Statist. 95(1):64–73.Crossref, Google Scholar
• Fradkin A, Grewal E, Holtz D, Pearson M (2015) Bias and reciprocity in online reviews: Evidence from field experiments on Airbnb. Proc. Sixteenth ACM Conf. on Econom. and Comput. (ACM, New York), 641–641.Crossref, Google Scholar
• Frey B (1994) How intrinsic motivation is crowded in and out. Rationality Soc. 6(3):334–352.Crossref, Google Scholar
• Fryer RG (2011) Financial incentives and student achievement: Evidence from randomized trials. Quart. J. Econom. 126(4):1755–1798.Crossref, Google Scholar
• Gallus J (2017) Fostering public good contributions with symbolic awards: A large-scale natural field experiment at Wikipedia. Management Sci. 63(12):3999–4015.Link, Google Scholar
• Gerber AS, Rogers T (2009) Descriptive social norms and motivation to vote: Everybody’s voting and so should you. J. Politics 71(1):178–191.Crossref, Google Scholar
• Goes PB, Guo C, Lin M (2016) Do incentive hierarchies induce user effort? Evidence from an online knowledge exchange. Inform. Systems Res. 27(3):497–516.Link, Google Scholar
• Goldstein N, Cialdini R, Griskevicius V (2008) A room with a viewpoint: Using social norms to motivate environmental conservation in hotels. J. Consumer Res. 35(3):472–482.Crossref, Google Scholar
• Hennessey B, Zbikowski S (1993) Immunizing children against the negative effects of reward: A further examination of intrinsic motivation training techniques. Creativity Res. J. 6(3):297–308.Crossref, Google Scholar
• Henrich J, McElreath R, Barr A, Ensminger J, Barrett C, Bolyanatz A, Cardenas Jet al. (2006) Costly punishment across human societies. Science 312(5781):1767–1770.Crossref, Google Scholar
• Heyman J, Ariely D (2004) Effort for payment: A tale of two markets. Psych. Sci. 15(11):787–793.Crossref, Google Scholar
• Horton J, Chilton L (2010) The labor economics of paid crowdsourcing. Proc. 11th ACM Conf. Electronic Commerce (ACM, New York), 209–218.Crossref, Google Scholar
• Ipeirotis P (2010) Demographics of Mechanical Turk. Working paper, New York University, New York. http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1585030.Google Scholar
• Jabr W, Mookerjee R, Tan Y, Mookerjee V (2014) Leveraging philanthropic behavior for customer support: The case of user support forums. MIS Quart. 38(1):187–208.Crossref, Google Scholar
• Jacques E, Rice A, Hill J (1951) The social and psychological impact of a change in method of wage payment. Human Relations 4(4):115–140.Google Scholar
• Jenkins GD, Mitra A, Gupta N, Shaw J (1998) Are financial incentives related to performance? A meta-analytic review of empirical research. J. Appl. Psych. 83(5):777–787.Crossref, Google Scholar
• Jiang Z, Benbasat I (2007) The effects of presentation formats and task complexity on online consumers’ product understanding. MIS Quart. 31(3):475–500.Crossref, Google Scholar
• Khern-am-nuai W, Kannan K (2016) Extrinsic versus intrinsic rewards to participate in a crowd context: An analysis of a review platform. Working paper, Purdue University, West Lafayette, IN. http://ssrn.com/abstract=2496528.Google Scholar
• Kline P (2000) The Handbook of Psychological Testing, 2nd ed. (Routledge, London).Google Scholar
• Levi A, Mokryn O, Diot C, Taft N (2012) Finding a needle in a haystack of reviews: Cold start context-based hotel recommender system. Proc. 6th ACM Conf. Recommender Systems (RecSys ’12) (ACM, New York), 115–122.Crossref, Google Scholar
• Liu J, Cao Y, Lin C, Huang Y, Zhou M (2007) Low-quality product review detection in opinion summarization. Proc. Joint Conf. Empirical Methods Natural Language Processing Comput. Natural Language Learn. (Association for Computational Linguistics, Stroudsburg, PA), 334–342.Google Scholar
• Luca M (2016) User-generated content and social media. Anderson SP, Stromberg D, Waldfogel J, eds. Handbook of Media Economics, Vol. 1 (Elsevier, Amsterdam), 563–592.Google Scholar
• Mason W, Watts D (2009) Financial incentives and the “performance of crowds.” Proc. ACM SIGKDD Workshop on Human Computation (ACM, New York), 77–85.Crossref, Google Scholar
• Mudambi S, Schuff D (2010) What makes a helpful online review? A study of customer reviews on Amazon.com. MIS Quart. 34(1):185–200.Crossref, Google Scholar
• Nolan J, Schultz P, Cialdini R, Goldstein N, Griskevicius V (2008) Normative social influence is underdetected. Personality Soc. Psych. Bull. 34(7):913–923.Crossref, Google Scholar
• Pagano R (2012) Understanding statistics in the behavioral sciences. Cengage Learning, Belmont, CA.Google Scholar
• Rick SI, Cryder CE, Loewenstein G (2008) Tightwads and spendthrifts. J. Consumer Res. 34(6):767–782.Crossref, Google Scholar
• Robinson E, Fleming A, Higgs S (2014) Prompting healthier eating: Testing the use of health and social norm based messages. Health Psych. 33(9):1057–1064.Crossref, Google Scholar
• Schultz P, Nolan J, Cialdini R, Goldstein N, Griskevicius V (2007) The constructive, destructive, and reconstructive power of social norms. Psych. Sci. 18(5):429–434.Crossref, Google Scholar
• Seuntjens TG, Zeelenberg M, van de Ven N, Breugelmans SM (2015) Dispositional greed. J. Personality Soc. Psych. 108(6):917–933.Crossref, Google Scholar
• Stephen A, Bart Y, Du Plessis C, Goncalves D (2012) Does paying for online product reviews pay off? The effects of monetary incentives on content creators and consumers. Gürhan-Canli Z, Otnes C, Zhu RJ, eds. NA–Advances in Consumer Research, Vol. 40 (Association for Consumer Research, Duluth, MN), 228–231.Google Scholar
• Thibaut J, Kelley H (1959) The Social Psychology of Groups (John Wiley & Sons, Oxford, UK).Google Scholar
• Volpp KG, Troxel AB, Pauly MV, Glick HA, Puig A, Asch DA, Galvin Ret al. (2009) A randomized, controlled trial of financial incentives for smoking cessation. New England J. Medicine 360(7):699–709.Crossref, Google Scholar
• Wang J, Ghose A, Ipeirotis P (2012) Bonus, disclosure, and choice: What motivates the creation of high-quality paid reviews? Internat. Conf. Inform. Systems (ICIS 2012) (Association for Information Systems (AIS), Atlanta).Google Scholar