How Do Expressed Emotions Affect the Helpfulness of a Product Review? Evidence from Reviews Using Latent Semantic Analysis

References

• Adam, M.; Krämer, J.; and Weinhardt, C. Excitement up! Price down! Measuring emotions in Dutch auctions. International Journal of Electronic Commerce, 17, 2 (2012), 7–40.
   Web of Science ®Google Scholar
• Aman, S., and Szpakowicz, S. Identifying expressions of emotion in text. Lecture Notes in Computer Science, 4629 (2007), 195–205.
   Google Scholar
• Baek, H.; Ahn, J.; and Choi, Y. Helpfulness of consumer reviews: Readers objective and review cues. International Journal of Electronic Commerce, 17, 2 (2012), 99–126.
   Web of Science ®Google Scholar
• Baron, R., and Kenny, D. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 6 (1986), 1173–1182.
   PubMed Web of Science ®Google Scholar
• Bellegarda, J. A data-driven affective analysis framework toward naturally expressive speech synthesis. IEEE Transactions on Audio, Speech and Language Processing, 19, 5 (2011), 1113–1121.
   Web of Science ®Google Scholar
• Berger, J., and Milkman, K. What makes online content viral? Journal of Marketing Research, 49, 2(2012), 192–205.
   Web of Science ®Google Scholar
• Blitzer, J.; Dredze, M.; and Pereira, F. Biographies, bollywood, boom-boxes and blenders: Domain adaptation for sentiment classification. In Proceedings of the Forty-Fifth Annual Meeting of the Association of Computational Linguistics. Prague: Association for Computational Linguistics, 2007, pp. 440–447.
   Google Scholar
• Chakravarty, A.; Liu, Y.; and Majumdar, T. Persuasive influences of online word of mouth and professional reviews. Advances in Consumer Research, Asia Pacific Conference Proceedings, 8 (2009), 124–125.
   Google Scholar
• Chen, Y., and Xie, J. Third-party product review and firm marketing strategy. Marketing Science, 24, 2 (2005), 218–240.
   Web of Science ®Google Scholar
• Chevalier, J., and Mayzlin, D. The effect of word of mouth on sales: Online book reviews. Journal of Marketing Research, 43, 3(2006),345–354.
   Web of Science ®Google Scholar
• Cialdini, R. Influence: The Psychology of Persuasion. New York: HarperCollins, 2007.
   Google Scholar
• Deerwester, S.; Dumais, S.; Furnas, G.; Landauer, T.; and Harshman, R. Indexing by latent semantic analysis. Journal of the American Society for Information Science, 41, 6 (1990), 33–47.
   Web of Science ®Google Scholar
• Dellarocas, C.; Gao, G.; and Narayan, R. Are consumers more likely to contribute online reviews for hit or niche products? Journal of Management Information Systems, 27, 2 (2010), 127–157.
   Web of Science ®Google Scholar
• Dillard, J.P. Persuasion past and present: Attitudes aren’t what they used to be. Communication Monographs, 60, 1 (1993), 90–96.
   Web of Science ®Google Scholar
• Dimoka, A.; Hong, Y.; and Pavlou, P. On product uncertainty in online markets: Theory and evidence. MIS Quarterly, 36, 2 (2012), 395–426.
   Web of Science ®Google Scholar
• Doveling, K.; Scheve, C.V.; and Konijin, E. (eds.). The Routledge Handbook of Emotions and Mass Media. New York: Routledge, 2011.
   Google Scholar
• Ellsworth, P., and Smith, C. From appraisal to emotion: Differences among unpleasant feelings. Motivation and Emotion, 12, 3 (1988), 271–302.
   Web of Science ®Google Scholar
• Entman, R. Framing towards clarification of a fractured paradigm. Journal of Communication, 41, 4 (1993), 51–58.
   Web of Science ®Google Scholar
• Forman, C.; Ghosh, A.; and Wiesenfeld, B. Examining the relationship between reviews and sales: The role of reviewer identity disclosure in electronic markets. Information Systems Research, 19, 3 (2008), 291–313.
   Web of Science ®Google Scholar
• Ghose, A., and Ipeirotis, P. Designing ranking systems for consumer reviews: The impact of review subjectivity on product sales and review quality. In Proceedings of the Sixteenth Annual Workshop on Information Technology and Systems. 2006. http://pages.stern.nyu.edu/~aghose/travelsearch.pdf (November 2012).
   Google Scholar
• Godes, D., and Mayzlin, D. Using online conversations to study word-of-mouth communication. Marketing Science, 23, 4 (2004), 545–560.
   Web of Science ®Google Scholar
• Goodman, J.; Cryder, C.; and Cheema, A. Data collection in a flat world: The strength and weaknesses of Mechanical Turk samples. Journal of Behavioral Decision Making, 26, 3 (2013), 213–224.
