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Forschungsergebnis (Zeitschriftenartikel)

Florian Dost, Jens Sievert, David Kassim: Revisiting firm-created word of mouth: High-value versus low-value seed selection

Abstract

A field test similar to Godes and Mayzlin's (2009) conceptually replicates the sales effect of word-of-mouth campaigns and empirically confirms Haenlein and Libai's (2013) findings that seeds with high value to the brand are preferred among noncustomers of the product because they show the largest effect on incremental sales. Seeds with low value to the brand, as in Godes and Mayzlin's study, may be preferred if marketers are limited to work with product customers only. Additionally, those peers that are unaware of the campaign product, but have bought the brand in the past are mainly responsible for incremental sales.

Autor Florian Dost, Jens Sievert, David Kassim
Titel des Aufsatzes Revisiting firm-created word of mouth: High-value versus low-value seed selection
Jahr 2016
Zeitschrift Zeitschrift International Journal of Research in Marketing
Ausgabe / Nummer 33 (1)
Ranking A (VHB-Jourqual 2.1 (2011))

Einordnung in die Universitätsstruktur

Fakultät Wirtschaftswissenschaftliche Fakultät
Lehrstuhl Juniorprofessur für BWL, insbesondere Marketing

Bibliographische Angabe

Florian Dost, Jens Sievert, David Kassim: Revisiting firm-created word of mouth: High-value versus low-value seed selection. In: International Journal of Research in Marketing 33 (1), 2016 .