Research on the Influencing Factors of the Usefulness of the Online Review and Products Sales : Based on Chinese Online Shopping Platform Data

온라인 리뷰 유용성과 상품매출에 영향을 주는 요인 : 중국 온라인 쇼핑 플랫폼 데이터를 기반으로

  • Received : 2018.05.17
  • Accepted : 2018.06.18
  • Published : 2018.06.30


This empirical study explored characteristics that affect the usefulness of online reviews, in the China e-commerce platform, and implemented multiple regressions to find factors that significantly influence on product sales, ultimately. Till now, prior studies have continuously revealed what factor affects usefulness of online review or product sales, only in respective terms. The point of our study is that we built two-level regression models, thereby being able to comprehensively analyze these two different targets. Before plunging into running regressions, we carefully collected 192,764 online review data for 200 products extracted from the Jingdong, the second biggest e-commerce platform in China. Also, we gathered "review sentimental scores" variable from each review and used that one as a core variable in our regression model, thus we were able to implement both quantitative and qualitative research. The evidences from the two-level regression models showed that the extent to which a product is experience good positively affects both usefulness of a review and product sales, again the usefulness of a review contributes to product sales in sequence. Also, the property of experience good has interaction effect on both for two-level regression models. Our main findings highlight the importance of role of online review to business performance of e-commerce firms.


Supported by : National Research Foundation of Korea


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