   Web of Science ®Google Scholar
• Goodman, J., and Malkoc, S. Choosing here and now versus there and later: The moderating role of psychological distance on assortment size preferences. Journal of Consumer Research, 39 (December 2012), 751–768.
   Web of Science ®Google Scholar
• Hayes, A.F. Beyond Baron and Kenny: Statistical mediation analysis in the new millennium. Communication Monographs, 76 (2009), 408–420
   Web of Science ®Google Scholar
• Hennig-Thurau, T., and Walsh, G. Electronic word of mouth: Motives for and consequences of reading consumer articulations on the Internet. International Journal of Electronic Commerce, 8, 2 (2003–4), 51–74.
   Web of Science ®Google Scholar
• Huang, L.; Tan, C.-H.; Ke, W.; and Wei, K-K. Comprehension and assessment of product reviews: A review-product congruity proposition. Journal of Management Information Systems, 30, 3 (2013), 311–343.
   Web of Science ®Google Scholar
• Jensen, M.; Averbeck, Z.; and Wright, K. Credibility of anonymous online product reviews: A language expectancy perspective. Journal of Management Information Systems, 30, 1 (2013), 293–323.
   Web of Science ®Google Scholar
• Karmarkar, U., and Tormala, Z. Believe me, I have no idea what I’m talking about: The effects of source certainty on consumer involvement and persuasion. Journal of Consumer Research, 36, (April 2009), 1033–1049.
   Google Scholar
• Lazarus, R. Emotion and Adaption. Oxford: Oxford University Press, 1991.
   Google Scholar
• Landauer, T.; Foltz, P.; and Laham, D. Introduction to latent semantic analysis. Discourse Processes, 25 (1998), 259–284.
   Web of Science ®Google Scholar
• Li, J., and Zhan, L. Online persuasion: How the written word drives WOM: Evidence from consumer-generated product reviews. Journal of Advertising Research, 51, 1 (2011), 239–257.
   Web of Science ®Google Scholar
• Li, M.; Huang, L.; Tan, C.-H.; and Wei, K.-K. Helpfulness of online product reviews as seen by consumers: Source and content features. International Journal of Electronic Commerce, 17, 4 (2013), 101–136.
   Web of Science ®Google Scholar
• Li, X.; Hitt, L.M.; and Zhang, Z.J. Product reviews and competition in markets for repeat purchase products. Journal of Management Information Systems, 27, 4 (2011), 9–41.
   Web of Science ®Google Scholar
• Liu, Y. Word of mouth for movies: Its dynamics and impact on box office revenue. Journal of Marketing, 70, 3 (2006), 74–89.
   Web of Science ®Google Scholar
• Mayer, N., and Tormala, Z. Think versus “feel” framing effects in persuasion. Personality and Social Psychology Bulletin, 36, 4 (2010), 443–454.
   PubMed Web of Science ®Google Scholar
• Mudambi, S., and Schuff, D. What makes a helpful online review? A study of customer reviews on Amazon.com. MIS Quarterly, 34, 1 (2010), 185–200.
   Web of Science ®Google Scholar
• Nabi, R.L. Anger, fear, uncertainty, and attitudes: A test of the cognitive-functional model. Communication Monographs, 69, 3 (2002), 204–216
   Web of Science ®Google Scholar
• Nabi, R.L. Exploring the framing effects of emotion: Do discrete emotions differentially influence the information accessibility, information seeking, and policy preferences? Communication Research, 30, 2 (2003), 224–247.
   Web of Science ®Google Scholar
• Newman, M.; Pennebaker, J.; Berry, D.; and Richards, J. Lying words: Predicting deception from linguistic styles. Personality and Social Psychology Bulletin, 29, 5 (2003), 665–675.
   PubMed Web of Science ®Google Scholar
• Nyer, P. A study of the relationships between cognitive appraisals and consumption emotions. Journal of the Academy of Marketing Science, 25, 4 (1997), 296–304.
   Web of Science ®Google Scholar
• Pan, Y., and Zhang, J. Born unequal: A study of the helpfulness of user-generated product reviews. Journal of Retailing, 87, 4 (2011), 598–612.
   Web of Science ®Google Scholar
• Pang, B., and Lee, L. Opinion mining and sentiment analysis. Foundations and Trends in Information Retrieval, 2, 1–2 (2008), 1–135.
   Google Scholar
• Park, D-H.; Lee, J.; and Ingoo, H. The effect of on-line consumer reviews on consumer purchasing intentions: The moderating role of involvement. International Journal of Electronic Commerce, 11, 4 (2007), 57–80.
   Web of Science ®Google Scholar
• Pennebaker, J.W.; Booth, R.; and Francis, M. Linguistic inquiry and word count: LIWC [Computer software]. Austin, TX: LIWC.net. 2007
   Google Scholar
• Price, P.C., and Stone, E.R. Intuitive evaluation of likelihood judgment procedure: Evidence from a confidence heuristics. Journal of Behavioral Decision Making, 17 (December 2004), 39–57.
