The Impact of Process- vs. Outcome-Oriented Reviews on the Sales of Healthcare Services

With the rise of digital health platforms, consumers increasingly rely on online reviews when choosing healthcare services. Understanding how these reviews shape consumer decisions is crucial for both platforms and healthcare providers. To explore this, we analyzed a comprehensive data set from a leading online cosmetic surgery platform to understand how process-oriented (focusing on the recovery experience) and outcome-oriented (focusing on the end results) reviews influence the demand for healthcare services. Our findings reveal a striking disparity in the effectiveness of these two types of reviews. Generally, outcome-oriented reviews exhibit greater efficacy in boosting sales. However, the influence of each review type varies with the complexity and popularity of the services. Process-oriented reviews are more compelling for complex healthcare services, while outcome-oriented reviews prove more impactful for simpler, popular services. These insights underscore the need for tailored strategies in incentivizing and managing consumer reviews, vital for healthcare providers and digital health platforms. Furthermore, for policy makers, the study highlights the importance of regulating and guiding online review designs to ensure they accurately reflect the service process and outcome, aiding consumers in making informed decisions.

• 저널Information Systems Research · 35(4) · 1909–1927
• 토픽Digital Marketing and Social Media · Sociology and Political Science
• DOI10.1287/isre.2019.0168
• 저자Hongfei Li, Jing Peng, Gang Wang, Xue Bai