IDEAS home Printed from https://ideas.repec.org/a/eee/enepol/v165y2022ics0301421522001859.html
   My bibliography  Save this article

Customer behavior in purchasing energy-saving products: Big data analytics from online reviews of e-commerce

Author

Listed:
  • Ma, Guanhua
  • Ma, Junhua
  • Li, Hao
  • Wang, Yiming
  • Wang, Zhaohua
  • Zhang, Bin

Abstract

With the acceleration of China's urbanization and the increasing number of household appliances, the promotion of energy-saving products has attracted widespread attention. However, the influence of online reviews on energy-saving products, especially the influence of energy-efficiency-related textual reviews, has not been elucidated. Drawing upon product information and consumer comments from one of China's largest e-commerce platforms, we covered 1188 products and over 600,000 corresponding online textual reviews. After categorizing the textual reviews, we constructed a dictionary of energy-saving attitude. Based on an elaboration likelihood model (ELM), this study analyzes the influence of energy-saving related e-WOM on product sales by a linear regression model. With an intermediary role in consideration, this study also demonstrates the influence mechanism of online reviews on purchase decision through the central route (the effects of gross sentiment, e-WOM and review tag on product sales) and peripheral route (the effects of star rating and review numbers on product sales) in ELM. The results show that both the online reviews and the rating scores of energy star have a strong influence on product sales in a short period of time. The gross sentiment of an online review can influence product sales, which is wholly affected by the intermediary role of the star rating. The central route can also influence product sales indirectly through the peripheral route.

