The inverted U-shape of consumer reviews and conversion rates: The moderating role of store longevity and transaction volume on service-selling platforms

IF 11 1区 管理学 Q1 BUSINESS Journal of Retailing and Consumer Services Pub Date : 2024-09-05 DOI:10.1016/j.jretconser.2024.104063
Qiming Zhong , Li Zhou , Jie Zhang , Ting Ji
{"title":"The inverted U-shape of consumer reviews and conversion rates: The moderating role of store longevity and transaction volume on service-selling platforms","authors":"Qiming Zhong ,&nbsp;Li Zhou ,&nbsp;Jie Zhang ,&nbsp;Ting Ji","doi":"10.1016/j.jretconser.2024.104063","DOIUrl":null,"url":null,"abstract":"<div><p>This study investigates the intricate relationship between consumer review quantity and conversion rates on online service-selling platforms. Leveraging data from a large platform, the research uncovers an inverted U-shaped relationship, where conversion rates initially improve with increasing review quantity but decline once a threshold is exceeded. The study also explores how store longevity and transaction volume moderates this relationship, revealing that established stores and those with higher transaction volumes can mitigate the negative effects of excessive reviews. These findings offer actionable insights for platforms and merchants on balancing review quantity to optimize conversion rates. Moreover, the conduction of this study also underscores the importance of reassessing established theories in the evolving landscape of e-commerce.</p></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"82 ","pages":"Article 104063"},"PeriodicalIF":11.0000,"publicationDate":"2024-09-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Retailing and Consumer Services","FirstCategoryId":"91","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S096969892400359X","RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 0

Abstract

This study investigates the intricate relationship between consumer review quantity and conversion rates on online service-selling platforms. Leveraging data from a large platform, the research uncovers an inverted U-shaped relationship, where conversion rates initially improve with increasing review quantity but decline once a threshold is exceeded. The study also explores how store longevity and transaction volume moderates this relationship, revealing that established stores and those with higher transaction volumes can mitigate the negative effects of excessive reviews. These findings offer actionable insights for platforms and merchants on balancing review quantity to optimize conversion rates. Moreover, the conduction of this study also underscores the importance of reassessing established theories in the evolving landscape of e-commerce.

查看原文
分享 分享
微信好友 朋友圈 QQ好友 复制链接
本刊更多论文
消费者评论与转化率的倒 U 型关系:服务销售平台上店铺寿命和交易量的调节作用
本研究调查了在线服务销售平台上消费者评论数量与转化率之间错综复杂的关系。利用一个大型平台的数据,研究发现了一种倒 U 型关系,即随着评论数量的增加,转换率最初会有所提高,但一旦超过阈值,转换率就会下降。研究还探讨了店铺寿命和交易量如何调节这种关系,发现成熟的店铺和交易量较高的店铺可以减轻过多评论的负面影响。这些发现为平台和商家平衡评论数量以优化转换率提供了可操作的见解。此外,这项研究还强调了在不断变化的电子商务环境中重新评估既定理论的重要性。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
求助全文
约1分钟内获得全文 去求助
来源期刊
CiteScore
20.40
自引率
14.40%
发文量
340
审稿时长
20 days
期刊介绍: The Journal of Retailing and Consumer Services is a prominent publication that serves as a platform for international and interdisciplinary research and discussions in the constantly evolving fields of retailing and services studies. With a specific emphasis on consumer behavior and policy and managerial decisions, the journal aims to foster contributions from academics encompassing diverse disciplines. The primary areas covered by the journal are: Retailing and the sale of goods The provision of consumer services, including transportation, tourism, and leisure.
期刊最新文献
Customers’ reuse intention to autonomous delivery vehicles in terminal delivery service: A valence theory perspective We match! Building online brand engagement behaviours through emotional and rational processes From popularity to pitfalls: Diagnosing consumer issues and engineering solutions for an ink-inspired mobile theme system Retail consumers' conundrum: An in-depth qualitative study navigating the motivations and aversion of chatbots Bright and dark sides of green consumerism: An in-depth qualitative investigation in retailing context
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
×
提示
您的信息不完整,为了账户安全,请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
0
微信
客服QQ
Book学术公众号 扫码关注我们
反馈
×
意见反馈
请填写您的意见或建议
请填写您的手机或邮箱
已复制链接
已复制链接
快去分享给好友吧!
我知道了
×
扫码分享
扫码分享
Book学术官方微信
Book学术文献互助
Book学术文献互助群
群 号:481959085
Book学术
文献互助 智能选刊 最新文献 互助须知 联系我们:info@booksci.cn
Book学术提供免费学术资源搜索服务,方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。
Copyright © 2023 Book学术 All rights reserved.
ghs 京公网安备 11010802042870号 京ICP备2023020795号-1