Online review systems: How emotional language drives sales

Research output: Contribution to conferencePaperpeer-review


How does emotional expression in online reviews affect sales? To answer this question, a model is constructed based on theories of sentiment. This model is tested experimentally. Controlling for online review valence online review emotionality affects product sales. The impact is moderated by product type, but not by product price. Specifically, online review language that expresses intense positive or negative emotions increases sales for hedonic products, but it doesn't affect sales for utilitarian products. This result has implications for the design of online review display algorithms.

Original languageEnglish
StatePublished - 2014
Event20th Americas Conference on Information Systems, AMCIS 2014 - Savannah, GA, United States
Duration: Aug 7 2014Aug 9 2014


Other20th Americas Conference on Information Systems, AMCIS 2014
Country/TerritoryUnited States
CitySavannah, GA

ASJC Scopus subject areas

  • Computer Networks and Communications
  • Computer Science Applications
  • Information Systems
  • Library and Information Sciences


  • Arousal
  • Decision support
  • Emotional expression
  • Online reviews
  • Opinion mining
  • Sales
  • Sentiment
  • Social media
  • Valence


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