A mixed-methods approach to disclose the influence of twofold information usefulness on sales

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)peer-review

2 Scopus Citations
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Author(s)

  • Libo Ivy Liu
  • Jimmy S.J. Ren
  • Long Song
  • Kristijan Mirkovski

Related Research Unit(s)

Detail(s)

Original languageEnglish
Title of host publicationProceedings of the Annual Hawaii International Conference on System Sciences
PublisherIEEE Computer Society
Pages3345-3353
Volume2015-March
ISBN (Print)9781479973675
Publication statusPublished - Jan 2015

Publication series

Name
Volume2015-March
ISSN (Print)1530-1605

Conference

Title48th Annual Hawaii International Conference on System Sciences (HICSS 2015)
PlaceUnited States
CityKauai
Period5 - 8 January 2015

Abstract

In the current study, we examine the relative effects of the two types of consumer reviews (i.e., Positive and negative eWOM) on consumers' purchase decisions, and the moderating roles of the two types of information usefulness (i.e., Explicit usefulness and implicit usefulness). Analyzing a large-scale panel data collected from an online shopping site, we found that consumers' purchase decisions are indeed influenced by both positive and negative reviews. In addition, a SVM classifier is built to identify the implicit useful reviews. Our results show that information usefulness, including explicit and implicit useful information, has an important moderating role in consumers' purchase decisions. This study contributes to the existing literature by explaining how information usefulness (i.e., Explicit and implicit usefulness) moderates the influence of consumer review on consumers' purchase decisions, and providing a classifier for consumer reviews through sentiment analysis in online social shopping sites. The results offer important and interesting insights to IS research and practice.

Research Area(s)

  • Consumer purchase decision, Explicit usefulness, Implicit usefulness, Information usefulness, Mixed-methods, Negative electronic word of mouth, Positive electronic word of mouth, Social commerce

Citation Format(s)

A mixed-methods approach to disclose the influence of twofold information usefulness on sales. / Liu, Libo Ivy; Ren, Jimmy S.J.; Song, Long; Mirkovski, Kristijan.

Proceedings of the Annual Hawaii International Conference on System Sciences. Vol. 2015-March IEEE Computer Society, 2015. p. 3345-3353 7070219.

Research output: Chapters, Conference Papers, Creative and Literary Works (RGC: 12, 32, 41, 45)32_Refereed conference paper (with ISBN/ISSN)peer-review