How do online reviews affect your business?

Posted on October 5, 2011 by

Michael Luca has written an article about a study that he did regarding how a consumer is influenced by consumer written reviews and how that affects the bottom line for a business. The snippet about the article itself is intriguing to say the least and clearly shows that business growth can be affected both negatively and positively. This makes it ever more clear that your business reputation needs to be protected and managed in order to keep flying on the high road. Below you will find the abstract for the article along with a link to download the PDF for free from the web.

Reviews, Reputation, and Revenue: The Case of Yelp.com
No. 12-016
Michael Luca
Negotiation, Organizations & Markets
September 2011
Complete Text (Acrobat PDF Version)

Abstract:
Do online consumer reviews affect restaurant demand? I investigate this question using a novel dataset combining reviews from the website Yelp.com and restaurant data from the Washington State Department of Revenue. Because Yelp prominently displays a restaurant’s rounded average rating, I can identify the causal impact of Yelp ratings on demand with a regression discontinuity framework that exploits Yelp’s rounding thresholds. I present three findings about the impact of consumer reviews on the restaurant industry: (1) a one-star increase in Yelp rating leads to a 5% to 9% increase in revenue, (2) this effect is driven by independent restaurants; ratings do not affect restaurants with chain affiliation, and (3) chain restaurants have declined in market share as Yelp penetration has increased. This suggests that online consumer reviews substitute for more traditional forms of reputation. I then test whether consumers use these reviews in a way that is consistent with standard learning models. I present two additional findings: (4) consumers do not use all available information and are more responsive to quality changes that are more visible and (5) consumers respond more strongly when a rating contains more information. Consumer response to a restaurant’s average rating is affected by the number of reviews and whether the reviewers are certified as “elite” by Yelp, but is unaffected by the size of the reviewers’ Yelp friends network.

© Presto Reviews - Home | Reviews | Reputation Management | SEO | Social | Blog | Tools | Contact