{"title":"Look Before you Leap! The Impact of Trust, Uncertainty, and Topics of Reviews on Search and Sales of Cars","authors":"Madhuri Prabhala, Indranil Bose","doi":"10.1007/s10796-024-10552-4","DOIUrl":null,"url":null,"abstract":"<p>While the research on online consumer reviews is immense, it has largely focused on products which can also be purchased online. However, the high level of digital engagement of individuals today along with a reported fall in physical store visits indicate that digital content can also affect products available only for purchase offline. This research examines the effects of trust, uncertainty, and topics extracted from online consumer reviews on two outcomes in the India car market, namely the search for online information and sales. The study finds that while uncertainty does not affect sales, and has a negative effect on online information search, trust is positively associated with both. The topics extracted using Latent Dirichlet Allocation from the review corpus fall under the category of experiential or functional. The different topics have direct and mediating impacts on search and sales.</p>","PeriodicalId":13610,"journal":{"name":"Information Systems Frontiers","volume":"42 1","pages":""},"PeriodicalIF":6.9000,"publicationDate":"2024-10-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Information Systems Frontiers","FirstCategoryId":"94","ListUrlMain":"https://doi.org/10.1007/s10796-024-10552-4","RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"COMPUTER SCIENCE, INFORMATION SYSTEMS","Score":null,"Total":0}
引用次数: 0
Abstract
While the research on online consumer reviews is immense, it has largely focused on products which can also be purchased online. However, the high level of digital engagement of individuals today along with a reported fall in physical store visits indicate that digital content can also affect products available only for purchase offline. This research examines the effects of trust, uncertainty, and topics extracted from online consumer reviews on two outcomes in the India car market, namely the search for online information and sales. The study finds that while uncertainty does not affect sales, and has a negative effect on online information search, trust is positively associated with both. The topics extracted using Latent Dirichlet Allocation from the review corpus fall under the category of experiential or functional. The different topics have direct and mediating impacts on search and sales.
期刊介绍：
The interdisciplinary interfaces of Information Systems (IS) are fast emerging as defining areas of research and development in IS. These developments are largely due to the transformation of Information Technology (IT) towards networked worlds and its effects on global communications and economies. While these developments are shaping the way information is used in all forms of human enterprise, they are also setting the tone and pace of information systems of the future. The major advances in IT such as client/server systems, the Internet and the desktop/multimedia computing revolution, for example, have led to numerous important vistas of research and development with considerable practical impact and academic significance. While the industry seeks to develop high performance IS/IT solutions to a variety of contemporary information support needs, academia looks to extend the reach of IS technology into new application domains. Information Systems Frontiers (ISF) aims to provide a common forum of dissemination of frontline industrial developments of substantial academic value and pioneering academic research of significant practical impact.
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