Examining the Relationship Between Reviews and Sales: The Role of Reviewer Identity Disclosure in Electronic Markets

By Chris M. Forman, Anindya Ghose, Batia Mishan Wiesenfeld. Information systems research, 2008

1,792 citations recorded by the source corpus.

Subfields: Communication, Information Systems and Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/4822e607340828e9466cadd262c0e0286decbf64

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Citations in the corpus

Perceived Helpfulness of Online Consumer Reviews: The Role of Message Content and Style (2010, background): “This research has produced conflicting results (Forman et al., 2008; Mudambi and Schuff, 2010).”
Deriving the Pricing Power of Product Features by Mining Consumer Reviews (2011, methodology): “Machine learning methods were also applied to sentiment-based classiﬁcation of consumer reviews [ 22 ]; all methods performed relatively well but failed to achieve high accuracy that is typical for topic-based document classiﬁcation.”
Competition Between Local and Electronic Markets: How the Benefit of Buying Online Depends on Where You Live (2009, methodology): “…Baye et al. 2006), lower search costs (Brynjolfsson et al. 2003), higher resale values of new products by providing a more liquid market for used books (Ghose et al. 2005, 2006) and better information about location-specific product preferences through user-generated opinions (Forman et al. 2008).”
eWOM: Extant Research Review and Future Research Avenues (2016, background): “…posts Dellarocas et al. (2007) Movies Sales diffusion parameters Average rating, number of ratings Duan et al. (2008) Movies Sales Number of posts Forman, Ghose, and Wiesenfeld (2008) Books Sales rank Average review valence, total number of reviews Park and Lee (2008) Portable multimedia player…”
Asymmetric effects of online consumer reviews (2015, background): “To be more specific, Forman et al., (2008) found that moderate ratings (around three stars) were considered less helpful compared to extreme ratings (one star/five stars).”
How credibility affects eWOM reading: The influences of expertise, trustworthiness, and similarity on utilitarian and social functions (2014, background): “Beyond the mere content provided, eWOM sources will likely appear more transparent and less anonymous if they provide profile information, such as their real names, location, and personal interests, rather than just nicknames or avatars (Ma and Agarwal 2007; Forman, Ghose, and Wiesenfeld 2008).”
More than Words: The Influence of Affective Content and Linguistic Style Matches in Online Reviews on Conversion Rates (2013, methodology): “…such as quality ratings (Chevalier and Mayzlin 2006), volume (Duan, Gu, and Whinston 2008), and reviewer identity information (e.g., name, location; Forman, Ghose, and Wiesenfeld 2008), as well as on product-related aspects such as product popularity (Zhu and Zhang 2010) and price (Yong 2006).”
Exploring the comparative importance of online hotel reviews’ heuristic attributes in review helpfulness: a conjoint analysis approach (2017, methodology): “Forman et al. (2008) found that the disclosure of a reviewer’s personal information significantly influences consumers” purchase intentions, leading to higher product sales.”
Identity and Opinion: A Randomized Experiment (2014, neutral): “Forman et al. (2008), as an example, ﬁnd that when online reviewers disclose more identifying information that their reviews are rated as more helpful and more likely to lead to sales.”
Helpfulness of Online Product Reviews as Seen by Consumers: Source and Content Features (2013, background): “Recently, scholars have found that consumers are greatly concerned about the authorship and the abstractness of product reviews when they evaluate the helpfulness of the reviews [19, 29].”
Research Commentary - Too Big to Fail: Large Samples and the p-Value Problem (2013, methodology): “Authors of several of the papers conducted robustness/sensitivity analysis, modifying the independent measures (Forman et al. 2008), or the variable structure (Brynjolfsson et al. 2009, Ghose 2009).”
Co-Creation: Toward a Taxonomy and an Integrated Research Perspective (2010, background): “Exploring the relationship-related aspects of Amazon reviews, Forman, Ghose, and Wiesenfeld found that the revelation of reviewer identity leads to higher sales [36].”