Know Yourself and Know Your Enemy: An Analysis of Firm Recommendations and Consumer Reviews in a Competitive Environment1

Wael Jabr · Zhiqiang Zheng

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Digital Marketing and Social Media Consumer Market Behavior and Pricing Digital Platforms and Economics

Abstract

Reviews and product recommendations at online stores enable customers to readily evaluate alternative products prior to purchase. In this context, firms generate recommendations referring customers to a wider variety of products. They also display customer-generated online reviews in order to facilitate evaluation of those recommended products. This study integrates these two IT artifacts to investigate consumer choice vis-à-vis competing products. We use a dataset we collected from Amazon.com consisting of books, sales ranks, recommendations, reviews, and reviewers. We derive the granular impact of reviews, product referrals, and reviewer opinions on product sale dynamics within a competitive market using comprehensive econometric analyses.

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References

1991Some Tests of Specification for Panel Data: Monte Carlo Evidence and an Application to Employment Equations 2001Econometric Analysis of Cross Section and Panel Data 1978Specification Tests in Econometrics 1984Choices, values, and frames.2006The Effect of Word of Mouth on Sales: Online Book Reviews 1978On the Pooling of Time Series and Cross Section Data 2000Choices, Values, and Frames 2007Understanding and Mitigating Uncertainty in Online Exchange Relationships: A Principal–Agent Perspective1

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2020Financial Incentives Dampen Altruism in Online Prosocial Contributions: A Study of Online Reviews 2022Effect of online review sentiment on product sales: The moderating role of review credibility perception 2020Informative Role of Recommender Systems in Electronic Marketplaces: A Boon or a Bane for Competing Sellers 2022Recommendation networks of homogeneous products on an E-commerce platform: Measurement and competition effects 2021Is More Better? The Divide between Retailer’s and Manufacturers’ Preferences for Reviews and Review Monetization

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