Suggested Citation

  • Ma, Guanhua & Ma, Junhua & Li, Hao & Wang, Yiming & Wang, Zhaohua & Zhang, Bin, 2022. "Customer behavior in purchasing energy-saving products: Big data analytics from online reviews of e-commerce," Energy Policy, Elsevier, vol. 165(C).
    • Handle: RePEc:eee:enepol:v:165:y:2022:i:c:s0301421522001859
    DOI: 10.1016/j.enpol.2022.112960
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0301421522001859
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.enpol.2022.112960?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Urszula Garczarek-Bąk & Andrzej Szymkowiak & Piotr Gaczek & Aneta Disterheft, 2021. "A comparative analysis of neuromarketing methods for brand purchasing predictions among young adults," Journal of Brand Management, Palgrave Macmillan, vol. 28(2), pages 171-185, March.
    2. Liu, Yong & Gan, Wen-xue & Zhang, Qi, 2021. "Decision-making mechanism of online retailer based on additional online comments of consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    3. Lawani, Abdelaziz & Reed, Michael R. & Mark, Tyler & Zheng, Yuqing, 2019. "Reviews and price on online platforms: Evidence from sentiment analysis of Airbnb reviews in Boston," Regional Science and Urban Economics, Elsevier, vol. 75(C), pages 22-34.
    4. Azra Shamim & Muhammad Ahsan Qureshi & Farhana Jabeen & Misbah Liaqat & Muhammad Bilal & Yalew Zelalem Jembre & Muhammad Attique, 2021. "Multi-Attribute Online Decision-Making Driven by Opinion Mining," Mathematics, MDPI, vol. 9(8), pages 1-25, April.
    5. Hollebeek, Linda D. & Glynn, Mark S. & Brodie, Roderick J., 2014. "Consumer Brand Engagement in Social Media: Conceptualization, Scale Development and Validation," Journal of Interactive Marketing, Elsevier, vol. 28(2), pages 149-165.
    6. Mark A. Andor, Andreas Gerster, and Stephan Sommer, 2020. "Consumer Inattention, Heuristic Thinking and the Role of Energy Labels," The Energy Journal, International Association for Energy Economics, vol. 0(Number 1).
    7. Tran, Gina A. & Strutton, David, 2020. "Comparing email and SNS users: Investigating e-servicescape, customer reviews, trust, loyalty and E-WOM," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    8. Tinggui Chen & Lijuan Peng & Jianjun Yang & Guodong Cong, 2021. "Analysis of User Needs on Downloading Behavior of English Vocabulary APPs Based on Data Mining for Online Comments," Mathematics, MDPI, vol. 9(12), pages 1-26, June.
    9. Park, Min-Sook & Shin, Jong-Kuk & Ju, Yong, 2019. "Attachment styles and electronic word of mouth (e-WOM) adoption on social networking sites," Journal of Business Research, Elsevier, vol. 99(C), pages 398-404.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Zhiyu Lv & Xu Zhang, 2023. "Influencing Factor Analysis on Energy-Saving Refrigerator Purchases from the Supply and Demand Sides," Sustainability, MDPI, vol. 15(13), pages 1-16, June.
    2. Junjuan Du, 2022. "Project Attribute Information and Initiator’s Commitment in Crowdfunding Message Strategy: An Empirical Investigation of Financing Performance in Agri-Food Crowdfunding," Sustainability, MDPI, vol. 14(19), pages 1-18, October.
    3. Dash, Raj & Bhattacharjee, Biplab, 2024. "Consumer uptake of energy-efficient appliances in India's online marketplace: An electronic word-of-mouth (eWOM) process model," Utilities Policy, Elsevier, vol. 88(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Taewon Suh & Sang Bong Lee, 2023. "Configuring managerial factors to enhance omnichannel experience and customer engagement behaviors for a solid loyalty loop," Electronic Commerce Research, Springer, vol. 23(3), pages 1591-1619, September.
    2. Affifa Sardar & Amir Manzoor & Khurram Adeel Shaikh & Liaqat Ali, 2021. "An Empirical Examination of the Impact of eWom Information on Young Consumers’ Online Purchase Intention: Mediating Role of eWom Information Adoption," SAGE Open, , vol. 11(4), pages 21582440211, October.
    3. Bruneau, Virginie & Swaen, Valérie & Zidda, Pietro, 2018. "Are loyalty program members really engaged? Measuring customer engagement with loyalty programs," Journal of Business Research, Elsevier, vol. 91(C), pages 144-158.
    4. Anna Borawska & Mariusz Borawski & Małgorzata Łatuszyńska, 2022. "Effectiveness of Electricity-Saving Communication Campaigns: Neurophysiological Approach," Energies, MDPI, vol. 15(4), pages 1-19, February.
    5. Qayyum, Abdul & Jamil, Raja Ahmed & Shah, Adnan Muhammad & Lee, KangYoon, 2023. "Inclusive advertising featuring disability on instagram: Effect on consumer well-being, brand engagement, and purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    6. Adhikari, Arnab & Sharma, Megha & Basu, Sumanta & Jha, Ashish Kumar, 2022. "Uniform or spatially differentiated? Pricing Strategies for Information Goods under simultaneous and sequential decision-making in multi-market context," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    7. Cassandra France & Debra Grace & Joseph Lo Iacono & Joan Carlini, 0. "Exploring the interplay between customer perceived brand value and customer brand co-creation behaviour dimensions," Journal of Brand Management, Palgrave Macmillan, vol. 0, pages 1-15.
    8. Jinjing Yang & Cong Cao & Chensang Ye & Yangyan Shi, 2022. "Effects of Interface Design and Live Atmosphere on Consumers’ Impulse-Buying Behaviour from the Perspective of Human–Computer Interaction," Sustainability, MDPI, vol. 14(12), pages 1-21, June.
    9. Zha, Donglan & Yang, Guanglei & Wang, Wenzhong & Wang, Qunwei & Zhou, Dequn, 2020. "Appliance energy labels and consumer heterogeneity: A latent class approach based on a discrete choice experiment in China," Energy Economics, Elsevier, vol. 90(C).
    10. Caitlin McLaughlin & Kai Haverila & Matti Haverila, 2022. "Gratifications sought versus gratifications achieved in online brand communities: satisfaction and motives of lurkers and posters," Journal of Brand Management, Palgrave Macmillan, vol. 29(2), pages 190-207, March.
    11. Rodriguez, Virginie & Sangle-Ferriere, Marion, 2023. "Do supermarkets’ emails have any value for their customers? The effect of emails’ content and interestingness on customers’ attitude and engagement," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    12. Raed S. Algharabat & Nripendra P. Rana, 0. "Social Commerce in Emerging Markets and its Impact on Online Community Engagement," Information Systems Frontiers, Springer, vol. 0, pages 1-22.
    13. Syrjälä, Henna & Kauppinen-Räisänen, Hannele & Luomala, Harri T. & Joelsson, Tapani N. & Könnölä, Kaisa & Mäkilä, Tuomas, 2020. "Gamified package: Consumer insights into multidimensional brand engagement," Journal of Business Research, Elsevier, vol. 119(C), pages 423-434.
    14. Zhani, Najlae & Mouri, Nacef & Ahmed, Tariq, 2022. "The role of mobile value and trust as drivers of purchase intentions in m-servicescape," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    15. Jinjiang Cai & Jingjing Wu & Hongjie Zhang & Yifei Cai, 2023. "Research on the Influence Mechanism of Fashion Brands’ Crossover Alliance on Consumers’ Online Brand Engagement: The Mediating Effect of Hedonic Perception and Novelty Perception," Sustainability, MDPI, vol. 15(5), pages 1-17, February.
    16. Agrawal, Shiv Ratan & Mittal, Divya, 2022. "Optimizing customer engagement content strategy in retail and E-tail: Available on online product review videos," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    17. Naidoo, Vik & Hollebeek, Linda D., 2016. "Higher education brand alliances: Investigating consumers' dual-degree purchase intentions," Journal of Business Research, Elsevier, vol. 69(8), pages 3113-3121.
    18. Fujita, Momoko & Harrigan, Paul & Soutar, Geoffrey N. & Kumar Roy, Sanjit & Roy, Rajat, 2020. "Enhancing member-institution relationships through social media: The role of other-user engagement behavior and similarity perceptions," Journal of Business Research, Elsevier, vol. 121(C), pages 642-654.
    19. Shaun M. Powell, 2016. "Journal of Brand Management – Year end review 2016," Journal of Brand Management, Palgrave Macmillan, vol. 23(6), pages 601-611, November.
    20. E. Denny, 2022. "Long-term Energy Cost Labelling for Appliances: Evidence from a Randomised Controlled Trial in Ireland," Journal of Consumer Policy, Springer, vol. 45(3), pages 369-409, September.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:enepol:v:165:y:2022:i:c:s0301421522001859. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/enpol .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.