IS

Rees, Jackie

Topic Weight Topic Terms
0.440 reviews product online review products wom consumers consumer ratings sales word-of-mouth impact reviewers word using
0.147 strategic benefits economic benefit potential systems technology long-term applications competitive company suggest additional companies industry
0.127 research study influence effects literature theoretical use understanding theory using impact behavior insights examine influences
0.124 attention utilization existing codification model received does limitations theories receiving literature paying causes additional building

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Hu, Yu (Jeffrey) 1 Shen, Wenqi 1
competing for attention 1 Online attention 1 online product reviews 1 scarcity of attention 1
user-generated content 1

Articles (1)

Competing for Attention: An Empirical Study of Online Reviewers' Strategic Behavior (MIS Quarterly, 2015)
Authors: Abstract:
    Top online reviewers who reliably gain consumers' attention stand to make significant financial gains and monetize the amount of attention and reputation they have earned. This study explores how online reviewers strategically choose the right product to review and the right rating to post so that they can gain attention and enhance reputation. Using book reviews from Amazon and Barnes & Noble (BN), we find that reviewers on Amazon, where a reviewer ranking system quantifies reviewers' online reputations, are sensitive to the competition among existing reviews and thus tend to avoid crowded review segments. However, on BN, which does not include such a ranking mechanism, reviewers do not respond to the competition effect. In addition, reviewers on Amazon post more differentiated ratings compared with reviewers on BN since the competition for attention on Amazon is more intense than on BN. Overall, reviewers on Amazon behave more strategically than reviewers on BN. This study yields important managerial implications for companies to improve their design of online review systems and enhance their understanding of reviewers' strategic behaviors.