How much is too much? The nonlinear link between emotional arousal and review helpfulness

Abstract

Online reviews affect consumer purchase decisions and become prevalent in different sectors. Platforms elicit useful reviews by allowing consumers to vote for helpfulness. The link between review features and review helpfulness hence has been a topic of broad interest in information systems (IS) and Internet commerce. Psychological science studies show that expressed emotions in information – valence and arousal significantly influence receivers' engagement and valuation. Unlike valence (negative or positive) that is widely-analyzed, emotional arousal is a less-studied attribute of online reviews. This study presents a careful account of the nonlinear link between emotional arousal and review helpfulness. Following a rigorous procedure of theorizing and testing nonlinear relationships (Haans et al. 2016), we articulate latent mechanisms leading to an inverted U-shaped association and how valence would moderate the nonlinear effect of review arousal. We analyze reviews on experience goods from Yelp.com and find firm support for our hypotheses. The findings are triangulated using reviews on search goods from Amazon.com. While the nonlinear effect of review arousal and interactions with review valence are robust to both types of goods, an alternative moderation path of review valence on the inverted U-shaped relationship is observed. Our empirical study contributes to the literature by shedding lights on the dynamics among arousal, valence, review helpfulness, and product types, which illustrates a prototypical example to IS/e-commerce scholars on rigorously conceptualizing and estimating U-shaped links as well as their moderations.