A Dynamic Model of the Effect of Online Communications on Firm Sales

Garrett P. Sonnier (), Leigh McAlister () and Oliver J. Rutz ()
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Garrett P. Sonnier: Red McCombs School of Business, University of Texas at Austin, Austin, Texas 78712
Leigh McAlister: Red McCombs School of Business, University of Texas at Austin, Austin, Texas 78712
Oliver J. Rutz: Yale School of Management, Yale University, New Haven, Connecticut 06521

Marketing Science, 2011, vol. 30, issue 4, 702-716

Abstract: Interpersonal communications have long been recognized as an influential source of information for consumers. Internet-based media have facilitated information exchange among firms and consumers, as well as observability and measurement of such exchanges. However, much of the research addressing online communication focuses on ratings collected from online forums. In this paper, we look beyond ratings to a more comprehensive view of online communications. We consider the sales effect of the volume of positive, negative, and neutral online communications captured by Web crawler technology and classified by automated sentiment analysis. Our modeling approach captures two key features of our data, dynamics and endogeneity. In terms of dynamics, we model daily measures of online communications about a firm and its products as contributing to a latent demand-generating stock variable. To account for the endogeneity, we extend the latent instrumental variable technique to account for dynamic endogenous regressors. Our results demonstrate a significant effect of positive, negative, and neutral online communications on daily sales performance. Failure to account for endogeneity results in a severe attenuation of the estimated effects. From a managerial perspective, we demonstrate the importance of accounting for communication valence as well as the impact of shocks to positive, negative, and neutral online communications.

Keywords: word of mouth; Bayesian estimation; endogeneity; dynamics (search for similar items in EconPapers)
Date: 2011
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Citations: View citations in EconPapers (50)

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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormksc:v:30:y:2011:i:4:p:702-716

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