How Online Reviews in a Year Predict Online Sales in the Next on Expedia.com + Agoda.com + Hotels.com? A Panel Study of Hotels

Snehasish Banerjee, Stefanie Bonfield

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Abstract

This paper investigates how ratings, titles as well as descriptions of online reviews predict online sales. Using data from Expedia.com, Agoda.com and Hotels.com; a log-linear regression model was developed for a panel of 75 Asian hotels. The model explained 69.40% variance in the dependent variable for luxury hotels, 40.30% for budget hotels, and 38.80% for mid-scale hotels. In particular, title length was negatively related to sales for luxury and mid-scale hotels. The use of positive words in titles was positively related to sales for luxury hotels but had a negative association for budget hotels. Moreover, the use of positive (negative) words in descriptions was positively (negatively) related to sales for budget hotels.
Original languageEnglish
Title of host publication2019 5th International Conference on Information Management (ICIM)
PublisherIEEE
Number of pages5
ISBN (Electronic)978-1-7281-3430-7
DOIs
Publication statusPublished - 17 May 2019

Bibliographical note

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Keywords

  • E-tourism
  • e-wom
  • online booking
  • online sales

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