Positive Effects of Negative Publicity: When Negative Reviews Increase Sales

By Jonah A. Berger, Alan T. Sorensen, Scott J. Rasmussen. Marketing science (Providence, R.I.), 2010

687 citations recorded by the source corpus.

Subfields: Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/b97717ac9ad88f153ba8b963007c03419e57f3f1

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Citations in the corpus

Ratings lead you to the product, reviews help you clinch it? The mediating role of online review sentiments on product sales (2014, background): “[2] √ Sales quantity 234 (books) Chevalier & Mayzlin [9] √ Sales rank 2387 (books)”
Asymmetric effects of online consumer reviews (2015, background): “Interestingly, a negative relationship is also identified in that negative online feedback leads to increasing sales (Berger, et al., 2010).”
Promotional Reviews: An Empirical Investigation of Online Review Manipulation (2014, background): “Later work examined the role of consumer reviews on product purchases online; for example, Chevalier and Mayzlin (2006), Anderson and Magruder (2012), Berger et al. (2010), and Chintagunta et al. (2010).”
Understanding the Impact of Online Reviews on Hotel Performance (2017, methodology): “A negative relationship was, however, identified by Berger, Sorensen, and Rasmussen (2010), who found that negative online feedback leads to increasing sales.”
Mining customer requirements from online reviews: A product improvement perspective (2016, background): “Online reviews have become an important source of information for consumers that significantly influence consumer choices and product sales [38,39,40,41,42,43,44,45,46,47].”
Social Media and Firm Equity Value (2013, background): “Although some argue differential impacts of positive versus negative ratings (Liu 2006), others hold that “any publicity is good publicity and better than none at all” (Berger et al. 2010, p. 815).”
When, Why, and How Controversy Causes Conversation (2013, background): “High controversy may indirectly increase WOM, however, by generating negative publicity (Berger, Sorensen, and Rasmussen 2010).”
Word of Mouth: What We Know and What We Have Yet to Learn (2013, neutral): “Berger, Sorensen, and Rasmussen (2010) find negative reviews increase purchase likelihood of a book by an unknown author, yet decrease purchase likelihood of a book by a well-known author.”