Proceedings of the 2023 7th International Seminar on Education, Management and Social Sciences (ISEMSS 2023)

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A Study on the Influence of Linguistic Styles of Reviews on Sales Performance in Second-Hand Transactions

Authors
Yini Liu1, *, Hao Zhang2
1School of Economics and Management, Nanjing University of Aeronautics and Astronautics, Nanjing, 211106, Jiangsu, China
2School of Economics and Management, Nanjing University of Aeronautics and Astronautics, Nanjing, 211106, Jiangsu, China
*Corresponding author. Email: lyn_vanilla@163.com
Corresponding Author
Yini Liu
Available Online 31 October 2023.
DOI
10.2991/978-2-38476-126-5_114How to use a DOI?
Keywords
second-hand transaction; review; linguistic style; sales performance
Abstract

With the change of people’s consumption philosophy, second-hand consumption has become more and more popular. However, how to solve the information asymmetry between buyers and sellers in the second-hand market has become a key concern for second-hand platforms. Reviews play an important role in consumer decision, and the linguistic styles reflected in reviews have different persuasive effects on users. This study explores the relationship between reviews and sales performance from the perspective of review linguistic style based on a second-hand book platform, using text mining methods to process unstructured review texts and multiple linear regression for empirical analysis. Conclusions are both specific and intimate styles are positively related with sales volume, while intimate style is also positively related with sales speed.

Copyright
© 2023 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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Volume Title
Proceedings of the 2023 7th International Seminar on Education, Management and Social Sciences (ISEMSS 2023)
Series
Advances in Social Science, Education and Humanities Research
Publication Date
31 October 2023
ISBN
10.2991/978-2-38476-126-5_114
ISSN
2352-5398
DOI
10.2991/978-2-38476-126-5_114How to use a DOI?
Copyright
© 2023 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Cite this article

risenwbib
TY  - CONF
AU  - Yini Liu
AU  - Hao Zhang
PY  - 2023
DA  - 2023/10/31
TI  - A Study on the Influence of Linguistic Styles of Reviews on Sales Performance in Second-Hand Transactions
BT  - Proceedings of the 2023 7th International Seminar on Education, Management and Social Sciences (ISEMSS 2023)
PB  - Atlantis Press
SP  - 1028
EP  - 1036
SN  - 2352-5398
UR  - https://doi.org/10.2991/978-2-38476-126-5_114
DO  - 10.2991/978-2-38476-126-5_114
ID  - Liu2023
ER  -