   Web of Science ®Google Scholar
• Raghubir, P.; Morwitz, V.; and Santana, S. Europoly money: How do tourists convert foreign currencies to make spending decisions? Journal of Retailing, 88, 1 (2012), 7–19.
   Web of Science ®Google Scholar
• Raghunathan, R.; Pham, M.; and Corfman, K. Informational properties of anxiety and sadness, and displaced coping. Journal of Consumer Research, 32, (March 2006), 596–601.
   Web of Science ®Google Scholar
• Richins, M. Measuring emotions in the consumption experiences. Journal of Consumer Research, 24, 2 (1997), 127–146.
   Web of Science ®Google Scholar
• Roseman, I.; Abelson, R.P.; and Ewing, M.F. Emotion and political cognition: Emotional appeals. In R. Lau and D.O. Sears (eds.), Political communications. Political Cognition. Nineteenth Annual Carnegie Symposium on Cognition. Mahway, NJ: Lawrence Erlbaum, 1986, pp. 279–296.
   Google Scholar
• Rubin, V.L.; Liddy, E.; and Kando, N. Certainty identification in texts: Categorization model and manual tagging results.” In J.G. Shanahan, Y. Qu, and J. Wiebe (eds.), Computing Attitude and Affect in Text: Theory and Applications (Information Retrieval Series). New York: Springer-Verlag, 2005, ch. 7.
   Google Scholar
• Ruth, J.A.; Brunel, F.; and Otnes, C. Linking thoughts to feeling: Investigating cognitive appraisals and consumption emotions in a mixed emotions context. Journal of the Academy of Marketing Science, 30, 1 (2002), 44–58.
   Web of Science ®Google Scholar
• Sussman, S.W., and Seigal, W. Informational influence in organizations: An integrated approach to knowledge adoption. Information Systems Research, 14, 1 (2003), 47–65.
   Web of Science ®Google Scholar
• Sen, S., and Lerman, D. Why are you telling me this? An examination into negative consumer reviews on the Web. Journal of Interactive Marketing, 21, 4 (2007), 76–94.
   Web of Science ®Google Scholar
• Senecal, S., and Nantel, J. The influence of online product recommendations on consumers’ online choices. Journal of Retailing, 80, 2 (2004), 159–169.
   Web of Science ®Google Scholar
• Smith, C., and Ellsworth, P. Patterns of cognitive appraisal in emotion. Journal of Personality and Social Psychology, 48, 4 (1985), 813–838.
   PubMed Web of Science ®Google Scholar
• Sniejek, J., and Swol, L.V. Trust, confidence and expertise in a judge-advisor system. Organizational Behavior and Human Decision Processes, 84, (March 2001), 288–307.
   PubMed Web of Science ®Google Scholar
• Sribney, W. Pseudo-R² for Tobit. http://www.stata.com/support/faqs/statistics/pseudo-r2/ ( accessed in January 2015).
   Google Scholar
• Strapparava, C., and Mihalcea, R. Learning to identify emotions in text. In Proceedings of the 2008 ACM symposium on Applied Computing. New York, 2008, pp. 1556–1560.
   Google Scholar
• Tausczik, Y.R., and Pennebaker, J. The psychological meaning of words: LIWC and computerized text analysis methods. Journal of Language and Social Psychology, 29, 1 (2010), 24–54.
   Web of Science ®Google Scholar
• Tiedens, L., and Linton, S. Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. Journal of Personality and Social Psychology, 81, 6 (2001), 973–988.
   Web of Science ®Google Scholar
• Wells, J.D.; Valacich, J.S.; and Hess, T.J. What signals are you sending? How website quality influences perceptions of product quality and purchase intentions. MIS Quarterly, 35, 2 (2011), 373–396.
   Web of Science ®Google Scholar
• Winterich, K.P., and Haws, K. Helpful hopefulness: The effect of future positive emotions on consumption. Journal of Consumer Research, 38, 3 (2011), 505–524.
   Web of Science ®Google Scholar
• Wolfe, M., and Goldman, S. Using latent semantic analysis for predicting psychological phenomenon: Two issues and proposed solutions. Behavior Research Methods, Instruments and Computers, 35, 1 (2003), 22–31.
   PubMedGoogle Scholar
• Yin, D.; Bond, S.D.; and Zhang, H. Anxious or angry? Effects of discrete emotions on the perceived helpfulness of online reviews. MIS Quarterly, 38, 2 (2014), 539–560.
   Web of Science ®Google Scholar
• Yin, G.; Wei, L.; Xu, W.; and Chen, M. Exploring heuristics cues for consumer perceptions of online reviews helpfulness: The case of Yelp.com. Pacific Asia Conference on Information Systems Proceedings, 24–28 June 2014. Chengdu, China. http://aisel.aisnet.org/pacis2014/52.
   Google Scholar